{"version":"1.0.0","segments":[{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.31,"body":"Today on the"},{"speaker":"Annemie Tonken","startTime":0.0,"endTime":2.31,"body":"podcast, we are talking about"},{"speaker":"Annemie Tonken","startTime":2.31,"endTime":5.49,"body":"making transitions in our"},{"speaker":"Annemie Tonken","startTime":2.31,"endTime":5.49,"body":"careers, whether it's the"},{"speaker":"Annemie Tonken","startTime":5.49,"endTime":9.48,"body":"transition of starting a career,"},{"speaker":"Annemie Tonken","startTime":5.49,"endTime":9.48,"body":"or shifting the focus of our"},{"speaker":"Annemie Tonken","startTime":9.48,"endTime":12.54,"body":"work from one subject to"},{"speaker":"Annemie Tonken","startTime":9.48,"endTime":12.54,"body":"another, like going from"},{"speaker":"Annemie Tonken","startTime":12.54,"endTime":17.25,"body":"weddings to photographing"},{"speaker":"Annemie Tonken","startTime":12.54,"endTime":17.25,"body":"families. And although all of us"},{"speaker":"Annemie Tonken","startTime":17.25,"endTime":20.34,"body":"have made transitions at some"},{"speaker":"Annemie Tonken","startTime":17.25,"endTime":20.34,"body":"point in our lives, right?"},{"speaker":"Annemie Tonken","startTime":21.15,"endTime":24.21,"body":"Sometimes those transitions are"},{"speaker":"Annemie Tonken","startTime":21.15,"endTime":24.21,"body":"graceful. Other times, they're"},{"speaker":"Annemie Tonken","startTime":24.21,"endTime":29.88,"body":"much more difficult. But most of"},{"speaker":"Annemie Tonken","startTime":24.21,"endTime":29.88,"body":"us tend to approach transitions"},{"speaker":"Annemie Tonken","startTime":29.88,"endTime":33.63,"body":"as just we dive in, and we do"},{"speaker":"Annemie Tonken","startTime":29.88,"endTime":33.63,"body":"whatever we need to do to get"},{"speaker":"Annemie Tonken","startTime":33.63,"endTime":37.77,"body":"through that transition, while"},{"speaker":"Annemie Tonken","startTime":33.63,"endTime":37.77,"body":"we kind of keep our eyes focused"},{"speaker":"Annemie Tonken","startTime":37.77,"endTime":42.63,"body":"on the road ahead, right. And"},{"speaker":"Annemie Tonken","startTime":37.77,"endTime":42.63,"body":"that road will inevitably lead"},{"speaker":"Annemie Tonken","startTime":42.63,"endTime":46.44,"body":"to other transitions in the"},{"speaker":"Annemie Tonken","startTime":42.63,"endTime":46.44,"body":"future. So the reason that I'm"},{"speaker":"Annemie Tonken","startTime":46.44,"endTime":50.16,"body":"so excited to chat with"},{"speaker":"Annemie Tonken","startTime":46.44,"endTime":50.16,"body":"photographer Mary Otanez today"},{"speaker":"Annemie Tonken","startTime":50.19,"endTime":54.84,"body":"is that she has actually taken"},{"speaker":"Annemie Tonken","startTime":50.19,"endTime":54.84,"body":"the time to look backward at her"},{"speaker":"Annemie Tonken","startTime":54.84,"endTime":59.13,"body":"own transitions, and deep dive"},{"speaker":"Annemie Tonken","startTime":54.84,"endTime":59.13,"body":"on what has worked and what"},{"speaker":"Annemie Tonken","startTime":59.13,"endTime":63.75,"body":"hasn't worked, so that she could"},{"speaker":"Annemie Tonken","startTime":59.13,"endTime":63.75,"body":"then create a roadmap for"},{"speaker":"Annemie Tonken","startTime":63.75,"endTime":69.6,"body":"navigating future transitions"},{"speaker":"Annemie Tonken","startTime":63.75,"endTime":69.6,"body":"more reliably, gracefully. And"},{"speaker":"Annemie Tonken","startTime":69.63,"endTime":73.29,"body":"she is sharing the framework"},{"speaker":"Annemie Tonken","startTime":69.63,"endTime":73.29,"body":"that she's developed to help not"},{"speaker":"Annemie Tonken","startTime":73.29,"endTime":75.87,"body":"only herself, but other"},{"speaker":"Annemie Tonken","startTime":73.29,"endTime":75.87,"body":"photographers be more"},{"speaker":"Annemie Tonken","startTime":75.87,"endTime":78.99,"body":"intentional, when they're making"},{"speaker":"Annemie Tonken","startTime":75.87,"endTime":78.99,"body":"those moves, whether they're big"},{"speaker":"Annemie Tonken","startTime":78.99,"endTime":83.34,"body":"moves, or small moves. And that"},{"speaker":"Annemie Tonken","startTime":78.99,"endTime":83.34,"body":"framework is absolutely genius."},{"speaker":"Annemie Tonken","startTime":83.37,"endTime":87.39,"body":"It's the sort of, you know,"},{"speaker":"Annemie Tonken","startTime":83.37,"endTime":87.39,"body":"actionable, measurable plan that"},{"speaker":"Annemie Tonken","startTime":87.39,"endTime":92.22,"body":"I absolutely love, but applied"},{"speaker":"Annemie Tonken","startTime":87.39,"endTime":92.22,"body":"to a subject that often feels"},{"speaker":"Annemie Tonken","startTime":92.25,"endTime":96.24,"body":"really nebulous and really"},{"speaker":"Annemie Tonken","startTime":92.25,"endTime":96.24,"body":"blind. And so I know that she is"},{"speaker":"Annemie Tonken","startTime":96.24,"endTime":100.74,"body":"going to give us all some real"},{"speaker":"Annemie Tonken","startTime":96.24,"endTime":100.74,"body":"aha moments. Before I Cue the"},{"speaker":"Annemie Tonken","startTime":100.74,"endTime":104.37,"body":"music, though, I want to remind"},{"speaker":"Annemie Tonken","startTime":100.74,"endTime":104.37,"body":"you, if you haven't already to"},{"speaker":"Annemie Tonken","startTime":104.37,"endTime":108.3,"body":"go sign up for the live training"},{"speaker":"Annemie Tonken","startTime":104.37,"endTime":108.3,"body":"I am offering later this month,"},{"speaker":"Annemie Tonken","startTime":108.69,"endTime":111.87,"body":"it's called \"Planning For"},{"speaker":"Annemie Tonken","startTime":108.69,"endTime":111.87,"body":"Profit: A Step By Step Guide To"},{"speaker":"Annemie Tonken","startTime":111.87,"endTime":114.75,"body":"Organizing Your Products And"},{"speaker":"Annemie Tonken","startTime":111.87,"endTime":114.75,"body":"Pricing For Holiday Sale"},{"speaker":"Annemie Tonken","startTime":114.75,"endTime":120.0,"body":"Success\". Say that five times"},{"speaker":"Annemie Tonken","startTime":114.75,"endTime":120.0,"body":"fast, and it's totally free. But"},{"speaker":"Annemie Tonken","startTime":120.0,"endTime":124.2,"body":"you do have to grab your spot."},{"speaker":"Annemie Tonken","startTime":120.0,"endTime":124.2,"body":"So I will put a link in the show"},{"speaker":"Annemie Tonken","startTime":124.2,"endTime":129.9,"body":"notes. Or you can go directly to"},{"speaker":"Annemie Tonken","startTime":124.2,"endTime":129.9,"body":"https://www.thiscantbethathard.com/register"},{"speaker":"Annemie Tonken","startTime":130.11,"endTime":132.18,"body":"to get your name on the list."},{"speaker":"Annemie Tonken","startTime":130.11,"endTime":132.18,"body":"And then I'll send you an email"},{"speaker":"Annemie Tonken","startTime":132.18,"endTime":135.36,"body":"reminder and all that sort of"},{"speaker":"Annemie Tonken","startTime":132.18,"endTime":135.36,"body":"stuff. I will have a replay, but"},{"speaker":"Annemie Tonken","startTime":135.36,"endTime":138.24,"body":"it'll be for a limited time. So"},{"speaker":"Annemie Tonken","startTime":135.36,"endTime":138.24,"body":"you want to make sure that you"},{"speaker":"Annemie Tonken","startTime":138.24,"endTime":141.15,"body":"get your name on the list. I"},{"speaker":"Annemie Tonken","startTime":138.24,"endTime":141.15,"body":"hope I get to see you there."},{"speaker":"Annemie Tonken","startTime":142.74,"endTime":146.37,"body":"Welcome to this can't be that"},{"speaker":"Annemie Tonken","startTime":142.74,"endTime":146.37,"body":"hard. My name is Annemie Tonken."},{"speaker":"Annemie Tonken","startTime":146.37,"endTime":149.34,"body":"And I help photographers run"},{"speaker":"Annemie Tonken","startTime":146.37,"endTime":149.34,"body":"profitable, sustainable"},{"speaker":"Annemie Tonken","startTime":149.34,"endTime":153.51,"body":"businesses that they love. Each"},{"speaker":"Annemie Tonken","startTime":149.34,"endTime":153.51,"body":"week on the podcast, I cover"},{"speaker":"Annemie Tonken","startTime":153.51,"endTime":157.26,"body":"simple, actionable strategies"},{"speaker":"Annemie Tonken","startTime":153.51,"endTime":157.26,"body":"and systems that photographers"},{"speaker":"Annemie Tonken","startTime":157.26,"endTime":161.04,"body":"at every level of experience can"},{"speaker":"Annemie Tonken","startTime":157.26,"endTime":161.04,"body":"use to earn more money in a more"},{"speaker":"Annemie Tonken","startTime":161.04,"endTime":164.73,"body":"sustainable way. Running a"},{"speaker":"Annemie Tonken","startTime":161.04,"endTime":164.73,"body":"photography business doesn't"},{"speaker":"Annemie Tonken","startTime":164.73,"endTime":168.51,"body":"have to be that hard. You can do"},{"speaker":"Annemie Tonken","startTime":164.73,"endTime":168.51,"body":"it. And I can show you how."},{"speaker":"Annemie Tonken","startTime":172.68,"endTime":176.04,"body":"Mary It is so great to see you."},{"speaker":"Annemie Tonken","startTime":172.68,"endTime":176.04,"body":"And so fun to have you on this"},{"speaker":"Annemie Tonken","startTime":176.04,"endTime":177.84,"body":"can't be that hard. Welcome to"},{"speaker":"Annemie Tonken","startTime":176.04,"endTime":177.84,"body":"the show."},{"speaker":"Mary Otanez","startTime":177.99,"endTime":180.03,"body":"Thank you for"},{"speaker":"Mary Otanez","startTime":177.99,"endTime":180.03,"body":"having me. I'm so excited to be"},{"speaker":"Mary Otanez","startTime":180.03,"endTime":180.6,"body":"here."},{"speaker":"Annemie Tonken","startTime":180.63,"endTime":184.86,"body":"Excellent. Well,"},{"speaker":"Annemie Tonken","startTime":180.63,"endTime":184.86,"body":"I am. I feel like this is such a"},{"speaker":"Annemie Tonken","startTime":184.86,"endTime":188.25,"body":"great topic. And when you and I"},{"speaker":"Annemie Tonken","startTime":184.86,"endTime":188.25,"body":"were sort of chatting back and"},{"speaker":"Annemie Tonken","startTime":188.25,"endTime":192.78,"body":"forth about transitions in"},{"speaker":"Annemie Tonken","startTime":188.25,"endTime":192.78,"body":"general and your story, I felt"},{"speaker":"Annemie Tonken","startTime":192.78,"endTime":196.2,"body":"like there are so many people,"},{"speaker":"Annemie Tonken","startTime":192.78,"endTime":196.2,"body":"whether they are just starting"},{"speaker":"Annemie Tonken","startTime":196.2,"endTime":198.69,"body":"out in their business. So"},{"speaker":"Annemie Tonken","startTime":196.2,"endTime":198.69,"body":"they're sort of transitioning"},{"speaker":"Annemie Tonken","startTime":198.69,"endTime":202.14,"body":"into photography as a career or"},{"speaker":"Annemie Tonken","startTime":198.69,"endTime":202.14,"body":"if they're in a place where"},{"speaker":"Annemie Tonken","startTime":202.38,"endTime":205.02,"body":"they've been doing one kind of"},{"speaker":"Annemie Tonken","startTime":202.38,"endTime":205.02,"body":"photography and they you know,"},{"speaker":"Annemie Tonken","startTime":205.02,"endTime":208.2,"body":"are thinking about transitioning"},{"speaker":"Annemie Tonken","startTime":205.02,"endTime":208.2,"body":"to another. You and I were"},{"speaker":"Annemie Tonken","startTime":208.2,"endTime":210.9,"body":"talking about how when you're"},{"speaker":"Annemie Tonken","startTime":208.2,"endTime":210.9,"body":"going through those things, it"},{"speaker":"Annemie Tonken","startTime":210.9,"endTime":216.54,"body":"can feel so just disorganized"},{"speaker":"Annemie Tonken","startTime":210.9,"endTime":216.54,"body":"and blind, and how the gift of"},{"speaker":"Annemie Tonken","startTime":216.57,"endTime":220.47,"body":"hindsight can really help us"},{"speaker":"Annemie Tonken","startTime":216.57,"endTime":220.47,"body":"like those lessons can really"},{"speaker":"Annemie Tonken","startTime":220.47,"endTime":225.75,"body":"help us. So I'm excited to share"},{"speaker":"Annemie Tonken","startTime":220.47,"endTime":225.75,"body":"your story or for you to share"},{"speaker":"Annemie Tonken","startTime":225.75,"endTime":230.16,"body":"your story. So actually, that's"},{"speaker":"Annemie Tonken","startTime":225.75,"endTime":230.16,"body":"kind of where I want to jump in"},{"speaker":"Annemie Tonken","startTime":230.16,"endTime":233.94,"body":"is like give us a little"},{"speaker":"Annemie Tonken","startTime":230.16,"endTime":233.94,"body":"backstory on you and your career"},{"speaker":"Annemie Tonken","startTime":233.94,"endTime":236.28,"body":"and the transitions that you"},{"speaker":"Annemie Tonken","startTime":233.94,"endTime":236.28,"body":"have made over time."},{"speaker":"Mary Otanez","startTime":236.7,"endTime":238.74,"body":"Yes. Okay, of"},{"speaker":"Mary Otanez","startTime":236.7,"endTime":238.74,"body":"course. And I think I love the"},{"speaker":"Mary Otanez","startTime":238.74,"endTime":242.85,"body":"way first that you how you put"},{"speaker":"Mary Otanez","startTime":238.74,"endTime":242.85,"body":"it. It's like really perspective"},{"speaker":"Mary Otanez","startTime":242.85,"endTime":245.58,"body":"once you've been through"},{"speaker":"Mary Otanez","startTime":242.85,"endTime":245.58,"body":"something and then you can look"},{"speaker":"Mary Otanez","startTime":245.58,"endTime":249.09,"body":"back on it, you definitely can"},{"speaker":"Mary Otanez","startTime":245.58,"endTime":249.09,"body":"think oh, yeah, I wish I had"},{"speaker":"Mary Otanez","startTime":249.09,"endTime":252.33,"body":"done this or wish I had done"},{"speaker":"Mary Otanez","startTime":249.09,"endTime":252.33,"body":"that. And I feel like I have 10"},{"speaker":"Mary Otanez","startTime":252.33,"endTime":257.25,"body":"years of that. under my belt. I"},{"speaker":"Mary Otanez","startTime":252.33,"endTime":257.25,"body":"have been through two"},{"speaker":"Mary Otanez","startTime":257.25,"endTime":261.75,"body":"transitions in my life. I used"},{"speaker":"Mary Otanez","startTime":257.25,"endTime":261.75,"body":"to be an art producer at the"},{"speaker":"Mary Otanez","startTime":261.75,"endTime":265.71,"body":"Martin Agency, which is one of"},{"speaker":"Mary Otanez","startTime":261.75,"endTime":265.71,"body":"the top five advertising"},{"speaker":"Mary Otanez","startTime":265.71,"endTime":270.45,"body":"agencies in the US. And we did"},{"speaker":"Mary Otanez","startTime":265.71,"endTime":270.45,"body":"amazing work really fun things."},{"speaker":"Mary Otanez","startTime":270.45,"endTime":276.21,"body":"I basically was the orchestrator"},{"speaker":"Mary Otanez","startTime":270.45,"endTime":276.21,"body":"of getting creative ideas to"},{"speaker":"Mary Otanez","startTime":276.21,"endTime":279.81,"body":"come to life. I would hire the"},{"speaker":"Mary Otanez","startTime":276.21,"endTime":279.81,"body":"photographer, I would, you know,"},{"speaker":"Mary Otanez","startTime":279.81,"endTime":282.9,"body":"schedule everything. I was very"},{"speaker":"Mary Otanez","startTime":279.81,"endTime":282.9,"body":"organized and make it to the"},{"speaker":"Mary Otanez","startTime":282.9,"endTime":286.47,"body":"shoot date to make that art"},{"speaker":"Mary Otanez","startTime":282.9,"endTime":286.47,"body":"happen. I loved that job. I"},{"speaker":"Mary Otanez","startTime":286.47,"endTime":290.73,"body":"loved that job. But to try to"},{"speaker":"Mary Otanez","startTime":286.47,"endTime":290.73,"body":"make a long story short, I went"},{"speaker":"Mary Otanez","startTime":290.73,"endTime":295.62,"body":"on a mission trip. And in order"},{"speaker":"Mary Otanez","startTime":290.73,"endTime":295.62,"body":"to do that to go to Vietnam, it"},{"speaker":"Mary Otanez","startTime":295.62,"endTime":299.67,"body":"was a big, big trip with my"},{"speaker":"Mary Otanez","startTime":295.62,"endTime":299.67,"body":"church in order to do that. I"},{"speaker":"Mary Otanez","startTime":299.67,"endTime":303.84,"body":"needed to raise money and a lot"},{"speaker":"Mary Otanez","startTime":299.67,"endTime":303.84,"body":"of it. And also, uh, you know,"},{"speaker":"Mary Otanez","startTime":303.84,"endTime":307.65,"body":"some people were doing bake"},{"speaker":"Mary Otanez","startTime":303.84,"endTime":307.65,"body":"sales and this and I was a fine"},{"speaker":"Mary Otanez","startTime":307.65,"endTime":312.66,"body":"art major in photography. And so"},{"speaker":"Mary Otanez","startTime":307.65,"endTime":312.66,"body":"I thought I'll dust off my old"},{"speaker":"Mary Otanez","startTime":312.66,"endTime":315.6,"body":"camera, I will take some"},{"speaker":"Mary Otanez","startTime":312.66,"endTime":315.6,"body":"pictures, I'll have people, you"},{"speaker":"Mary Otanez","startTime":315.6,"endTime":319.83,"body":"know, just donate money. I'm not"},{"speaker":"Mary Otanez","startTime":315.6,"endTime":319.83,"body":"even asking for a specific"},{"speaker":"Mary Otanez","startTime":319.83,"endTime":323.61,"body":"amount, get your pictures and"},{"speaker":"Mary Otanez","startTime":319.83,"endTime":323.61,"body":"give me whatever you think I'm"},{"speaker":"Mary Otanez","startTime":323.61,"endTime":328.05,"body":"worth. Totally not what I"},{"speaker":"Mary Otanez","startTime":323.61,"endTime":328.05,"body":"recommend for anyone. Right?"},{"speaker":"Mary Otanez","startTime":328.05,"endTime":333.63,"body":"Right. But, and I actually ended"},{"speaker":"Mary Otanez","startTime":328.05,"endTime":333.63,"body":"up raising so much money, it"},{"speaker":"Mary Otanez","startTime":333.63,"endTime":338.97,"body":"helps other people and helped"},{"speaker":"Mary Otanez","startTime":333.63,"endTime":338.97,"body":"other unit. So it was such a"},{"speaker":"Mary Otanez","startTime":338.97,"endTime":342.75,"body":"wonderful thing. But what was"},{"speaker":"Mary Otanez","startTime":338.97,"endTime":342.75,"body":"what I did not expect is that"},{"speaker":"Mary Otanez","startTime":342.75,"endTime":345.42,"body":"when I came back from that"},{"speaker":"Mary Otanez","startTime":342.75,"endTime":345.42,"body":"mission trip, I had an inbox"},{"speaker":"Mary Otanez","startTime":345.42,"endTime":347.97,"body":"full of people saying, hey, I've"},{"speaker":"Mary Otanez","startTime":345.42,"endTime":347.97,"body":"heard you're doing some"},{"speaker":"Mary Otanez","startTime":347.97,"endTime":350.73,"body":"photographs, and I loved"},{"speaker":"Mary Otanez","startTime":347.97,"endTime":350.73,"body":"so-and-so's photographs, can you"},{"speaker":"Mary Otanez","startTime":350.73,"endTime":354.45,"body":"shoot our family? Can you do"},{"speaker":"Mary Otanez","startTime":350.73,"endTime":354.45,"body":"this. And I eventually just"},{"speaker":"Mary Otanez","startTime":354.45,"endTime":358.98,"body":"started creating kind of a side"},{"speaker":"Mary Otanez","startTime":354.45,"endTime":358.98,"body":"business. Sure. extra cash, fun"},{"speaker":"Mary Otanez","startTime":358.98,"endTime":363.54,"body":"spending money, I was having a"},{"speaker":"Mary Otanez","startTime":358.98,"endTime":363.54,"body":"great time. I also was kind of"},{"speaker":"Mary Otanez","startTime":363.57,"endTime":366.75,"body":"starting to burn the candle on"},{"speaker":"Mary Otanez","startTime":363.57,"endTime":366.75,"body":"both ends a little bit with full"},{"speaker":"Mary Otanez","startTime":366.75,"endTime":372.6,"body":"time job and this gig but I was"},{"speaker":"Mary Otanez","startTime":366.75,"endTime":372.6,"body":"loving it. And then eventually I"},{"speaker":"Mary Otanez","startTime":372.6,"endTime":375.21,"body":"started thinking I love it so"},{"speaker":"Mary Otanez","startTime":372.6,"endTime":375.21,"body":"much. Maybe I should make a"},{"speaker":"Mary Otanez","startTime":375.21,"endTime":379.5,"body":"business out of this. And just"},{"speaker":"Mary Otanez","startTime":375.21,"endTime":379.5,"body":"for pure money reasons, I'll"},{"speaker":"Mary Otanez","startTime":379.5,"endTime":382.77,"body":"admit it, I went into weddings,"},{"speaker":"Mary Otanez","startTime":379.5,"endTime":382.77,"body":"I went into weddings, because"},{"speaker":"Mary Otanez","startTime":382.77,"endTime":386.49,"body":"while sure they're pretty A)"},{"speaker":"Mary Otanez","startTime":382.77,"endTime":386.49,"body":"they're pretty. They seem really"},{"speaker":"Mary Otanez","startTime":386.49,"endTime":390.18,"body":"fun. And you can make great"},{"speaker":"Mary Otanez","startTime":386.49,"endTime":390.18,"body":"money. And that's so I thought,"},{"speaker":"Mary Otanez","startTime":390.18,"endTime":393.18,"body":"okay, if I can do this, and I"},{"speaker":"Mary Otanez","startTime":390.18,"endTime":393.18,"body":"had wedding experience prior to"},{"speaker":"Mary Otanez","startTime":393.18,"endTime":396.84,"body":"that, so if I can do a full time"},{"speaker":"Mary Otanez","startTime":393.18,"endTime":396.84,"body":"job, and do weddings on the"},{"speaker":"Mary Otanez","startTime":396.84,"endTime":399.99,"body":"weekend, and if I could really"},{"speaker":"Mary Otanez","startTime":396.84,"endTime":399.99,"body":"make this work, I can quit my"},{"speaker":"Mary Otanez","startTime":399.99,"endTime":403.62,"body":"job. Yeah, that's what I did."},{"speaker":"Mary Otanez","startTime":399.99,"endTime":403.62,"body":"And I have to say, that is my"},{"speaker":"Mary Otanez","startTime":403.62,"endTime":408.3,"body":"first transition. And it was the"},{"speaker":"Mary Otanez","startTime":403.62,"endTime":408.3,"body":"easiest. I didn't have kids. I"},{"speaker":"Mary Otanez","startTime":408.3,"endTime":411.63,"body":"was freshly married. I had all"},{"speaker":"Mary Otanez","startTime":408.3,"endTime":411.63,"body":"the time in the world. My"},{"speaker":"Mary Otanez","startTime":411.63,"endTime":414.63,"body":"husband is also an entrepreneur,"},{"speaker":"Mary Otanez","startTime":411.63,"endTime":414.63,"body":"so he was always like, go get"},{"speaker":"Mary Otanez","startTime":414.63,"endTime":419.85,"body":"'em. Yeah, you know, cheering me"},{"speaker":"Mary Otanez","startTime":414.63,"endTime":419.85,"body":"on. Yeah, I had the time I had"},{"speaker":"Mary Otanez","startTime":419.85,"endTime":425.04,"body":"the evenings I had the energy."},{"speaker":"Mary Otanez","startTime":419.85,"endTime":425.04,"body":"And then I did weddings.  I"},{"speaker":"Mary Otanez","startTime":425.04,"endTime":428.31,"body":"loved that quit my job, started"},{"speaker":"Mary Otanez","startTime":425.04,"endTime":428.31,"body":"my wedding business. And it was"},{"speaker":"Mary Otanez","startTime":428.31,"endTime":431.73,"body":"very successful. I actually made"},{"speaker":"Mary Otanez","startTime":428.31,"endTime":431.73,"body":"more than I did in my other job."},{"speaker":"Mary Otanez","startTime":432.39,"endTime":436.53,"body":"I loved it. The other part about"},{"speaker":"Mary Otanez","startTime":432.39,"endTime":436.53,"body":"it of this transition is I never"},{"speaker":"Mary Otanez","startTime":436.53,"endTime":438.93,"body":"had to market because I had"},{"speaker":"Mary Otanez","startTime":436.53,"endTime":438.93,"body":"great relationships with"},{"speaker":"Mary Otanez","startTime":438.93,"endTime":442.5,"body":"planners who are basically like"},{"speaker":"Mary Otanez","startTime":438.93,"endTime":442.5,"body":"your agents, which is so you"},{"speaker":"Mary Otanez","startTime":442.5,"endTime":445.44,"body":"know, great. You had work come"},{"speaker":"Mary Otanez","startTime":442.5,"endTime":445.44,"body":"to you,"},{"speaker":"Annemie Tonken","startTime":445.53,"endTime":448.41,"body":"right. And I was"},{"speaker":"Annemie Tonken","startTime":445.53,"endTime":448.41,"body":"gonna say, as an art producer,"},{"speaker":"Annemie Tonken","startTime":448.41,"endTime":451.62,"body":"I'm sure that those wedding"},{"speaker":"Annemie Tonken","startTime":448.41,"endTime":451.62,"body":"planners loved you because you"},{"speaker":"Annemie Tonken","startTime":451.62,"endTime":454.68,"body":"were probably like really great"},{"speaker":"Annemie Tonken","startTime":451.62,"endTime":454.68,"body":"with that communication and"},{"speaker":"Annemie Tonken","startTime":454.68,"endTime":458.49,"body":"great with showing them like oh,"},{"speaker":"Annemie Tonken","startTime":454.68,"endTime":458.49,"body":"you need organization, I can"},{"speaker":"Annemie Tonken","startTime":458.52,"endTime":460.26,"body":"meet you and then some with"},{"speaker":"Annemie Tonken","startTime":458.52,"endTime":460.26,"body":"that,"},{"speaker":"Mary Otanez","startTime":460.3,"endTime":462.73,"body":"oh my gosh, so much"},{"speaker":"Mary Otanez","startTime":460.3,"endTime":462.73,"body":"so and I actually would sit down"},{"speaker":"Mary Otanez","startTime":462.73,"endTime":465.49,"body":"with planners, you know, we"},{"speaker":"Mary Otanez","startTime":462.73,"endTime":465.49,"body":"would have, you know, in sit and"},{"speaker":"Mary Otanez","startTime":465.49,"endTime":469.93,"body":"talk about schedules. And then I"},{"speaker":"Mary Otanez","startTime":465.49,"endTime":469.93,"body":"understood that point of a"},{"speaker":"Mary Otanez","startTime":469.93,"endTime":473.2,"body":"production a wedding is a"},{"speaker":"Mary Otanez","startTime":469.93,"endTime":473.2,"body":"production. Absolutely. And so"},{"speaker":"Mary Otanez","startTime":473.2,"endTime":476.92,"body":"for them for me to realize that"},{"speaker":"Mary Otanez","startTime":473.2,"endTime":476.92,"body":"alongside with them. They were"},{"speaker":"Mary Otanez","startTime":476.92,"endTime":479.38,"body":"like, Oh my god, yes, she's"},{"speaker":"Mary Otanez","startTime":476.92,"endTime":479.38,"body":"going to help me with my timing,"},{"speaker":"Mary Otanez","startTime":479.38,"endTime":484.18,"body":"and she's going to cut it and,"},{"speaker":"Mary Otanez","startTime":479.38,"endTime":484.18,"body":"and encourage my client to also"},{"speaker":"Mary Otanez","startTime":484.18,"endTime":488.23,"body":"really listen to them. So it was"},{"speaker":"Mary Otanez","startTime":484.18,"endTime":488.23,"body":"a real blessing. It was great."},{"speaker":"Mary Otanez","startTime":488.23,"endTime":493.36,"body":"All my strengths came into one"},{"speaker":"Mary Otanez","startTime":488.23,"endTime":493.36,"body":"place, which was wonderful. Now,"},{"speaker":"Mary Otanez","startTime":493.57,"endTime":498.16,"body":"successful business making more"},{"speaker":"Mary Otanez","startTime":493.57,"endTime":498.16,"body":"than I did before. I mean, the"},{"speaker":"Mary Otanez","startTime":498.16,"endTime":501.34,"body":"peak of my game, and then I got"},{"speaker":"Mary Otanez","startTime":498.16,"endTime":501.34,"body":"pregnant."},{"speaker":"Annemie Tonken","startTime":503.61,"endTime":504.42,"body":"Dun dun DAAA!."},{"speaker":"Mary Otanez","startTime":506.34,"endTime":508.98,"body":"I really like this"},{"speaker":"Mary Otanez","startTime":506.34,"endTime":508.98,"body":"is a lot of women's stories. It"},{"speaker":"Mary Otanez","startTime":508.98,"endTime":512.94,"body":"is it is and I got pregnant. And"},{"speaker":"Mary Otanez","startTime":508.98,"endTime":512.94,"body":"of course this whole time I was"},{"speaker":"Mary Otanez","startTime":512.94,"endTime":516.57,"body":"like, you're booking out a year"},{"speaker":"Mary Otanez","startTime":512.94,"endTime":516.57,"body":"ahead of time, sure, you know, a"},{"speaker":"Mary Otanez","startTime":516.57,"endTime":521.16,"body":"year or sometimes even two. And"},{"speaker":"Mary Otanez","startTime":516.57,"endTime":521.16,"body":"so I was pregnant and looking at"},{"speaker":"Mary Otanez","startTime":521.16,"endTime":523.56,"body":"a year ahead of me and I was"},{"speaker":"Mary Otanez","startTime":521.16,"endTime":523.56,"body":"like, Oh my goodness, I have a"},{"speaker":"Mary Otanez","startTime":523.56,"endTime":526.95,"body":"lot of weddings. But I can do"},{"speaker":"Mary Otanez","startTime":523.56,"endTime":526.95,"body":"this. I can do this. About"},{"speaker":"Mary Otanez","startTime":526.95,"endTime":530.58,"body":"halfway through my pregnancy. I"},{"speaker":"Mary Otanez","startTime":526.95,"endTime":530.58,"body":"had a lot of physical issues"},{"speaker":"Mary Otanez","startTime":530.61,"endTime":534.48,"body":"where I ended up having a lot of"},{"speaker":"Mary Otanez","startTime":530.61,"endTime":534.48,"body":"spasms. I couldn't walk. I had a"},{"speaker":"Mary Otanez","startTime":534.48,"endTime":542.43,"body":"lot of just physical barriers."},{"speaker":"Mary Otanez","startTime":534.48,"endTime":542.43,"body":"And I had about 23 more weddings"},{"speaker":"Mary Otanez","startTime":542.43,"endTime":549.9,"body":"to go. So I had to go through a"},{"speaker":"Mary Otanez","startTime":542.43,"endTime":549.9,"body":"lot of stress mentally and"},{"speaker":"Mary Otanez","startTime":549.9,"endTime":553.08,"body":"physically, in order to get"},{"speaker":"Mary Otanez","startTime":549.9,"endTime":553.08,"body":"those weddings done out the"},{"speaker":"Mary Otanez","startTime":553.08,"endTime":556.44,"body":"door. So this whole time in my"},{"speaker":"Mary Otanez","startTime":553.08,"endTime":556.44,"body":"head. I'm thinking I'm never"},{"speaker":"Mary Otanez","startTime":556.44,"endTime":560.07,"body":"doing this again. I will do when"},{"speaker":"Mary Otanez","startTime":556.44,"endTime":560.07,"body":"I grow my family. I could never"},{"speaker":"Mary Otanez","startTime":560.07,"endTime":564.6,"body":"do this again. Of course I am a"},{"speaker":"Mary Otanez","startTime":560.07,"endTime":564.6,"body":"big believer of mindsets. Yes, I"},{"speaker":"Mary Otanez","startTime":564.6,"endTime":567.93,"body":"could have done that again."},{"speaker":"Mary Otanez","startTime":564.6,"endTime":567.93,"body":"Would it have been painful? Yes."},{"speaker":"Mary Otanez","startTime":568.11,"endTime":572.82,"body":"Right. So I had my daughter"},{"speaker":"Mary Otanez","startTime":568.11,"endTime":572.82,"body":"which was wonderful. But then I"},{"speaker":"Mary Otanez","startTime":572.82,"endTime":575.76,"body":"had a wonderful another year of"},{"speaker":"Mary Otanez","startTime":572.82,"endTime":575.76,"body":"weddings because I had planned"},{"speaker":"Mary Otanez","startTime":575.76,"endTime":580.41,"body":"out sure quite a bit of time."},{"speaker":"Mary Otanez","startTime":575.76,"endTime":580.41,"body":"And during that time I'm you"},{"speaker":"Mary Otanez","startTime":580.41,"endTime":584.4,"body":"know, breastfeeding and pumping"},{"speaker":"Mary Otanez","startTime":580.41,"endTime":584.4,"body":"in closets that brought that I"},{"speaker":"Mary Otanez","startTime":584.4,"endTime":587.58,"body":"didn't bring her to the weddings"},{"speaker":"Mary Otanez","startTime":584.4,"endTime":587.58,"body":"but I'm breastfeed pumping in"},{"speaker":"Mary Otanez","startTime":587.58,"endTime":592.17,"body":"closets at while shoving down"},{"speaker":"Mary Otanez","startTime":587.58,"endTime":592.17,"body":"food, hoping my milk supply"},{"speaker":"Mary Otanez","startTime":592.17,"endTime":595.77,"body":"stays up. You know, just all"},{"speaker":"Mary Otanez","startTime":592.17,"endTime":595.77,"body":"these things that like I wanted"},{"speaker":"Mary Otanez","startTime":595.77,"endTime":599.07,"body":"to be a great mom and I wanted"},{"speaker":"Mary Otanez","startTime":595.77,"endTime":599.07,"body":"to feed my baby and I wanted"},{"speaker":"Mary Otanez","startTime":599.73,"endTime":603.33,"body":"that And I'm stuck in this world"},{"speaker":"Mary Otanez","startTime":599.73,"endTime":603.33,"body":"that I have these huge days and"},{"speaker":"Mary Otanez","startTime":603.36,"endTime":608.34,"body":"physically daunting and it"},{"speaker":"Mary Otanez","startTime":603.36,"endTime":608.34,"body":"became too much I kind of I"},{"speaker":"Mary Otanez","startTime":608.34,"endTime":610.89,"body":"don't think I resented my"},{"speaker":"Mary Otanez","startTime":608.34,"endTime":610.89,"body":"clients, but I almost had"},{"speaker":"Mary Otanez","startTime":610.89,"endTime":613.95,"body":"resentment for some reason. Like"},{"speaker":"Mary Otanez","startTime":610.89,"endTime":613.95,"body":"it wasn't worth my clients, but"},{"speaker":"Mary Otanez","startTime":613.95,"endTime":619.98,"body":"it was this world was different"},{"speaker":"Mary Otanez","startTime":613.95,"endTime":619.98,"body":"than mine now. Right? And they"},{"speaker":"Mary Otanez","startTime":619.98,"endTime":624.09,"body":"were incongruent. And it was"},{"speaker":"Mary Otanez","startTime":619.98,"endTime":624.09,"body":"time for me to start thinking"},{"speaker":"Mary Otanez","startTime":624.09,"endTime":627.42,"body":"about, you know, making another"},{"speaker":"Mary Otanez","startTime":624.09,"endTime":627.42,"body":"transition. Now, it wasn't"},{"speaker":"Mary Otanez","startTime":627.42,"endTime":631.59,"body":"really a sit down talk like"},{"speaker":"Mary Otanez","startTime":627.42,"endTime":631.59,"body":"we're talking about, I'm going"},{"speaker":"Mary Otanez","startTime":631.59,"endTime":634.86,"body":"to make a transition and let me"},{"speaker":"Mary Otanez","startTime":631.59,"endTime":634.86,"body":"think about the process. Right?"},{"speaker":"Mary Otanez","startTime":634.95,"endTime":638.73,"body":"I really just said, I need to"},{"speaker":"Mary Otanez","startTime":634.95,"endTime":638.73,"body":"get out of this. And let me"},{"speaker":"Mary Otanez","startTime":638.73,"endTime":641.55,"body":"start shooting some families and"},{"speaker":"Mary Otanez","startTime":638.73,"endTime":641.55,"body":"weddings oh not weddings exceed"},{"speaker":"Mary Otanez","startTime":641.55,"endTime":646.86,"body":"a families newborns, maternity,"},{"speaker":"Mary Otanez","startTime":641.55,"endTime":646.86,"body":"all right. So I started doing"},{"speaker":"Mary Otanez","startTime":646.86,"endTime":651.99,"body":"all of that for free, which is,"},{"speaker":"Mary Otanez","startTime":646.86,"endTime":651.99,"body":"I will say later, something I'm,"},{"speaker":"Mary Otanez","startTime":652.71,"endTime":656.94,"body":"you know, probably should not"},{"speaker":"Mary Otanez","startTime":652.71,"endTime":656.94,"body":"have done. I'm glad I did"},{"speaker":"Mary Otanez","startTime":656.94,"endTime":663.06,"body":"though, because I it was some"},{"speaker":"Mary Otanez","startTime":656.94,"endTime":663.06,"body":"kind of basis I needed. But in"},{"speaker":"Mary Otanez","startTime":663.06,"endTime":666.66,"body":"doing all of that I was building"},{"speaker":"Mary Otanez","startTime":663.06,"endTime":666.66,"body":"trying to build a portfolio"},{"speaker":"Mary Otanez","startTime":666.66,"endTime":671.58,"body":"during that time. And kind of"},{"speaker":"Mary Otanez","startTime":666.66,"endTime":671.58,"body":"doing things a little backwards."},{"speaker":"Mary Otanez","startTime":671.88,"endTime":675.3,"body":"I really didn't know why I was"},{"speaker":"Mary Otanez","startTime":671.88,"endTime":675.3,"body":"shooting, like what my voice is"},{"speaker":"Mary Otanez","startTime":675.45,"endTime":680.82,"body":"with, you know, connecting with"},{"speaker":"Mary Otanez","startTime":675.45,"endTime":680.82,"body":"mothers. And my, I don't know,"},{"speaker":"Mary Otanez","startTime":680.85,"endTime":684.93,"body":"almost my style. Everything felt"},{"speaker":"Mary Otanez","startTime":680.85,"endTime":684.93,"body":"incongruent. It was really"},{"speaker":"Mary Otanez","startTime":684.93,"endTime":687.96,"body":"family work that looked like my"},{"speaker":"Mary Otanez","startTime":684.93,"endTime":687.96,"body":"wedding work so it didn't feel"},{"speaker":"Mary Otanez","startTime":687.96,"endTime":692.58,"body":"right. It didn't feel I felt..."},{"speaker":"Mary Otanez","startTime":687.96,"endTime":692.58,"body":"it didn't feel right. And then I"},{"speaker":"Mary Otanez","startTime":692.58,"endTime":697.47,"body":"also because I felt like I was a"},{"speaker":"Mary Otanez","startTime":692.58,"endTime":697.47,"body":"newbie. I didn't charge"},{"speaker":"Mary Otanez","startTime":697.47,"endTime":702.78,"body":"anything. But I wasn't a newbie."},{"speaker":"Mary Otanez","startTime":697.47,"endTime":702.78,"body":"I was at top of my game, not"},{"speaker":"Mary Otanez","startTime":702.78,"endTime":706.68,"body":"only in my career as a producer,"},{"speaker":"Mary Otanez","startTime":702.78,"endTime":706.68,"body":"but my career as a wedding"},{"speaker":"Mary Otanez","startTime":706.68,"endTime":711.06,"body":"photographer, I had everything"},{"speaker":"Mary Otanez","startTime":706.68,"endTime":711.06,"body":"going for me. And because I"},{"speaker":"Mary Otanez","startTime":711.06,"endTime":714.63,"body":"started somewhere new, I"},{"speaker":"Mary Otanez","startTime":711.06,"endTime":714.63,"body":"thought, Oh, I gotta be I gotta"},{"speaker":"Mary Otanez","startTime":714.63,"endTime":717.93,"body":"be a freebie. I have to start at"},{"speaker":"Mary Otanez","startTime":714.63,"endTime":717.93,"body":"the bottom. I have to start at"},{"speaker":"Mary Otanez","startTime":717.93,"endTime":722.07,"body":"the bottom. And that's like the"},{"speaker":"Mary Otanez","startTime":717.93,"endTime":722.07,"body":"biggest misconception. Yeah. So"},{"speaker":"Mary Otanez","startTime":722.1,"endTime":726.03,"body":"that's kind of where I also went"},{"speaker":"Mary Otanez","startTime":722.1,"endTime":726.03,"body":"wrong as well. So started, you"},{"speaker":"Mary Otanez","startTime":726.03,"endTime":730.62,"body":"know, with where I was, I"},{"speaker":"Mary Otanez","startTime":726.03,"endTime":730.62,"body":"thought I was down here. And"},{"speaker":"Mary Otanez","startTime":730.62,"endTime":736.92,"body":"then I just built a portfolio"},{"speaker":"Mary Otanez","startTime":730.62,"endTime":736.92,"body":"not with any type of I don't"},{"speaker":"Mary Otanez","startTime":736.92,"endTime":739.23,"body":"know, like a voice. What am I"},{"speaker":"Mary Otanez","startTime":736.92,"endTime":739.23,"body":"doing here? What am I What am I"},{"speaker":"Mary Otanez","startTime":739.23,"endTime":742.29,"body":"saying to you? What am I how am"},{"speaker":"Mary Otanez","startTime":739.23,"endTime":742.29,"body":"I serving you as a family? What"},{"speaker":"Mary Otanez","startTime":742.32,"endTime":746.46,"body":"you know? And why am I doing"},{"speaker":"Mary Otanez","startTime":742.32,"endTime":746.46,"body":"this? Yeah."},{"speaker":"Annemie Tonken","startTime":747.15,"endTime":750.42,"body":"Well, and I want"},{"speaker":"Annemie Tonken","startTime":747.15,"endTime":750.42,"body":"to, I want to examine a little"},{"speaker":"Annemie Tonken","startTime":750.42,"endTime":756.84,"body":"bit what the reason for that"},{"speaker":"Annemie Tonken","startTime":750.42,"endTime":756.84,"body":"kind of loss of voice might have"},{"speaker":"Annemie Tonken","startTime":756.84,"endTime":761.01,"body":"been and what I'm noticing that"},{"speaker":"Annemie Tonken","startTime":756.84,"endTime":761.01,"body":"is a similarity between those"},{"speaker":"Annemie Tonken","startTime":761.01,"endTime":765.48,"body":"two transitions. Well, it's both"},{"speaker":"Annemie Tonken","startTime":761.01,"endTime":765.48,"body":"a similarity and dissimilarity."},{"speaker":"Annemie Tonken","startTime":765.48,"endTime":768.75,"body":"But they were both because you"},{"speaker":"Annemie Tonken","startTime":765.48,"endTime":768.75,"body":"were coming from a place of"},{"speaker":"Annemie Tonken","startTime":768.75,"endTime":771.51,"body":"like, Well, no, actually, I"},{"speaker":"Annemie Tonken","startTime":768.75,"endTime":771.51,"body":"guess I'll call this a"},{"speaker":"Annemie Tonken","startTime":771.51,"endTime":775.35,"body":"difference. When you made the"},{"speaker":"Annemie Tonken","startTime":771.51,"endTime":775.35,"body":"transition from your original"},{"speaker":"Annemie Tonken","startTime":775.35,"endTime":779.76,"body":"career into photographing"},{"speaker":"Annemie Tonken","startTime":775.35,"endTime":779.76,"body":"weddings, that was sort of an"},{"speaker":"Annemie Tonken","startTime":779.76,"endTime":783.3,"body":"aspirational change you were"},{"speaker":"Annemie Tonken","startTime":779.76,"endTime":783.3,"body":"excited about it, you didn't"},{"speaker":"Annemie Tonken","startTime":783.3,"endTime":786.93,"body":"have to do it, you got a good"},{"speaker":"Annemie Tonken","startTime":783.3,"endTime":786.93,"body":"job you were whatever versus"},{"speaker":"Annemie Tonken","startTime":786.93,"endTime":790.53,"body":"that second transition was"},{"speaker":"Annemie Tonken","startTime":786.93,"endTime":790.53,"body":"really like your feet were a"},{"speaker":"Annemie Tonken","startTime":790.53,"endTime":794.13,"body":"little bit to the fire with your"},{"speaker":"Annemie Tonken","startTime":790.53,"endTime":794.13,"body":"schedule and the demands your"},{"speaker":"Annemie Tonken","startTime":794.13,"endTime":796.8,"body":"new demands as a mom and all"},{"speaker":"Annemie Tonken","startTime":794.13,"endTime":796.8,"body":"that sort of stuff. So you were"},{"speaker":"Annemie Tonken","startTime":796.8,"endTime":800.61,"body":"making that it was it's almost"},{"speaker":"Annemie Tonken","startTime":796.8,"endTime":800.61,"body":"the scarcity and abundance"},{"speaker":"Annemie Tonken","startTime":800.61,"endTime":804.57,"body":"difference where like the first"},{"speaker":"Annemie Tonken","startTime":800.61,"endTime":804.57,"body":"transition was made with a sense"},{"speaker":"Annemie Tonken","startTime":804.57,"endTime":808.71,"body":"of like, I have space to do this"},{"speaker":"Annemie Tonken","startTime":804.57,"endTime":808.71,"body":"and I can do it on my own time."},{"speaker":"Annemie Tonken","startTime":809.04,"endTime":812.01,"body":"Versus the second one where you"},{"speaker":"Annemie Tonken","startTime":809.04,"endTime":812.01,"body":"were just trying to kind of like"},{"speaker":"Annemie Tonken","startTime":813.15,"endTime":814.92,"body":"muscle through or something."},{"speaker":"Mary Otanez","startTime":814.95,"endTime":818.28,"body":"Yeah, gosh, it's so"},{"speaker":"Mary Otanez","startTime":814.95,"endTime":818.28,"body":"accurate and I would even say"},{"speaker":"Mary Otanez","startTime":818.28,"endTime":820.92,"body":"it's almost It was almost like a"},{"speaker":"Mary Otanez","startTime":818.28,"endTime":820.92,"body":"knee jerk reaction, right?"},{"speaker":"Mary Otanez","startTime":820.92,"endTime":824.01,"body":"Everything was a knee jerk"},{"speaker":"Mary Otanez","startTime":820.92,"endTime":824.01,"body":"reaction. Okay, so I need to"},{"speaker":"Mary Otanez","startTime":824.01,"endTime":826.86,"body":"have maybe two more sessions."},{"speaker":"Mary Otanez","startTime":824.01,"endTime":826.86,"body":"Oh, I didn't like that one"},{"speaker":"Mary Otanez","startTime":826.86,"endTime":829.74,"body":"session they need to do another"},{"speaker":"Mary Otanez","startTime":826.86,"endTime":829.74,"body":"one. I've got to throw it up on"},{"speaker":"Mary Otanez","startTime":829.74,"endTime":833.88,"body":"the website now and then I would"},{"speaker":"Mary Otanez","startTime":829.74,"endTime":833.88,"body":"try to redesign a website based"},{"speaker":"Mary Otanez","startTime":833.91,"endTime":838.23,"body":"on nothing was like polishing a"},{"speaker":"Mary Otanez","startTime":833.91,"endTime":838.23,"body":"turd you know? What was a"},{"speaker":"Mary Otanez","startTime":838.23,"endTime":842.13,"body":"wasting hours? I mean, I'm"},{"speaker":"Mary Otanez","startTime":838.23,"endTime":842.13,"body":"talking hours of time. Yeah,"},{"speaker":"Mary Otanez","startTime":842.16,"endTime":847.2,"body":"that could have been actually"},{"speaker":"Mary Otanez","startTime":842.16,"endTime":847.2,"body":"redirected into. Okay, Mary slow"},{"speaker":"Mary Otanez","startTime":847.2,"endTime":852.3,"body":"down. Where let's discover"},{"speaker":"Mary Otanez","startTime":847.2,"endTime":852.3,"body":"yourself. Let's discover what it"},{"speaker":"Mary Otanez","startTime":852.3,"endTime":856.02,"body":"is. What do you want now? You"},{"speaker":"Mary Otanez","startTime":852.3,"endTime":856.02,"body":"know, it was you know, so I went"},{"speaker":"Mary Otanez","startTime":856.02,"endTime":859.29,"body":"into all these knee jerk"},{"speaker":"Mary Otanez","startTime":856.02,"endTime":859.29,"body":"reactions of and then Oh, God,"},{"speaker":"Mary Otanez","startTime":859.29,"endTime":863.37,"body":"don't even get me started on"},{"speaker":"Mary Otanez","startTime":859.29,"endTime":863.37,"body":"pricing. You would be so so"},{"speaker":"Mary Otanez","startTime":863.37,"endTime":864.12,"body":"ashamed of me."},{"speaker":"Annemie Tonken","startTime":866.82,"endTime":868.68,"body":"No shame. I"},{"speaker":"Annemie Tonken","startTime":866.82,"endTime":868.68,"body":"totally get it."},{"speaker":"Mary Otanez","startTime":868.95,"endTime":873.21,"body":"But it was a place"},{"speaker":"Mary Otanez","startTime":868.95,"endTime":873.21,"body":"of let me just figure out a cost"},{"speaker":"Mary Otanez","startTime":873.21,"endTime":877.26,"body":"that number sounds good. Let me"},{"speaker":"Mary Otanez","startTime":873.21,"endTime":877.26,"body":"put that there. Oh, no, people"},{"speaker":"Mary Otanez","startTime":877.26,"endTime":880.14,"body":"aren't booking me like in a week"},{"speaker":"Mary Otanez","startTime":877.26,"endTime":880.14,"body":"of me making that do pricing."},{"speaker":"Mary Otanez","startTime":880.14,"endTime":883.92,"body":"You know, let me change it"},{"speaker":"Mary Otanez","startTime":880.14,"endTime":883.92,"body":"again. And I just such was a"},{"speaker":"Mary Otanez","startTime":883.92,"endTime":888.78,"body":"knee jerk reaction type of"},{"speaker":"Mary Otanez","startTime":883.92,"endTime":888.78,"body":"transition. And yeah, a mindset"},{"speaker":"Mary Otanez","startTime":888.78,"endTime":893.28,"body":"of like, I have to make this"},{"speaker":"Mary Otanez","startTime":888.78,"endTime":893.28,"body":"work, right? Because I want it"},{"speaker":"Mary Otanez","startTime":893.28,"endTime":899.25,"body":"to I don't want my business to"},{"speaker":"Mary Otanez","startTime":893.28,"endTime":899.25,"body":"stop. I'm like, I love this. He"},{"speaker":"Mary Otanez","startTime":899.25,"endTime":903.0,"body":"knew what I was doing. Right."},{"speaker":"Mary Otanez","startTime":899.25,"endTime":903.0,"body":"And Dave chain reaction of"},{"speaker":"Mary Otanez","startTime":903.0,"endTime":905.04,"body":"really hard things to go through"},{"speaker":"Mary Otanez","startTime":903.0,"endTime":905.04,"body":"for sure."},{"speaker":"Annemie Tonken","startTime":905.13,"endTime":907.83,"body":"Yeah. And that's"},{"speaker":"Annemie Tonken","startTime":905.13,"endTime":907.83,"body":"not I mean, obviously, you have"},{"speaker":"Annemie Tonken","startTime":907.83,"endTime":911.55,"body":"gotten to a place where you have"},{"speaker":"Annemie Tonken","startTime":907.83,"endTime":911.55,"body":"made it work, and it's working"},{"speaker":"Annemie Tonken","startTime":911.55,"endTime":915.72,"body":"great for you now. But again,"},{"speaker":"Annemie Tonken","startTime":911.55,"endTime":915.72,"body":"that gift of hindsight, it's"},{"speaker":"Annemie Tonken","startTime":915.72,"endTime":919.41,"body":"like, Okay, well, I made it"},{"speaker":"Annemie Tonken","startTime":915.72,"endTime":919.41,"body":"through, I'm still standing here"},{"speaker":"Annemie Tonken","startTime":919.41,"endTime":922.2,"body":"on the other side. But this"},{"speaker":"Annemie Tonken","startTime":919.41,"endTime":922.2,"body":"could have been a much easier"},{"speaker":"Annemie Tonken","startTime":922.2,"endTime":925.44,"body":"transition If I had known"},{"speaker":"Annemie Tonken","startTime":922.2,"endTime":925.44,"body":"certain things, or if I had"},{"speaker":"Annemie Tonken","startTime":925.44,"endTime":930.03,"body":"taken the time to, like, give"},{"speaker":"Annemie Tonken","startTime":925.44,"endTime":930.03,"body":"myself a little space and do"},{"speaker":"Annemie Tonken","startTime":930.03,"endTime":934.89,"body":"this in the proper order."},{"speaker":"Annemie Tonken","startTime":930.03,"endTime":934.89,"body":"Absolutely. And you talked a"},{"speaker":"Annemie Tonken","startTime":934.89,"endTime":939.75,"body":"little bit to me before we were"},{"speaker":"Annemie Tonken","startTime":934.89,"endTime":939.75,"body":"recording about what you see as"},{"speaker":"Annemie Tonken","startTime":939.75,"endTime":946.32,"body":"kind of the three phases of"},{"speaker":"Annemie Tonken","startTime":939.75,"endTime":946.32,"body":"transition. So how do you see"},{"speaker":"Annemie Tonken","startTime":946.32,"endTime":950.19,"body":"that or what what should the"},{"speaker":"Annemie Tonken","startTime":946.32,"endTime":950.19,"body":"three phases be versus the like,"},{"speaker":"Annemie Tonken","startTime":950.49,"endTime":953.16,"body":"I will just sweat this out until"},{"speaker":"Annemie Tonken","startTime":950.49,"endTime":953.16,"body":"I make it happen."},{"speaker":"Mary Otanez","startTime":954.17,"endTime":957.38,"body":"You can totally do"},{"speaker":"Mary Otanez","startTime":954.17,"endTime":957.38,"body":"that you can get God bless you,"},{"speaker":"Mary Otanez","startTime":957.38,"endTime":961.94,"body":"you know, that's a bumpy,"},{"speaker":"Mary Otanez","startTime":957.38,"endTime":961.94,"body":"adventurous ride. It is. I would"},{"speaker":"Mary Otanez","startTime":961.94,"endTime":966.41,"body":"definitely say in hindsight,"},{"speaker":"Mary Otanez","startTime":961.94,"endTime":966.41,"body":"yes. Now, I think one of my let"},{"speaker":"Mary Otanez","startTime":966.41,"endTime":969.92,"body":"me take one little quick step"},{"speaker":"Mary Otanez","startTime":966.41,"endTime":969.92,"body":"back is that one of my pivotal"},{"speaker":"Mary Otanez","startTime":969.92,"endTime":974.51,"body":"points was where I started to"},{"speaker":"Mary Otanez","startTime":969.92,"endTime":974.51,"body":"actually make sense of this"},{"speaker":"Mary Otanez","startTime":974.51,"endTime":978.89,"body":"transition and make very smart"},{"speaker":"Mary Otanez","startTime":974.51,"endTime":978.89,"body":"business choices, was joining"},{"speaker":"Mary Otanez","startTime":979.04,"endTime":982.22,"body":"The Family Narrative, which is a"},{"speaker":"Mary Otanez","startTime":979.04,"endTime":982.22,"body":"community which I will talk"},{"speaker":"Mary Otanez","startTime":982.22,"endTime":986.27,"body":"about in the phases of joining a"},{"speaker":"Mary Otanez","startTime":982.22,"endTime":986.27,"body":"community that aligned with your"},{"speaker":"Mary Otanez","startTime":986.27,"endTime":989.81,"body":"beliefs and is inspiring and is"},{"speaker":"Mary Otanez","startTime":986.27,"endTime":989.81,"body":"educational, whether the"},{"speaker":"Mary Otanez","startTime":989.81,"endTime":993.5,"body":"community is a separate treat,"},{"speaker":"Mary Otanez","startTime":989.81,"endTime":993.5,"body":"or, or if that community is"},{"speaker":"Mary Otanez","startTime":993.5,"endTime":996.23,"body":"literally some people in your"},{"speaker":"Mary Otanez","startTime":993.5,"endTime":996.23,"body":"community, your actual like"},{"speaker":"Mary Otanez","startTime":996.26,"endTime":1001.87,"body":"vicinity, you know, your city."},{"speaker":"Mary Otanez","startTime":996.26,"endTime":1001.87,"body":"That was key for me to start."},{"speaker":"Mary Otanez","startTime":1002.17,"endTime":1005.56,"body":"That is when that Family"},{"speaker":"Mary Otanez","startTime":1002.17,"endTime":1005.56,"body":"Narrative retreat, it's even on"},{"speaker":"Mary Otanez","startTime":1005.56,"endTime":1009.04,"body":"my highlights, if you go through"},{"speaker":"Mary Otanez","startTime":1005.56,"endTime":1009.04,"body":"my highlights on my stories on"},{"speaker":"Mary Otanez","startTime":1009.04,"endTime":1013.09,"body":"Instagram, one of them the very"},{"speaker":"Mary Otanez","startTime":1009.04,"endTime":1013.09,"body":"last one from that trip is a"},{"speaker":"Mary Otanez","startTime":1013.09,"endTime":1018.01,"body":"picture outside of an airplane,"},{"speaker":"Mary Otanez","startTime":1013.09,"endTime":1018.01,"body":"my airplane ride. I was crying"},{"speaker":"Mary Otanez","startTime":1018.01,"endTime":1024.73,"body":"on that airplane ride out of"},{"speaker":"Mary Otanez","startTime":1018.01,"endTime":1024.73,"body":"relief, that I finally felt like"},{"speaker":"Mary Otanez","startTime":1024.73,"endTime":1028.9,"body":"I understood where I need to"},{"speaker":"Mary Otanez","startTime":1024.73,"endTime":1028.9,"body":"start. And that's within me, I"},{"speaker":"Mary Otanez","startTime":1028.9,"endTime":1032.56,"body":"hid behind a lot of my wedding"},{"speaker":"Mary Otanez","startTime":1028.9,"endTime":1032.56,"body":"work. I didn't need to show"},{"speaker":"Mary Otanez","startTime":1032.56,"endTime":1035.83,"body":"anyone about me or my personal"},{"speaker":"Mary Otanez","startTime":1032.56,"endTime":1035.83,"body":"life, or my, I didn't think"},{"speaker":"Mary Otanez","startTime":1035.83,"endTime":1041.44,"body":"anyone cared. And this was"},{"speaker":"Mary Otanez","startTime":1035.83,"endTime":1041.44,"body":"really like, you've got to, who"},{"speaker":"Mary Otanez","startTime":1041.44,"endTime":1046.03,"body":"are you? And what do you believe"},{"speaker":"Mary Otanez","startTime":1041.44,"endTime":1046.03,"body":"in and put it out there. And it"},{"speaker":"Mary Otanez","startTime":1046.03,"endTime":1050.08,"body":"felt so good to me, especially"},{"speaker":"Mary Otanez","startTime":1046.03,"endTime":1050.08,"body":"being a new mother. And I felt"},{"speaker":"Mary Otanez","startTime":1050.08,"endTime":1053.44,"body":"like I was different. I had a"},{"speaker":"Mary Otanez","startTime":1050.08,"endTime":1053.44,"body":"voice. I had things I cared"},{"speaker":"Mary Otanez","startTime":1053.44,"endTime":1059.86,"body":"about. So with that being said"},{"speaker":"Mary Otanez","startTime":1053.44,"endTime":1059.86,"body":"that Why? And that discovery"},{"speaker":"Mary Otanez","startTime":1059.86,"endTime":1064.18,"body":"part of me is is where we're"},{"speaker":"Mary Otanez","startTime":1059.86,"endTime":1064.18,"body":"going to start with our phases."},{"speaker":"Mary Otanez","startTime":1064.21,"endTime":1068.62,"body":"So like how we how we talked"},{"speaker":"Mary Otanez","startTime":1064.21,"endTime":1068.62,"body":"about our phases? Yeah. One of"},{"speaker":"Mary Otanez","startTime":1068.62,"endTime":1071.74,"body":"the biggest. So I took a, you"},{"speaker":"Mary Otanez","startTime":1068.62,"endTime":1071.74,"body":"know, a moment when I was"},{"speaker":"Mary Otanez","startTime":1071.74,"endTime":1076.99,"body":"building this to just think, if"},{"speaker":"Mary Otanez","startTime":1071.74,"endTime":1076.99,"body":"I were, you know, someone, a"},{"speaker":"Mary Otanez","startTime":1076.99,"endTime":1081.61,"body":"friend, you know, on the other"},{"speaker":"Mary Otanez","startTime":1076.99,"endTime":1081.61,"body":"side, what would they want to"},{"speaker":"Mary Otanez","startTime":1081.61,"endTime":1084.82,"body":"hear? How would this be less"},{"speaker":"Mary Otanez","startTime":1081.61,"endTime":1084.82,"body":"overwhelming? How could this be"},{"speaker":"Mary Otanez","startTime":1084.82,"endTime":1087.91,"body":"something digestible? So of"},{"speaker":"Mary Otanez","startTime":1084.82,"endTime":1087.91,"body":"course, breaking it down into"},{"speaker":"Mary Otanez","startTime":1087.91,"endTime":1093.73,"body":"three really does help. And"},{"speaker":"Mary Otanez","startTime":1087.91,"endTime":1093.73,"body":"having a discovery phase, that's"},{"speaker":"Mary Otanez","startTime":1093.73,"endTime":1095.5,"body":"probably going to be the most"},{"speaker":"Mary Otanez","startTime":1093.73,"endTime":1095.5,"body":"important phase, we have a"},{"speaker":"Mary Otanez","startTime":1095.5,"endTime":1099.22,"body":"discovery phase, we have a"},{"speaker":"Mary Otanez","startTime":1095.5,"endTime":1099.22,"body":"creation phase, where we are"},{"speaker":"Mary Otanez","startTime":1099.22,"endTime":1103.51,"body":"actually implementing things and"},{"speaker":"Mary Otanez","startTime":1099.22,"endTime":1103.51,"body":"making moves. And then you're"},{"speaker":"Mary Otanez","startTime":1103.51,"endTime":1107.05,"body":"gonna have a launch phase, where"},{"speaker":"Mary Otanez","startTime":1103.51,"endTime":1107.05,"body":"that's like a refinement area,"},{"speaker":"Mary Otanez","startTime":1107.14,"endTime":1110.89,"body":"where you're really gonna start"},{"speaker":"Mary Otanez","startTime":1107.14,"endTime":1110.89,"body":"to show yourself to the world,"},{"speaker":"Mary Otanez","startTime":1110.89,"endTime":1113.89,"body":"this is where you're going to"},{"speaker":"Mary Otanez","startTime":1110.89,"endTime":1113.89,"body":"market yourself, this is where"},{"speaker":"Mary Otanez","startTime":1113.89,"endTime":1118.18,"body":"people are really going to start"},{"speaker":"Mary Otanez","startTime":1113.89,"endTime":1118.18,"body":"to see you, right? But like,"},{"speaker":"Mary Otanez","startTime":1118.27,"endTime":1122.14,"body":"what I did as a mistake is, back"},{"speaker":"Mary Otanez","startTime":1118.27,"endTime":1122.14,"body":"when I started, I was already"},{"speaker":"Mary Otanez","startTime":1122.14,"endTime":1125.35,"body":"starting at phase three, right?"},{"speaker":"Mary Otanez","startTime":1122.14,"endTime":1125.35,"body":"I was trying to redo my website,"},{"speaker":"Mary Otanez","startTime":1125.35,"endTime":1128.92,"body":"and should I do redo my logo?"},{"speaker":"Mary Otanez","startTime":1125.35,"endTime":1128.92,"body":"And should I do all my goodness,"},{"speaker":"Mary Otanez","startTime":1128.92,"endTime":1132.07,"body":"I had other things I needed to"},{"speaker":"Mary Otanez","startTime":1128.92,"endTime":1132.07,"body":"do before that, right. So"},{"speaker":"Annemie Tonken","startTime":1132.15,"endTime":1134.97,"body":"that is such a"},{"speaker":"Annemie Tonken","startTime":1132.15,"endTime":1134.97,"body":"common thing. It's like,"},{"speaker":"Annemie Tonken","startTime":1135.0,"endTime":1137.64,"body":"especially as creatives, whether"},{"speaker":"Annemie Tonken","startTime":1135.0,"endTime":1137.64,"body":"you're coming from a place of"},{"speaker":"Annemie Tonken","startTime":1137.64,"endTime":1142.86,"body":"scarcity or abundance, you know,"},{"speaker":"Annemie Tonken","startTime":1137.64,"endTime":1142.86,"body":"fear or excitement, oftentimes,"},{"speaker":"Annemie Tonken","startTime":1142.86,"endTime":1147.09,"body":"the first thing that I see"},{"speaker":"Annemie Tonken","startTime":1142.86,"endTime":1147.09,"body":"people doing is like investing a"},{"speaker":"Annemie Tonken","startTime":1147.09,"endTime":1151.5,"body":"lot of time and sometimes a lot"},{"speaker":"Annemie Tonken","startTime":1147.09,"endTime":1151.5,"body":"of money in, you know, fancy new"},{"speaker":"Annemie Tonken","startTime":1151.5,"endTime":1156.63,"body":"websites and logos and branding"},{"speaker":"Annemie Tonken","startTime":1151.5,"endTime":1156.63,"body":"and all that sort of stuff. And"},{"speaker":"Annemie Tonken","startTime":1156.63,"endTime":1159.33,"body":"it's like, yeah, that should"},{"speaker":"Annemie Tonken","startTime":1156.63,"endTime":1159.33,"body":"really be kind of the final"},{"speaker":"Annemie Tonken","startTime":1159.33,"endTime":1163.05,"body":"puzzle piece. Total once you"},{"speaker":"Annemie Tonken","startTime":1159.33,"endTime":1163.05,"body":"figured the rest of it out,"},{"speaker":"Mary Otanez","startTime":1163.04,"endTime":1166.43,"body":"but totally and you"},{"speaker":"Mary Otanez","startTime":1163.04,"endTime":1166.43,"body":"can actually use Sure, go ahead"},{"speaker":"Mary Otanez","startTime":1166.43,"endTime":1170.51,"body":"and start there. You're just"},{"speaker":"Mary Otanez","startTime":1166.43,"endTime":1170.51,"body":"wasting hours, if not days,"},{"speaker":"Mary Otanez","startTime":1170.51,"endTime":1174.56,"body":"weeks of your time, plus 1000s"},{"speaker":"Mary Otanez","startTime":1170.51,"endTime":1174.56,"body":"of dollars or something you'll"},{"speaker":"Mary Otanez","startTime":1174.56,"endTime":1178.13,"body":"redo two years from now. Right?"},{"speaker":"Mary Otanez","startTime":1174.56,"endTime":1178.13,"body":"Right, right. So take the time"},{"speaker":"Mary Otanez","startTime":1178.13,"endTime":1181.19,"body":"now take a deep breath. And"},{"speaker":"Mary Otanez","startTime":1178.13,"endTime":1181.19,"body":"let's start with the discovery"},{"speaker":"Mary Otanez","startTime":1181.19,"endTime":1185.03,"body":"phase. Okay, so tell me about"},{"speaker":"Mary Otanez","startTime":1181.19,"endTime":1185.03,"body":"that. The discovery phase kind"},{"speaker":"Mary Otanez","startTime":1185.03,"endTime":1189.23,"body":"of how I started it is I just"},{"speaker":"Mary Otanez","startTime":1185.03,"endTime":1189.23,"body":"really want you know, any"},{"speaker":"Mary Otanez","startTime":1189.23,"endTime":1194.6,"body":"photographer to start with why?"},{"speaker":"Mary Otanez","startTime":1189.23,"endTime":1194.6,"body":"why are they doing what they do?"},{"speaker":"Mary Otanez","startTime":1195.11,"endTime":1199.16,"body":"Maybe it's not even photography,"},{"speaker":"Mary Otanez","startTime":1195.11,"endTime":1199.16,"body":"God bless them. Maybe they think"},{"speaker":"Mary Otanez","startTime":1199.16,"endTime":1202.01,"body":"that it's photography. Really,"},{"speaker":"Mary Otanez","startTime":1199.16,"endTime":1202.01,"body":"it's a deep dive, it's a deep"},{"speaker":"Mary Otanez","startTime":1202.01,"endTime":1205.25,"body":"dive into like, why am I doing"},{"speaker":"Mary Otanez","startTime":1202.01,"endTime":1205.25,"body":"what I'm doing? Why? Why do I"},{"speaker":"Mary Otanez","startTime":1205.25,"endTime":1213.62,"body":"love photography? What did it"},{"speaker":"Mary Otanez","startTime":1205.25,"endTime":1213.62,"body":"What? What moves me? What do I"},{"speaker":"Mary Otanez","startTime":1213.07,"endTime":1252.7,"body":"would you say? No, no, would you"},{"speaker":"Mary Otanez","startTime":1213.07,"endTime":1252.7,"body":"say not just pictures but like,"},{"speaker":"Mary Otanez","startTime":1213.62,"endTime":1217.04,"body":"see, you know, so that discovery"},{"speaker":"Mary Otanez","startTime":1213.62,"endTime":1217.04,"body":"process is really big. Now you"},{"speaker":"Mary Otanez","startTime":1217.04,"endTime":1221.03,"body":"can go in this, like we can deep"},{"speaker":"Mary Otanez","startTime":1217.04,"endTime":1221.03,"body":"dive further into this. But it"},{"speaker":"Mary Otanez","startTime":1221.03,"endTime":1223.58,"body":"would be like, you can hire"},{"speaker":"Mary Otanez","startTime":1221.03,"endTime":1223.58,"body":"someone to help you find your"},{"speaker":"Mary Otanez","startTime":1223.58,"endTime":1227.6,"body":"voice and your creative message"},{"speaker":"Mary Otanez","startTime":1223.58,"endTime":1227.6,"body":"and what drives you what moves"},{"speaker":"Mary Otanez","startTime":1227.6,"endTime":1231.08,"body":"you sometimes that discovery"},{"speaker":"Mary Otanez","startTime":1227.6,"endTime":1231.08,"body":"phase can just actually be"},{"speaker":"Mary Otanez","startTime":1231.14,"endTime":1233.96,"body":"within you, you could just say,"},{"speaker":"Mary Otanez","startTime":1231.14,"endTime":1233.96,"body":"Alright, I'm going to go on"},{"speaker":"Mary Otanez","startTime":1233.96,"endTime":1237.26,"body":"Pinterest, and I'm going to"},{"speaker":"Mary Otanez","startTime":1233.96,"endTime":1237.26,"body":"create a board and I'm going to"},{"speaker":"Mary Otanez","startTime":1237.26,"endTime":1241.55,"body":"pin anything that makes me move"},{"speaker":"Mary Otanez","startTime":1237.26,"endTime":1241.55,"body":".. that makes that makes my he"},{"speaker":"Mary Otanez","startTime":1241.55,"endTime":1246.89,"body":"rt stir. I love that this is t"},{"speaker":"Mary Otanez","startTime":1241.55,"endTime":1246.89,"body":"is is what I connect with that t"},{"speaker":"Mary Otanez","startTime":1246.89,"endTime":1249.02,"body":"is is me.  sorry"},{"speaker":"Mary Otanez","startTime":1253.48,"endTime":1256.99,"body":"words or you know, all kinds of"},{"speaker":"Mary Otanez","startTime":1253.48,"endTime":1256.99,"body":"things good"},{"speaker":"Mary Otanez","startTime":1258.73,"endTime":1265.12,"body":"quotes or just even if it's a"},{"speaker":"Mary Otanez","startTime":1258.73,"endTime":1265.12,"body":"vibe, just like digging a vibe"},{"speaker":"Mary Otanez","startTime":1265.12,"endTime":1268.18,"body":"that's happened in you know, and"},{"speaker":"Mary Otanez","startTime":1265.12,"endTime":1268.18,"body":"maybe you just look at your all"},{"speaker":"Mary Otanez","startTime":1268.18,"endTime":1270.28,"body":"of a sudden you look at your"},{"speaker":"Mary Otanez","startTime":1268.18,"endTime":1270.28,"body":"because I've done this, I did"},{"speaker":"Mary Otanez","startTime":1270.28,"endTime":1275.17,"body":"this myself. And I looked at my"},{"speaker":"Mary Otanez","startTime":1270.28,"endTime":1275.17,"body":"work and I was like, Oh, it's"},{"speaker":"Mary Otanez","startTime":1275.17,"endTime":1280.51,"body":"all about emotion. And it's very"},{"speaker":"Mary Otanez","startTime":1275.17,"endTime":1280.51,"body":"inward. It's it's very deep. And"},{"speaker":"Mary Otanez","startTime":1280.51,"endTime":1283.75,"body":"it's that's what moves me. But"},{"speaker":"Mary Otanez","startTime":1280.51,"endTime":1283.75,"body":"in a funny way, it's all in a"},{"speaker":"Mary Otanez","startTime":1283.75,"endTime":1287.44,"body":"very minimalist way. I love"},{"speaker":"Mary Otanez","startTime":1283.75,"endTime":1287.44,"body":"minimal lines, I love minimal"},{"speaker":"Mary Otanez","startTime":1287.44,"endTime":1291.43,"body":"this like I like clean,"},{"speaker":"Mary Otanez","startTime":1287.44,"endTime":1291.43,"body":"monochromatic like so there's I"},{"speaker":"Mary Otanez","startTime":1291.43,"endTime":1295.15,"body":"kind of had a blend of those"},{"speaker":"Mary Otanez","startTime":1291.43,"endTime":1295.15,"body":"things. So actually seeing that"},{"speaker":"Mary Otanez","startTime":1295.15,"endTime":1298.84,"body":"reflected seeing your what you"},{"speaker":"Mary Otanez","startTime":1295.15,"endTime":1298.84,"body":"love reflected in front of you,"},{"speaker":"Mary Otanez","startTime":1299.17,"endTime":1303.61,"body":"you can start to understand what"},{"speaker":"Mary Otanez","startTime":1299.17,"endTime":1303.61,"body":"it is that stirs you and makes"},{"speaker":"Mary Otanez","startTime":1303.61,"endTime":1307.75,"body":"you move in what you love. So"},{"speaker":"Mary Otanez","startTime":1303.61,"endTime":1307.75,"body":"that discovery phase is really,"},{"speaker":"Mary Otanez","startTime":1307.75,"endTime":1311.41,"body":"really important. Well, that"},{"speaker":"Mary Otanez","startTime":1307.75,"endTime":1311.41,"body":"part that portion of why."},{"speaker":"Mary Otanez","startTime":1311.77,"endTime":1314.65,"body":"Another part of the discovery"},{"speaker":"Mary Otanez","startTime":1311.77,"endTime":1314.65,"body":"portion that we'll call that the"},{"speaker":"Mary Otanez","startTime":1314.65,"endTime":1319.09,"body":"creative part. And then like"},{"speaker":"Mary Otanez","startTime":1314.65,"endTime":1319.09,"body":"another part is definitely the"},{"speaker":"Mary Otanez","startTime":1319.09,"endTime":1322.18,"body":"financial part. Now it's a"},{"speaker":"Mary Otanez","startTime":1319.09,"endTime":1322.18,"body":"business, okay, so if we're"},{"speaker":"Mary Otanez","startTime":1322.18,"endTime":1328.51,"body":"gonna make this a business, this"},{"speaker":"Mary Otanez","startTime":1322.18,"endTime":1328.51,"body":"is where I totally was. So off"},{"speaker":"Mary Otanez","startTime":1328.54,"endTime":1331.84,"body":"and so wrong. But I wish what I"},{"speaker":"Mary Otanez","startTime":1328.54,"endTime":1331.84,"body":"would have done and what I"},{"speaker":"Mary Otanez","startTime":1331.84,"endTime":1335.98,"body":"eventually did is actually find"},{"speaker":"Mary Otanez","startTime":1331.84,"endTime":1335.98,"body":"there are different ways you can"},{"speaker":"Mary Otanez","startTime":1335.98,"endTime":1339.97,"body":"run a business. And there's"},{"speaker":"Mary Otanez","startTime":1335.98,"endTime":1339.97,"body":"different ways in which you can"},{"speaker":"Mary Otanez","startTime":1339.97,"endTime":1343.66,"body":"have a business model especially"},{"speaker":"Mary Otanez","startTime":1339.97,"endTime":1343.66,"body":"and photography world, how are"},{"speaker":"Mary Otanez","startTime":1343.66,"endTime":1346.0,"body":"you going to present your"},{"speaker":"Mary Otanez","startTime":1343.66,"endTime":1346.0,"body":"pricing? How is it going to work"},{"speaker":"Mary Otanez","startTime":1346.0,"endTime":1348.97,"body":"for you and your family?"},{"speaker":"Mary Otanez","startTime":1346.0,"endTime":1348.97,"body":"Everybody's journey is so"},{"speaker":"Mary Otanez","startTime":1348.97,"endTime":1352.39,"body":"different. Some people have six"},{"speaker":"Mary Otanez","startTime":1348.97,"endTime":1352.39,"body":"children, some people have no"},{"speaker":"Mary Otanez","startTime":1352.39,"endTime":1359.53,"body":"children, some people have, you"},{"speaker":"Mary Otanez","startTime":1352.39,"endTime":1359.53,"body":"know, I don't know 10 other"},{"speaker":"Mary Otanez","startTime":1359.53,"endTime":1362.47,"body":"businesses, I don't know, you"},{"speaker":"Mary Otanez","startTime":1359.53,"endTime":1362.47,"body":"have different everybody has"},{"speaker":"Mary Otanez","startTime":1362.47,"endTime":1364.48,"body":"different financial needs."},{"speaker":"Mary Otanez","startTime":1362.47,"endTime":1364.48,"body":"Everybody has different"},{"speaker":"Mary Otanez","startTime":1364.48,"endTime":1367.63,"body":"lifestyle needs and goals. So"},{"speaker":"Mary Otanez","startTime":1364.48,"endTime":1367.63,"body":"every all of that is going to"},{"speaker":"Mary Otanez","startTime":1367.63,"endTime":1370.0,"body":"look different. So your business"},{"speaker":"Mary Otanez","startTime":1367.63,"endTime":1370.0,"body":"model is going to look"},{"speaker":"Mary Otanez","startTime":1370.0,"endTime":1372.73,"body":"different, right will not look"},{"speaker":"Mary Otanez","startTime":1370.0,"endTime":1372.73,"body":"like somebody else's because"},{"speaker":"Mary Otanez","startTime":1372.73,"endTime":1376.57,"body":"it's got to work for you. So"},{"speaker":"Mary Otanez","startTime":1372.73,"endTime":1376.57,"body":"being able to just research I'm"},{"speaker":"Mary Otanez","startTime":1376.57,"endTime":1378.43,"body":"not even talking about"},{"speaker":"Mary Otanez","startTime":1376.57,"endTime":1378.43,"body":"implementing anything at the"},{"speaker":"Mary Otanez","startTime":1378.43,"endTime":1381.76,"body":"discovery phase. Research what"},{"speaker":"Mary Otanez","startTime":1378.43,"endTime":1381.76,"body":"people do. Research some"},{"speaker":"Mary Otanez","startTime":1381.76,"endTime":1384.73,"body":"business models don't even go"},{"speaker":"Mary Otanez","startTime":1381.76,"endTime":1384.73,"body":"down the photography route. Go"},{"speaker":"Mary Otanez","startTime":1384.73,"endTime":1388.18,"body":"find a business class, find"},{"speaker":"Mary Otanez","startTime":1384.73,"endTime":1388.18,"body":"something that just teaches you"},{"speaker":"Mary Otanez","startTime":1388.21,"endTime":1391.81,"body":"just general know how you know"},{"speaker":"Mary Otanez","startTime":1388.21,"endTime":1391.81,"body":"most of us did not go into the"},{"speaker":"Mary Otanez","startTime":1391.81,"endTime":1396.07,"body":"business. So to be able to"},{"speaker":"Mary Otanez","startTime":1391.81,"endTime":1396.07,"body":"understand that and just wrap"},{"speaker":"Mary Otanez","startTime":1396.07,"endTime":1396.91,"body":"your head around it"},{"speaker":"Annemie Tonken","startTime":1396.96,"endTime":1400.59,"body":"I find that a"},{"speaker":"Annemie Tonken","startTime":1396.96,"endTime":1400.59,"body":"lot of people get confused"},{"speaker":"Annemie Tonken","startTime":1400.62,"endTime":1404.46,"body":"especially earlier in their"},{"speaker":"Annemie Tonken","startTime":1400.62,"endTime":1404.46,"body":"career between when it comes to"},{"speaker":"Annemie Tonken","startTime":1404.46,"endTime":1407.91,"body":"researching business models when"},{"speaker":"Annemie Tonken","startTime":1404.46,"endTime":1407.91,"body":"they're looking for mentors,"},{"speaker":"Annemie Tonken","startTime":1407.94,"endTime":1410.64,"body":"oftentimes they will look for"},{"speaker":"Annemie Tonken","startTime":1407.94,"endTime":1410.64,"body":"someone whose photographs"},{"speaker":"Annemie Tonken","startTime":1410.64,"endTime":1416.43,"body":"resonate with them which I get"},{"speaker":"Annemie Tonken","startTime":1410.64,"endTime":1416.43,"body":"but at the same time that can be"},{"speaker":"Annemie Tonken","startTime":1416.43,"endTime":1420.39,"body":"misleading because you know"},{"speaker":"Annemie Tonken","startTime":1416.43,"endTime":1420.39,"body":"sometimes you're ...anyway I'm"},{"speaker":"Annemie Tonken","startTime":1420.39,"endTime":1422.76,"body":"just putting an aside in there"},{"speaker":"Annemie Tonken","startTime":1420.39,"endTime":1422.76,"body":"to like make sure that you're"},{"speaker":"Annemie Tonken","startTime":1422.76,"endTime":1425.46,"body":"doing your research on you know"},{"speaker":"Annemie Tonken","startTime":1422.76,"endTime":1425.46,"body":"there are plenty of"},{"speaker":"Annemie Tonken","startTime":1425.46,"endTime":1428.25,"body":"photographers out there who are"},{"speaker":"Annemie Tonken","startTime":1425.46,"endTime":1428.25,"body":"super talented who are not"},{"speaker":"Annemie Tonken","startTime":1428.25,"endTime":1432.27,"body":"running businesses that are"},{"speaker":"Annemie Tonken","startTime":1428.25,"endTime":1432.27,"body":"working. And then there are"},{"speaker":"Annemie Tonken","startTime":1432.27,"endTime":1435.57,"body":"people out there whose photos"},{"speaker":"Annemie Tonken","startTime":1432.27,"endTime":1435.57,"body":"may not land with you at all so"},{"speaker":"Annemie Tonken","startTime":1435.57,"endTime":1439.05,"body":"I love your idea about going to"},{"speaker":"Annemie Tonken","startTime":1435.57,"endTime":1439.05,"body":"like take a business class"},{"speaker":"Annemie Tonken","startTime":1439.05,"endTime":1442.44,"body":"that's not even photography"},{"speaker":"Annemie Tonken","startTime":1439.05,"endTime":1442.44,"body":"related necessarily because that"},{"speaker":"Annemie Tonken","startTime":1442.53,"endTime":1446.88,"body":"that might just take the"},{"speaker":"Annemie Tonken","startTime":1442.53,"endTime":1446.88,"body":"confusing layer of like well I"},{"speaker":"Annemie Tonken","startTime":1446.88,"endTime":1450.72,"body":"do or don't like their style or"},{"speaker":"Annemie Tonken","startTime":1446.88,"endTime":1450.72,"body":"their work just off the table"},{"speaker":"Annemie Tonken","startTime":1450.72,"endTime":1451.5,"body":"altogether"},{"speaker":"Mary Otanez","startTime":1451.57,"endTime":1453.46,"body":"correct until the"},{"speaker":"Mary Otanez","startTime":1451.57,"endTime":1453.46,"body":"end you can even just make a"},{"speaker":"Mary Otanez","startTime":1453.46,"endTime":1458.41,"body":"list of like I loved these ones"},{"speaker":"Mary Otanez","startTime":1453.46,"endTime":1458.41,"body":"didn't love these ones. This one"},{"speaker":"Mary Otanez","startTime":1458.41,"endTime":1461.53,"body":"interests me but maybe I could"},{"speaker":"Mary Otanez","startTime":1458.41,"endTime":1461.53,"body":"take a little bit of this and a"},{"speaker":"Mary Otanez","startTime":1461.53,"endTime":1464.14,"body":"little bit this because this"},{"speaker":"Mary Otanez","startTime":1461.53,"endTime":1464.14,"body":"fits my lifestyle better right?"},{"speaker":"Mary Otanez","startTime":1464.44,"endTime":1467.41,"body":"So you can cater something to"},{"speaker":"Mary Otanez","startTime":1464.44,"endTime":1467.41,"body":"yourself. Yeah, that will take"},{"speaker":"Mary Otanez","startTime":1467.41,"endTime":1470.26,"body":"time because even part of the"},{"speaker":"Mary Otanez","startTime":1467.41,"endTime":1470.26,"body":"business models too I feel like"},{"speaker":"Mary Otanez","startTime":1470.26,"endTime":1473.95,"body":"also include, for example,"},{"speaker":"Mary Otanez","startTime":1470.26,"endTime":1473.95,"body":"Simple Sales System which I"},{"speaker":"Mary Otanez","startTime":1475.12,"endTime":1478.93,"body":"adopted as part of my business"},{"speaker":"Mary Otanez","startTime":1475.12,"endTime":1478.93,"body":"model which thank Jesus for you."},{"speaker":"Mary Otanez","startTime":1482.47,"endTime":1486.94,"body":"Just a note but be able to do"},{"speaker":"Mary Otanez","startTime":1482.47,"endTime":1486.94,"body":"that, but also that's connected"},{"speaker":"Mary Otanez","startTime":1486.94,"endTime":1490.33,"body":"in the photography where it's"},{"speaker":"Mary Otanez","startTime":1486.94,"endTime":1490.33,"body":"connected to a gallery system"},{"speaker":"Mary Otanez","startTime":1490.54,"endTime":1493.75,"body":"that's different, but helps with"},{"speaker":"Mary Otanez","startTime":1490.54,"endTime":1493.75,"body":"automations and things. All of"},{"speaker":"Mary Otanez","startTime":1493.75,"endTime":1498.34,"body":"that take time but I loved that"},{"speaker":"Mary Otanez","startTime":1493.75,"endTime":1498.34,"body":"this financial business model"},{"speaker":"Mary Otanez","startTime":1498.37,"endTime":1503.41,"body":"that you have created. also had"},{"speaker":"Mary Otanez","startTime":1498.37,"endTime":1503.41,"body":"an element of the client"},{"speaker":"Mary Otanez","startTime":1503.41,"endTime":1507.64,"body":"gallery. And that further helps"},{"speaker":"Mary Otanez","startTime":1503.41,"endTime":1507.64,"body":"your business goals and your,"},{"speaker":"Mary Otanez","startTime":1507.64,"endTime":1511.42,"body":"you know, showing different"},{"speaker":"Mary Otanez","startTime":1507.64,"endTime":1511.42,"body":"pricing collections up, you"},{"speaker":"Mary Otanez","startTime":1511.42,"endTime":1516.43,"body":"know, upscaling, you know by"},{"speaker":"Mary Otanez","startTime":1511.42,"endTime":1516.43,"body":"product. And anyway, fantastic."},{"speaker":"Mary Otanez","startTime":1516.46,"endTime":1519.22,"body":"And I loved that some people"},{"speaker":"Mary Otanez","startTime":1516.46,"endTime":1519.22,"body":"they don't want to do they want"},{"speaker":"Mary Otanez","startTime":1519.22,"endTime":1522.37,"body":"to do a different route totally"},{"speaker":"Mary Otanez","startTime":1519.22,"endTime":1522.37,"body":"fine. But just finding what's"},{"speaker":"Mary Otanez","startTime":1522.37,"endTime":1524.89,"body":"going to work for you and your"},{"speaker":"Mary Otanez","startTime":1522.37,"endTime":1524.89,"body":"family and for your personal"},{"speaker":"Mary Otanez","startTime":1524.89,"endTime":1527.29,"body":"goals is really, really"},{"speaker":"Mary Otanez","startTime":1524.89,"endTime":1527.29,"body":"important. And I would say the"},{"speaker":"Mary Otanez","startTime":1527.35,"endTime":1532.27,"body":"other just part of the discovery"},{"speaker":"Mary Otanez","startTime":1527.35,"endTime":1532.27,"body":"phase is just community. Go and"},{"speaker":"Mary Otanez","startTime":1532.27,"endTime":1536.32,"body":"just find different things."},{"speaker":"Mary Otanez","startTime":1532.27,"endTime":1536.32,"body":"There's so many photography"},{"speaker":"Mary Otanez","startTime":1536.32,"endTime":1541.36,"body":"groups, right? And find the ones"},{"speaker":"Mary Otanez","startTime":1536.32,"endTime":1541.36,"body":"that inspire you and join a"},{"speaker":"Mary Otanez","startTime":1541.36,"endTime":1544.3,"body":"couple you may not vibe with"},{"speaker":"Mary Otanez","startTime":1541.36,"endTime":1544.3,"body":"them. You can quit those and"},{"speaker":"Mary Otanez","startTime":1544.3,"endTime":1548.38,"body":"then do another one. And I'm"},{"speaker":"Mary Otanez","startTime":1544.3,"endTime":1548.38,"body":"doing a few and I think I found"},{"speaker":"Mary Otanez","startTime":1548.38,"endTime":1551.35,"body":"my home with The Family"},{"speaker":"Mary Otanez","startTime":1548.38,"endTime":1551.35,"body":"Narrative. Yeah, I think that"},{"speaker":"Mary Otanez","startTime":1551.35,"endTime":1556.66,"body":"that, for sure is my home. It's"},{"speaker":"Mary Otanez","startTime":1551.35,"endTime":1556.66,"body":"my Those are my people. Yes, you"},{"speaker":"Mary Otanez","startTime":1556.66,"endTime":1560.23,"body":"gotta find your people. And so"},{"speaker":"Mary Otanez","startTime":1556.66,"endTime":1560.23,"body":"you can talk to and I not only"},{"speaker":"Mary Otanez","startTime":1560.23,"endTime":1563.56,"body":"do I have The Family Narrative,"},{"speaker":"Mary Otanez","startTime":1560.23,"endTime":1563.56,"body":"but I also have incredibly tight"},{"speaker":"Mary Otanez","startTime":1563.56,"endTime":1568.39,"body":"friendships. And I mark, do you"},{"speaker":"Mary Otanez","startTime":1563.56,"endTime":1568.39,"body":"know what Marco Polo is? Uh,"},{"speaker":"Mary Otanez","startTime":1568.39,"endTime":1572.2,"body":"yeah. Okay, so Marco Polo is a"},{"speaker":"Mary Otanez","startTime":1568.39,"endTime":1572.2,"body":"video messaging back and forth."},{"speaker":"Mary Otanez","startTime":1572.26,"endTime":1575.71,"body":"And I do that with two other"},{"speaker":"Mary Otanez","startTime":1572.26,"endTime":1575.71,"body":"photographers that are also"},{"speaker":"Mary Otanez","startTime":1575.71,"endTime":1578.98,"body":"moms, we don't have time to"},{"speaker":"Mary Otanez","startTime":1575.71,"endTime":1578.98,"body":"FaceTime at the same time. So we"},{"speaker":"Mary Otanez","startTime":1578.98,"endTime":1582.19,"body":"just leave messages back and"},{"speaker":"Mary Otanez","startTime":1578.98,"endTime":1582.19,"body":"forth to one another. And it is"},{"speaker":"Mary Otanez","startTime":1582.19,"endTime":1584.05,"body":"the biggest blessing because"},{"speaker":"Mary Otanez","startTime":1582.19,"endTime":1584.05,"body":"it's like, Hey, what do you"},{"speaker":"Mary Otanez","startTime":1584.05,"endTime":1586.03,"body":"think about this, and you look"},{"speaker":"Mary Otanez","startTime":1584.05,"endTime":1586.03,"body":"at that when you have time, and"},{"speaker":"Mary Otanez","startTime":1586.15,"endTime":1588.67,"body":"I don't know, and they get back"},{"speaker":"Mary Otanez","startTime":1586.15,"endTime":1588.67,"body":"to you. So it's like,"},{"speaker":"Mary Otanez","startTime":1588.79,"endTime":1592.69,"body":"accountability, friendship, and"},{"speaker":"Mary Otanez","startTime":1588.79,"endTime":1592.69,"body":"a space in which you don't feel"},{"speaker":"Mary Otanez","startTime":1592.69,"endTime":1594.13,"body":"like you live on a little"},{"speaker":"Mary Otanez","startTime":1592.69,"endTime":1594.13,"body":"island."},{"speaker":"Annemie Tonken","startTime":1594.0,"endTime":1596.97,"body":"Yeah. And I love"},{"speaker":"Annemie Tonken","startTime":1594.0,"endTime":1596.97,"body":"I love what you're saying. And I"},{"speaker":"Annemie Tonken","startTime":1596.97,"endTime":1600.75,"body":"think that, you know, for some"},{"speaker":"Annemie Tonken","startTime":1596.97,"endTime":1600.75,"body":"people in person, retreats, and"},{"speaker":"Annemie Tonken","startTime":1600.75,"endTime":1604.11,"body":"conferences are maybe especially"},{"speaker":"Annemie Tonken","startTime":1600.75,"endTime":1604.11,"body":"at the beginning, out of reach,"},{"speaker":"Annemie Tonken","startTime":1604.11,"endTime":1608.4,"body":"or whatever. I second what"},{"speaker":"Annemie Tonken","startTime":1604.11,"endTime":1608.4,"body":"you're saying, exactly, I do"},{"speaker":"Annemie Tonken","startTime":1608.4,"endTime":1611.31,"body":"think that some people just"},{"speaker":"Annemie Tonken","startTime":1608.4,"endTime":1611.31,"body":"stick to things like Facebook"},{"speaker":"Annemie Tonken","startTime":1611.31,"endTime":1613.95,"body":"groups, or like my community is"},{"speaker":"Annemie Tonken","startTime":1611.31,"endTime":1613.95,"body":"the people that I follow on"},{"speaker":"Annemie Tonken","startTime":1613.95,"endTime":1618.54,"body":"Instagram. And I would encourage"},{"speaker":"Annemie Tonken","startTime":1613.95,"endTime":1618.54,"body":"you to take a page out of Mary's"},{"speaker":"Annemie Tonken","startTime":1618.54,"endTime":1621.93,"body":"book here to like, take it a"},{"speaker":"Annemie Tonken","startTime":1618.54,"endTime":1621.93,"body":"step deeper, take it a step"},{"speaker":"Annemie Tonken","startTime":1621.93,"endTime":1625.62,"body":"further, like try and whether"},{"speaker":"Annemie Tonken","startTime":1621.93,"endTime":1625.62,"body":"there are people who, even if"},{"speaker":"Annemie Tonken","startTime":1625.62,"endTime":1629.49,"body":"you only know them online, you"},{"speaker":"Annemie Tonken","startTime":1625.62,"endTime":1629.49,"body":"know, having some sort of like,"},{"speaker":"Annemie Tonken","startTime":1630.63,"endTime":1634.56,"body":"off the platform back and forth,"},{"speaker":"Annemie Tonken","startTime":1630.63,"endTime":1634.56,"body":"where you're marcopoloing or"},{"speaker":"Annemie Tonken","startTime":1634.56,"endTime":1638.13,"body":"texting or whatever, taking it"},{"speaker":"Annemie Tonken","startTime":1634.56,"endTime":1638.13,"body":"to that with just one or two"},{"speaker":"Annemie Tonken","startTime":1638.13,"endTime":1640.83,"body":"people is really a whole"},{"speaker":"Annemie Tonken","startTime":1638.13,"endTime":1640.83,"body":"different ballgame."},{"speaker":"Mary Otanez","startTime":1640.99,"endTime":1642.73,"body":"It's a whole"},{"speaker":"Mary Otanez","startTime":1640.99,"endTime":1642.73,"body":"different ballgame. And just the"},{"speaker":"Mary Otanez","startTime":1642.73,"endTime":1646.18,"body":"ideas that come from it. And"},{"speaker":"Mary Otanez","startTime":1642.73,"endTime":1646.18,"body":"just in daily struggles do like,"},{"speaker":"Mary Otanez","startTime":1646.57,"endTime":1648.88,"body":"gosh, I'm just not feeling it"},{"speaker":"Mary Otanez","startTime":1646.57,"endTime":1648.88,"body":"today. And this editing is"},{"speaker":"Mary Otanez","startTime":1648.88,"endTime":1651.1,"body":"killing me, but just be able to"},{"speaker":"Mary Otanez","startTime":1648.88,"endTime":1651.1,"body":"vent to someone that knows"},{"speaker":"Mary Otanez","startTime":1651.1,"endTime":1656.44,"body":"exactly what you're going"},{"speaker":"Mary Otanez","startTime":1651.1,"endTime":1656.44,"body":"through is that's that's air to"},{"speaker":"Mary Otanez","startTime":1656.44,"endTime":1659.8,"body":"your lungs, you know, to my"},{"speaker":"Mary Otanez","startTime":1656.44,"endTime":1659.8,"body":"business lungs. So the next"},{"speaker":"Mary Otanez","startTime":1659.8,"endTime":1663.43,"body":"phase, that's discovery phase, a"},{"speaker":"Mary Otanez","startTime":1659.8,"endTime":1663.43,"body":"lot of deep diving finding"},{"speaker":"Mary Otanez","startTime":1663.43,"endTime":1666.1,"body":"things that connect with you"},{"speaker":"Mary Otanez","startTime":1663.43,"endTime":1666.1,"body":"finding things that vibe with"},{"speaker":"Mary Otanez","startTime":1666.1,"endTime":1669.16,"body":"you. So once you're out of that"},{"speaker":"Mary Otanez","startTime":1666.1,"endTime":1669.16,"body":"discovery phase, and like I'm"},{"speaker":"Mary Otanez","startTime":1669.16,"endTime":1673.27,"body":"getting a good handle of who I"},{"speaker":"Mary Otanez","startTime":1669.16,"endTime":1673.27,"body":"am, why I'm doing what I'm"},{"speaker":"Mary Otanez","startTime":1673.27,"endTime":1677.38,"body":"doing, who are my people, and"},{"speaker":"Mary Otanez","startTime":1673.27,"endTime":1677.38,"body":"how I want to run my business,"},{"speaker":"Mary Otanez","startTime":1677.74,"endTime":1680.23,"body":"then you can go into the"},{"speaker":"Mary Otanez","startTime":1677.74,"endTime":1680.23,"body":"creation phase. And that"},{"speaker":"Mary Otanez","startTime":1680.23,"endTime":1682.66,"body":"creation phase is going to be"},{"speaker":"Mary Otanez","startTime":1680.23,"endTime":1682.66,"body":"the part where you're going to"},{"speaker":"Mary Otanez","startTime":1682.66,"endTime":1684.97,"body":"start putting your feet to the"},{"speaker":"Mary Otanez","startTime":1682.66,"endTime":1684.97,"body":"fire a little bit, you're gonna"},{"speaker":"Mary Otanez","startTime":1684.97,"endTime":1688.84,"body":"start investing just a little"},{"speaker":"Mary Otanez","startTime":1684.97,"endTime":1688.84,"body":"bit here, you know, I would say"},{"speaker":"Mary Otanez","startTime":1688.84,"endTime":1693.07,"body":"in the beginning, you know, you"},{"speaker":"Mary Otanez","startTime":1688.84,"endTime":1693.07,"body":"need to make sure, with"},{"speaker":"Mary Otanez","startTime":1693.07,"endTime":1695.83,"body":"community, you're going to"},{"speaker":"Mary Otanez","startTime":1693.07,"endTime":1695.83,"body":"commit to that community, you"},{"speaker":"Mary Otanez","startTime":1695.83,"endTime":1699.31,"body":"know, you need to make sure that"},{"speaker":"Mary Otanez","startTime":1695.83,"endTime":1699.31,"body":"that community is, maybe it's"},{"speaker":"Mary Otanez","startTime":1699.43,"endTime":1701.86,"body":"connecting to the retreat. So"},{"speaker":"Mary Otanez","startTime":1699.43,"endTime":1701.86,"body":"maybe you did find The Family"},{"speaker":"Mary Otanez","startTime":1701.86,"endTime":1704.92,"body":"Narrative, but you're like, Oh,"},{"speaker":"Mary Otanez","startTime":1701.86,"endTime":1704.92,"body":"I can't afford it can't tried to"},{"speaker":"Mary Otanez","startTime":1704.92,"endTime":1707.86,"body":"do something where you can"},{"speaker":"Mary Otanez","startTime":1704.92,"endTime":1707.86,"body":"connect and actually, you know,"},{"speaker":"Mary Otanez","startTime":1708.49,"endTime":1711.76,"body":"bite the bullet and do it. For"},{"speaker":"Mary Otanez","startTime":1708.49,"endTime":1711.76,"body":"the business side of things."},{"speaker":"Mary Otanez","startTime":1712.12,"endTime":1714.49,"body":"That's when you're going to"},{"speaker":"Mary Otanez","startTime":1712.12,"endTime":1714.49,"body":"commit to it. Like sure you"},{"speaker":"Mary Otanez","startTime":1714.49,"endTime":1716.95,"body":"looked at all these things, you"},{"speaker":"Mary Otanez","startTime":1714.49,"endTime":1716.95,"body":"make good bad lists of what you"},{"speaker":"Mary Otanez","startTime":1716.95,"endTime":1720.16,"body":"want to do, which one, now it's"},{"speaker":"Mary Otanez","startTime":1716.95,"endTime":1720.16,"body":"time to commit. So if, for"},{"speaker":"Mary Otanez","startTime":1720.16,"endTime":1722.74,"body":"example, the Simple Sales System"},{"speaker":"Mary Otanez","startTime":1720.16,"endTime":1722.74,"body":"is the way that you want to go,"},{"speaker":"Mary Otanez","startTime":1722.86,"endTime":1725.41,"body":"it's just it's an investment,"},{"speaker":"Mary Otanez","startTime":1722.86,"endTime":1725.41,"body":"but it's not a huge investment."},{"speaker":"Mary Otanez","startTime":1725.44,"endTime":1728.17,"body":"It's an investment. Got to do"},{"speaker":"Mary Otanez","startTime":1725.44,"endTime":1728.17,"body":"it. You got to do it. And then"},{"speaker":"Mary Otanez","startTime":1728.17,"endTime":1730.18,"body":"you're going to do the homework."},{"speaker":"Mary Otanez","startTime":1728.17,"endTime":1730.18,"body":"You know, we're doing these"},{"speaker":"Mary Otanez","startTime":1730.18,"endTime":1732.97,"body":"systems systems, you know, they"},{"speaker":"Mary Otanez","startTime":1730.18,"endTime":1732.97,"body":"take homework, and they take you"},{"speaker":"Mary Otanez","startTime":1732.97,"endTime":1735.94,"body":"doing, you know, so these things"},{"speaker":"Mary Otanez","startTime":1732.97,"endTime":1735.94,"body":"take time. So to be able to do"},{"speaker":"Mary Otanez","startTime":1735.94,"endTime":1739.15,"body":"that transferring even to a"},{"speaker":"Mary Otanez","startTime":1735.94,"endTime":1739.15,"body":"gallery, I used Pixie set ...was"},{"speaker":"Mary Otanez","startTime":1739.15,"endTime":1741.88,"body":"it Pixie Set? Yeah, I think I"},{"speaker":"Mary Otanez","startTime":1739.15,"endTime":1741.88,"body":"used Pixie set and went to"},{"speaker":"Mary Otanez","startTime":1742.06,"endTime":1744.85,"body":"Pic-Time. So that takes time"},{"speaker":"Mary Otanez","startTime":1742.06,"endTime":1744.85,"body":"that takes him to, you know,"},{"speaker":"Mary Otanez","startTime":1745.03,"endTime":1746.95,"body":"move over the galleries and"},{"speaker":"Mary Otanez","startTime":1745.03,"endTime":1746.95,"body":"things like that."},{"speaker":"Annemie Tonken","startTime":1746.95,"endTime":1749.17,"body":"So there's so"},{"speaker":"Annemie Tonken","startTime":1746.95,"endTime":1749.17,"body":"many learning curves like that"},{"speaker":"Annemie Tonken","startTime":1749.17,"endTime":1752.8,"body":"is it can be exhausting. There's"},{"speaker":"Annemie Tonken","startTime":1749.17,"endTime":1752.8,"body":"no question that in that"},{"speaker":"Annemie Tonken","startTime":1752.83,"endTime":1758.44,"body":"building phase of any business,"},{"speaker":"Annemie Tonken","startTime":1752.83,"endTime":1758.44,"body":"you're spending Yes, money, but"},{"speaker":"Annemie Tonken","startTime":1758.44,"endTime":1763.27,"body":"also a lot of time. And that"},{"speaker":"Annemie Tonken","startTime":1758.44,"endTime":1763.27,"body":"commitment has to be there for"},{"speaker":"Annemie Tonken","startTime":1763.27,"endTime":1763.63,"body":"that."},{"speaker":"Mary Otanez","startTime":1763.61,"endTime":1766.28,"body":"Yes, absolutely. So"},{"speaker":"Mary Otanez","startTime":1763.61,"endTime":1766.28,"body":"but it's good because you feel"},{"speaker":"Mary Otanez","startTime":1766.28,"endTime":1769.73,"body":"like okay, this is the route I"},{"speaker":"Mary Otanez","startTime":1766.28,"endTime":1769.73,"body":"need to go. It's just gonna take"},{"speaker":"Mary Otanez","startTime":1769.73,"endTime":1774.71,"body":"time, this whole process. I'll"},{"speaker":"Mary Otanez","startTime":1769.73,"endTime":1774.71,"body":"take a quick quick step out."},{"speaker":"Mary Otanez","startTime":1775.07,"endTime":1778.19,"body":"This whole process of"},{"speaker":"Mary Otanez","startTime":1775.07,"endTime":1778.19,"body":"transition, the word transition"},{"speaker":"Mary Otanez","startTime":1778.25,"endTime":1783.02,"body":"is literally a it's a journey"},{"speaker":"Mary Otanez","startTime":1778.25,"endTime":1783.02,"body":"you have to go across it's an"},{"speaker":"Mary Otanez","startTime":1783.02,"endTime":1787.82,"body":"action it's takes time"},{"speaker":"Mary Otanez","startTime":1783.02,"endTime":1787.82,"body":"transition is not like a fairy"},{"speaker":"Mary Otanez","startTime":1787.82,"endTime":1792.89,"body":"godmother, right? Like you did"},{"speaker":"Mary Otanez","startTime":1787.82,"endTime":1792.89,"body":"as a spin around and sparkles"},{"speaker":"Mary Otanez","startTime":1792.89,"endTime":1796.28,"body":"and then you're something new"},{"speaker":"Mary Otanez","startTime":1792.89,"endTime":1796.28,"body":"right now like, not it's this is"},{"speaker":"Mary Otanez","startTime":1796.28,"endTime":1801.53,"body":"part of the journey and part of"},{"speaker":"Mary Otanez","startTime":1796.28,"endTime":1801.53,"body":"my my My care for other"},{"speaker":"Mary Otanez","startTime":1801.53,"endTime":1805.55,"body":"photographers and being doing it"},{"speaker":"Mary Otanez","startTime":1801.53,"endTime":1805.55,"body":"such a painful way, is tried to"},{"speaker":"Mary Otanez","startTime":1805.55,"endTime":1808.19,"body":"make this actually not just a"},{"speaker":"Mary Otanez","startTime":1805.55,"endTime":1808.19,"body":"seamless way, but actually"},{"speaker":"Mary Otanez","startTime":1808.19,"endTime":1813.11,"body":"something enjoyable, right? So"},{"speaker":"Mary Otanez","startTime":1808.19,"endTime":1813.11,"body":"back down rabbit hole. So the"},{"speaker":"Mary Otanez","startTime":1813.11,"endTime":1817.85,"body":"other thing would be the art"},{"speaker":"Mary Otanez","startTime":1813.11,"endTime":1817.85,"body":"part of it all. So portfolio"},{"speaker":"Mary Otanez","startTime":1817.85,"endTime":1820.79,"body":"building. So now you know what"},{"speaker":"Mary Otanez","startTime":1817.85,"endTime":1820.79,"body":"you want to do now you know what"},{"speaker":"Mary Otanez","startTime":1820.79,"endTime":1822.59,"body":"you'd like. And now you know"},{"speaker":"Mary Otanez","startTime":1820.79,"endTime":1822.59,"body":"what you're drawn to and you"},{"speaker":"Mary Otanez","startTime":1822.59,"endTime":1826.01,"body":"love it. I want to create this"},{"speaker":"Mary Otanez","startTime":1822.59,"endTime":1826.01,"body":"and I'm so excited. This is the"},{"speaker":"Mary Otanez","startTime":1826.01,"endTime":1828.29,"body":"part where you're getting"},{"speaker":"Mary Otanez","startTime":1826.01,"endTime":1828.29,"body":"excited, because you're like, I"},{"speaker":"Mary Otanez","startTime":1828.29,"endTime":1832.19,"body":"mean, for me, I actually was"},{"speaker":"Mary Otanez","startTime":1828.29,"endTime":1832.19,"body":"kind of embarrassed, kind of, I"},{"speaker":"Mary Otanez","startTime":1832.19,"endTime":1837.56,"body":"think that I liked showing a lot"},{"speaker":"Mary Otanez","startTime":1832.19,"endTime":1837.56,"body":"of skin for maternity, like in a"},{"speaker":"Mary Otanez","startTime":1837.56,"endTime":1841.07,"body":"weird way. I was like, Oh, am I"},{"speaker":"Mary Otanez","startTime":1837.56,"endTime":1841.07,"body":"being like, too much my two pG"},{"speaker":"Mary Otanez","startTime":1839.86,"endTime":1905.98,"body":"No,I agree with you."},{"speaker":"Mary Otanez","startTime":1841.07,"endTime":1844.88,"body":"13 like I was gonna like, you"},{"speaker":"Mary Otanez","startTime":1841.07,"endTime":1844.88,"body":"know, I live in Richmond,"},{"speaker":"Mary Otanez","startTime":1844.88,"endTime":1847.88,"body":"Virginia, as is more"},{"speaker":"Mary Otanez","startTime":1844.88,"endTime":1847.88,"body":"conservative area, you know, and"},{"speaker":"Mary Otanez","startTime":1847.88,"endTime":1851.99,"body":"here I am like, let's take your"},{"speaker":"Mary Otanez","startTime":1847.88,"endTime":1851.99,"body":"clothes off, it's beautiful!"},{"speaker":"Mary Otanez","startTime":1852.02,"endTime":1855.68,"body":"God who knows I was really scare"},{"speaker":"Mary Otanez","startTime":1852.02,"endTime":1855.68,"body":"to go that route. But then I f"},{"speaker":"Mary Otanez","startTime":1855.68,"endTime":1858.65,"body":"und my people I found people"},{"speaker":"Mary Otanez","startTime":1855.68,"endTime":1858.65,"body":"hat wanted to do that I would r"},{"speaker":"Mary Otanez","startTime":1858.65,"endTime":1861.74,"body":"ach out to people that I knew"},{"speaker":"Mary Otanez","startTime":1858.65,"endTime":1861.74,"body":"her like doulas that were mot"},{"speaker":"Mary Otanez","startTime":1861.74,"endTime":1865.1,"body":"ers that were more into the hi"},{"speaker":"Mary Otanez","startTime":1861.74,"endTime":1865.1,"body":"pie dippie. And that that's what"},{"speaker":"Mary Otanez","startTime":1865.1,"endTime":1871.4,"body":"I'm into so and just connecting"},{"speaker":"Mary Otanez","startTime":1865.1,"endTime":1871.4,"body":"ike a mother earth with your b"},{"speaker":"Mary Otanez","startTime":1871.4,"endTime":1875.57,"body":"by, you know, like I just I,"},{"speaker":"Mary Otanez","startTime":1871.4,"endTime":1875.57,"body":"hat stuff moves me and it exists"},{"speaker":"Mary Otanez","startTime":1875.72,"endTime":1880.49,"body":"So I made sure that when I"},{"speaker":"Mary Otanez","startTime":1875.72,"endTime":1880.49,"body":"was building that part, or wh"},{"speaker":"Mary Otanez","startTime":1880.49,"endTime":1883.13,"body":"n I first started, I didn't do t"},{"speaker":"Mary Otanez","startTime":1880.49,"endTime":1883.13,"body":"is. But now when I got intentio"},{"speaker":"Mary Otanez","startTime":1883.13,"endTime":1888.71,"body":"al, I did this contacting the pe"},{"speaker":"Mary Otanez","startTime":1883.13,"endTime":1888.71,"body":"ple that you want to shoot kno"},{"speaker":"Mary Otanez","startTime":1888.71,"endTime":1892.76,"body":"ing they're going to give you"},{"speaker":"Mary Otanez","startTime":1888.71,"endTime":1892.76,"body":"hat you want. Even if these ones"},{"speaker":"Mary Otanez","startTime":1892.76,"endTime":1896.87,"body":"are free, I put this out there,"},{"speaker":"Mary Otanez","startTime":1892.76,"endTime":1896.87,"body":"ven if these ones are free, bec"},{"speaker":"Mary Otanez","startTime":1896.87,"endTime":1900.89,"body":"use you want a you want them t"},{"speaker":"Mary Otanez","startTime":1896.87,"endTime":1900.89,"body":"do exactly what you want. For"},{"speaker":"Mary Otanez","startTime":1900.89,"endTime":1905.87,"body":"our portfolio purposes. I feel"},{"speaker":"Mary Otanez","startTime":1900.89,"endTime":1905.87,"body":"ike that's okay. Yeah. You c"},{"speaker":"Mary Otanez","startTime":1905.87,"endTime":1907.91,"body":"uld totally be like, Mary, get"},{"speaker":"Mary Otanez","startTime":1905.87,"endTime":1907.91,"body":"off my podcast."},{"speaker":"Mary Otanez","startTime":1910.66,"endTime":1918.04,"body":"But but you don't need 10 of"},{"speaker":"Mary Otanez","startTime":1910.66,"endTime":1918.04,"body":"these 20 of these. You need, you"},{"speaker":"Mary Otanez","startTime":1918.04,"endTime":1924.22,"body":"know, 3? 5? Like, not much. Not"},{"speaker":"Mary Otanez","startTime":1918.04,"endTime":1924.22,"body":"much, because you only need to"},{"speaker":"Mary Otanez","startTime":1924.22,"endTime":1928.84,"body":"show so many and you can have a"},{"speaker":"Mary Otanez","startTime":1924.22,"endTime":1928.84,"body":"banging portfolio. Yeah. And"},{"speaker":"Mary Otanez","startTime":1928.84,"endTime":1931.9,"body":"it's exactly the vibe and the"},{"speaker":"Mary Otanez","startTime":1928.84,"endTime":1931.9,"body":"mood that you and you then"},{"speaker":"Mary Otanez","startTime":1931.9,"endTime":1934.3,"body":"that's because you'll start"},{"speaker":"Mary Otanez","startTime":1931.9,"endTime":1934.3,"body":"showing that that's you're going"},{"speaker":"Mary Otanez","startTime":1934.3,"endTime":1937.0,"body":"to be attracting clients like"},{"speaker":"Mary Otanez","startTime":1934.3,"endTime":1937.0,"body":"that. It's clients. And it"},{"speaker":"Mary Otanez","startTime":1937.0,"endTime":1941.17,"body":"totally works. Because I"},{"speaker":"Mary Otanez","startTime":1937.0,"endTime":1941.17,"body":"obviously did that. And I get"},{"speaker":"Mary Otanez","startTime":1941.17,"endTime":1944.59,"body":"those people that are like, Oh,"},{"speaker":"Mary Otanez","startTime":1941.17,"endTime":1944.59,"body":"and I want a bathtub shot. And I"},{"speaker":"Mary Otanez","startTime":1944.59,"endTime":1950.65,"body":"want to do this and like, Oh, my"},{"speaker":"Mary Otanez","startTime":1944.59,"endTime":1950.65,"body":"people are here. They found me."},{"speaker":"Annemie Tonken","startTime":1951.44,"endTime":1954.53,"body":"And you"},{"speaker":"Annemie Tonken","startTime":1951.44,"endTime":1954.53,"body":"attracted them. I mean, they"},{"speaker":"Annemie Tonken","startTime":1954.53,"endTime":1958.46,"body":"found you because you drew a"},{"speaker":"Annemie Tonken","startTime":1954.53,"endTime":1958.46,"body":"line in the sand and said, This"},{"speaker":"Annemie Tonken","startTime":1958.46,"endTime":1962.18,"body":"is what I do. This is what my"},{"speaker":"Annemie Tonken","startTime":1958.46,"endTime":1962.18,"body":"work looks like. And you were"},{"speaker":"Annemie Tonken","startTime":1962.18,"endTime":1965.06,"body":"intentional about, about"},{"speaker":"Annemie Tonken","startTime":1962.18,"endTime":1965.06,"body":"creating a portfolio that would"},{"speaker":"Annemie Tonken","startTime":1965.06,"endTime":1968.33,"body":"advertise that. That was when"},{"speaker":"Annemie Tonken","startTime":1965.06,"endTime":1968.33,"body":"you were saying the whole thing"},{"speaker":"Annemie Tonken","startTime":1968.33,"endTime":1970.55,"body":"about like, maybe you'll say"},{"speaker":"Annemie Tonken","startTime":1968.33,"endTime":1970.55,"body":"this is wrong and get off my"},{"speaker":"Annemie Tonken","startTime":1970.55,"endTime":1975.74,"body":"podcast. The only follow up"},{"speaker":"Annemie Tonken","startTime":1970.55,"endTime":1975.74,"body":"question I was gonna have, and"},{"speaker":"Annemie Tonken","startTime":1975.74,"endTime":1979.1,"body":"this is actually a question for"},{"speaker":"Annemie Tonken","startTime":1975.74,"endTime":1979.1,"body":"kind of all of the or at least"},{"speaker":"Annemie Tonken","startTime":1979.1,"endTime":1983.33,"body":"the first two phases. The thing"},{"speaker":"Annemie Tonken","startTime":1979.1,"endTime":1983.33,"body":"that mistake one mistake that I"},{"speaker":"Annemie Tonken","startTime":1983.33,"endTime":1985.88,"body":"see people make when they're"},{"speaker":"Annemie Tonken","startTime":1983.33,"endTime":1985.88,"body":"starting out or they're"},{"speaker":"Annemie Tonken","startTime":1985.88,"endTime":1991.4,"body":"transitioning is that they get"},{"speaker":"Annemie Tonken","startTime":1985.88,"endTime":1991.4,"body":"they're like, really happy to"},{"speaker":"Annemie Tonken","startTime":1991.4,"endTime":1995.9,"body":"jump into the portfolio building"},{"speaker":"Annemie Tonken","startTime":1991.4,"endTime":1995.9,"body":"phase or whatever. But then they"},{"speaker":"Annemie Tonken","startTime":1995.9,"endTime":2000.76,"body":"get scared to graduate from that"},{"speaker":"Annemie Tonken","startTime":1995.9,"endTime":2000.76,"body":"they feel you know, it's like,"},{"speaker":"Annemie Tonken","startTime":2000.94,"endTime":2005.59,"body":"it's very safe to not charge or"},{"speaker":"Annemie Tonken","startTime":2000.94,"endTime":2005.59,"body":"to, you know, call up your dream"},{"speaker":"Annemie Tonken","startTime":2005.59,"endTime":2007.87,"body":"clients and be like, we're going"},{"speaker":"Annemie Tonken","startTime":2005.59,"endTime":2007.87,"body":"to do this, but I'm going to do"},{"speaker":"Annemie Tonken","startTime":2007.87,"endTime":2011.38,"body":"it for free. all fine and good"},{"speaker":"Annemie Tonken","startTime":2007.87,"endTime":2011.38,"body":"when you're doing those first"},{"speaker":"Annemie Tonken","startTime":2011.38,"endTime":2015.22,"body":"two or three, but then you get"},{"speaker":"Annemie Tonken","startTime":2011.38,"endTime":2015.22,"body":"into the people who have"},{"speaker":"Annemie Tonken","startTime":2015.4,"endTime":2021.85,"body":"photograph 20 families or moms"},{"speaker":"Annemie Tonken","startTime":2015.4,"endTime":2021.85,"body":"or whatever, for free. And I'm"},{"speaker":"Annemie Tonken","startTime":2021.85,"endTime":2024.13,"body":"just like, no, you're treading"},{"speaker":"Annemie Tonken","startTime":2021.85,"endTime":2024.13,"body":"water. This is not you're not"},{"speaker":"Annemie Tonken","startTime":2024.13,"endTime":2025.36,"body":"making progress this point."},{"speaker":"Mary Otanez","startTime":2025.36,"endTime":2030.73,"body":"Yes. And I'll have"},{"speaker":"Mary Otanez","startTime":2025.36,"endTime":2030.73,"body":"to say the word that came up to"},{"speaker":"Mary Otanez","startTime":2030.73,"endTime":2037.18,"body":"my mind was discipline and"},{"speaker":"Mary Otanez","startTime":2030.73,"endTime":2037.18,"body":"boundaries. Those are really"},{"speaker":"Mary Otanez","startTime":2037.18,"endTime":2040.51,"body":"harsh words, I feel like in a"},{"speaker":"Mary Otanez","startTime":2037.18,"endTime":2040.51,"body":"way, but what they are, are"},{"speaker":"Mary Otanez","startTime":2040.51,"endTime":2044.8,"body":"healthy words. So when it comes"},{"speaker":"Mary Otanez","startTime":2040.51,"endTime":2044.8,"body":"to and I think that's the beauty"},{"speaker":"Mary Otanez","startTime":2044.8,"endTime":2049.03,"body":"about the creation phase is that"},{"speaker":"Mary Otanez","startTime":2044.8,"endTime":2049.03,"body":"you've already kind of committed"},{"speaker":"Mary Otanez","startTime":2049.06,"endTime":2053.44,"body":"to a business plan. So you know"},{"speaker":"Mary Otanez","startTime":2049.06,"endTime":2053.44,"body":"already your numbers and you"},{"speaker":"Mary Otanez","startTime":2053.44,"endTime":2056.05,"body":"know your expenses at this one"},{"speaker":"Mary Otanez","startTime":2053.44,"endTime":2056.05,"body":"while you're creating that"},{"speaker":"Mary Otanez","startTime":2056.05,"endTime":2059.14,"body":"portfolio, your know your"},{"speaker":"Mary Otanez","startTime":2056.05,"endTime":2059.14,"body":"expenses, and you know what you"},{"speaker":"Mary Otanez","startTime":2059.17,"endTime":2062.08,"body":"need to make for your family and"},{"speaker":"Mary Otanez","startTime":2059.17,"endTime":2062.08,"body":"you know what you need to make,"},{"speaker":"Mary Otanez","startTime":2062.2,"endTime":2064.93,"body":"to have an extra little bit of"},{"speaker":"Mary Otanez","startTime":2062.2,"endTime":2064.93,"body":"savings in your account to go to"},{"speaker":"Mary Otanez","startTime":2064.93,"endTime":2068.77,"body":"Disney World or like you, you"},{"speaker":"Mary Otanez","startTime":2064.93,"endTime":2068.77,"body":"know, you you know those numbers"},{"speaker":"Mary Otanez","startTime":2068.77,"endTime":2072.82,"body":"so like, you know, homegirl you"},{"speaker":"Mary Otanez","startTime":2068.77,"endTime":2072.82,"body":"can't or homeboy like all of"},{"speaker":"Mary Otanez","startTime":2072.82,"endTime":2077.14,"body":"you, you cannot continue to do"},{"speaker":"Mary Otanez","startTime":2072.82,"endTime":2077.14,"body":"them for free because now you"},{"speaker":"Mary Otanez","startTime":2077.14,"endTime":2080.23,"body":"know, these are the goals I need"},{"speaker":"Mary Otanez","startTime":2077.14,"endTime":2080.23,"body":"to make. So I need enough of"},{"speaker":"Mary Otanez","startTime":2080.23,"endTime":2084.16,"body":"this. I can kind of lightly put"},{"speaker":"Mary Otanez","startTime":2080.23,"endTime":2084.16,"body":"them on my Instagram obviously"},{"speaker":"Mary Otanez","startTime":2084.16,"endTime":2088.39,"body":"like there is a little bit of"},{"speaker":"Mary Otanez","startTime":2084.16,"endTime":2088.39,"body":"gray area and as to where you"},{"speaker":"Mary Otanez","startTime":2088.39,"endTime":2092.05,"body":"can start showing this work so"},{"speaker":"Mary Otanez","startTime":2088.39,"endTime":2092.05,"body":"people can get interested. But"},{"speaker":"Mary Otanez","startTime":2092.05,"endTime":2095.86,"body":"once people are interested, then"},{"speaker":"Mary Otanez","startTime":2092.05,"endTime":2095.86,"body":"those are your prices. Those are"},{"speaker":"Mary Otanez","startTime":2095.86,"endTime":2098.08,"body":"your prices and you need to"},{"speaker":"Mary Otanez","startTime":2095.86,"endTime":2098.08,"body":"stick to it and you're gonna"},{"speaker":"Mary Otanez","startTime":2098.08,"endTime":2102.22,"body":"feel really insecure and There's"},{"speaker":"Mary Otanez","startTime":2098.08,"endTime":2102.22,"body":"going to be times where you"},{"speaker":"Mary Otanez","startTime":2102.22,"endTime":2104.65,"body":"don't get increase and you're"},{"speaker":"Mary Otanez","startTime":2102.22,"endTime":2104.65,"body":"going to really freak out and"},{"speaker":"Mary Otanez","startTime":2104.65,"endTime":2111.04,"body":"you're going to want to change"},{"speaker":"Mary Otanez","startTime":2104.65,"endTime":2111.04,"body":"it but hang in there don't do"},{"speaker":"Mary Otanez","startTime":2111.04,"endTime":2114.76,"body":"what I did and change your"},{"speaker":"Mary Otanez","startTime":2111.04,"endTime":2114.76,"body":"pricing like six times in a year"},{"speaker":"Mary Otanez","startTime":2114.82,"endTime":2120.25,"body":"right and keep doing the work"},{"speaker":"Mary Otanez","startTime":2114.82,"endTime":2120.25,"body":"keep doing the work keep working"},{"speaker":"Mary Otanez","startTime":2120.25,"endTime":2125.71,"body":"hard for it I eight will come to"},{"speaker":"Mary Otanez","startTime":2120.25,"endTime":2125.71,"body":"you I don't I think when you're"},{"speaker":"Mary Otanez","startTime":2125.71,"endTime":2127.72,"body":"developing that type of work"},{"speaker":"Mary Otanez","startTime":2125.71,"endTime":2127.72,"body":"that you love and you're"},{"speaker":"Mary Otanez","startTime":2127.72,"endTime":2130.66,"body":"passionate about and you're"},{"speaker":"Mary Otanez","startTime":2127.72,"endTime":2130.66,"body":"killing it, people are going to"},{"speaker":"Mary Otanez","startTime":2130.66,"endTime":2136.93,"body":"pay for that Yeah. And within"},{"speaker":"Mary Otanez","startTime":2130.66,"endTime":2136.93,"body":"your your you know, business"},{"speaker":"Mary Otanez","startTime":2136.93,"endTime":2138.1,"body":"model that you have picked"},{"speaker":"Annemie Tonken","startTime":2138.39,"endTime":2140.43,"body":"well and"},{"speaker":"Annemie Tonken","startTime":2138.39,"endTime":2140.43,"body":"especially if you've been that"},{"speaker":"Annemie Tonken","startTime":2140.43,"endTime":2144.63,"body":"intentional about creating a"},{"speaker":"Annemie Tonken","startTime":2140.43,"endTime":2144.63,"body":"business around a preconceived"},{"speaker":"Annemie Tonken","startTime":2144.63,"endTime":2149.76,"body":"idea of a model where you're"},{"speaker":"Annemie Tonken","startTime":2144.63,"endTime":2149.76,"body":"saying like I want to do high"},{"speaker":"Annemie Tonken","startTime":2149.76,"endTime":2154.2,"body":"end work my website shows that"},{"speaker":"Annemie Tonken","startTime":2149.76,"endTime":2154.2,"body":"this is high end the language"},{"speaker":"Annemie Tonken","startTime":2154.2,"endTime":2158.67,"body":"that I use you know tells people"},{"speaker":"Annemie Tonken","startTime":2154.2,"endTime":2158.67,"body":"without even any numbers or"},{"speaker":"Annemie Tonken","startTime":2158.67,"endTime":2160.98,"body":"anything else that they're going"},{"speaker":"Annemie Tonken","startTime":2158.67,"endTime":2160.98,"body":"to be spending a lot of money"},{"speaker":"Annemie Tonken","startTime":2161.01,"endTime":2168.12,"body":"that whatever Yeah, that it does"},{"speaker":"Annemie Tonken","startTime":2161.01,"endTime":2168.12,"body":"take intention to create that in"},{"speaker":"Annemie Tonken","startTime":2168.12,"endTime":2171.0,"body":"a way that you don't have people"},{"speaker":"Annemie Tonken","startTime":2168.12,"endTime":2171.0,"body":"who then you know, call you up"},{"speaker":"Annemie Tonken","startTime":2171.0,"endTime":2172.83,"body":"and say, Your prices are what?!\""},{"speaker":"Mary Otanez","startTime":2171.82,"endTime":2175.12,"body":"Yeah, yeah, and"},{"speaker":"Mary Otanez","startTime":2171.82,"endTime":2175.12,"body":"I've had to learn the really"},{"speaker":"Mary Otanez","startTime":2175.15,"endTime":2179.11,"body":"hard way because I am definitely"},{"speaker":"Mary Otanez","startTime":2175.15,"endTime":2179.11,"body":"a softy but like people be like,"},{"speaker":"Mary Otanez","startTime":2179.14,"endTime":2182.38,"body":"Oh, it's too expensive. I'm like"},{"speaker":"Mary Otanez","startTime":2179.14,"endTime":2182.38,"body":"cool cut it in half for you."},{"speaker":"Mary Otanez","startTime":2182.38,"endTime":2187.84,"body":"It's like I think it's actually"},{"speaker":"Mary Otanez","startTime":2182.38,"endTime":2187.84,"body":"I've had that reverse now where"},{"speaker":"Mary Otanez","startTime":2187.84,"endTime":2191.47,"body":"I when I've started to just say"},{"speaker":"Mary Otanez","startTime":2187.84,"endTime":2191.47,"body":"no these are my prices and think"},{"speaker":"Mary Otanez","startTime":2191.5,"endTime":2195.01,"body":"thank you and be okay that"},{"speaker":"Mary Otanez","startTime":2191.5,"endTime":2195.01,"body":"people don't call me back or"},{"speaker":"Mary Otanez","startTime":2192.61,"endTime":2299.35,"body":"And it is fun. But you're"},{"speaker":"Mary Otanez","startTime":2192.61,"endTime":2299.35,"body":"absolutely what you said earlier"},{"speaker":"Mary Otanez","startTime":2195.01,"endTime":2201.1,"body":"it's okay that I get a ghosted"},{"speaker":"Mary Otanez","startTime":2195.01,"endTime":2201.1,"body":"email or whatever and I'm okay"},{"speaker":"Mary Otanez","startTime":2201.1,"endTime":2203.71,"body":"with that. Yeah, I'm okay with"},{"speaker":"Mary Otanez","startTime":2201.1,"endTime":2203.71,"body":"that because then the people"},{"speaker":"Mary Otanez","startTime":2203.71,"endTime":2206.86,"body":"that do come to me are willing"},{"speaker":"Mary Otanez","startTime":2203.71,"endTime":2206.86,"body":"to pay full price and really"},{"speaker":"Mary Otanez","startTime":2206.86,"endTime":2210.4,"body":"think it is exactly they're"},{"speaker":"Mary Otanez","startTime":2206.86,"endTime":2210.4,"body":"getting exactly what they're"},{"speaker":"Mary Otanez","startTime":2210.4,"endTime":2212.41,"body":"paying for and they're in"},{"speaker":"Mary Otanez","startTime":2210.4,"endTime":2212.41,"body":"they're happy about it right?"},{"speaker":"Mary Otanez","startTime":2212.47,"endTime":2216.4,"body":"And if not, hopefully more at"},{"speaker":"Mary Otanez","startTime":2212.47,"endTime":2216.4,"body":"that level Yeah, yeah, they"},{"speaker":"Mary Otanez","startTime":2216.4,"endTime":2220.75,"body":"value it. And then like the"},{"speaker":"Mary Otanez","startTime":2216.4,"endTime":2220.75,"body":"third phase is really the launch"},{"speaker":"Mary Otanez","startTime":2220.78,"endTime":2223.69,"body":"so it's this is where you've got"},{"speaker":"Mary Otanez","startTime":2220.78,"endTime":2223.69,"body":"the business model you have your"},{"speaker":"Mary Otanez","startTime":2223.69,"endTime":2226.87,"body":"new work you know who you are,"},{"speaker":"Mary Otanez","startTime":2223.69,"endTime":2226.87,"body":"you have your community if"},{"speaker":"Mary Otanez","startTime":2226.87,"endTime":2230.38,"body":"people you're talking to and"},{"speaker":"Mary Otanez","startTime":2226.87,"endTime":2230.38,"body":"this part is like Okay, great,"},{"speaker":"Mary Otanez","startTime":2230.44,"endTime":2233.89,"body":"this is where the bigger money"},{"speaker":"Mary Otanez","startTime":2230.44,"endTime":2233.89,"body":"investments come in. And it's so"},{"speaker":"Mary Otanez","startTime":2233.89,"endTime":2237.67,"body":"much smarter to do these at the"},{"speaker":"Mary Otanez","startTime":2233.89,"endTime":2237.67,"body":"end than in the in the earlier"},{"speaker":"Mary Otanez","startTime":2237.67,"endTime":2241.12,"body":"parts because you just have"},{"speaker":"Mary Otanez","startTime":2237.67,"endTime":2241.12,"body":"everything set and the big"},{"speaker":"Mary Otanez","startTime":2241.12,"endTime":2245.56,"body":"dollar things new logo, new"},{"speaker":"Mary Otanez","startTime":2241.12,"endTime":2245.56,"body":"branding new website those"},{"speaker":"Mary Otanez","startTime":2245.56,"endTime":2251.08,"body":"things are high dollar 1000s"},{"speaker":"Mary Otanez","startTime":2245.56,"endTime":2251.08,"body":"even I mean new equipment if you"},{"speaker":"Mary Otanez","startTime":2251.08,"endTime":2254.44,"body":"wanted to but that's further"},{"speaker":"Mary Otanez","startTime":2251.08,"endTime":2254.44,"body":"down the road but all all these"},{"speaker":"Mary Otanez","startTime":2254.44,"endTime":2258.01,"body":"things that are going to market"},{"speaker":"Mary Otanez","startTime":2254.44,"endTime":2258.01,"body":"you and show the new you you're"},{"speaker":"Mary Otanez","startTime":2258.01,"endTime":2261.25,"body":"gonna be feeling so much more"},{"speaker":"Mary Otanez","startTime":2258.01,"endTime":2261.25,"body":"grateful for your time and money"},{"speaker":"Mary Otanez","startTime":2261.28,"endTime":2265.3,"body":"because you just have a solid"},{"speaker":"Mary Otanez","startTime":2261.28,"endTime":2265.3,"body":"foundation already and you can"},{"speaker":"Mary Otanez","startTime":2265.3,"endTime":2268.72,"body":"just this will be actually easy"},{"speaker":"Mary Otanez","startTime":2265.3,"endTime":2268.72,"body":"sometimes the websites and stuff"},{"speaker":"Mary Otanez","startTime":2268.72,"endTime":2271.42,"body":"are so hard because you just you"},{"speaker":"Mary Otanez","startTime":2268.72,"endTime":2271.42,"body":"don't know what to say and what"},{"speaker":"Mary Otanez","startTime":2271.6,"endTime":2275.38,"body":"what's my message and I don't"},{"speaker":"Mary Otanez","startTime":2271.6,"endTime":2275.38,"body":"know my work is not consistent"},{"speaker":"Mary Otanez","startTime":2275.38,"endTime":2280.84,"body":"enough well it will be if you do"},{"speaker":"Mary Otanez","startTime":2275.38,"endTime":2280.84,"body":"these things in somewhat of this"},{"speaker":"Mary Otanez","startTime":2280.87,"endTime":2285.22,"body":"phase order. Absolutely. Yeah,"},{"speaker":"Mary Otanez","startTime":2280.87,"endTime":2285.22,"body":"yeah so that's that's the fun"},{"speaker":"Mary Otanez","startTime":2285.22,"endTime":2288.52,"body":"part that's fun because you can"},{"speaker":"Mary Otanez","startTime":2285.22,"endTime":2288.52,"body":"then really, you know, Hone into"},{"speaker":"Mary Otanez","startTime":2289.06,"endTime":2292.72,"body":"I don't know a great branding"},{"speaker":"Mary Otanez","startTime":2289.06,"endTime":2292.72,"body":"agency and I don't know and"},{"speaker":"Mary Otanez","startTime":2292.72,"endTime":2294.07,"body":"that's fun"},{"speaker":"Mary Otanez","startTime":2299.35,"endTime":2303.04,"body":"is absolutely right it's a it is"},{"speaker":"Mary Otanez","startTime":2299.35,"endTime":2303.04,"body":"less fun when you spend all that"},{"speaker":"Mary Otanez","startTime":2303.04,"endTime":2305.74,"body":"money the minute that you get an"},{"speaker":"Mary Otanez","startTime":2303.04,"endTime":2305.74,"body":"idea that you might want to"},{"speaker":"Mary Otanez","startTime":2305.74,"endTime":2310.0,"body":"start going into you want to"},{"speaker":"Mary Otanez","startTime":2305.74,"endTime":2310.0,"body":"switch to boudoir photos or"},{"speaker":"Mary Otanez","startTime":2310.0,"endTime":2313.42,"body":"something and you invest all"},{"speaker":"Mary Otanez","startTime":2310.0,"endTime":2313.42,"body":"this money into like a new"},{"speaker":"Mary Otanez","startTime":2313.45,"endTime":2317.5,"body":"website and branding etc etc"},{"speaker":"Mary Otanez","startTime":2313.45,"endTime":2317.5,"body":"etc. And then you start"},{"speaker":"Mary Otanez","startTime":2317.5,"endTime":2320.5,"body":"portfolio building and at the"},{"speaker":"Mary Otanez","startTime":2317.5,"endTime":2320.5,"body":"end you're like so why am I"},{"speaker":"Mary Otanez","startTime":2320.5,"endTime":2325.3,"body":"doing this? Yeah all that work"},{"speaker":"Mary Otanez","startTime":2320.5,"endTime":2325.3,"body":"you did has to be redone because"},{"speaker":"Mary Otanez","startTime":2325.3,"endTime":2328.21,"body":"it's different from what your"},{"speaker":"Mary Otanez","startTime":2325.3,"endTime":2328.21,"body":"original like knee jerk."},{"speaker":"Mary Otanez","startTime":2328.36,"endTime":2331.33,"body":"Yes and then if you think about"},{"speaker":"Mary Otanez","startTime":2328.36,"endTime":2331.33,"body":"then your credit card bill is"},{"speaker":"Mary Otanez","startTime":2331.33,"endTime":2336.88,"body":"really high... the pressures on"},{"speaker":"Mary Otanez","startTime":2331.33,"endTime":2336.88,"body":"to make that work and so then"},{"speaker":"Mary Otanez","startTime":2336.88,"endTime":2338.71,"body":"you're in a desperate mode"},{"speaker":"Mary Otanez","startTime":2336.88,"endTime":2338.71,"body":"you're in that knee jerk"},{"speaker":"Mary Otanez","startTime":2338.71,"endTime":2342.52,"body":"reaction mode you're in that you"},{"speaker":"Mary Otanez","startTime":2338.71,"endTime":2342.52,"body":"know scarcity mode of Oh my God,"},{"speaker":"Mary Otanez","startTime":2342.52,"endTime":2345.55,"body":"but you know, I've been there"},{"speaker":"Mary Otanez","startTime":2342.52,"endTime":2345.55,"body":"you know, I understand that 100%"},{"speaker":"Mary Otanez","startTime":2345.94,"endTime":2349.78,"body":"so being able to know that"},{"speaker":"Mary Otanez","startTime":2345.94,"endTime":2349.78,"body":"you're moving forward with"},{"speaker":"Mary Otanez","startTime":2349.78,"endTime":2353.92,"body":"confidence and peace knowing"},{"speaker":"Mary Otanez","startTime":2349.78,"endTime":2353.92,"body":"that you have done the homework"},{"speaker":"Mary Otanez","startTime":2354.1,"endTime":2360.1,"body":"to get to this point is really"},{"speaker":"Mary Otanez","startTime":2354.1,"endTime":2360.1,"body":"solid. Yeah, and boy do I wish I"},{"speaker":"Mary Otanez","startTime":2360.13,"endTime":2365.14,"body":"knew that before. Um, but yeah,"},{"speaker":"Mary Otanez","startTime":2360.13,"endTime":2365.14,"body":"and then and then it also goes"},{"speaker":"Mary Otanez","startTime":2365.14,"endTime":2368.2,"body":"into marketing as well. So"},{"speaker":"Mary Otanez","startTime":2365.14,"endTime":2368.2,"body":"launch stuff goes marketing"},{"speaker":"Mary Otanez","startTime":2368.35,"endTime":2371.68,"body":"emailers how you want to market"},{"speaker":"Mary Otanez","startTime":2368.35,"endTime":2371.68,"body":"to people. And let me just put"},{"speaker":"Mary Otanez","startTime":2371.68,"endTime":2374.77,"body":"this way too, that that in"},{"speaker":"Mary Otanez","startTime":2371.68,"endTime":2374.77,"body":"itself is a whole nother topic"},{"speaker":"Mary Otanez","startTime":2374.77,"endTime":2379.81,"body":"and a whole nother venture. I'm"},{"speaker":"Mary Otanez","startTime":2374.77,"endTime":2379.81,"body":"just a big believer and keep it"},{"speaker":"Mary Otanez","startTime":2379.81,"endTime":2382.66,"body":"simple. Everyone again,"},{"speaker":"Mary Otanez","startTime":2379.81,"endTime":2382.66,"body":"everyone's journey is different."},{"speaker":"Mary Otanez","startTime":2382.66,"endTime":2386.65,"body":"No one's transitions gonna look"},{"speaker":"Mary Otanez","startTime":2382.66,"endTime":2386.65,"body":"the same. And in that place, for"},{"speaker":"Mary Otanez","startTime":2386.65,"endTime":2394.51,"body":"me, it's just going on plan"},{"speaker":"Mary Otanez","startTime":2386.65,"endTime":2394.51,"body":"throwing, you know, automated"},{"speaker":"Mary Otanez","startTime":2394.87,"endTime":2400.33,"body":"posts for myself. Okay. I may"},{"speaker":"Mary Otanez","startTime":2394.87,"endTime":2400.33,"body":"not get 80 likes 100 likes or"},{"speaker":"Mary Otanez","startTime":2400.33,"endTime":2404.95,"body":"whatever, I'm not in it for that"},{"speaker":"Mary Otanez","startTime":2400.33,"endTime":2404.95,"body":"my purpose of that is I want an"},{"speaker":"Mary Otanez","startTime":2404.95,"endTime":2409.33,"body":"online portfolio. And if I can"},{"speaker":"Mary Otanez","startTime":2404.95,"endTime":2409.33,"body":"show my work consistently,"},{"speaker":"Mary Otanez","startTime":2409.36,"endTime":2412.21,"body":"consistently, and I just get 20"},{"speaker":"Mary Otanez","startTime":2409.36,"endTime":2412.21,"body":"likes here and there, that's"},{"speaker":"Mary Otanez","startTime":2412.21,"endTime":2415.18,"body":"fine. I just want it to"},{"speaker":"Mary Otanez","startTime":2412.21,"endTime":2415.18,"body":"literally be the new age"},{"speaker":"Mary Otanez","startTime":2415.18,"endTime":2418.99,"body":"portfolio where someone's like,"},{"speaker":"Mary Otanez","startTime":2415.18,"endTime":2418.99,"body":"Oh, well, what's your Insta, you"},{"speaker":"Mary Otanez","startTime":2418.99,"endTime":2423.19,"body":"know, and boom, boom, boom, they"},{"speaker":"Mary Otanez","startTime":2418.99,"endTime":2423.19,"body":"can see work immediately. It's"},{"speaker":"Mary Otanez","startTime":2423.22,"endTime":2428.23,"body":"imperfect. It is not curated"},{"speaker":"Mary Otanez","startTime":2423.22,"endTime":2428.23,"body":"gorgeous grids, I used to spend"},{"speaker":"Mary Otanez","startTime":2428.23,"endTime":2432.88,"body":"so much time on Yeah, it fits my"},{"speaker":"Mary Otanez","startTime":2428.23,"endTime":2432.88,"body":"life, it fits my life. Other"},{"speaker":"Mary Otanez","startTime":2432.88,"endTime":2435.4,"body":"people, they would be like,"},{"speaker":"Mary Otanez","startTime":2432.88,"endTime":2435.4,"body":"\"What, Mary? Nope, you're"},{"speaker":"Mary Otanez","startTime":2435.4,"endTime":2438.76,"body":"missing out on big time here if"},{"speaker":"Mary Otanez","startTime":2435.4,"endTime":2438.76,"body":"blah blah blah\". But for me, it"},{"speaker":"Mary Otanez","startTime":2438.76,"endTime":2441.73,"body":"works for my life, there's so"},{"speaker":"Mary Otanez","startTime":2438.76,"endTime":2441.73,"body":"many other places I need to"},{"speaker":"Mary Otanez","startTime":2441.73,"endTime":2445.72,"body":"spend my time and energy. So in"},{"speaker":"Mary Otanez","startTime":2441.73,"endTime":2445.72,"body":"that spot, keeping it simple."},{"speaker":"Mary Otanez","startTime":2446.2,"endTime":2446.89,"body":"It's important."},{"speaker":"Annemie Tonken","startTime":2447.23,"endTime":2450.56,"body":"Absolutely. And"},{"speaker":"Annemie Tonken","startTime":2447.23,"endTime":2450.56,"body":"it I mean, as solopreneurs"},{"speaker":"Annemie Tonken","startTime":2450.59,"endTime":2457.22,"body":"simplicity absolutely should be"},{"speaker":"Annemie Tonken","startTime":2450.59,"endTime":2457.22,"body":"the goal in all the ways that it"},{"speaker":"Annemie Tonken","startTime":2457.22,"endTime":2461.06,"body":"can be because because we want"},{"speaker":"Annemie Tonken","startTime":2457.22,"endTime":2461.06,"body":"to be able to put our energy"},{"speaker":"Annemie Tonken","startTime":2461.06,"endTime":2466.7,"body":"into the things that actually"},{"speaker":"Annemie Tonken","startTime":2461.06,"endTime":2466.7,"body":"matter, the art that we're"},{"speaker":"Annemie Tonken","startTime":2466.7,"endTime":2469.85,"body":"making, and the relationships"},{"speaker":"Annemie Tonken","startTime":2466.7,"endTime":2469.85,"body":"that we're forming, and the time"},{"speaker":"Annemie Tonken","startTime":2469.85,"endTime":2473.78,"body":"that we are able to stop working"},{"speaker":"Annemie Tonken","startTime":2469.85,"endTime":2473.78,"body":"and spend with our families or,"},{"speaker":"Annemie Tonken","startTime":2473.81,"endTime":2475.91,"body":"you know, travel or whatever it"},{"speaker":"Annemie Tonken","startTime":2473.81,"endTime":2475.91,"body":"is."},{"speaker":"Mary Otanez","startTime":2475.87,"endTime":2478.87,"body":"So yeah, a lot of"},{"speaker":"Mary Otanez","startTime":2475.87,"endTime":2478.87,"body":"us get into this, because we're,"},{"speaker":"Mary Otanez","startTime":2478.99,"endTime":2481.81,"body":"we want a free schedule, and we"},{"speaker":"Mary Otanez","startTime":2478.99,"endTime":2481.81,"body":"want to pick and choose, but"},{"speaker":"Mary Otanez","startTime":2481.81,"endTime":2483.82,"body":"then all of a sudden, we find"},{"speaker":"Mary Otanez","startTime":2481.81,"endTime":2483.82,"body":"ourselves bogged down and"},{"speaker":"Mary Otanez","startTime":2483.82,"endTime":2487.96,"body":"stressed and, you know, but to"},{"speaker":"Mary Otanez","startTime":2483.82,"endTime":2487.96,"body":"be able to, yes, really take the"},{"speaker":"Mary Otanez","startTime":2487.96,"endTime":2491.83,"body":"time to build this foundation,"},{"speaker":"Mary Otanez","startTime":2487.96,"endTime":2491.83,"body":"and that have a simple"},{"speaker":"Mary Otanez","startTime":2491.83,"endTime":2497.23,"body":"directional way of doing things."},{"speaker":"Mary Otanez","startTime":2491.83,"endTime":2497.23,"body":"It's going to help tremendously."},{"speaker":"Mary Otanez","startTime":2497.47,"endTime":2503.95,"body":"And I think in the last part of"},{"speaker":"Mary Otanez","startTime":2497.47,"endTime":2503.95,"body":"the launch phase, for me, is"},{"speaker":"Mary Otanez","startTime":2503.98,"endTime":2510.22,"body":"what I call like a revisit,"},{"speaker":"Mary Otanez","startTime":2503.98,"endTime":2510.22,"body":"revisit and revise. So the"},{"speaker":"Mary Otanez","startTime":2510.22,"endTime":2514.9,"body":"transition actually never stops."},{"speaker":"Mary Otanez","startTime":2510.22,"endTime":2514.9,"body":"You know, we are all and in our"},{"speaker":"Mary Otanez","startTime":2514.9,"endTime":2518.38,"body":"personal lives. It's like a big"},{"speaker":"Mary Otanez","startTime":2514.9,"endTime":2518.38,"body":"existential comment. But like,"},{"speaker":"Mary Otanez","startTime":2518.71,"endTime":2523.12,"body":"you know, we're ever changing,"},{"speaker":"Mary Otanez","startTime":2518.71,"endTime":2523.12,"body":"we're ever evolving, we are ever"},{"speaker":"Mary Otanez","startTime":2523.15,"endTime":2525.34,"body":"tweaking, we're ever doing these"},{"speaker":"Mary Otanez","startTime":2523.15,"endTime":2525.34,"body":"things. So you're going to"},{"speaker":"Mary Otanez","startTime":2525.34,"endTime":2528.79,"body":"revisit discovery phase,"},{"speaker":"Mary Otanez","startTime":2525.34,"endTime":2528.79,"body":"sometimes in business, or in"},{"speaker":"Mary Otanez","startTime":2528.79,"endTime":2531.22,"body":"your personal work, or you're"},{"speaker":"Mary Otanez","startTime":2528.79,"endTime":2531.22,"body":"going to revisit discovery for"},{"speaker":"Mary Otanez","startTime":2531.22,"endTime":2535.42,"body":"your community, or two at a"},{"speaker":"Mary Otanez","startTime":2531.22,"endTime":2535.42,"body":"time. Or sometimes you have to"},{"speaker":"Mary Otanez","startTime":2535.42,"endTime":2538.63,"body":"go back and then tweak them. And"},{"speaker":"Mary Otanez","startTime":2535.42,"endTime":2538.63,"body":"it doesn't have to be this big"},{"speaker":"Mary Otanez","startTime":2538.63,"endTime":2541.81,"body":"long thing all over again, it"},{"speaker":"Mary Otanez","startTime":2538.63,"endTime":2541.81,"body":"doesn't have to start over. But"},{"speaker":"Mary Otanez","startTime":2541.81,"endTime":2548.89,"body":"just know that I think I used to"},{"speaker":"Mary Otanez","startTime":2541.81,"endTime":2548.89,"body":"personally I joke that I am like"},{"speaker":"Mary Otanez","startTime":2548.89,"endTime":2553.45,"body":"a guilty Catholic. And so I was"},{"speaker":"Mary Otanez","startTime":2548.89,"endTime":2553.45,"body":"baptized Catholic, but I'm like,"},{"speaker":"Mary Otanez","startTime":2553.84,"endTime":2558.7,"body":"not total practicing Catholic,"},{"speaker":"Mary Otanez","startTime":2553.84,"endTime":2558.7,"body":"but I would feel so guilty so"},{"speaker":"Mary Otanez","startTime":2558.7,"endTime":2564.16,"body":"quickly for not doing something"},{"speaker":"Mary Otanez","startTime":2558.7,"endTime":2564.16,"body":"exactly like perfectly or done"},{"speaker":"Mary Otanez","startTime":2564.16,"endTime":2570.85,"body":"right or done. I don't know, I"},{"speaker":"Mary Otanez","startTime":2564.16,"endTime":2570.85,"body":"just felt shame, you know, for"},{"speaker":"Mary Otanez","startTime":2570.85,"endTime":2574.36,"body":"not getting things done the way"},{"speaker":"Mary Otanez","startTime":2570.85,"endTime":2574.36,"body":"they need to be done. But in"},{"speaker":"Mary Otanez","startTime":2574.36,"endTime":2582.31,"body":"this transition, I think grace"},{"speaker":"Mary Otanez","startTime":2574.36,"endTime":2582.31,"body":"and understanding and embracing"},{"speaker":"Mary Otanez","startTime":2582.4,"endTime":2588.37,"body":"this imperfection that we all"},{"speaker":"Mary Otanez","startTime":2582.4,"endTime":2588.37,"body":"are is also very at this very"},{"speaker":"Mary Otanez","startTime":2588.37,"endTime":2592.6,"body":"deep, but it's it's gonna be"},{"speaker":"Mary Otanez","startTime":2588.37,"endTime":2592.6,"body":"your saving grace to during this"},{"speaker":"Mary Otanez","startTime":2592.6,"endTime":2595.87,"body":"time, like, Oh, you didn't meet"},{"speaker":"Mary Otanez","startTime":2592.6,"endTime":2595.87,"body":"that deadline? or that shoot"},{"speaker":"Mary Otanez","startTime":2595.87,"endTime":2598.96,"body":"didn't go as great as you"},{"speaker":"Mary Otanez","startTime":2595.87,"endTime":2598.96,"body":"thought? That's okay, you have"},{"speaker":"Mary Otanez","startTime":2598.96,"endTime":2601.57,"body":"another chance.  You have"},{"speaker":"Mary Otanez","startTime":2598.96,"endTime":2601.57,"body":"another chance of doing  that."},{"speaker":"Mary Otanez","startTime":2601.6,"endTime":2604.09,"body":"It doesn't mean that you just"},{"speaker":"Mary Otanez","startTime":2601.6,"endTime":2604.09,"body":"like just threw down this"},{"speaker":"Mary Otanez","startTime":2604.09,"endTime":2608.17,"body":"transition down the trashcan."},{"speaker":"Mary Otanez","startTime":2604.09,"endTime":2608.17,"body":"You know, I love it just takes"},{"speaker":"Mary Otanez","startTime":2608.17,"endTime":2608.65,"body":"time."},{"speaker":"Annemie Tonken","startTime":2608.86,"endTime":2612.31,"body":"Embracing the"},{"speaker":"Annemie Tonken","startTime":2608.86,"endTime":2612.31,"body":"journey of the transition."},{"speaker":"Mary Otanez","startTime":2613.42,"endTime":2614.29,"body":"Yeah, I like that."},{"speaker":"Annemie Tonken","startTime":2614.0,"endTime":2619.01,"body":"Yeah, it really"},{"speaker":"Annemie Tonken","startTime":2614.0,"endTime":2619.01,"body":"is. I mean, an ongoing process"},{"speaker":"Annemie Tonken","startTime":2619.01,"endTime":2622.31,"body":"you had written when we were"},{"speaker":"Annemie Tonken","startTime":2619.01,"endTime":2622.31,"body":"writing back and forth I asked"},{"speaker":"Annemie Tonken","startTime":2622.31,"endTime":2625.49,"body":"like if you could magically talk"},{"speaker":"Annemie Tonken","startTime":2622.31,"endTime":2625.49,"body":"to you're just starting out as a"},{"speaker":"Annemie Tonken","startTime":2625.49,"endTime":2627.71,"body":"photographer yourself, what"},{"speaker":"Annemie Tonken","startTime":2625.49,"endTime":2627.71,"body":"insights or advice would you"},{"speaker":"Annemie Tonken","startTime":2627.71,"endTime":2631.88,"body":"share? And you said, well, first"},{"speaker":"Annemie Tonken","startTime":2627.71,"endTime":2631.88,"body":"you said take a financial course"},{"speaker":"Annemie Tonken","startTime":2631.91,"endTime":2636.5,"body":"on how to run a business wisely."},{"speaker":"Annemie Tonken","startTime":2631.91,"endTime":2636.5,"body":"And then you said I would also"},{"speaker":"Annemie Tonken","startTime":2636.53,"endTime":2639.5,"body":"say that you will be so you were"},{"speaker":"Annemie Tonken","startTime":2636.53,"endTime":2639.5,"body":"saying this to yourself, you"},{"speaker":"Annemie Tonken","startTime":2639.5,"endTime":2643.67,"body":"will be quote starting your"},{"speaker":"Annemie Tonken","startTime":2639.5,"endTime":2643.67,"body":"business maybe even a few times"},{"speaker":"Annemie Tonken","startTime":2643.67,"endTime":2646.7,"body":"with pivots, transitions, etc."},{"speaker":"Annemie Tonken","startTime":2643.67,"endTime":2646.7,"body":"and may always feel like you're"},{"speaker":"Annemie Tonken","startTime":2646.7,"endTime":2651.68,"body":"starting your business even"},{"speaker":"Annemie Tonken","startTime":2646.7,"endTime":2651.68,"body":"almost 10 years in. And I think"},{"speaker":"Annemie Tonken","startTime":2651.68,"endTime":2656.84,"body":"that I have a very similar I"},{"speaker":"Annemie Tonken","startTime":2651.68,"endTime":2656.84,"body":"feel very similarly about my own"},{"speaker":"Annemie Tonken","startTime":2657.5,"endTime":2661.19,"body":"business, like the course of my"},{"speaker":"Annemie Tonken","startTime":2657.5,"endTime":2661.19,"body":"business and my story as a"},{"speaker":"Annemie Tonken","startTime":2661.19,"endTime":2666.89,"body":"photographer. But But whereas"},{"speaker":"Annemie Tonken","startTime":2661.19,"endTime":2666.89,"body":"toward the beginning of my"},{"speaker":"Annemie Tonken","startTime":2666.89,"endTime":2670.34,"body":"career, I felt like I was always"},{"speaker":"Annemie Tonken","startTime":2666.89,"endTime":2670.34,"body":"looking to like \"When am I going"},{"speaker":"Annemie Tonken","startTime":2670.34,"endTime":2676.28,"body":"to get there? When am I going to"},{"speaker":"Annemie Tonken","startTime":2670.34,"endTime":2676.28,"body":"arrive?\" And it has taken a long"},{"speaker":"Annemie Tonken","startTime":2676.28,"endTime":2679.28,"body":"time to get to a place where I"},{"speaker":"Annemie Tonken","startTime":2676.28,"endTime":2679.28,"body":"can say you know what I love"},{"speaker":"Annemie Tonken","startTime":2679.28,"endTime":2685.16,"body":"about being a photographer? I"},{"speaker":"Annemie Tonken","startTime":2679.28,"endTime":2685.16,"body":"will never arrive. At some time"},{"speaker":"Annemie Tonken","startTime":2685.16,"endTime":2688.07,"body":"I will close my business down"},{"speaker":"Annemie Tonken","startTime":2685.16,"endTime":2688.07,"body":"and I guess that will be some"},{"speaker":"Annemie Tonken","startTime":2688.07,"endTime":2693.32,"body":"sort of arrival, but it is it's"},{"speaker":"Annemie Tonken","startTime":2688.07,"endTime":2693.32,"body":"absolutely i mean it is the"},{"speaker":"Annemie Tonken","startTime":2693.32,"endTime":2697.97,"body":"thing that I love as a creative"},{"speaker":"Annemie Tonken","startTime":2693.32,"endTime":2697.97,"body":"person is that it doesn't"},{"speaker":"Annemie Tonken","startTime":2697.97,"endTime":2700.64,"body":"stagnate and it doesn't sit"},{"speaker":"Annemie Tonken","startTime":2697.97,"endTime":2700.64,"body":"still. I feel Like, it would"},{"speaker":"Annemie Tonken","startTime":2700.64,"endTime":2703.97,"body":"probably be the indication to me"},{"speaker":"Annemie Tonken","startTime":2700.64,"endTime":2703.97,"body":"that it was time to close my"},{"speaker":"Annemie Tonken","startTime":2703.97,"endTime":2707.84,"body":"business if I wasn't going back"},{"speaker":"Annemie Tonken","startTime":2703.97,"endTime":2707.84,"body":"and tweaking and refining, so I"},{"speaker":"Annemie Tonken","startTime":2707.84,"endTime":2708.5,"body":"think that's..."},{"speaker":"Mary Otanez","startTime":2708.84,"endTime":2711.33,"body":"And it would be"},{"speaker":"Mary Otanez","startTime":2708.84,"endTime":2711.33,"body":"concerned it would actually we"},{"speaker":"Mary Otanez","startTime":2711.33,"endTime":2714.18,"body":"should all look at it look at it"},{"speaker":"Mary Otanez","startTime":2711.33,"endTime":2714.18,"body":"this way. If you feel like you"},{"speaker":"Mary Otanez","startTime":2714.18,"endTime":2723.87,"body":"have arrived, I would question"},{"speaker":"Mary Otanez","startTime":2714.18,"endTime":2723.87,"body":"it. If you've arrived then it's"},{"speaker":"Mary Otanez","startTime":2725.31,"endTime":2729.54,"body":"that creation part has, I don't"},{"speaker":"Mary Otanez","startTime":2725.31,"endTime":2729.54,"body":"know, we are artists. Yeah, it's"},{"speaker":"Mary Otanez","startTime":2729.54,"endTime":2734.43,"body":"ever evolving. We're we are we"},{"speaker":"Mary Otanez","startTime":2729.54,"endTime":2734.43,"body":"are, to be creating, we are to"},{"speaker":"Mary Otanez","startTime":2734.43,"endTime":2738.75,"body":"be changing and there is art in"},{"speaker":"Mary Otanez","startTime":2734.43,"endTime":2738.75,"body":"that, you know, it's, it's a"},{"speaker":"Mary Otanez","startTime":2738.75,"endTime":2741.96,"body":"wonderful thing. We're changing."},{"speaker":"Mary Otanez","startTime":2738.75,"endTime":2741.96,"body":"I mean, there's so many"},{"speaker":"Mary Otanez","startTime":2741.96,"endTime":2745.26,"body":"different components of it to"},{"speaker":"Mary Otanez","startTime":2741.96,"endTime":2745.26,"body":"you know, your personal life,"},{"speaker":"Mary Otanez","startTime":2745.26,"endTime":2748.44,"body":"your, your, your goals, and your"},{"speaker":"Mary Otanez","startTime":2745.26,"endTime":2748.44,"body":"needs and everything. So yeah,"},{"speaker":"Mary Otanez","startTime":2748.44,"endTime":2750.78,"body":"it's, it's just inevitable,"},{"speaker":"Mary Otanez","startTime":2748.44,"endTime":2750.78,"body":"you're never going to arrive. So"},{"speaker":"Mary Otanez","startTime":2750.78,"endTime":2751.38,"body":"just enjoy"},{"speaker":"Annemie Tonken","startTime":2751.38,"endTime":2755.16,"body":"it. Well, Mary,"},{"speaker":"Annemie Tonken","startTime":2751.38,"endTime":2755.16,"body":"what's the next transition"},{"speaker":"Annemie Tonken","startTime":2755.16,"endTime":2756.24,"body":"coming your way?"},{"speaker":"Mary Otanez","startTime":2755.77,"endTime":2760.9,"body":"Oh, wow. For me,"},{"speaker":"Mary Otanez","startTime":2755.77,"endTime":2760.9,"body":"I'm excited because I have"},{"speaker":"Mary Otanez","startTime":2760.9,"endTime":2765.19,"body":"always had a... so one of my top"},{"speaker":"Mary Otanez","startTime":2760.9,"endTime":2765.19,"body":"strengths. Number one, strength"},{"speaker":"Mary Otanez","startTime":2765.22,"endTime":2769.72,"body":"is empathy, and empathetic soul."},{"speaker":"Mary Otanez","startTime":2765.22,"endTime":2769.72,"body":"I can understand where others"},{"speaker":"Mary Otanez","startTime":2769.72,"endTime":2773.74,"body":"are from. And during this"},{"speaker":"Mary Otanez","startTime":2769.72,"endTime":2773.74,"body":"process of transitioning, many"},{"speaker":"Mary Otanez","startTime":2773.74,"endTime":2777.13,"body":"people have seen me in my life"},{"speaker":"Mary Otanez","startTime":2773.74,"endTime":2777.13,"body":"go from, you know, producer to"},{"speaker":"Mary Otanez","startTime":2777.13,"endTime":2780.49,"body":"weddings, weddings to family."},{"speaker":"Mary Otanez","startTime":2777.13,"endTime":2780.49,"body":"And each time it's been a"},{"speaker":"Mary Otanez","startTime":2780.49,"endTime":2784.6,"body":"success, maybe from weddings to"},{"speaker":"Mary Otanez","startTime":2780.49,"endTime":2784.6,"body":"family was a bit bumpy. But I"},{"speaker":"Mary Otanez","startTime":2784.63,"endTime":2788.62,"body":"but I figured it out. Yeah. And"},{"speaker":"Mary Otanez","startTime":2784.63,"endTime":2788.62,"body":"I have a lot of people actually"},{"speaker":"Mary Otanez","startTime":2788.62,"endTime":2793.12,"body":"reach out to me and say, you"},{"speaker":"Mary Otanez","startTime":2788.62,"endTime":2793.12,"body":"know, how did you do that?"},{"speaker":"Mary Otanez","startTime":2793.12,"endTime":2796.99,"body":"Because I'm tired I'm tired of"},{"speaker":"Mary Otanez","startTime":2793.12,"endTime":2796.99,"body":"weddings, or I'm tired of my"},{"speaker":"Mary Otanez","startTime":2796.99,"endTime":2803.29,"body":"job? And how did you? How did"},{"speaker":"Mary Otanez","startTime":2796.99,"endTime":2803.29,"body":"you get there? And for me, you"},{"speaker":"Mary Otanez","startTime":2803.29,"endTime":2805.42,"body":"know, in a joking way, it's"},{"speaker":"Mary Otanez","startTime":2803.29,"endTime":2805.42,"body":"usually through a text, I'm"},{"speaker":"Mary Otanez","startTime":2805.42,"endTime":2810.1,"body":"like, Oh, girl, we need a phone"},{"speaker":"Mary Otanez","startTime":2805.42,"endTime":2810.1,"body":"call. This is a deeper topic,"},{"speaker":"Mary Otanez","startTime":2810.1,"endTime":2814.96,"body":"you know? Well, I wanted in my"},{"speaker":"Mary Otanez","startTime":2810.1,"endTime":2814.96,"body":"next steps would be basically"},{"speaker":"Mary Otanez","startTime":2814.96,"endTime":2819.55,"body":"one-on-one mentorships with"},{"speaker":"Mary Otanez","startTime":2814.96,"endTime":2819.55,"body":"photographers, and or if you're"},{"speaker":"Mary Otanez","startTime":2819.55,"endTime":2823.9,"body":"not a photographer yet, wherever"},{"speaker":"Mary Otanez","startTime":2819.55,"endTime":2823.9,"body":"you are in your stage, to be"},{"speaker":"Annemie Tonken","startTime":2823.08,"endTime":2847.56,"body":"You're in your"},{"speaker":"Annemie Tonken","startTime":2823.08,"endTime":2847.56,"body":"discovery phase."},{"speaker":"Annemie Tonken","startTime":2823.9,"endTime":2830.53,"body":"able to mentor and have a custom"},{"speaker":"Annemie Tonken","startTime":2823.9,"endTime":2830.53,"body":"experience with each person. No"},{"speaker":"Annemie Tonken","startTime":2830.53,"endTime":2833.89,"body":"transition is the same, no one"},{"speaker":"Annemie Tonken","startTime":2830.53,"endTime":2833.89,"body":"s is going to look the sam"},{"speaker":"Annemie Tonken","startTime":2834.28,"endTime":2838.0,"body":". Everyone is also going to ta"},{"speaker":"Annemie Tonken","startTime":2834.28,"endTime":2838.0,"body":"e different times. So I'm sti"},{"speaker":"Annemie Tonken","startTime":2838.0,"endTime":2841.0,"body":"l fleshing that out, which is al"},{"speaker":"Annemie Tonken","startTime":2838.0,"endTime":2841.0,"body":"o part of transition. Look at m"},{"speaker":"Annemie Tonken","startTime":2841.06,"endTime":2844.63,"body":", I it's not all put together a"},{"speaker":"Annemie Tonken","startTime":2841.06,"endTime":2844.63,"body":"d I'm still transitioning in"},{"speaker":"Annemie Tonken","startTime":2844.63,"endTime":2849.01,"body":"o this."},{"speaker":"Mary Otanez","startTime":2847.72,"endTime":2850.33,"body":"I'm in my discovery"},{"speaker":"Mary Otanez","startTime":2847.72,"endTime":2850.33,"body":"phase, but I know I want to do"},{"speaker":"Mary Otanez","startTime":2850.33,"endTime":2854.74,"body":"this because I care I care so"},{"speaker":"Mary Otanez","startTime":2850.33,"endTime":2854.74,"body":"much for my fellow"},{"speaker":"Mary Otanez","startTime":2854.74,"endTime":2857.5,"body":"photographers, and especially"},{"speaker":"Mary Otanez","startTime":2854.74,"endTime":2857.5,"body":"those starting out, that's just"},{"speaker":"Mary Otanez","startTime":2857.5,"endTime":2860.59,"body":"a passion of mine. I love"},{"speaker":"Mary Otanez","startTime":2857.5,"endTime":2860.59,"body":"teaching. So I would love to be"},{"speaker":"Mary Otanez","startTime":2860.59,"endTime":2863.92,"body":"able to offer some type of one"},{"speaker":"Mary Otanez","startTime":2860.59,"endTime":2863.92,"body":"on one mentorship, where it's"},{"speaker":"Mary Otanez","startTime":2863.95,"endTime":2867.91,"body":"you get to choose based on your"},{"speaker":"Mary Otanez","startTime":2863.95,"endTime":2867.91,"body":"stage right now and time because"},{"speaker":"Mary Otanez","startTime":2867.91,"endTime":2872.14,"body":"some people, okay, you may not"},{"speaker":"Mary Otanez","startTime":2867.91,"endTime":2872.14,"body":"be married, or no kids, or you"},{"speaker":"Mary Otanez","startTime":2872.14,"endTime":2876.82,"body":"just have, you know, 10 nannies"},{"speaker":"Mary Otanez","startTime":2872.14,"endTime":2876.82,"body":"at home, you got all the time in"},{"speaker":"Mary Otanez","startTime":2876.82,"endTime":2879.97,"body":"the world, great, you're going"},{"speaker":"Mary Otanez","startTime":2876.82,"endTime":2879.97,"body":"to move a lot faster than"},{"speaker":"Mary Otanez","startTime":2879.97,"endTime":2883.0,"body":"someone with six kids and"},{"speaker":"Mary Otanez","startTime":2879.97,"endTime":2883.0,"body":"juggling two jobs, right? You"},{"speaker":"Mary Otanez","startTime":2883.0,"endTime":2888.49,"body":"know, so being able to... No one"},{"speaker":"Mary Otanez","startTime":2883.0,"endTime":2888.49,"body":"thing is going to fit one person"},{"speaker":"Mary Otanez","startTime":2888.52,"endTime":2891.19,"body":"right there to be able to sit"},{"speaker":"Mary Otanez","startTime":2888.52,"endTime":2891.19,"body":"down with you and say, hey,"},{"speaker":"Mary Otanez","startTime":2891.49,"endTime":2895.36,"body":"let's have a discovery call just"},{"speaker":"Mary Otanez","startTime":2891.49,"endTime":2895.36,"body":"the two of us. Let me hear your"},{"speaker":"Mary Otanez","startTime":2895.36,"endTime":2898.57,"body":"story. Where do you want to be?"},{"speaker":"Mary Otanez","startTime":2895.36,"endTime":2898.57,"body":"How do you want to get there?"},{"speaker":"Mary Otanez","startTime":2898.72,"endTime":2901.57,"body":"And what's your ideal timeframe?"},{"speaker":"Mary Otanez","startTime":2898.72,"endTime":2901.57,"body":"And what's our realistic"},{"speaker":"Mary Otanez","startTime":2901.57,"endTime":2903.64,"body":"timeframe? Right? So that's the"},{"speaker":"Mary Otanez","startTime":2901.57,"endTime":2903.64,"body":"producer in me."},{"speaker":"Annemie Tonken","startTime":2905.07,"endTime":2907.71,"body":"Well, and I do I"},{"speaker":"Annemie Tonken","startTime":2905.07,"endTime":2907.71,"body":"love the fact that you are"},{"speaker":"Annemie Tonken","startTime":2907.71,"endTime":2914.58,"body":"marrying kind of the two parts"},{"speaker":"Annemie Tonken","startTime":2907.71,"endTime":2914.58,"body":"of your your two sort of"},{"speaker":"Annemie Tonken","startTime":2914.61,"endTime":2920.91,"body":"different, but conjoining"},{"speaker":"Annemie Tonken","startTime":2914.61,"endTime":2920.91,"body":"...wow, I can't talk... where"},{"speaker":"Annemie Tonken","startTime":2920.91,"endTime":2924.0,"body":"you've got that like real"},{"speaker":"Annemie Tonken","startTime":2920.91,"endTime":2924.0,"body":"artist's heart and then empathy"},{"speaker":"Annemie Tonken","startTime":2924.03,"endTime":2930.75,"body":"and the experience but you're"},{"speaker":"Annemie Tonken","startTime":2924.03,"endTime":2930.75,"body":"also relying on the the more"},{"speaker":"Annemie Tonken","startTime":2930.75,"endTime":2936.57,"body":"organizational strengths where"},{"speaker":"Annemie Tonken","startTime":2930.75,"endTime":2936.57,"body":"you have like a framework for"},{"speaker":"Annemie Tonken","startTime":2936.57,"endTime":2939.66,"body":"someone I love these phases. I"},{"speaker":"Annemie Tonken","startTime":2936.57,"endTime":2939.66,"body":"think it's so helpful to think"},{"speaker":"Annemie Tonken","startTime":2939.66,"endTime":2943.95,"body":"about something as nebulous"},{"speaker":"Annemie Tonken","startTime":2939.66,"endTime":2943.95,"body":"seeming as a transition, in"},{"speaker":"Annemie Tonken","startTime":2943.95,"endTime":2947.4,"body":"terms of there are phases there"},{"speaker":"Annemie Tonken","startTime":2943.95,"endTime":2947.4,"body":"is this, you know, once I'm done"},{"speaker":"Annemie Tonken","startTime":2947.4,"endTime":2950.97,"body":"with this, I move into this and"},{"speaker":"Annemie Tonken","startTime":2947.4,"endTime":2950.97,"body":"having that kind of path, I"},{"speaker":"Annemie Tonken","startTime":2950.97,"endTime":2954.75,"body":"think is what so many"},{"speaker":"Annemie Tonken","startTime":2950.97,"endTime":2954.75,"body":"photographers and creatives"},{"speaker":"Annemie Tonken","startTime":2955.35,"endTime":2958.59,"body":"yearn for and don't feel like"},{"speaker":"Annemie Tonken","startTime":2955.35,"endTime":2958.59,"body":"they have on their own. So I'm"},{"speaker":"Annemie Tonken","startTime":2958.59,"endTime":2961.98,"body":"excited that this is something"},{"speaker":"Annemie Tonken","startTime":2958.59,"endTime":2961.98,"body":"that you're pursuing. Mary,"},{"speaker":"Annemie Tonken","startTime":2963.6,"endTime":2965.19,"body":"where can people find you?"},{"speaker":"Mary Otanez","startTime":2965.72,"endTime":2967.49,"body":"Well, you can find"},{"speaker":"Mary Otanez","startTime":2965.72,"endTime":2967.49,"body":"me on my website,"},{"speaker":"https","startTime":2967.88,"endTime":2978.11,"body":"//www.MaryOtanezphotography.com."},{"speaker":"https","startTime":2967.88,"endTime":2978.11,"body":"And then you can also"},{"speaker":"https","startTime":2978.17,"endTime":2982.55,"body":"specifically I have a free"},{"speaker":"https","startTime":2978.17,"endTime":2982.55,"body":"download, about the Art of"},{"speaker":"https","startTime":2982.55,"endTime":2984.77,"body":"Transition. And kind of"},{"speaker":"https","startTime":2982.55,"endTime":2984.77,"body":"everything we talked about"},{"speaker":"https","startTime":2984.77,"endTime":2988.16,"body":"breaking down of the three"},{"speaker":"https","startTime":2984.77,"endTime":2988.16,"body":"phases and even some mindful"},{"speaker":"https","startTime":2989.21,"endTime":2994.16,"body":"approaches to your mindset, and"},{"speaker":"https","startTime":2989.21,"endTime":2994.16,"body":"how to approach the soul. But"},{"speaker":"https","startTime":2994.16,"endTime":2997.49,"body":"you can do that at"},{"speaker":"https","startTime":2994.16,"endTime":2997.49,"body":"https://www.maryotanezphotography.com/transitions."},{"speaker":"https","startTime":2998.42,"endTime":3003.22,"body":"So it'll be very Easy for you to"},{"speaker":"https","startTime":2998.42,"endTime":3003.22,"body":"look over that. And then I will"},{"speaker":"https","startTime":3003.25,"endTime":3009.43,"body":"kind of put you into an email"},{"speaker":"https","startTime":3003.25,"endTime":3009.43,"body":"list of mine that I will let you"},{"speaker":"https","startTime":3009.43,"endTime":3013.15,"body":"know, I am definitely not a"},{"speaker":"https","startTime":3009.43,"endTime":3013.15,"body":"spammer for sure. I don't have"},{"speaker":"https","startTime":3013.15,"endTime":3016.27,"body":"enough time to do emails, but I"},{"speaker":"https","startTime":3013.15,"endTime":3016.27,"body":"will let you know when the"},{"speaker":"https","startTime":3016.27,"endTime":3019.36,"body":"mentorships launch. That's the"},{"speaker":"https","startTime":3016.27,"endTime":3019.36,"body":"point of it. I'll let you know."},{"speaker":"https","startTime":3019.36,"endTime":3022.48,"body":"And I think about spring 2022 is"},{"speaker":"https","startTime":3019.36,"endTime":3022.48,"body":"what I'm hoping for."},{"speaker":"Annemie Tonken","startTime":3022.6,"endTime":3026.92,"body":"Yeah. So if this"},{"speaker":"Annemie Tonken","startTime":3022.6,"endTime":3026.92,"body":"sounds like what you could use"},{"speaker":"Annemie Tonken","startTime":3026.92,"endTime":3032.41,"body":"in your business, go grab I got"},{"speaker":"Annemie Tonken","startTime":3026.92,"endTime":3032.41,"body":"to preview this PDF that Mary"},{"speaker":"Annemie Tonken","startTime":3032.41,"endTime":3035.29,"body":"put together and it is"},{"speaker":"Annemie Tonken","startTime":3032.41,"endTime":3035.29,"body":"beautiful. It goes deeper into"},{"speaker":"Annemie Tonken","startTime":3035.29,"endTime":3038.08,"body":"some of the stuff we've talked"},{"speaker":"Annemie Tonken","startTime":3035.29,"endTime":3038.08,"body":"about today. So you're"},{"speaker":"Annemie Tonken","startTime":3038.08,"endTime":3039.4,"body":"definitely gonna want to grab"},{"speaker":"Annemie Tonken","startTime":3038.08,"endTime":3039.4,"body":"that at"},{"speaker":"https","startTime":3039.4,"endTime":3048.07,"body":"//www.maryotanezphotography.com/transitions."},{"speaker":"https","startTime":3039.4,"endTime":3048.07,"body":"And, and yeah, Mary, thank you"},{"speaker":"https","startTime":3048.07,"endTime":3051.4,"body":"so much for joining us today."},{"speaker":"https","startTime":3048.07,"endTime":3051.4,"body":"This is it's just always lovely"},{"speaker":"https","startTime":3051.4,"endTime":3054.82,"body":"to chat with you. But you've got"},{"speaker":"https","startTime":3051.4,"endTime":3054.82,"body":"you've dropped so much great"},{"speaker":"https","startTime":3054.82,"endTime":3056.95,"body":"insight here and I'm excited."},{"speaker":"Mary Otanez","startTime":3057.2,"endTime":3059.09,"body":"Oh my gosh, well,"},{"speaker":"Mary Otanez","startTime":3057.2,"endTime":3059.09,"body":"you know, I love you to death."},{"speaker":"Mary Otanez","startTime":3059.12,"endTime":3062.39,"body":"And this is so much fun. I"},{"speaker":"Mary Otanez","startTime":3059.12,"endTime":3062.39,"body":"really and i and i oh and like I"},{"speaker":"Mary Otanez","startTime":3062.39,"endTime":3066.26,"body":"said before, I just owe you on"},{"speaker":"Mary Otanez","startTime":3062.39,"endTime":3066.26,"body":"the business side of things. I"},{"speaker":"Mary Otanez","startTime":3066.26,"endTime":3069.89,"body":"feel like I have a better handle"},{"speaker":"Mary Otanez","startTime":3066.26,"endTime":3069.89,"body":"and at peace with my financial"},{"speaker":"Mary Otanez","startTime":3069.89,"endTime":3073.25,"body":"situation because of the Simple"},{"speaker":"Mary Otanez","startTime":3069.89,"endTime":3073.25,"body":"Sales System. So there's that"},{"speaker":"Mary Otanez","startTime":3073.25,"endTime":3074.06,"body":"right in there."},{"speaker":"Annemie Tonken","startTime":3074.81,"endTime":3077.33,"body":"And then you're"},{"speaker":"Annemie Tonken","startTime":3074.81,"endTime":3077.33,"body":"paying it forward by sharing"},{"speaker":"Annemie Tonken","startTime":3077.33,"endTime":3080.48,"body":"your gifts. I feel like if we"},{"speaker":"Annemie Tonken","startTime":3077.33,"endTime":3080.48,"body":"could all do more of that the"},{"speaker":"Annemie Tonken","startTime":3080.48,"endTime":3085.43,"body":"world would be a better place."},{"speaker":"Annemie Tonken","startTime":3080.48,"endTime":3085.43,"body":"Well, good. We'll have a great"},{"speaker":"Annemie Tonken","startTime":3085.43,"endTime":3087.11,"body":"day and I will talk to you soon."},{"speaker":"Mary Otanez","startTime":3087.27,"endTime":3088.65,"body":"Talk to you soon."},{"speaker":"Mary Otanez","startTime":3087.27,"endTime":3088.65,"body":"Thank you."},{"speaker":"Annemie Tonken","startTime":3089.79,"endTime":3092.1,"body":"Well, that's it"},{"speaker":"Annemie Tonken","startTime":3089.79,"endTime":3092.1,"body":"for this week's episode of this"},{"speaker":"Annemie Tonken","startTime":3092.1,"endTime":3095.82,"body":"can't be that hard. I'll be back"},{"speaker":"Annemie Tonken","startTime":3092.1,"endTime":3095.82,"body":"Same time, same place next week."},{"speaker":"Annemie Tonken","startTime":3096.36,"endTime":3099.09,"body":"In the meantime, you can find"},{"speaker":"Annemie Tonken","startTime":3096.36,"endTime":3099.09,"body":"more information about this"},{"speaker":"Annemie Tonken","startTime":3099.09,"endTime":3102.0,"body":"episode along with all the"},{"speaker":"Annemie Tonken","startTime":3099.09,"endTime":3102.0,"body":"relevant links, notes and"},{"speaker":"Annemie Tonken","startTime":3102.0,"endTime":3106.5,"body":"downloads at this can't be that"},{"speaker":"Annemie Tonken","startTime":3102.0,"endTime":3106.5,"body":"hard comm slash learn. If you"},{"speaker":"Annemie Tonken","startTime":3106.5,"endTime":3109.95,"body":"like the podcast, be sure to hit"},{"speaker":"Annemie Tonken","startTime":3106.5,"endTime":3109.95,"body":"the subscribe button. Even"},{"speaker":"Annemie Tonken","startTime":3109.95,"endTime":3113.64,"body":"better, share the love by"},{"speaker":"Annemie Tonken","startTime":3109.95,"endTime":3113.64,"body":"leaving a review in iTunes. And"},{"speaker":"Annemie Tonken","startTime":3113.64,"endTime":3116.85,"body":"as always, thanks so much for"},{"speaker":"Annemie Tonken","startTime":3113.64,"endTime":3116.85,"body":"joining me. I hope you have a"},{"speaker":"Annemie Tonken","startTime":3116.85,"endTime":3117.93,"body":"fantastic week."}]}