{"version":"1.0.0","segments":[{"startTime":0.33,"endTime":3.42,"body":"If you've taken either of my"},{"startTime":0.33,"endTime":3.42,"body":"courses, either the simple sales"},{"startTime":3.42,"endTime":6.75,"body":"blueprint or revenue on repeat,"},{"startTime":3.42,"endTime":6.75,"body":"you know that one of the very"},{"startTime":6.75,"endTime":11.79,"body":"first things that I like to do"},{"startTime":6.75,"endTime":11.79,"body":"is walk you through a detailed"},{"startTime":11.79,"endTime":16.2,"body":"calculator, so that you get"},{"startTime":11.79,"endTime":16.2,"body":"totally clear on what you need"},{"startTime":16.2,"endTime":19.68,"body":"to charge in order to be"},{"startTime":16.2,"endTime":19.68,"body":"profitable. And I do that,"},{"startTime":19.68,"endTime":24.69,"body":"because there is no way that I"},{"startTime":19.68,"endTime":24.69,"body":"can make a recommendation to"},{"startTime":24.69,"endTime":28.83,"body":"someone about what they should"},{"startTime":24.69,"endTime":28.83,"body":"charge, without knowing a lot of"},{"startTime":28.83,"endTime":31.56,"body":"different things about their"},{"startTime":28.83,"endTime":31.56,"body":"business. There's lots of"},{"startTime":31.56,"endTime":34.92,"body":"variables that go into"},{"startTime":31.56,"endTime":34.92,"body":"profitability, I can create"},{"startTime":34.92,"endTime":38.52,"body":"pricing for someone that will"},{"startTime":34.92,"endTime":38.52,"body":"make them profitable. But in"},{"startTime":38.52,"endTime":42.66,"body":"order to know what profit means"},{"startTime":38.52,"endTime":42.66,"body":"to them, I have to know the kind"},{"startTime":42.66,"endTime":45.63,"body":"of business that they run the"},{"startTime":42.66,"endTime":45.63,"body":"expenses that they incur in"},{"startTime":45.63,"endTime":48.78,"body":"their business, all those kinds"},{"startTime":45.63,"endTime":48.78,"body":"of things. Pricing is not a one"},{"startTime":48.78,"endTime":53.85,"body":"size fits all, situation, and"},{"startTime":48.78,"endTime":53.85,"body":"neither is profitability, you"},{"startTime":53.85,"endTime":58.65,"body":"know, I might make $100,000 a"},{"startTime":53.85,"endTime":58.65,"body":"year and be barely profitable,"},{"startTime":58.65,"endTime":62.97,"body":"and you might make $50,000 a"},{"startTime":58.65,"endTime":62.97,"body":"year and most of that is profit."},{"startTime":63.21,"endTime":67.65,"body":"It's totally, you know, it's"},{"startTime":63.21,"endTime":67.65,"body":"dependent on every all kinds of"},{"startTime":67.65,"endTime":71.67,"body":"different factors. And one of"},{"startTime":67.65,"endTime":71.67,"body":"the biggest factors in that is"},{"startTime":71.67,"endTime":75.33,"body":"how much you want to pay"},{"startTime":71.67,"endTime":75.33,"body":"yourself as a salary. And this"},{"startTime":75.33,"endTime":81.36,"body":"is something that kind of"},{"startTime":75.33,"endTime":81.36,"body":"surprised me, too, it surprised"},{"startTime":81.36,"endTime":83.25,"body":"me to learn that this was"},{"startTime":81.36,"endTime":83.25,"body":"something that people had a"},{"startTime":83.25,"endTime":87.36,"body":"really hard time answering. It's"},{"startTime":83.25,"endTime":87.36,"body":"one of the first lines in the"},{"startTime":87.36,"endTime":91.74,"body":"calculator, like, what's your"},{"startTime":87.36,"endTime":91.74,"body":"desired salary? And I routinely"},{"startTime":91.74,"endTime":94.8,"body":"get a fair amount of pushback"},{"startTime":91.74,"endTime":94.8,"body":"about that, where people say,"},{"startTime":94.83,"endTime":98.16,"body":"Well, you know, I don't know,"},{"startTime":94.83,"endTime":98.16,"body":"what should I pay myself, or"},{"startTime":98.16,"endTime":101.79,"body":"what do other photographers pay"},{"startTime":98.16,"endTime":101.79,"body":"themselves or, and I get this"},{"startTime":101.79,"endTime":106.5,"body":"more frequently than you think."},{"startTime":101.79,"endTime":106.5,"body":"I hear people say, I, you know,"},{"startTime":106.5,"endTime":109.74,"body":"I don't really need to pay"},{"startTime":106.5,"endTime":109.74,"body":"myself, I'm, I'm just happy for"},{"startTime":109.74,"endTime":113.43,"body":"the business to pay for itself."},{"startTime":109.74,"endTime":113.43,"body":"And I'll I'll happily accept any"},{"startTime":113.43,"endTime":121.89,"body":"extra money that comes in what"},{"startTime":113.43,"endTime":121.89,"body":"you are better people than I or"},{"startTime":121.92,"endTime":126.09,"body":"your trust fund is better than"},{"startTime":121.92,"endTime":126.09,"body":"mine. That is a wonderful"},{"startTime":126.09,"endTime":130.8,"body":"situation to be in. But it is a"},{"startTime":126.09,"endTime":130.8,"body":"it's strange to go through all"},{"startTime":130.8,"endTime":136.44,"body":"the work of running a business,"},{"startTime":130.8,"endTime":136.44,"body":"to not have any sort of goals"},{"startTime":136.47,"endTime":140.64,"body":"for what money you're gonna"},{"startTime":136.47,"endTime":140.64,"body":"make. And if I believed that"},{"startTime":140.64,"endTime":145.14,"body":"those people were really just"},{"startTime":140.64,"endTime":145.14,"body":"like swimming in money, and"},{"startTime":145.14,"endTime":148.02,"body":"didn't need to make any money,"},{"startTime":145.14,"endTime":148.02,"body":"then I guess I wouldn't be"},{"startTime":148.02,"endTime":151.59,"body":"bothered by this. But the fact"},{"startTime":148.02,"endTime":151.59,"body":"of the matter is, sometimes I"},{"startTime":151.59,"endTime":156.09,"body":"see those same people who are,"},{"startTime":151.59,"endTime":156.09,"body":"who feel unwilling to put $1"},{"startTime":156.12,"endTime":160.5,"body":"value on, you know what they'd"},{"startTime":156.12,"endTime":160.5,"body":"like to earn, then they turn"},{"startTime":160.5,"endTime":163.38,"body":"around a couple of months later,"},{"startTime":160.5,"endTime":163.38,"body":"and they're complaining that no"},{"startTime":163.38,"endTime":166.23,"body":"one's booking and they're"},{"startTime":163.38,"endTime":166.23,"body":"stressed or somebody didn't, you"},{"startTime":166.23,"endTime":169.14,"body":"know, pay them or whatever the"},{"startTime":166.23,"endTime":169.14,"body":"case may be. So like money is"},{"startTime":169.14,"endTime":175.44,"body":"clearly not a non issue for"},{"startTime":169.14,"endTime":175.44,"body":"them. And so today, on the"},{"startTime":175.44,"endTime":179.82,"body":"podcast, I want to dive a little"},{"startTime":175.44,"endTime":179.82,"body":"bit deeper. You know, we're here"},{"startTime":179.82,"endTime":183.09,"body":"at the beginning of the year, a"},{"startTime":179.82,"endTime":183.09,"body":"lot of people spend time at this"},{"startTime":183.09,"endTime":185.91,"body":"time of year adjusting their"},{"startTime":183.09,"endTime":185.91,"body":"systems, upping their pricing,"},{"startTime":185.91,"endTime":188.7,"body":"all those kinds of things. So I"},{"startTime":185.91,"endTime":188.7,"body":"figured this would be a really"},{"startTime":188.7,"endTime":194.01,"body":"good time to have like, a deep"},{"startTime":188.7,"endTime":194.01,"body":"heart to heart on this subject"},{"startTime":194.04,"endTime":196.8,"body":"of how much should you be paying"},{"startTime":194.04,"endTime":196.8,"body":"yourself."},{"startTime":198.09,"endTime":201.75,"body":"Welcome to this can't be that"},{"startTime":198.09,"endTime":201.75,"body":"hard. My name is Annemie Tonken."},{"startTime":201.75,"endTime":204.72,"body":"And I help photographers run"},{"startTime":201.75,"endTime":204.72,"body":"profitable, sustainable"},{"startTime":204.72,"endTime":208.86,"body":"businesses that they love. Each"},{"startTime":204.72,"endTime":208.86,"body":"week on the podcast, I cover"},{"startTime":208.86,"endTime":212.61,"body":"simple, actionable strategies"},{"startTime":208.86,"endTime":212.61,"body":"and systems that photographers"},{"startTime":212.61,"endTime":216.36,"body":"at every level of experience can"},{"startTime":212.61,"endTime":216.36,"body":"use to earn more money in a more"},{"startTime":216.36,"endTime":220.11,"body":"sustainable way. Running a"},{"startTime":216.36,"endTime":220.11,"body":"photography, business doesn't"},{"startTime":220.11,"endTime":223.86,"body":"have to be that hard, you can do"},{"startTime":220.11,"endTime":223.86,"body":"it. And I can show you how."},{"startTime":227.76,"endTime":231.24,"body":"Most of what I talk about when"},{"startTime":227.76,"endTime":231.24,"body":"it comes to pricing is either"},{"startTime":231.27,"endTime":234.33,"body":"the psychology of pricing and"},{"startTime":231.27,"endTime":234.33,"body":"you know how you can make it"},{"startTime":234.36,"endTime":238.29,"body":"easy for your clients to say yes"},{"startTime":234.36,"endTime":238.29,"body":"to you, yes to hiring you, yes"},{"startTime":238.29,"endTime":242.7,"body":"to paying you all those kinds of"},{"startTime":238.29,"endTime":242.7,"body":"things, or the basic nuts and"},{"startTime":242.7,"endTime":246.39,"body":"bolts of like knowing and"},{"startTime":242.7,"endTime":246.39,"body":"applying the numbers that are"},{"startTime":246.39,"endTime":249.12,"body":"applicable to your business,"},{"startTime":246.39,"endTime":249.12,"body":"kind of like the calculator that"},{"startTime":249.12,"endTime":251.94,"body":"I'm talking about, like just"},{"startTime":249.12,"endTime":251.94,"body":"very practical pricing advice."},{"startTime":252.54,"endTime":255.63,"body":"And even though I know that"},{"startTime":252.54,"endTime":255.63,"body":"that's scary for a lot of people"},{"startTime":255.63,"endTime":259.89,"body":"at first, most of the time I"},{"startTime":255.63,"endTime":259.89,"body":"find that once we dive into it,"},{"startTime":259.92,"endTime":263.22,"body":"it's not only is it more"},{"startTime":259.92,"endTime":263.22,"body":"straightforward than they think"},{"startTime":263.22,"endTime":266.73,"body":"it is. It's also it's"},{"startTime":263.22,"endTime":266.73,"body":"empowering. You know, once you"},{"startTime":266.73,"endTime":269.82,"body":"know those numbers and you say,"},{"startTime":266.73,"endTime":269.82,"body":"look, in order to be profitable,"},{"startTime":269.82,"endTime":273.72,"body":"I have to charge this amount of"},{"startTime":269.82,"endTime":273.72,"body":"money. Yes, it's a leap. It can"},{"startTime":273.72,"endTime":276.66,"body":"be hard and growing pains and"},{"startTime":273.72,"endTime":276.66,"body":"all those kinds of things but"},{"startTime":277.23,"endTime":280.08,"body":"but it is right there in black"},{"startTime":277.23,"endTime":280.08,"body":"and white in front of you and"},{"startTime":280.08,"endTime":284.37,"body":"that does make it easier. But"},{"startTime":280.08,"endTime":284.37,"body":"this business of paying yourself"},{"startTime":284.37,"endTime":288.78,"body":"and setting your salary is a"},{"startTime":284.37,"endTime":288.78,"body":"little bit more nuanced, a"},{"startTime":288.78,"endTime":291.75,"body":"little more complicated, right?"},{"startTime":288.78,"endTime":291.75,"body":"Obviously there are the basic"},{"startTime":291.75,"endTime":294.18,"body":"nuts and bolts to consider"},{"startTime":291.75,"endTime":294.18,"body":"things like your household"},{"startTime":294.18,"endTime":297.27,"body":"expenses, your tax rate, your"},{"startTime":294.18,"endTime":297.27,"body":"insurance costs, all the stuff"},{"startTime":297.27,"endTime":300.48,"body":"that you you know, need your"},{"startTime":297.27,"endTime":300.48,"body":"salary to pay for But there's"},{"startTime":300.48,"endTime":303.39,"body":"also this other component of"},{"startTime":300.48,"endTime":303.39,"body":"setting your salary that has to"},{"startTime":303.39,"endTime":307.02,"body":"do with assigning value to the"},{"startTime":303.39,"endTime":307.02,"body":"time and energy you put toward"},{"startTime":307.02,"endTime":311.67,"body":"your job. Which is where a lot"},{"startTime":307.02,"endTime":311.67,"body":"of people get tripped up. If you"},{"startTime":311.67,"endTime":316.53,"body":"go apply for a job in an office"},{"startTime":311.67,"endTime":316.53,"body":"somewhere, yes, you need to make"},{"startTime":316.53,"endTime":320.4,"body":"a certain amount of money to"},{"startTime":316.53,"endTime":320.4,"body":"afford your rent or your"},{"startTime":320.4,"endTime":325.95,"body":"mortgage. But you generally"},{"startTime":320.4,"endTime":325.95,"body":"don't go in hoping for the bare"},{"startTime":325.95,"endTime":330.15,"body":"minimum to be offered, right?"},{"startTime":325.95,"endTime":330.15,"body":"You want them to pay you more"},{"startTime":330.15,"endTime":333.06,"body":"than that double that triple"},{"startTime":330.15,"endTime":333.06,"body":"that whatever like the the more"},{"startTime":333.06,"endTime":336.63,"body":"the better in terms of what a"},{"startTime":333.06,"endTime":336.63,"body":"company is willing to pay"},{"startTime":336.63,"endTime":341.34,"body":"yourself to pay you. But you are"},{"startTime":336.63,"endTime":341.34,"body":"a company and you pay yourself."},{"startTime":341.67,"endTime":345.0,"body":"And so hopefully, you are"},{"startTime":341.67,"endTime":345.0,"body":"willing to pay yourself more"},{"startTime":345.0,"endTime":350.01,"body":"than just that bare minimum,"},{"startTime":345.0,"endTime":350.01,"body":"right. But somewhere just north"},{"startTime":350.04,"endTime":354.6,"body":"of that, barely covering their"},{"startTime":350.04,"endTime":354.6,"body":"costs number, a lot of"},{"startTime":354.6,"endTime":359.37,"body":"photographers hit this mental"},{"startTime":354.6,"endTime":359.37,"body":"block and don't want to ask for"},{"startTime":359.37,"endTime":363.87,"body":"more or don't want to pay"},{"startTime":359.37,"endTime":363.87,"body":"themselves more. I feel like"},{"startTime":363.87,"endTime":366.66,"body":"they're somehow hoping that that"},{"startTime":363.87,"endTime":366.66,"body":"money will just kind of fall"},{"startTime":366.66,"endTime":371.64,"body":"into their laps. But what it"},{"startTime":366.66,"endTime":371.64,"body":"really comes down to is that I"},{"startTime":371.64,"endTime":374.85,"body":"think a lot of people feel"},{"startTime":371.64,"endTime":374.85,"body":"conflicted about asking to be"},{"startTime":374.85,"endTime":380.07,"body":"paid good money, doing something"},{"startTime":374.85,"endTime":380.07,"body":"that they love. I don't know if"},{"startTime":380.07,"endTime":383.28,"body":"that's an artist thing, or it's"},{"startTime":380.07,"endTime":383.28,"body":"a woman thing or, you know,"},{"startTime":383.28,"endTime":387.57,"body":"bigger cultural issue or what,"},{"startTime":383.28,"endTime":387.57,"body":"but I am here to fight back"},{"startTime":387.6,"endTime":392.79,"body":"against it, because what I see"},{"startTime":387.6,"endTime":392.79,"body":"it leading to his frustration,"},{"startTime":392.79,"endTime":396.99,"body":"burnout, shorter spans of time"},{"startTime":392.79,"endTime":396.99,"body":"that people are willing to be"},{"startTime":396.99,"endTime":401.28,"body":"photographers, people who are"},{"startTime":396.99,"endTime":401.28,"body":"not saving money for retirement,"},{"startTime":401.28,"endTime":403.35,"body":"things like that they're"},{"startTime":401.28,"endTime":403.35,"body":"painting themselves into a"},{"startTime":403.35,"endTime":408.24,"body":"dangerous corner. And you know,"},{"startTime":403.35,"endTime":408.24,"body":"in the end, that results in"},{"startTime":408.24,"endTime":412.26,"body":"fewer amazing artists out there"},{"startTime":408.24,"endTime":412.26,"body":"doing their work and putting"},{"startTime":412.26,"endTime":417.24,"body":"their beautiful stuff out into"},{"startTime":412.26,"endTime":417.24,"body":"the world. And this is really a"},{"startTime":417.24,"endTime":418.32,"body":"mental issue, right?"},{"startTime":419.579,"endTime":422.099,"body":"As if there aren't enough"},{"startTime":419.579,"endTime":422.099,"body":"hurdles to overcome when you're"},{"startTime":422.099,"endTime":425.939,"body":"running a business, your brain"},{"startTime":422.099,"endTime":425.939,"body":"jumps in and tries to sabotage"},{"startTime":425.939,"endTime":430.589,"body":"your success with this, like set"},{"startTime":425.939,"endTime":430.589,"body":"of limiting beliefs about money."},{"startTime":431.459,"endTime":434.939,"body":"And I know that I talk a lot"},{"startTime":431.459,"endTime":434.939,"body":"about knowing your numbers and"},{"startTime":434.969,"endTime":437.339,"body":"your profit and money and all"},{"startTime":434.969,"endTime":437.339,"body":"that sort of stuff. But the"},{"startTime":437.339,"endTime":441.719,"body":"reality is, while monetary"},{"startTime":437.339,"endTime":441.719,"body":"success is rooted in numbers,"},{"startTime":441.749,"endTime":444.929,"body":"you really do have to go deeper"},{"startTime":441.749,"endTime":444.929,"body":"than that you have to dig into"},{"startTime":444.929,"endTime":449.309,"body":"your attitudes and your beliefs"},{"startTime":444.929,"endTime":449.309,"body":"about those numbers. So when I"},{"startTime":449.309,"endTime":451.769,"body":"was thinking about talking about"},{"startTime":449.309,"endTime":451.769,"body":"what you should pay yourself, I"},{"startTime":451.769,"endTime":454.199,"body":"thought about, you know, walking"},{"startTime":451.769,"endTime":454.199,"body":"you through the nuts and bolts"},{"startTime":454.229,"endTime":457.259,"body":"of how to tally up your expenses"},{"startTime":454.229,"endTime":457.259,"body":"and pay yourself enough to cover"},{"startTime":457.259,"endTime":462.539,"body":"them. But that is really the"},{"startTime":457.259,"endTime":462.539,"body":"easy part of creating a salary."},{"startTime":462.539,"endTime":466.559,"body":"Right, you all know how to do"},{"startTime":462.539,"endTime":466.559,"body":"basic math, basic addition is"},{"startTime":466.559,"endTime":470.909,"body":"really all that is. So I figured"},{"startTime":466.559,"endTime":470.909,"body":"that the more valuable"},{"startTime":470.909,"endTime":474.929,"body":"conversation here would be about"},{"startTime":470.909,"endTime":474.929,"body":"those deep seated beliefs and"},{"startTime":474.929,"endTime":478.349,"body":"feelings that you have about"},{"startTime":474.929,"endTime":478.349,"body":"money that are probably stopping"},{"startTime":478.349,"endTime":482.729,"body":"you from making more of it, I"},{"startTime":478.349,"endTime":482.729,"body":"want you to be able to"},{"startTime":482.729,"endTime":486.539,"body":"confidently set a salary number"},{"startTime":482.729,"endTime":486.539,"body":"that is not the bare minimum,"},{"startTime":486.569,"endTime":492.479,"body":"but that actually affords you a"},{"startTime":486.569,"endTime":492.479,"body":"rich life. And the reason that"},{"startTime":492.479,"endTime":496.289,"body":"it's valuable to talk about your"},{"startTime":492.479,"endTime":496.289,"body":"money blocks is that how you"},{"startTime":496.289,"endTime":500.159,"body":"feel about money and about"},{"startTime":496.289,"endTime":500.159,"body":"yourself and about your business"},{"startTime":500.369,"endTime":505.769,"body":"ultimately shows up in your"},{"startTime":500.369,"endTime":505.769,"body":"decision making process. The"},{"startTime":505.769,"endTime":508.469,"body":"decisions you make in your"},{"startTime":505.769,"endTime":508.469,"body":"business, you know, how much"},{"startTime":508.469,"endTime":512.639,"body":"money to charge for your"},{"startTime":508.469,"endTime":512.639,"body":"services, what to spend money on"},{"startTime":512.639,"endTime":516.659,"body":"in your business, how to talk"},{"startTime":512.639,"endTime":516.659,"body":"about money and prices, to your"},{"startTime":516.659,"endTime":520.949,"body":"potential clients. All of those"},{"startTime":516.659,"endTime":520.949,"body":"things play a huge role when it"},{"startTime":520.949,"endTime":525.509,"body":"comes to your bottom line. So"},{"startTime":520.949,"endTime":525.509,"body":"before you decide what to pay"},{"startTime":525.509,"endTime":528.629,"body":"yourself, where to set your"},{"startTime":525.509,"endTime":528.629,"body":"salary, or if you're one of my"},{"startTime":528.629,"endTime":532.439,"body":"students, before you decide what"},{"startTime":528.629,"endTime":532.439,"body":"to put on the desired salary"},{"startTime":532.439,"endTime":536.039,"body":"line of your pricing calculator,"},{"startTime":532.439,"endTime":536.039,"body":"I have come up with a list of"},{"startTime":536.039,"endTime":539.549,"body":"six statements that I want you"},{"startTime":536.039,"endTime":539.549,"body":"to think about and make peace"},{"startTime":539.549,"endTime":544.889,"body":"with. Seriously, like if you can"},{"startTime":539.549,"endTime":544.889,"body":"work on getting yourself to be"},{"startTime":544.889,"endTime":549.329,"body":"able to say all of these six"},{"startTime":544.889,"endTime":549.329,"body":"statements confidently and"},{"startTime":549.329,"endTime":553.619,"body":"honestly, you will absolutely"},{"startTime":549.329,"endTime":553.619,"body":"see that reflected in your"},{"startTime":553.619,"endTime":558.479,"body":"bottom line. So we're that's"},{"startTime":553.619,"endTime":558.479,"body":"what we're going to talk about."},{"startTime":558.479,"endTime":561.239,"body":"We're going to talk about these"},{"startTime":558.479,"endTime":561.239,"body":"six statements. The first one,"},{"startTime":562.589,"endTime":567.509,"body":"we're just gonna clear the decks"},{"startTime":562.589,"endTime":567.509,"body":"and that is I forgive myself for"},{"startTime":567.509,"endTime":570.659,"body":"my money issues. And I say that"},{"startTime":567.509,"endTime":570.659,"body":"because"},{"startTime":572.37,"endTime":575.55,"body":"it's like mom guilt, right? Like"},{"startTime":572.37,"endTime":575.55,"body":"I feel guilty about feeling"},{"startTime":575.55,"endTime":578.76,"body":"guilty. It's silly. We all have"},{"startTime":575.55,"endTime":578.76,"body":"issues, it's part of being"},{"startTime":578.76,"endTime":583.62,"body":"human. And most of us the vast"},{"startTime":578.76,"endTime":583.62,"body":"majority I would wager have some"},{"startTime":583.68,"endTime":589.89,"body":"amount of money issues. We have"},{"startTime":583.68,"endTime":589.89,"body":"these beliefs that we learn from"},{"startTime":589.89,"endTime":594.09,"body":"our parents or that we like you"},{"startTime":589.89,"endTime":594.09,"body":"know, somehow absorbed from"},{"startTime":594.09,"endTime":599.4,"body":"culture, whatever it is, and"},{"startTime":594.09,"endTime":599.4,"body":"some of those are positive and"},{"startTime":599.4,"endTime":603.84,"body":"some of them are negative they"},{"startTime":599.4,"endTime":603.84,"body":"are causing us to to make bad"},{"startTime":603.84,"endTime":607.53,"body":"choices, or they're, you know,"},{"startTime":603.84,"endTime":607.53,"body":"they're limiting us from playing"},{"startTime":607.53,"endTime":612.78,"body":"a bigger game. And there's no"},{"startTime":607.53,"endTime":612.78,"body":"use, you know, beating ourselves"},{"startTime":612.78,"endTime":615.75,"body":"or our parents or anyone else up"},{"startTime":612.78,"endTime":615.75,"body":"about them. But there's also no"},{"startTime":615.75,"endTime":619.74,"body":"reason to let those issues"},{"startTime":615.75,"endTime":619.74,"body":"define us and our businesses"},{"startTime":619.74,"endTime":622.65,"body":"going forward, we have the"},{"startTime":619.74,"endTime":622.65,"body":"ability to overcome our money"},{"startTime":622.65,"endTime":627.57,"body":"issues. We are, you know, we're"},{"startTime":622.65,"endTime":627.57,"body":"human, we're fallible, we're"},{"startTime":627.57,"endTime":632.46,"body":"going to have them, but we do"},{"startTime":627.57,"endTime":632.46,"body":"have to do the work, right,"},{"startTime":632.49,"endTime":635.58,"body":"whatever your money issues are,"},{"startTime":632.49,"endTime":635.58,"body":"you can move on from them. And"},{"startTime":635.58,"endTime":639.18,"body":"instead of wasting time feeling"},{"startTime":635.58,"endTime":639.18,"body":"guilty, or shaming yourself or"},{"startTime":639.21,"endTime":642.9,"body":"any of that stuff, I want you to"},{"startTime":639.21,"endTime":642.9,"body":"just forgive yourself, and kind"},{"startTime":642.9,"endTime":645.93,"body":"of face the rest of these with a"},{"startTime":642.9,"endTime":645.93,"body":"commitment to working through"},{"startTime":645.93,"endTime":650.22,"body":"them. Which leads me to number"},{"startTime":645.93,"endTime":650.22,"body":"two, the second statement, and"},{"startTime":650.22,"endTime":654.33,"body":"that is, I am committed to"},{"startTime":650.22,"endTime":654.33,"body":"identifying and working on my"},{"startTime":654.33,"endTime":658.59,"body":"money issues. So again, we're"},{"startTime":654.33,"endTime":658.59,"body":"gonna get a little blue here,"},{"startTime":658.59,"endTime":662.04,"body":"and we're gonna say that saying"},{"startTime":658.59,"endTime":662.04,"body":"this out loud, or writing it"},{"startTime":662.04,"endTime":667.32,"body":"down. And committing to it"},{"startTime":662.04,"endTime":667.32,"body":"really is, does have that like"},{"startTime":667.32,"endTime":673.38,"body":"powerful ability to help you get"},{"startTime":667.32,"endTime":673.38,"body":"there. Your money blocks are the"},{"startTime":673.38,"endTime":677.19,"body":"thoughts and beliefs that you"},{"startTime":673.38,"endTime":677.19,"body":"have about money that aren't"},{"startTime":677.19,"endTime":680.76,"body":"serving you, we've all got them,"},{"startTime":677.19,"endTime":680.76,"body":"a lot of them run really deep."},{"startTime":681.6,"endTime":684.72,"body":"Many of us, for instance, have"},{"startTime":681.6,"endTime":684.72,"body":"the false belief that financial"},{"startTime":684.72,"endTime":688.02,"body":"success and hard work are"},{"startTime":684.72,"endTime":688.02,"body":"directly linked. And that leads"},{"startTime":688.05,"endTime":691.44,"body":"a lot of us to burn ourselves"},{"startTime":688.05,"endTime":691.44,"body":"out by working harder all the"},{"startTime":691.44,"endTime":694.95,"body":"time, rather than taking a step"},{"startTime":691.44,"endTime":694.95,"body":"back and trying to learn how to"},{"startTime":694.95,"endTime":699.81,"body":"work smarter. Another common"},{"startTime":694.95,"endTime":699.81,"body":"money block is around greed."},{"startTime":700.29,"endTime":705.15,"body":"This is one I see a lot. You"},{"startTime":700.29,"endTime":705.15,"body":"know, people who think that"},{"startTime":705.63,"endTime":709.05,"body":"other people who want to earn"},{"startTime":705.63,"endTime":709.05,"body":"more money are greedy, or if"},{"startTime":709.05,"endTime":713.58,"body":"they want to earn more money,"},{"startTime":709.05,"endTime":713.58,"body":"they are greedy. And that's what"},{"startTime":713.64,"endTime":717.72,"body":"is causing them all this stress"},{"startTime":713.64,"endTime":717.72,"body":"about putting a reasonable or a"},{"startTime":717.72,"endTime":721.68,"body":"reasonably big number in that"},{"startTime":717.72,"endTime":721.68,"body":"desired salary line. That is"},{"startTime":721.68,"endTime":725.34,"body":"false. I mean, some people are"},{"startTime":721.68,"endTime":725.34,"body":"greedy, sure, but plenty of"},{"startTime":725.34,"endTime":729.87,"body":"people are not greedy. And it's"},{"startTime":725.34,"endTime":729.87,"body":"okay to want to make more money."},{"startTime":730.26,"endTime":734.01,"body":"And that doesn't mean that"},{"startTime":730.26,"endTime":734.01,"body":"you're greedy. You know, maybe"},{"startTime":734.01,"endTime":736.05,"body":"you're making a bunch of extra"},{"startTime":734.01,"endTime":736.05,"body":"money because you're going to"},{"startTime":736.11,"endTime":739.89,"body":"put it toward charitable causes."},{"startTime":736.11,"endTime":739.89,"body":"Or maybe you're you've got like"},{"startTime":739.89,"endTime":744.3,"body":"medical bills for your child"},{"startTime":739.89,"endTime":744.3,"body":"that you need to pay for. It's"},{"startTime":744.3,"endTime":747.69,"body":"not greedy to want money for"},{"startTime":744.3,"endTime":747.69,"body":"that. It's also not greedy to"},{"startTime":747.69,"endTime":752.7,"body":"want money to protect you. In a"},{"startTime":747.69,"endTime":752.7,"body":"situation where a bill like that"},{"startTime":752.7,"endTime":758.43,"body":"comes up. It's also not greedy"},{"startTime":752.7,"endTime":758.43,"body":"to just want to have money in"},{"startTime":758.43,"endTime":763.26,"body":"the bank so that you can retire"},{"startTime":758.43,"endTime":763.26,"body":"and go travel and do whatever it"},{"startTime":763.26,"endTime":766.41,"body":"is that lights you up. Our lives"},{"startTime":763.26,"endTime":766.41,"body":"are short, we do not have to"},{"startTime":766.41,"endTime":770.91,"body":"toil and live in poverty in"},{"startTime":766.41,"endTime":770.91,"body":"order to make them meaningful."},{"startTime":771.75,"endTime":775.77,"body":"Money is one of these things"},{"startTime":771.75,"endTime":775.77,"body":"that is just just a tool, right?"},{"startTime":775.77,"endTime":779.52,"body":"It can be amassed by good"},{"startTime":775.77,"endTime":779.52,"body":"people, it can be amassed by bad"},{"startTime":779.52,"endTime":783.66,"body":"people. And it can be used for"},{"startTime":779.52,"endTime":783.66,"body":"good or for evil, no matter how"},{"startTime":783.66,"endTime":789.78,"body":"high. The number is, what you"},{"startTime":783.66,"endTime":789.78,"body":"pay yourself for your work does"},{"startTime":789.78,"endTime":795.24,"body":"not make you greedy. However, if"},{"startTime":789.78,"endTime":795.24,"body":"it's too low, it can certainly"},{"startTime":795.24,"endTime":800.67,"body":"make you needy little mom joke"},{"startTime":795.24,"endTime":800.67,"body":"here for you. The first step in"},{"startTime":800.67,"endTime":803.67,"body":"removing your money blocks is"},{"startTime":800.67,"endTime":803.67,"body":"just figuring out what they are"},{"startTime":803.7,"endTime":808.68,"body":"right. So the way I like to do"},{"startTime":803.7,"endTime":808.68,"body":"this is you just take a piece of"},{"startTime":808.68,"endTime":812.1,"body":"paper or open up the Notes app"},{"startTime":808.68,"endTime":812.1,"body":"on your computer. And at the"},{"startTime":812.1,"endTime":816.09,"body":"top, I want you to write I"},{"startTime":812.1,"endTime":816.09,"body":"believe that money dot dot dot."},{"startTime":816.93,"endTime":820.68,"body":"And then I want you to set a"},{"startTime":816.93,"endTime":820.68,"body":"timer for like 10 or 15 minutes"},{"startTime":820.71,"endTime":825.54,"body":"and just brain dump everything"},{"startTime":820.71,"endTime":825.54,"body":"that comes to your mind when you"},{"startTime":825.54,"endTime":828.51,"body":"think I believe that money. I"},{"startTime":825.54,"endTime":828.51,"body":"believe that money grows on"},{"startTime":828.51,"endTime":831.84,"body":"trees, I believe that money"},{"startTime":828.51,"endTime":831.84,"body":"doesn't grow on trees."},{"startTime":833.49,"endTime":837.21,"body":"You know, anything along the"},{"startTime":833.49,"endTime":837.21,"body":"lines of when it comes to money."},{"startTime":837.33,"endTime":840.75,"body":"I believe that money is hard to"},{"startTime":837.33,"endTime":840.75,"body":"make. I believe that you know,"},{"startTime":840.87,"endTime":846.24,"body":"money requires hard work. finish"},{"startTime":840.87,"endTime":846.24,"body":"that sentence in as many ways as"},{"startTime":846.24,"endTime":851.16,"body":"you can that you think you know"},{"startTime":846.24,"endTime":851.16,"body":"that are true to you. And then"},{"startTime":851.19,"endTime":855.57,"body":"once you're done, look through"},{"startTime":851.19,"endTime":855.57,"body":"them, find the patterns, find"},{"startTime":855.6,"endTime":860.43,"body":"the negative statements that"},{"startTime":855.6,"endTime":860.43,"body":"you've made, and figure out how"},{"startTime":860.43,"endTime":865.05,"body":"you can transform those into"},{"startTime":860.43,"endTime":865.05,"body":"something more positive. And"},{"startTime":865.05,"endTime":868.92,"body":"then work on you know, repeating"},{"startTime":865.05,"endTime":868.92,"body":"those things to yourself. Write"},{"startTime":868.92,"endTime":872.25,"body":"down the ones that really stick"},{"startTime":868.92,"endTime":872.25,"body":"in a place where you can see"},{"startTime":872.25,"endTime":877.05,"body":"them so that you can make sure"},{"startTime":872.25,"endTime":877.05,"body":"that you are not letting your"},{"startTime":877.05,"endTime":881.37,"body":"subconscious dictate the like"},{"startTime":877.05,"endTime":881.37,"body":"the tone of the conversation."},{"startTime":882.63,"endTime":887.19,"body":"The third statement that I want"},{"startTime":882.63,"endTime":887.19,"body":"you to embrace in your life is I"},{"startTime":887.19,"endTime":892.23,"body":"don't have to do everything in"},{"startTime":887.19,"endTime":892.23,"body":"my business. And this is tied to"},{"startTime":892.26,"endTime":896.16,"body":"profit and salary and all that"},{"startTime":892.26,"endTime":896.16,"body":"sort of stuff. I will talk about"},{"startTime":896.16,"endTime":898.92,"body":"that in just a second. But this"},{"startTime":896.16,"endTime":898.92,"body":"is one of those mindsets that's"},{"startTime":898.92,"endTime":903.03,"body":"particularly hard As a"},{"startTime":898.92,"endTime":903.03,"body":"solopreneur, and most of us are"},{"startTime":903.06,"endTime":908.55,"body":"solopreneurs. Many of us most of"},{"startTime":903.06,"endTime":908.55,"body":"us, I would say, initially at"},{"startTime":908.55,"endTime":913.08,"body":"least tried to bootstrap our"},{"startTime":908.55,"endTime":913.08,"body":"businesses entirely. Right? You"},{"startTime":913.92,"endTime":917.13,"body":"kind of do it all yourself, you"},{"startTime":913.92,"endTime":917.13,"body":"build your website, you run"},{"startTime":917.13,"endTime":920.19,"body":"your, you know, you do all of"},{"startTime":917.13,"endTime":920.19,"body":"your own bookkeeping, all that"},{"startTime":920.19,"endTime":923.04,"body":"sort of stuff. And that's"},{"startTime":920.19,"endTime":923.04,"body":"totally fine. Photography is an"},{"startTime":923.04,"endTime":927.12,"body":"unusual business in that the"},{"startTime":923.04,"endTime":927.12,"body":"startup costs are relatively"},{"startTime":927.12,"endTime":930.48,"body":"low. And so it can be"},{"startTime":927.12,"endTime":930.48,"body":"bootstrapped. Very few people"},{"startTime":930.48,"endTime":935.43,"body":"can just like, dump $100,000 on"},{"startTime":930.48,"endTime":935.43,"body":"the counter and open a"},{"startTime":935.43,"endTime":939.84,"body":"restaurant or whatever. $100,000"},{"startTime":935.43,"endTime":939.84,"body":"is probably on the low end of"},{"startTime":940.08,"endTime":942.78,"body":"what would cost to open a"},{"startTime":940.08,"endTime":942.78,"body":"restaurant. So they take loans,"},{"startTime":942.78,"endTime":945.87,"body":"and you know, there's sort of"},{"startTime":942.78,"endTime":945.87,"body":"debt built into it. But we as"},{"startTime":945.87,"endTime":949.5,"body":"photographers can start a"},{"startTime":945.87,"endTime":949.5,"body":"business that we is totally self"},{"startTime":949.5,"endTime":954.42,"body":"funded. And that pays for itself"},{"startTime":949.5,"endTime":954.42,"body":"as you grow. And that is fine."},{"startTime":954.87,"endTime":959.61,"body":"Except that it can quickly"},{"startTime":954.87,"endTime":959.61,"body":"create this enduring belief that"},{"startTime":959.61,"endTime":963.36,"body":"you can't, or you shouldn't"},{"startTime":959.61,"endTime":963.36,"body":"afford to hire people to help"},{"startTime":963.36,"endTime":967.92,"body":"you do things in your business,"},{"startTime":963.36,"endTime":967.92,"body":"like bookkeeping, and editing"},{"startTime":967.92,"endTime":971.43,"body":"and design work, the stuff"},{"startTime":967.92,"endTime":971.43,"body":"that's not your zone of genius."},{"startTime":971.85,"endTime":975.39,"body":"It's also easy to believe that"},{"startTime":971.85,"endTime":975.39,"body":"there's no reason to hire"},{"startTime":975.45,"endTime":978.51,"body":"someone else to do something"},{"startTime":975.45,"endTime":978.51,"body":"because you are technically able"},{"startTime":978.51,"endTime":982.05,"body":"to do it yourself. You've been"},{"startTime":978.51,"endTime":982.05,"body":"doing it for a year or two"},{"startTime":982.05,"endTime":985.17,"body":"years, right? So why would you?"},{"startTime":982.05,"endTime":985.17,"body":"Why would you pay somebody else"},{"startTime":985.17,"endTime":989.79,"body":"to do it. And the thing is,"},{"startTime":985.17,"endTime":989.79,"body":"outsourcing frees you up to"},{"startTime":989.79,"endTime":993.42,"body":"focus on the things in your"},{"startTime":989.79,"endTime":993.42,"body":"business that only you can do."},{"startTime":993.54,"endTime":996.87,"body":"Like I said, that zone of"},{"startTime":993.54,"endTime":996.87,"body":"genius, and that is the stuff"},{"startTime":996.9,"endTime":1000.59,"body":"that will ultimately move your"},{"startTime":996.9,"endTime":1000.59,"body":"business forward. If you are"},{"startTime":1000.59,"endTime":1004.28,"body":"spending hours and hours each"},{"startTime":1000.59,"endTime":1004.28,"body":"week, reconciling your books or"},{"startTime":1004.28,"endTime":1008.0,"body":"backing up, you know files or"},{"startTime":1004.28,"endTime":1008.0,"body":"sending hundreds of emails,"},{"startTime":1008.15,"endTime":1011.99,"body":"you're not spending those hours"},{"startTime":1008.15,"endTime":1011.99,"body":"improving your skills as a"},{"startTime":1011.99,"endTime":1015.56,"body":"photographer, or educating"},{"startTime":1011.99,"endTime":1015.56,"body":"yourself on better ways to serve"},{"startTime":1015.56,"endTime":1022.55,"body":"your clients. That is a it's a"},{"startTime":1015.56,"endTime":1022.55,"body":"sneaky one, because you think"},{"startTime":1022.55,"endTime":1027.83,"body":"you're saving money. But in the"},{"startTime":1022.55,"endTime":1027.83,"body":"end, you are spinning your"},{"startTime":1027.83,"endTime":1032.54,"body":"wheels, you're wasting time and"},{"startTime":1027.83,"endTime":1032.54,"body":"and you're also depriving"},{"startTime":1032.54,"endTime":1036.26,"body":"someone else of the opportunity"},{"startTime":1032.54,"endTime":1036.26,"body":"to make some extra money by"},{"startTime":1036.26,"endTime":1040.43,"body":"doing what they do best. Whether"},{"startTime":1036.26,"endTime":1040.43,"body":"they're a bookkeeper or graphic"},{"startTime":1040.43,"endTime":1044.09,"body":"designer, or whatever else, this"},{"startTime":1040.43,"endTime":1044.09,"body":"is a stressful one for people."},{"startTime":1044.09,"endTime":1046.94,"body":"And I always like to remind you,"},{"startTime":1044.09,"endTime":1046.94,"body":"it doesn't always have to be a"},{"startTime":1046.94,"endTime":1051.62,"body":"person, you know, people are a"},{"startTime":1046.94,"endTime":1051.62,"body":"little bit tricky to hire, and"},{"startTime":1051.8,"endTime":1054.95,"body":"train and all that sort of"},{"startTime":1051.8,"endTime":1054.95,"body":"stuff. So I do understand that"},{"startTime":1054.95,"endTime":1061.4,"body":"that can be a, a big, it can"},{"startTime":1054.95,"endTime":1061.4,"body":"feel like a big step. So if"},{"startTime":1061.67,"endTime":1065.54,"body":"you're anxious about that, I"},{"startTime":1061.67,"endTime":1065.54,"body":"would suggest that you start"},{"startTime":1065.6,"endTime":1071.27,"body":"practicing your outsourcing by"},{"startTime":1065.6,"endTime":1071.27,"body":"finding software solutions, I"},{"startTime":1071.42,"endTime":1076.79,"body":"got started with a CRM back in"},{"startTime":1071.42,"endTime":1076.79,"body":"2014. And it like changed my"},{"startTime":1076.79,"endTime":1080.27,"body":"whole life, it certainly changed"},{"startTime":1076.79,"endTime":1080.27,"body":"my whole business. But it really"},{"startTime":1080.3,"endTime":1086.6,"body":"opened my eyes to just how much"},{"startTime":1080.3,"endTime":1086.6,"body":"I was trying to do manually. And"},{"startTime":1086.63,"endTime":1091.79,"body":"how much that was costing me. I"},{"startTime":1086.63,"endTime":1091.79,"body":"think literally the first, I"},{"startTime":1091.79,"endTime":1095.69,"body":"don't know, three days, within"},{"startTime":1091.79,"endTime":1095.69,"body":"three days of having my CRM"},{"startTime":1095.69,"endTime":1100.76,"body":"setup. I had an inquiry come in,"},{"startTime":1095.69,"endTime":1100.76,"body":"and I was able to, you know,"},{"startTime":1100.76,"endTime":1105.2,"body":"send her an invoice and we got"},{"startTime":1100.76,"endTime":1105.2,"body":"on the phone, we talked, she was"},{"startTime":1105.2,"endTime":1107.69,"body":"like, great, I want to hire you."},{"startTime":1105.2,"endTime":1107.69,"body":"I sent her a contract and"},{"startTime":1107.69,"endTime":1111.44,"body":"invoice all that stuff with like"},{"startTime":1107.69,"endTime":1111.44,"body":"the press of a button. And she"},{"startTime":1111.44,"endTime":1114.56,"body":"had it returned to me within an"},{"startTime":1111.44,"endTime":1114.56,"body":"hour and there was money hitting"},{"startTime":1114.56,"endTime":1117.47,"body":"my bank account. And I was like,"},{"startTime":1114.56,"endTime":1117.47,"body":"Oh my gosh, because at this"},{"startTime":1117.47,"endTime":1121.22,"body":"point I at that point, I was"},{"startTime":1117.47,"endTime":1121.22,"body":"sending people, you know, a"},{"startTime":1121.22,"endTime":1124.01,"body":"contract that I wanted them to"},{"startTime":1121.22,"endTime":1124.01,"body":"like sign and send back to me"},{"startTime":1124.01,"endTime":1126.47,"body":"and they were mailing me checks"},{"startTime":1124.01,"endTime":1126.47,"body":"and all this stuff. And it was"},{"startTime":1126.5,"endTime":1128.33,"body":"it just changed everything."},{"startTime":1129.74,"endTime":1134.72,"body":"So yeah, if you are if that if"},{"startTime":1129.74,"endTime":1134.72,"body":"that's more your speed, go"},{"startTime":1134.72,"endTime":1137.93,"body":"there. First, you do not have to"},{"startTime":1134.72,"endTime":1137.93,"body":"do everything in your business."},{"startTime":1139.31,"endTime":1144.32,"body":"Once you are free to spend time"},{"startTime":1139.31,"endTime":1144.32,"body":"on your business doing higher"},{"startTime":1144.32,"endTime":1148.25,"body":"level things, but a lot of"},{"startTime":1144.32,"endTime":1148.25,"body":"people push back on this and"},{"startTime":1148.25,"endTime":1152.09,"body":"say, Well, I don't have that"},{"startTime":1148.25,"endTime":1152.09,"body":"many photography clients anyway."},{"startTime":1152.09,"endTime":1156.02,"body":"So I do have extra time in my"},{"startTime":1152.09,"endTime":1156.02,"body":"business to you know, do my"},{"startTime":1156.02,"endTime":1159.44,"body":"bookkeeping or whatever the case"},{"startTime":1156.02,"endTime":1159.44,"body":"may be. And that leads me to"},{"startTime":1159.44,"endTime":1163.1,"body":"state a number four, because I"},{"startTime":1159.44,"endTime":1163.1,"body":"actually have something that I"},{"startTime":1163.1,"endTime":1166.19,"body":"want you to be spending time on"},{"startTime":1163.1,"endTime":1166.19,"body":"in your business that isn't"},{"startTime":1166.19,"endTime":1171.89,"body":"photography. And that is that it"},{"startTime":1166.19,"endTime":1171.89,"body":"is important to dedicate time to"},{"startTime":1171.89,"endTime":1175.7,"body":"work on your business. I'm going"},{"startTime":1171.89,"endTime":1175.7,"body":"to rephrase that the statement"},{"startTime":1175.7,"endTime":1178.49,"body":"that I want you to say is it's"},{"startTime":1175.7,"endTime":1178.49,"body":"important to dedicate time to"},{"startTime":1178.49,"endTime":1183.74,"body":"work on my business. Now."},{"startTime":1178.49,"endTime":1183.74,"body":"scheduling time to work on your"},{"startTime":1183.74,"endTime":1187.58,"body":"business means taking time to"},{"startTime":1183.74,"endTime":1187.58,"body":"intentionally consider how"},{"startTime":1187.58,"endTime":1192.56,"body":"things are going and how they"},{"startTime":1187.58,"endTime":1192.56,"body":"can improve. So you might spend"},{"startTime":1192.56,"endTime":1195.86,"body":"some time researching new"},{"startTime":1192.56,"endTime":1195.86,"body":"software or systems or"},{"startTime":1195.86,"endTime":1199.07,"body":"processes, right like the CRM"},{"startTime":1195.86,"endTime":1199.07,"body":"thing that I was talking about."},{"startTime":1199.22,"endTime":1204.23,"body":"Does Finding and setting up a"},{"startTime":1199.22,"endTime":1204.23,"body":"new CRM take time it does. But"},{"startTime":1204.23,"endTime":1208.22,"body":"you will have more time once you"},{"startTime":1204.23,"endTime":1208.22,"body":"have made time by offloading"},{"startTime":1208.22,"endTime":1213.98,"body":"other items on your to do list."},{"startTime":1208.22,"endTime":1213.98,"body":"Learning is always a good thing"},{"startTime":1213.98,"endTime":1218.99,"body":"to be doing and spending time"},{"startTime":1213.98,"endTime":1218.99,"body":"doing. And this dedicated time"},{"startTime":1218.99,"endTime":1222.74,"body":"is a great time to, you know,"},{"startTime":1218.99,"endTime":1222.74,"body":"take that online course or"},{"startTime":1222.77,"endTime":1228.41,"body":"listen to this podcast. But I"},{"startTime":1222.77,"endTime":1228.41,"body":"want to point out something that"},{"startTime":1228.41,"endTime":1232.7,"body":"is a very important distinction."},{"startTime":1228.41,"endTime":1232.7,"body":"The fact that you're listening"},{"startTime":1232.7,"endTime":1236.12,"body":"to this podcast right now means"},{"startTime":1232.7,"endTime":1236.12,"body":"that you are obviously already"},{"startTime":1236.15,"endTime":1239.99,"body":"dedicating some amount of time"},{"startTime":1236.15,"endTime":1239.99,"body":"to, you know, trying to learn"},{"startTime":1240.02,"endTime":1243.56,"body":"about your business or learn new"},{"startTime":1240.02,"endTime":1243.56,"body":"things for your business, which"},{"startTime":1243.56,"endTime":1248.33,"body":"is great. However, podcasts in"},{"startTime":1243.56,"endTime":1248.33,"body":"particular, but like YouTube"},{"startTime":1248.33,"endTime":1252.8,"body":"videos, all those kinds of"},{"startTime":1248.33,"endTime":1252.8,"body":"things can be tricky. Because"},{"startTime":1252.8,"endTime":1255.17,"body":"you feel like you're working on"},{"startTime":1252.8,"endTime":1255.17,"body":"your business, when what you're"},{"startTime":1255.17,"endTime":1258.53,"body":"really doing is you're just"},{"startTime":1255.17,"endTime":1258.53,"body":"passively consuming information,"},{"startTime":1258.53,"endTime":1262.7,"body":"right? Do you sit at your desk"},{"startTime":1258.53,"endTime":1262.7,"body":"and listen to this podcast with"},{"startTime":1262.7,"endTime":1266.78,"body":"a notebook and then like, turn,"},{"startTime":1262.7,"endTime":1266.78,"body":"turn the headphones off and"},{"startTime":1266.78,"endTime":1272.57,"body":"immediately take action. If you"},{"startTime":1266.78,"endTime":1272.57,"body":"do that is awesome. But most of"},{"startTime":1272.57,"endTime":1275.96,"body":"us probably don't, right, we're"},{"startTime":1272.57,"endTime":1275.96,"body":"walking the dog, we're doing the"},{"startTime":1275.96,"endTime":1279.29,"body":"dishes, whatever it is that you"},{"startTime":1275.96,"endTime":1279.29,"body":"do while you are listening to"},{"startTime":1279.29,"endTime":1282.32,"body":"podcasts, it's great that you're"},{"startTime":1279.29,"endTime":1282.32,"body":"getting this passive in"},{"startTime":1282.35,"endTime":1286.19,"body":"information. But in order for it"},{"startTime":1282.35,"endTime":1286.19,"body":"to really qualify as working on"},{"startTime":1286.19,"endTime":1289.43,"body":"your business, you have to then"},{"startTime":1286.19,"endTime":1289.43,"body":"do the work, you have to"},{"startTime":1289.43,"endTime":1292.4,"body":"schedule an hour after each"},{"startTime":1289.43,"endTime":1292.4,"body":"episode where you meditate on"},{"startTime":1292.4,"endTime":1295.58,"body":"the lessons that you've learned."},{"startTime":1292.4,"endTime":1295.58,"body":"And you consider how they apply,"},{"startTime":1295.82,"endTime":1298.46,"body":"or how they don't apply to your"},{"startTime":1295.82,"endTime":1298.46,"body":"business. And then you take"},{"startTime":1298.46,"endTime":1302.03,"body":"action on them running a"},{"startTime":1298.46,"endTime":1302.03,"body":"successful business. And I mean"},{"startTime":1302.03,"endTime":1305.21,"body":"that from both a financial"},{"startTime":1302.03,"endTime":1305.21,"body":"perspective and also like the"},{"startTime":1305.21,"endTime":1309.05,"body":"job satisfaction perspective."},{"startTime":1305.21,"endTime":1309.05,"body":"running a successful business"},{"startTime":1309.05,"endTime":1312.92,"body":"means taking the time to invest"},{"startTime":1309.05,"endTime":1312.92,"body":"in yourself and invest in your"},{"startTime":1312.92,"endTime":1316.16,"body":"business. You can hire a coach,"},{"startTime":1312.92,"endTime":1316.16,"body":"you can attend conferences, you"},{"startTime":1316.16,"endTime":1321.17,"body":"can take classes, hey, you could"},{"startTime":1316.16,"endTime":1321.17,"body":"even sign up for one of my"},{"startTime":1321.17,"endTime":1323.42,"body":"classes, you could sign up for"},{"startTime":1321.17,"endTime":1323.42,"body":"the free simple sales"},{"startTime":1323.42,"endTime":1326.81,"body":"masterclass where I teach you"},{"startTime":1323.42,"endTime":1326.81,"body":"everything there is to know"},{"startTime":1326.81,"endTime":1330.05,"body":"about the simple sales system,"},{"startTime":1326.81,"endTime":1330.05,"body":"that is definitely a great way"},{"startTime":1330.05,"endTime":1334.43,"body":"to work on your business. But"},{"startTime":1330.05,"endTime":1334.43,"body":"whatever you do, you do have to"},{"startTime":1334.43,"endTime":1338.03,"body":"set aside dedicated time. Even"},{"startTime":1334.43,"endTime":1338.03,"body":"if you don't have anything"},{"startTime":1338.03,"endTime":1342.59,"body":"specific that you are planning"},{"startTime":1338.03,"endTime":1342.59,"body":"to work on during that time, if"},{"startTime":1342.59,"endTime":1346.64,"body":"you commit to that time, you"},{"startTime":1342.59,"endTime":1346.64,"body":"will be amazed at what that bit"},{"startTime":1346.64,"endTime":1351.86,"body":"of whitespace on the calendar"},{"startTime":1346.64,"endTime":1351.86,"body":"can yield. I am a big fan of,"},{"startTime":1352.37,"endTime":1357.68,"body":"you know, listening to a podcast"},{"startTime":1352.37,"endTime":1357.68,"body":"shortly before like, I'll go for"},{"startTime":1357.68,"endTime":1361.31,"body":"a walk and listen to a podcast."},{"startTime":1357.68,"endTime":1361.31,"body":"And then immediately when I'm"},{"startTime":1361.31,"endTime":1367.13,"body":"back, sit down at my desk and"},{"startTime":1361.31,"endTime":1367.13,"body":"just sort of brain dump. The"},{"startTime":1367.13,"endTime":1369.95,"body":"podcast might take me down a"},{"startTime":1367.13,"endTime":1369.95,"body":"very specific path, or it may"},{"startTime":1369.95,"endTime":1373.61,"body":"just kind of get my wheels"},{"startTime":1369.95,"endTime":1373.61,"body":"turning in that direction. And"},{"startTime":1373.64,"endTime":1378.89,"body":"those that it's sort of like"},{"startTime":1373.64,"endTime":1378.89,"body":"capturing the little aha moments"},{"startTime":1378.92,"endTime":1383.84,"body":"and putting them to work for"},{"startTime":1378.92,"endTime":1383.84,"body":"you. And I was joking, not"},{"startTime":1383.84,"endTime":1386.63,"body":"joking about the simple sales"},{"startTime":1383.84,"endTime":1386.63,"body":"masterclass, that is, if you"},{"startTime":1386.63,"endTime":1390.08,"body":"don't if you're not familiar,"},{"startTime":1386.63,"endTime":1390.08,"body":"simple sales is the essentially"},{"startTime":1390.08,"endTime":1395.27,"body":"the result of the work that I"},{"startTime":1390.08,"endTime":1395.27,"body":"did on my own mindset. And on my"},{"startTime":1395.27,"endTime":1398.99,"body":"own business back in 2017. I was"},{"startTime":1395.27,"endTime":1398.99,"body":"at this point in my life where I"},{"startTime":1398.99,"endTime":1402.02,"body":"needed to make more money, I"},{"startTime":1398.99,"endTime":1402.02,"body":"needed to do it in less time."},{"startTime":1402.02,"endTime":1405.14,"body":"And in order to do that I had to"},{"startTime":1402.02,"endTime":1405.14,"body":"you know, flip a bunch of the"},{"startTime":1405.14,"endTime":1407.72,"body":"ideas that I'd learned `about"},{"startTime":1405.14,"endTime":1407.72,"body":"how to run a photography"},{"startTime":1407.72,"endTime":1412.97,"body":"business upside down. So now I"},{"startTime":1407.72,"endTime":1412.97,"body":"teach that and, and I teach the"},{"startTime":1412.97,"endTime":1414.92,"body":"whole thing for free in the"},{"startTime":1412.97,"endTime":1414.92,"body":"masterclass. So if you're"},{"startTime":1414.92,"endTime":1418.37,"body":"looking for a way to give your"},{"startTime":1414.92,"endTime":1418.37,"body":"clients an amazing experience,"},{"startTime":1418.37,"endTime":1421.67,"body":"but also make more money, not"},{"startTime":1418.37,"endTime":1421.67,"body":"kill yourself with extra work,"},{"startTime":1422.63,"endTime":1426.2,"body":"you can watch that on demand by"},{"startTime":1422.63,"endTime":1426.2,"body":"going to this can't be that"},{"startTime":1426.2,"endTime":1429.95,"body":"hard.com/simple. Alright,"},{"startTime":1430.97,"endTime":1436.88,"body":"pitch over. So the fifth"},{"startTime":1430.97,"endTime":1436.88,"body":"statement is I am only open to"},{"startTime":1436.88,"endTime":1442.13,"body":"opportunities that serve me and"},{"startTime":1436.88,"endTime":1442.13,"body":"my business. I'm sure that it"},{"startTime":1442.13,"endTime":1445.25,"body":"seems silly to think that you"},{"startTime":1442.13,"endTime":1445.25,"body":"wouldn't be open to"},{"startTime":1445.25,"endTime":1447.26,"body":"opportunities that are"},{"startTime":1445.25,"endTime":1447.26,"body":"beneficial to you and your"},{"startTime":1447.26,"endTime":1450.59,"body":"business. But the truth is that"},{"startTime":1447.26,"endTime":1450.59,"body":"some of us actually have a"},{"startTime":1450.59,"endTime":1454.07,"body":"certain amount of fear of"},{"startTime":1450.59,"endTime":1454.07,"body":"success, or maybe more"},{"startTime":1454.07,"endTime":1458.66,"body":"accurately, like doubt that we"},{"startTime":1454.07,"endTime":1458.66,"body":"deserve success. Sometimes we"},{"startTime":1458.66,"endTime":1461.48,"body":"think, you know, it's too much"},{"startTime":1458.66,"endTime":1461.48,"body":"work to take advantage of an"},{"startTime":1461.48,"endTime":1465.62,"body":"opportunity or we're scared that"},{"startTime":1461.48,"endTime":1465.62,"body":"other opportunities won't come"},{"startTime":1465.62,"endTime":1469.34,"body":"our way. So we just latch on to"},{"startTime":1465.62,"endTime":1469.34,"body":"the first thing, even if we feel"},{"startTime":1469.34,"endTime":1472.4,"body":"like it's probably not really"},{"startTime":1469.34,"endTime":1472.4,"body":"going to serve us. And that's"},{"startTime":1472.4,"endTime":1475.37,"body":"how, you know we end up working"},{"startTime":1472.4,"endTime":1475.37,"body":"with terrible clients or taking"},{"startTime":1475.37,"endTime":1478.94,"body":"jobs that we don't really want"},{"startTime":1475.37,"endTime":1478.94,"body":"or, you know, not taking the"},{"startTime":1478.94,"endTime":1482.12,"body":"time to learn and implement good"},{"startTime":1478.94,"endTime":1482.12,"body":"systems and strategies in our"},{"startTime":1482.12,"endTime":1487.01,"body":"businesses. Back when I first"},{"startTime":1482.12,"endTime":1487.01,"body":"started in photography, I"},{"startTime":1487.01,"endTime":1490.76,"body":"learned Photoshop and so for"},{"startTime":1487.01,"endTime":1490.76,"body":"years, I was editing all of my"},{"startTime":1490.76,"endTime":1494.66,"body":"images in Photoshop. And I think"},{"startTime":1490.76,"endTime":1494.66,"body":"you know, bridge and Photoshop"},{"startTime":1494.66,"endTime":1497.48,"body":"have gotten better and faster."},{"startTime":1494.66,"endTime":1497.48,"body":"But at the time, that was a"},{"startTime":1497.57,"endTime":1502.4,"body":"super clunky system but I didn't"},{"startTime":1497.57,"endTime":1502.4,"body":"I didn't know how clunky it was"},{"startTime":1502.43,"endTime":1506.09,"body":"until I finally capitulated to"},{"startTime":1502.43,"endTime":1506.09,"body":"all these people who were like,"},{"startTime":1506.09,"endTime":1508.37,"body":"what you need to learn how to"},{"startTime":1506.09,"endTime":1508.37,"body":"use Lightroom. And I was like,"},{"startTime":1508.4,"endTime":1511.76,"body":"I'm good at Photoshop, and I'm"},{"startTime":1508.4,"endTime":1511.76,"body":"too busy to take a Lightroom"},{"startTime":1511.76,"endTime":1517.76,"body":"class. When I did, I was like,"},{"startTime":1511.76,"endTime":1517.76,"body":"I, you know, was almost in tears"},{"startTime":1517.76,"endTime":1520.82,"body":"at the end of this class being"},{"startTime":1517.76,"endTime":1520.82,"body":"like, I have wasted so much of"},{"startTime":1520.82,"endTime":1525.47,"body":"my life editing these photos in"},{"startTime":1520.82,"endTime":1525.47,"body":"Photoshop. So, but it was that"},{"startTime":1525.47,"endTime":1532.88,"body":"fear of like, you know, I'm, I'm"},{"startTime":1525.47,"endTime":1532.88,"body":"stuck, or it's too much"},{"startTime":1532.88,"endTime":1535.79,"body":"opportunity cost for me to take"},{"startTime":1532.88,"endTime":1535.79,"body":"the time to take this class to"},{"startTime":1535.79,"endTime":1541.19,"body":"learn a new process. Anyway,"},{"startTime":1535.79,"endTime":1541.19,"body":"opening up your mind to the"},{"startTime":1541.19,"endTime":1544.22,"body":"right opportunities, opening"},{"startTime":1541.19,"endTime":1544.22,"body":"your self to the right"},{"startTime":1544.22,"endTime":1548.33,"body":"opportunities, really does"},{"startTime":1544.22,"endTime":1548.33,"body":"require patience, it requires"},{"startTime":1548.36,"endTime":1551.78,"body":"understanding what you want,"},{"startTime":1548.36,"endTime":1551.78,"body":"getting clear on your business"},{"startTime":1551.78,"endTime":1556.76,"body":"values. And all of those things"},{"startTime":1551.78,"endTime":1556.76,"body":"are what your brain will deliver"},{"startTime":1556.76,"endTime":1562.79,"body":"to you. When you go with step"},{"startTime":1556.76,"endTime":1562.79,"body":"number four, and create"},{"startTime":1562.79,"endTime":1566.51,"body":"whitespace that is dedicated to"},{"startTime":1562.79,"endTime":1566.51,"body":"working on your business. Being"},{"startTime":1566.51,"endTime":1570.56,"body":"open to opportunities that serve"},{"startTime":1566.51,"endTime":1570.56,"body":"you also means that you're going"},{"startTime":1570.56,"endTime":1577.19,"body":"to have to be okay saying yes to"},{"startTime":1570.56,"endTime":1577.19,"body":"the scary stuff, right? And, and"},{"startTime":1577.19,"endTime":1580.58,"body":"saying no to the stuff that"},{"startTime":1577.19,"endTime":1580.58,"body":"doesn't serve you whether that's"},{"startTime":1580.58,"endTime":1584.09,"body":"the wrong client, the wrong job"},{"startTime":1580.58,"endTime":1584.09,"body":"the wrong time. You know,"},{"startTime":1584.12,"endTime":1588.74,"body":"sometimes we take on a job that"},{"startTime":1584.12,"endTime":1588.74,"body":"we have no time for, we're"},{"startTime":1588.77,"endTime":1591.59,"body":"completely booked, but somebody"},{"startTime":1588.77,"endTime":1591.59,"body":"calls us and we're like, I guess"},{"startTime":1591.59,"endTime":1595.52,"body":"I'll make time. Passing that job"},{"startTime":1591.59,"endTime":1595.52,"body":"on to another photographer, when"},{"startTime":1595.52,"endTime":1599.63,"body":"you're too busy is part of"},{"startTime":1595.52,"endTime":1599.63,"body":"making sure that you are serving"},{"startTime":1599.66,"endTime":1604.31,"body":"yourself and your business. And"},{"startTime":1599.66,"endTime":1604.31,"body":"then this sixth statement, the"},{"startTime":1604.31,"endTime":1609.38,"body":"last one, I really do want you"},{"startTime":1604.31,"endTime":1609.38,"body":"to write this down. This is one"},{"startTime":1609.38,"endTime":1612.77,"body":"of those that we could all"},{"startTime":1609.38,"endTime":1612.77,"body":"benefit from like taping it to"},{"startTime":1612.77,"endTime":1615.5,"body":"our bathroom mirror and"},{"startTime":1612.77,"endTime":1615.5,"body":"repeating it to ourselves every"},{"startTime":1615.5,"endTime":1619.64,"body":"day while we're brushing our"},{"startTime":1615.5,"endTime":1619.64,"body":"teeth. And that is I am capable"},{"startTime":1619.67,"endTime":1624.44,"body":"of running a business that"},{"startTime":1619.67,"endTime":1624.44,"body":"serves my life goals. Running a"},{"startTime":1624.44,"endTime":1627.65,"body":"photography business is so great"},{"startTime":1624.44,"endTime":1627.65,"body":"for so many reasons, right? We"},{"startTime":1627.65,"endTime":1630.71,"body":"get to make art for a living"},{"startTime":1627.65,"endTime":1630.71,"body":"people love what we do, they"},{"startTime":1630.71,"endTime":1634.82,"body":"appreciate what we do all those"},{"startTime":1630.71,"endTime":1634.82,"body":"things. But the reason that we"},{"startTime":1634.82,"endTime":1638.51,"body":"work, the reason that we run our"},{"startTime":1634.82,"endTime":1638.51,"body":"businesses, the reason that we"},{"startTime":1638.51,"endTime":1642.86,"body":"charge any money at all for our"},{"startTime":1638.51,"endTime":1642.86,"body":"services, is in service of"},{"startTime":1642.86,"endTime":1647.3,"body":"certain lifestyle goals. Maybe"},{"startTime":1642.86,"endTime":1647.3,"body":"your goals are to only work"},{"startTime":1647.3,"endTime":1650.15,"body":"while your kids are in school."},{"startTime":1647.3,"endTime":1650.15,"body":"Maybe you want to be one of"},{"startTime":1650.15,"endTime":1653.27,"body":"these like big charitable"},{"startTime":1650.15,"endTime":1653.27,"body":"donors. And so your business is"},{"startTime":1653.3,"endTime":1657.47,"body":"funding that. Or maybe you just"},{"startTime":1653.3,"endTime":1657.47,"body":"want to you know, make a big"},{"startTime":1657.47,"endTime":1660.65,"body":"pile of cash so you can retire"},{"startTime":1657.47,"endTime":1660.65,"body":"early and travel the world."},{"startTime":1661.19,"endTime":1664.34,"body":"Whatever your lifestyle goals"},{"startTime":1661.19,"endTime":1664.34,"body":"are, as we talked about in the"},{"startTime":1664.34,"endTime":1669.59,"body":"beginning, it is okay to want"},{"startTime":1664.34,"endTime":1669.59,"body":"them and your salary is the key"},{"startTime":1669.59,"endTime":1674.36,"body":"to achieving those things, not"},{"startTime":1669.59,"endTime":1674.36,"body":"just the salary that pays your"},{"startTime":1674.48,"endTime":1678.32,"body":"you know, mortgage and allows"},{"startTime":1674.48,"endTime":1678.32,"body":"you to buy groceries. That is"},{"startTime":1679.22,"endTime":1683.39,"body":"that is a pittance that is like"},{"startTime":1679.22,"endTime":1683.39,"body":"the minimum. I want you to think"},{"startTime":1683.39,"endTime":1688.25,"body":"bigger as you decide what to pay"},{"startTime":1683.39,"endTime":1688.25,"body":"yourself. Yes, obviously add up"},{"startTime":1688.25,"endTime":1693.5,"body":"your expenses and cover them but"},{"startTime":1688.25,"endTime":1693.5,"body":"Reach Higher I want you to aim"},{"startTime":1693.53,"endTime":1697.64,"body":"for the stars. Set your salary,"},{"startTime":1693.53,"endTime":1697.64,"body":"like the amazing boss that you"},{"startTime":1697.64,"endTime":1701.03,"body":"are, and then allow your"},{"startTime":1697.64,"endTime":1701.03,"body":"business and your art to help"},{"startTime":1701.03,"endTime":1704.45,"body":"you reach those goals. Have a"},{"startTime":1701.03,"endTime":1704.45,"body":"great week guys."},{"startTime":1705.98,"endTime":1708.8,"body":"Well, that's it for this week's"},{"startTime":1705.98,"endTime":1708.8,"body":"episode of This can't be that"},{"startTime":1708.8,"endTime":1712.76,"body":"hard. I'll be back Same time,"},{"startTime":1708.8,"endTime":1712.76,"body":"same place next week. In the"},{"startTime":1712.76,"endTime":1715.79,"body":"meantime, you can find more"},{"startTime":1712.76,"endTime":1715.79,"body":"information about this episode,"},{"startTime":1715.85,"endTime":1719.33,"body":"along with all the relevant"},{"startTime":1715.85,"endTime":1719.33,"body":"links, notes and downloads at"},{"startTime":1719.33,"endTime":1723.05,"body":"this can't be that"},{"startTime":1719.33,"endTime":1723.05,"body":"hard.com/learn If you like the"},{"startTime":1723.05,"endTime":1726.59,"body":"podcast, be sure to hit the"},{"startTime":1723.05,"endTime":1726.59,"body":"subscribe button. Even better,"},{"startTime":1726.77,"endTime":1730.43,"body":"share the love by leaving a"},{"startTime":1726.77,"endTime":1730.43,"body":"review in iTunes. And as always,"},{"startTime":1730.58,"endTime":1731.96,"body":"thanks so much for joining me."},{"startTime":1732.11,"endTime":1734.09,"body":"I hope you have a fantastic"},{"startTime":1732.11,"endTime":1734.09,"body":"week."}]}