{"version":"1.0.0","segments":[{"speaker":"Cheryl Wood","startTime":0.09,"endTime":3.24,"body":"Speaking of a skill,"},{"speaker":"Cheryl Wood","startTime":0.09,"endTime":3.24,"body":"just like any other skill that you"},{"speaker":"Cheryl Wood","startTime":3.24,"endTime":7.29,"body":"would have to develop and you wanna"},{"speaker":"Cheryl Wood","startTime":3.24,"endTime":7.29,"body":"master that skill so that you are able"},{"speaker":"Cheryl Wood","startTime":7.29,"endTime":23.185,"body":"to deliver the best value to every"},{"speaker":"Cheryl Wood","startTime":7.29,"endTime":23.185,"body":"audience that you get to speak to."},{"speaker":"Jonathan Green","startTime":23.185,"endTime":54.345,"body":"Hello, and"},{"speaker":"Jonathan Green","startTime":23.185,"endTime":54.345,"body":"welcome to this week's episode"},{"speaker":"Jonathan Green","startTime":54.345,"endTime":55.285,"body":"of the Serve No Master podcast."},{"speaker":"Jonathan Green","startTime":55.305,"endTime":56.505,"body":"We have an amazing guest, Dr."},{"speaker":"Jonathan Green","startTime":56.505,"endTime":60.875,"body":"Sherwood, an expert in both getting"},{"speaker":"Jonathan Green","startTime":56.505,"endTime":60.875,"body":"gigs, public speaking, and high-ticket"},{"speaker":"Jonathan Green","startTime":60.89,"endTime":62.085,"body":"coaching clients, two subjects."},{"speaker":"Jonathan Green","startTime":62.085,"endTime":65.685,"body":"I know you guys are very interested in and"},{"speaker":"Jonathan Green","startTime":62.085,"endTime":65.685,"body":"we're so excited to have you here today."},{"speaker":"Jonathan Green","startTime":65.685,"endTime":67.095,"body":"Cheryl, thank you so much for coming."},{"speaker":"Cheryl Wood","startTime":67.275,"endTime":68.325,"body":"Oh, thank you for having me."},{"speaker":"Cheryl Wood","startTime":68.325,"endTime":69.285,"body":"I'm excited to be here."},{"speaker":"Jonathan Green","startTime":69.555,"endTime":71.355,"body":"That's so wonderful."},{"speaker":"Jonathan Green","startTime":71.355,"endTime":73.275,"body":"I'd love to dive just right into it."},{"speaker":"Jonathan Green","startTime":73.605,"endTime":75.885,"body":"A lot of times people have"},{"speaker":"Jonathan Green","startTime":73.605,"endTime":75.885,"body":"different definitions of"},{"speaker":"Jonathan Green","startTime":75.885,"endTime":77.385,"body":"what a high-ticket client is."},{"speaker":"Jonathan Green","startTime":77.595,"endTime":80.385,"body":"So, when you say high ticket client"},{"speaker":"Jonathan Green","startTime":77.595,"endTime":80.385,"body":"are you talking about someone who's"},{"speaker":"Jonathan Green","startTime":80.39,"endTime":82.185,"body":"paying every month or large sum upfront?"},{"speaker":"Jonathan Green","startTime":82.185,"endTime":83.505,"body":"And what kind of money are we talking?"},{"speaker":"Cheryl Wood","startTime":83.72,"endTime":84.8,"body":"Yeah,"},{"speaker":"Cheryl Wood","startTime":83.72,"endTime":84.8,"body":"that's a great question."},{"speaker":"Cheryl Wood","startTime":84.8,"endTime":88.309,"body":"So, from my perspective, I consider a"},{"speaker":"Cheryl Wood","startTime":84.8,"endTime":88.309,"body":"high-ticket client to be someone who's"},{"speaker":"Cheryl Wood","startTime":88.309,"endTime":91.1,"body":"investing at the 5,000 and higher level."},{"speaker":"Cheryl Wood","startTime":91.369,"endTime":91.88,"body":"And you're right."},{"speaker":"Cheryl Wood","startTime":91.884,"endTime":94.369,"body":"That's relative, based on"},{"speaker":"Cheryl Wood","startTime":91.884,"endTime":94.369,"body":"each person's business."},{"speaker":"Cheryl Wood","startTime":94.369,"endTime":98.359,"body":"For some people, I have clients who"},{"speaker":"Cheryl Wood","startTime":94.369,"endTime":98.359,"body":"their high ticket might be starting at"},{"speaker":"Cheryl Wood","startTime":98.359,"endTime":102.8,"body":"the $2,000 level based on where they"},{"speaker":"Cheryl Wood","startTime":98.359,"endTime":102.8,"body":"are in their entrepreneurial journey."},{"speaker":"Cheryl Wood","startTime":103.07,"endTime":105.679,"body":"So, again, for me, it's"},{"speaker":"Cheryl Wood","startTime":103.07,"endTime":105.679,"body":"the 5,000 and above level."},{"speaker":"Cheryl Wood","startTime":105.679,"endTime":110.72,"body":"Those are people who desire greater access"},{"speaker":"Cheryl Wood","startTime":105.679,"endTime":110.72,"body":"to me and the resources that I have."},{"speaker":"Cheryl Wood","startTime":110.785,"endTime":114.235,"body":"And they're willing to invest at a"},{"speaker":"Cheryl Wood","startTime":110.785,"endTime":114.235,"body":"higher level, but not only financially,"},{"speaker":"Cheryl Wood","startTime":114.384,"endTime":117.625,"body":"they're also willing to invest at a"},{"speaker":"Cheryl Wood","startTime":114.384,"endTime":117.625,"body":"higher level in terms of time commitment."},{"speaker":"Jonathan Green","startTime":117.895,"endTime":120.205,"body":"You find that there's"},{"speaker":"Jonathan Green","startTime":117.895,"endTime":120.205,"body":"a difference in amount of time or"},{"speaker":"Jonathan Green","startTime":120.205,"endTime":123.475,"body":"effort people put in based on the"},{"speaker":"Jonathan Green","startTime":120.205,"endTime":123.475,"body":"amount of money they're investing?"},{"speaker":"Cheryl Wood","startTime":123.925,"endTime":125.955,"body":"Yes, absolutely."},{"speaker":"Cheryl Wood","startTime":126.125,"endTime":127.145,"body":"And I was no different."},{"speaker":"Cheryl Wood","startTime":127.164,"endTime":131.799,"body":"Even when I started on my journey,"},{"speaker":"Cheryl Wood","startTime":127.164,"endTime":131.799,"body":"the more I invested financially, the"},{"speaker":"Cheryl Wood","startTime":131.799,"endTime":136.348,"body":"greater I had a commitment because I"},{"speaker":"Cheryl Wood","startTime":131.799,"endTime":136.348,"body":"wanted that return on the investment."},{"speaker":"Cheryl Wood","startTime":136.608,"endTime":139.158,"body":"So, I was willing to put the time in."},{"speaker":"Cheryl Wood","startTime":139.163,"endTime":140.988,"body":"I was willing to do the work."},{"speaker":"Cheryl Wood","startTime":141.228,"endTime":144.168,"body":"I was willing to show up for calls"},{"speaker":"Cheryl Wood","startTime":141.228,"endTime":144.168,"body":"even when they really weren't"},{"speaker":"Cheryl Wood","startTime":144.168,"endTime":148.108,"body":"conveniently placed at times that"},{"speaker":"Cheryl Wood","startTime":144.168,"endTime":148.108,"body":"really agreed or were in alignment"},{"speaker":"Cheryl Wood","startTime":148.128,"endTime":152.038,"body":"with my own schedule, I was willing to"},{"speaker":"Cheryl Wood","startTime":148.128,"endTime":152.038,"body":"make things work, move things around."},{"speaker":"Cheryl Wood","startTime":152.763,"endTime":154.833,"body":"And it's no different with"},{"speaker":"Cheryl Wood","startTime":152.763,"endTime":154.833,"body":"the clients that I serve."},{"speaker":"Cheryl Wood","startTime":155.043,"endTime":158.193,"body":"They are literally willing to"},{"speaker":"Cheryl Wood","startTime":155.043,"endTime":158.193,"body":"move things around because they're"},{"speaker":"Cheryl Wood","startTime":158.193,"endTime":160.263,"body":"like, I put that investment in."},{"speaker":"Cheryl Wood","startTime":160.443,"endTime":162.333,"body":"I've gotta get a return"},{"speaker":"Cheryl Wood","startTime":160.443,"endTime":162.333,"body":"on that investment."},{"speaker":"Cheryl Wood","startTime":162.333,"endTime":166.526,"body":"So, they show up they're at every session"},{"speaker":"Cheryl Wood","startTime":162.333,"endTime":166.526,"body":"they do the work they're energized."},{"speaker":"Cheryl Wood","startTime":166.856,"endTime":170.366,"body":"I have two clients right now who are"},{"speaker":"Cheryl Wood","startTime":166.856,"endTime":170.366,"body":"in a speaker coaching program with me."},{"speaker":"Cheryl Wood","startTime":170.576,"endTime":176.216,"body":"One is in Africa and one is in London and"},{"speaker":"Cheryl Wood","startTime":170.576,"endTime":176.216,"body":"they are literally five hours ahead of me."},{"speaker":"Cheryl Wood","startTime":176.216,"endTime":180.941,"body":"So, when we're doing our training"},{"speaker":"Cheryl Wood","startTime":176.216,"endTime":180.941,"body":"sessions, 1:00 AM in the morning,"},{"speaker":"their time 1:00 AM 2","startTime":180.941,"endTime":182.771,"body":"00 AM."},{"speaker":"Sometimes we go until 3","startTime":182.771,"endTime":185.381,"body":"00 AM their time."},{"speaker":"Sometimes we go until 3","startTime":185.981,"endTime":188.051,"body":"They are always the first people there."},{"speaker":"Sometimes we go until 3","startTime":188.051,"endTime":192.041,"body":"They always do the work, the assignments,"},{"speaker":"Sometimes we go until 3","startTime":188.051,"endTime":192.041,"body":"they come back and report and they"},{"speaker":"Sometimes we go until 3","startTime":192.041,"endTime":193.811,"body":"allow themselves to be held accountable."},{"speaker":"Sometimes we go until 3","startTime":193.811,"endTime":195.491,"body":"So yeah, absolutely."},{"speaker":"Jonathan Green","startTime":195.911,"endTime":199.151,"body":"A lot of people, the"},{"speaker":"Jonathan Green","startTime":195.911,"endTime":199.151,"body":"biggest fear is getting that first"},{"speaker":"Jonathan Green","startTime":199.151,"endTime":202.541,"body":"high-ticket client they're saying, oh,"},{"speaker":"Jonathan Green","startTime":199.151,"endTime":202.541,"body":"I need to have these certain things."},{"speaker":"Jonathan Green","startTime":202.781,"endTime":204.101,"body":"What is my resume?"},{"speaker":"Jonathan Green","startTime":204.101,"endTime":205.121,"body":"What are my documentation?"},{"speaker":"Jonathan Green","startTime":205.586,"endTime":208.676,"body":"If I have past results, how"},{"speaker":"Jonathan Green","startTime":205.586,"endTime":208.676,"body":"can I say I'll help you?"},{"speaker":"Jonathan Green","startTime":208.946,"endTime":211.205,"body":"What's the best way for people"},{"speaker":"Jonathan Green","startTime":208.946,"endTime":211.205,"body":"to approach that hurdle?"},{"speaker":"Jonathan Green","startTime":211.227,"endTime":214.077,"body":"I find that people often"},{"speaker":"Jonathan Green","startTime":211.227,"endTime":214.077,"body":"underestimate their own value."},{"speaker":"Jonathan Green","startTime":214.467,"endTime":217.287,"body":"So, I recently hired someone for a"},{"speaker":"Jonathan Green","startTime":214.467,"endTime":217.287,"body":"coaching call and they told me the price."},{"speaker":"Jonathan Green","startTime":217.677,"endTime":218.457,"body":"It was so low."},{"speaker":"Jonathan Green","startTime":218.457,"endTime":219.537,"body":"I go just gimme three hours."},{"speaker":"Jonathan Green","startTime":219.577,"endTime":221.893,"body":"Let's just and I only use one"},{"speaker":"Jonathan Green","startTime":219.577,"endTime":221.893,"body":"of them and think about it."},{"speaker":"Jonathan Green","startTime":221.895,"endTime":224.427,"body":"I sometimes find people, even"},{"speaker":"Jonathan Green","startTime":221.895,"endTime":224.427,"body":"from corporate, I have someone"},{"speaker":"Jonathan Green","startTime":224.427,"endTime":226.947,"body":"who is generating million"},{"speaker":"Jonathan Green","startTime":224.427,"endTime":226.947,"body":"dollars in revenue a year."},{"speaker":"Jonathan Green","startTime":226.947,"endTime":228.86,"body":"And she's oh, I do $15"},{"speaker":"Jonathan Green","startTime":226.947,"endTime":228.86,"body":"an hour coaching calls."},{"speaker":"Jonathan Green","startTime":228.86,"endTime":231.179,"body":"And I was like, why, who are you getting?"},{"speaker":"Jonathan Green","startTime":231.184,"endTime":235.16,"body":"So, how can people know they're worth"},{"speaker":"Jonathan Green","startTime":231.184,"endTime":235.16,"body":"and then demonstrate that they're worth a"},{"speaker":"Jonathan Green","startTime":235.16,"endTime":238.73,"body":"coaching price when they're first starting"},{"speaker":"Jonathan Green","startTime":235.16,"endTime":238.73,"body":"out when they don't have these clients?"},{"speaker":"Cheryl Wood","startTime":239.03,"endTime":239.36,"body":"Yeah."},{"speaker":"Cheryl Wood","startTime":239.362,"endTime":245.028,"body":"I would say number one having really"},{"speaker":"Cheryl Wood","startTime":239.362,"endTime":245.028,"body":"clear and consistent messaging, meaning"},{"speaker":"Cheryl Wood","startTime":245.028,"endTime":251.018,"body":"you have to have such clarity around"},{"speaker":"Cheryl Wood","startTime":245.028,"endTime":251.018,"body":"what the problem is that you solve and"},{"speaker":"Cheryl Wood","startTime":251.048,"endTime":255.398,"body":"who you solve it for so that you can"},{"speaker":"Cheryl Wood","startTime":251.048,"endTime":255.398,"body":"speak the language of the individuals"},{"speaker":"Cheryl Wood","startTime":255.398,"endTime":256.808,"body":"who are looking for that solution."},{"speaker":"Cheryl Wood","startTime":256.988,"endTime":261.536,"body":"Google has 60,000 searches search"},{"speaker":"Cheryl Wood","startTime":256.988,"endTime":261.536,"body":"queries every second of every day,"},{"speaker":"Cheryl Wood","startTime":261.536,"endTime":265.436,"body":"which means people are looking"},{"speaker":"Cheryl Wood","startTime":261.536,"endTime":265.436,"body":"for information and not everybody"},{"speaker":"Cheryl Wood","startTime":265.436,"endTime":267.206,"body":"wants a low level of information."},{"speaker":"Cheryl Wood","startTime":267.206,"endTime":269.696,"body":"They want a higher level,"},{"speaker":"Cheryl Wood","startTime":267.206,"endTime":269.696,"body":"they want higher access."},{"speaker":"Cheryl Wood","startTime":269.936,"endTime":274.186,"body":"And so, they have the ability to be"},{"speaker":"Cheryl Wood","startTime":269.936,"endTime":274.186,"body":"able to invest at a high-ticket price."},{"speaker":"Cheryl Wood","startTime":274.466,"endTime":277.381,"body":"But we have to believe number one,"},{"speaker":"Cheryl Wood","startTime":274.466,"endTime":277.381,"body":"that we're worth it, but then we"},{"speaker":"Cheryl Wood","startTime":277.381,"endTime":279.931,"body":"have to have something to connect"},{"speaker":"Cheryl Wood","startTime":277.381,"endTime":279.931,"body":"to that worth and that value."},{"speaker":"Cheryl Wood","startTime":280.291,"endTime":284.641,"body":"So, the question then becomes again,"},{"speaker":"Cheryl Wood","startTime":280.291,"endTime":284.641,"body":"what is your messaging and who is it for?"},{"speaker":"Cheryl Wood","startTime":284.791,"endTime":286.871,"body":"You cannot try to serve everyone."},{"speaker":"Cheryl Wood","startTime":287.131,"endTime":289.321,"body":"You, number one, you don't have"},{"speaker":"Cheryl Wood","startTime":287.131,"endTime":289.321,"body":"the capacity to serve everyone."},{"speaker":"Cheryl Wood","startTime":289.321,"endTime":293.431,"body":"Number two, you don't have the"},{"speaker":"Cheryl Wood","startTime":289.321,"endTime":293.431,"body":"industry expertise to serve everyone."},{"speaker":"Cheryl Wood","startTime":293.731,"endTime":298.785,"body":"So, get very crystal clear on your"},{"speaker":"Cheryl Wood","startTime":293.731,"endTime":298.785,"body":"specific messaging and who that's for."},{"speaker":"Cheryl Wood","startTime":298.845,"endTime":303.125,"body":"Number two, I would say you do have to"},{"speaker":"Cheryl Wood","startTime":298.845,"endTime":303.125,"body":"develop increased levels of confidence,"},{"speaker":"Cheryl Wood","startTime":303.425,"endTime":307.505,"body":"meaning you're always confidently"},{"speaker":"Cheryl Wood","startTime":303.425,"endTime":307.505,"body":"coming to the front of the room."},{"speaker":"Cheryl Wood","startTime":307.505,"endTime":310.835,"body":"And when I say the front of the room,"},{"speaker":"Cheryl Wood","startTime":307.505,"endTime":310.835,"body":"whether it's you being on social"},{"speaker":"Cheryl Wood","startTime":310.84,"endTime":312.575,"body":"media, for me, that's still a stage."},{"speaker":"Cheryl Wood","startTime":312.575,"endTime":316.415,"body":"That's the front of the room, or it's"},{"speaker":"Cheryl Wood","startTime":312.575,"endTime":316.415,"body":"at a workshop or a breakout session"},{"speaker":"Cheryl Wood","startTime":316.415,"endTime":318.725,"body":"or a virtual conference or a webinar."},{"speaker":"Cheryl Wood","startTime":318.99,"endTime":322.11,"body":"But you have to have the confidence to"},{"speaker":"Cheryl Wood","startTime":318.99,"endTime":322.11,"body":"come to the front of the room and to"},{"speaker":"Cheryl Wood","startTime":322.11,"endTime":324.605,"body":"speak up about what you're an expert in."},{"speaker":"Cheryl Wood","startTime":324.815,"endTime":328.775,"body":"And so many people are in the space"},{"speaker":"Cheryl Wood","startTime":324.815,"endTime":328.775,"body":"of imposter syndrome and questioning"},{"speaker":"Cheryl Wood","startTime":328.775,"endTime":332.315,"body":"whether or not they really are"},{"speaker":"Cheryl Wood","startTime":328.775,"endTime":332.315,"body":"the authority that they lack the"},{"speaker":"Cheryl Wood","startTime":332.315,"endTime":335.735,"body":"confidence that shines through to"},{"speaker":"Cheryl Wood","startTime":332.315,"endTime":335.735,"body":"the person who's on the other end."},{"speaker":"Cheryl Wood","startTime":335.74,"endTime":338.285,"body":"And I don't know about you,"},{"speaker":"Cheryl Wood","startTime":335.74,"endTime":338.285,"body":"but I'm not following someone"},{"speaker":"Cheryl Wood","startTime":338.525,"endTime":340.085,"body":"who is not a confident leader."},{"speaker":"Cheryl Wood","startTime":340.255,"endTime":343.855,"body":"If you're still questioning whether or"},{"speaker":"Cheryl Wood","startTime":340.255,"endTime":343.855,"body":"not this is your expertise and you can"},{"speaker":"Cheryl Wood","startTime":343.855,"endTime":345.991,"body":"help me then I certainly can't believe it."},{"speaker":"Cheryl Wood","startTime":345.991,"endTime":348.051,"body":"So, you've gotta have"},{"speaker":"Cheryl Wood","startTime":345.991,"endTime":348.051,"body":"confidence to back up."},{"speaker":"Cheryl Wood","startTime":348.453,"endTime":350.728,"body":"And then I would say last but not"},{"speaker":"Cheryl Wood","startTime":348.453,"endTime":350.728,"body":"least the third part of that would"},{"speaker":"Cheryl Wood","startTime":350.728,"endTime":353.878,"body":"be really having a clear roadmap."},{"speaker":"Cheryl Wood","startTime":353.95,"endTime":355.39,"body":"What do I teach people?"},{"speaker":"Cheryl Wood","startTime":355.54,"endTime":357.82,"body":"What end result do I help them to achieve?"},{"speaker":"Cheryl Wood","startTime":357.88,"endTime":364.81,"body":"And then crafting some type of formula"},{"speaker":"Cheryl Wood","startTime":357.88,"endTime":364.81,"body":"process system or methodology around"},{"speaker":"Cheryl Wood","startTime":364.81,"endTime":367.84,"body":"that so that they can follow the steps."},{"speaker":"Cheryl Wood","startTime":368.02,"endTime":371.8,"body":"Here's step one, here's step two,"},{"speaker":"Cheryl Wood","startTime":368.02,"endTime":371.8,"body":"here's step three so that they can"},{"speaker":"Cheryl Wood","startTime":371.8,"endTime":375.52,"body":"achieve at least some level of what"},{"speaker":"Cheryl Wood","startTime":371.8,"endTime":375.52,"body":"you've achieved and accomplished,"},{"speaker":"Cheryl Wood","startTime":375.67,"endTime":376.75,"body":"because that's what people want."},{"speaker":"Cheryl Wood","startTime":376.93,"endTime":379.91,"body":"When they see you walking in"},{"speaker":"Cheryl Wood","startTime":376.93,"endTime":379.91,"body":"your brilliance and they're like,"},{"speaker":"Cheryl Wood","startTime":379.91,"endTime":381.62,"body":"oh my God, I wanna do that too."},{"speaker":"Cheryl Wood","startTime":381.74,"endTime":383.6,"body":"That's normally what people will feel."},{"speaker":"Cheryl Wood","startTime":383.72,"endTime":386.54,"body":"I want that same level of"},{"speaker":"Cheryl Wood","startTime":383.72,"endTime":386.54,"body":"success or some level of that."},{"speaker":"Cheryl Wood","startTime":386.69,"endTime":389.69,"body":"And so, you have to be able"},{"speaker":"Cheryl Wood","startTime":386.69,"endTime":389.69,"body":"to say, make them believe that"},{"speaker":"Cheryl Wood","startTime":389.96,"endTime":391.25,"body":"yeah, it's achievable for you."},{"speaker":"Cheryl Wood","startTime":391.25,"endTime":394.01,"body":"Just like it was for me,"},{"speaker":"Cheryl Wood","startTime":391.25,"endTime":394.01,"body":"if you follow this roadmap."},{"speaker":"Cheryl Wood","startTime":394.25,"endTime":399.2,"body":"So, a lot of entrepreneurs and small"},{"speaker":"Cheryl Wood","startTime":394.25,"endTime":399.2,"body":"business owners, don't craft a very clear"},{"speaker":"Cheryl Wood","startTime":399.2,"endTime":405.62,"body":"and concise roadmap that says I followed"},{"speaker":"Cheryl Wood","startTime":399.2,"endTime":405.62,"body":"these steps and that's how I got here."},{"speaker":"Cheryl Wood","startTime":405.71,"endTime":408.84,"body":"And if you follow these steps"},{"speaker":"Cheryl Wood","startTime":405.71,"endTime":408.84,"body":"and put in the same time, energy,"},{"speaker":"Cheryl Wood","startTime":408.9,"endTime":412.31,"body":"effort and investments, then you're"},{"speaker":"Cheryl Wood","startTime":408.9,"endTime":412.31,"body":"gonna be able to get at least some"},{"speaker":"Cheryl Wood","startTime":412.31,"endTime":414.11,"body":"level of this type of success."},{"speaker":"Jonathan Green","startTime":414.62,"endTime":417.51,"body":"When people are making"},{"speaker":"Jonathan Green","startTime":414.62,"endTime":417.51,"body":"a decision to hire a high-ticket"},{"speaker":"Jonathan Green","startTime":417.535,"endTime":421.37,"body":"coach or someone in this range, what"},{"speaker":"Jonathan Green","startTime":417.535,"endTime":421.37,"body":"is their decision making process?"},{"speaker":"Jonathan Green","startTime":421.61,"endTime":425.5,"body":"My experience as high-ticket"},{"speaker":"Jonathan Green","startTime":421.61,"endTime":425.5,"body":"sales writer, very expensive."},{"speaker":"Jonathan Green","startTime":425.5,"endTime":428.99,"body":"And I never look at my samples."},{"speaker":"Jonathan Green","startTime":429.46,"endTime":430.69,"body":"When they make those experiences."},{"speaker":"Jonathan Green","startTime":430.69,"endTime":433.87,"body":"If someone asks me to send them"},{"speaker":"Jonathan Green","startTime":430.69,"endTime":433.87,"body":"samples or let them talk to a"},{"speaker":"Jonathan Green","startTime":433.87,"endTime":435.56,"body":"past client, they never hire me."},{"speaker":"Jonathan Green","startTime":435.578,"endTime":438.53,"body":"Once they start doing that stuff,"},{"speaker":"Jonathan Green","startTime":435.578,"endTime":438.53,"body":"but people who go yeah, fine."},{"speaker":"Jonathan Green","startTime":438.56,"endTime":441.32,"body":"Most people buy it without"},{"speaker":"Jonathan Green","startTime":438.56,"endTime":441.32,"body":"doing any of that other stuff."},{"speaker":"Jonathan Green","startTime":441.32,"endTime":443.15,"body":"It seems like they just"},{"speaker":"Jonathan Green","startTime":441.32,"endTime":443.15,"body":"buy from confidence."},{"speaker":"Jonathan Green","startTime":443.15,"endTime":444.52,"body":"Is there something else a part of it?"},{"speaker":"Cheryl Wood","startTime":444.91,"endTime":445.15,"body":"Wow."},{"speaker":"Cheryl Wood","startTime":445.15,"endTime":446.23,"body":"That's a great point."},{"speaker":"Cheryl Wood","startTime":446.32,"endTime":452.27,"body":"I recently, even myself invested in three"},{"speaker":"Cheryl Wood","startTime":446.32,"endTime":452.27,"body":"very hot very high-level opportunities."},{"speaker":"Cheryl Wood","startTime":452.63,"endTime":458.62,"body":"And my belief is people don't have to be"},{"speaker":"Cheryl Wood","startTime":452.63,"endTime":458.62,"body":"convinced that you are their solution."},{"speaker":"Cheryl Wood","startTime":458.93,"endTime":462.32,"body":"I believe before they ever get into"},{"speaker":"Cheryl Wood","startTime":458.93,"endTime":462.32,"body":"a space where they're considering"},{"speaker":"Cheryl Wood","startTime":462.32,"endTime":466.79,"body":"hiring you to some level, they've"},{"speaker":"Cheryl Wood","startTime":462.32,"endTime":466.79,"body":"already done their due diligence."},{"speaker":"Cheryl Wood","startTime":467.115,"endTime":469.215,"body":"They've already watched you from afar."},{"speaker":"Cheryl Wood","startTime":469.215,"endTime":470.955,"body":"They've already looked at your videos."},{"speaker":"Cheryl Wood","startTime":470.955,"endTime":474.075,"body":"They've already done some of your free"},{"speaker":"Cheryl Wood","startTime":470.955,"endTime":474.075,"body":"stuff and gotten the things that you"},{"speaker":"Cheryl Wood","startTime":474.075,"endTime":478.462,"body":"have that allow them to test you, taste,"},{"speaker":"Cheryl Wood","startTime":474.075,"endTime":478.462,"body":"test you and have sort of an appetizer."},{"speaker":"Cheryl Wood","startTime":478.792,"endTime":482.733,"body":"And it's simply are they the"},{"speaker":"Cheryl Wood","startTime":478.792,"endTime":482.733,"body":"type of person who is ready"},{"speaker":"Cheryl Wood","startTime":482.733,"endTime":484.433,"body":"to make a definitive decision?"},{"speaker":"Cheryl Wood","startTime":484.983,"endTime":489.258,"body":"A lot of people are not"},{"speaker":"Cheryl Wood","startTime":484.983,"endTime":489.258,"body":"clear decision makers."},{"speaker":"Cheryl Wood","startTime":489.408,"endTime":493.158,"body":"And so, they start to overthink"},{"speaker":"Cheryl Wood","startTime":489.408,"endTime":493.158,"body":"and overanalyze and over process."},{"speaker":"Cheryl Wood","startTime":493.158,"endTime":496.318,"body":"And should I, if I spend this much,"},{"speaker":"Cheryl Wood","startTime":493.158,"endTime":496.318,"body":"is it really gonna be worth it?"},{"speaker":"Cheryl Wood","startTime":496.378,"endTime":497.518,"body":"And then let's be honest."},{"speaker":"Cheryl Wood","startTime":497.698,"endTime":499.378,"body":"Some people have also gotten burned."},{"speaker":"Cheryl Wood","startTime":499.618,"endTime":503.128,"body":"Some people have invested at high levels"},{"speaker":"Cheryl Wood","startTime":499.618,"endTime":503.128,"body":"and not gotten what the expectation"},{"speaker":"Cheryl Wood","startTime":503.128,"endTime":508.018,"body":"was and because of that they're not"},{"speaker":"Cheryl Wood","startTime":503.128,"endTime":508.018,"body":"even cautious, but they're afraid"},{"speaker":"Cheryl Wood","startTime":508.228,"endTime":510.058,"body":"to invest at a high level again."},{"speaker":"Cheryl Wood","startTime":510.328,"endTime":516.043,"body":"So, I just, I think it goes to someone's"},{"speaker":"Cheryl Wood","startTime":510.328,"endTime":516.043,"body":"mindset and the mindset of my growth"},{"speaker":"Cheryl Wood","startTime":516.043,"endTime":518.774,"body":"is connected to how I invest in myself."},{"speaker":"Cheryl Wood","startTime":519.044,"endTime":522.164,"body":"My growth is, and my development"},{"speaker":"Cheryl Wood","startTime":519.044,"endTime":522.164,"body":"and getting to who I know"},{"speaker":"Cheryl Wood","startTime":522.164,"endTime":523.424,"body":"that I'm destined to be."},{"speaker":"Cheryl Wood","startTime":523.664,"endTime":526.514,"body":"That's always gonna be connected"},{"speaker":"Cheryl Wood","startTime":523.664,"endTime":526.514,"body":"to what I'm putting in."},{"speaker":"Cheryl Wood","startTime":526.994,"endTime":530.684,"body":"And so, investing in"},{"speaker":"Cheryl Wood","startTime":526.994,"endTime":530.684,"body":"myself cannot be optional."},{"speaker":"Cheryl Wood","startTime":530.714,"endTime":531.974,"body":"It has to be mandatory."},{"speaker":"Cheryl Wood","startTime":532.334,"endTime":537.344,"body":"So, if that person is not in that"},{"speaker":"Cheryl Wood","startTime":532.334,"endTime":537.344,"body":"mind frame and that mind state that"},{"speaker":"Cheryl Wood","startTime":537.344,"endTime":539.844,"body":"my ongoing growth has to be mandatory."},{"speaker":"Cheryl Wood","startTime":540.104,"endTime":544.564,"body":"And even if I had a bad experience, I'm"},{"speaker":"Cheryl Wood","startTime":540.104,"endTime":544.564,"body":"not gonna focus on that bad experience."},{"speaker":"Cheryl Wood","startTime":544.564,"endTime":547.594,"body":"I'm gonna take whatever I needed to learn"},{"speaker":"Cheryl Wood","startTime":544.564,"endTime":547.594,"body":"from that experience and move to the"},{"speaker":"Cheryl Wood","startTime":547.594,"endTime":549.904,"body":"next investment in me, cuz I'm worth it."},{"speaker":"Cheryl Wood","startTime":550.354,"endTime":553.414,"body":"Those are the people who typically"},{"speaker":"Cheryl Wood","startTime":550.354,"endTime":553.414,"body":"like, oh, I gotta go pray about it."},{"speaker":"Cheryl Wood","startTime":553.419,"endTime":555.064,"body":"I gotta go talk to my husband about it."},{"speaker":"Cheryl Wood","startTime":555.064,"endTime":558.184,"body":"I gotta make sure, can"},{"speaker":"Cheryl Wood","startTime":555.064,"endTime":558.184,"body":"you send me samples?"},{"speaker":"Cheryl Wood","startTime":558.274,"endTime":562.684,"body":"But people who know without a shadow of"},{"speaker":"Cheryl Wood","startTime":558.274,"endTime":562.684,"body":"a doubt that their forward growth and"},{"speaker":"Cheryl Wood","startTime":562.684,"endTime":567.184,"body":"movement and development is connected"},{"speaker":"Cheryl Wood","startTime":562.684,"endTime":567.184,"body":"to what they put into themselves."},{"speaker":"Cheryl Wood","startTime":567.539,"endTime":569.849,"body":"They're the ones who are stroking"},{"speaker":"Cheryl Wood","startTime":567.539,"endTime":569.849,"body":"the checks and swiping the"},{"speaker":"Cheryl Wood","startTime":569.849,"endTime":572.62,"body":"credit card without, a whole"},{"speaker":"Cheryl Wood","startTime":569.849,"endTime":572.62,"body":"lot of explanation necessary."},{"speaker":"Jonathan Green","startTime":573.16,"endTime":576.97,"body":"So, I noticed from your"},{"speaker":"Jonathan Green","startTime":573.16,"endTime":576.97,"body":"website, that you're helping women to"},{"speaker":"Jonathan Green","startTime":576.97,"endTime":579.01,"body":"find their voice and speak from stage."},{"speaker":"Jonathan Green","startTime":579.22,"endTime":580.6,"body":"And that's a lot of the"},{"speaker":"Jonathan Green","startTime":579.22,"endTime":580.6,"body":"focus on your website."},{"speaker":"Jonathan Green","startTime":580.84,"endTime":585.28,"body":"Does that prevent men from hiring"},{"speaker":"Jonathan Green","startTime":580.84,"endTime":585.28,"body":"you or do men still come in?"},{"speaker":"Cheryl Wood","startTime":585.73,"endTime":587.02,"body":"That's a great question."},{"speaker":"Cheryl Wood","startTime":587.02,"endTime":587.83,"body":"No, I do."},{"speaker":"Cheryl Wood","startTime":587.83,"endTime":592.745,"body":"I always say I've specialized in"},{"speaker":"Cheryl Wood","startTime":587.83,"endTime":592.745,"body":"serving women and a few good men."},{"speaker":"Cheryl Wood","startTime":592.865,"endTime":596.765,"body":"I've added that dot dot dot and a"},{"speaker":"Cheryl Wood","startTime":592.865,"endTime":596.765,"body":"few good men because yes, there are"},{"speaker":"Cheryl Wood","startTime":596.765,"endTime":598.415,"body":"men who come through my programs."},{"speaker":"Cheryl Wood","startTime":598.415,"endTime":601.085,"body":"There are men who hire me, who"},{"speaker":"Cheryl Wood","startTime":598.415,"endTime":601.085,"body":"bring me to their platforms."},{"speaker":"Cheryl Wood","startTime":601.46,"endTime":603.86,"body":"So, it's just a specialty, right?"},{"speaker":"Cheryl Wood","startTime":603.86,"endTime":607.91,"body":"That's my specialty, because"},{"speaker":"Cheryl Wood","startTime":603.86,"endTime":607.91,"body":"that's who I enjoy working with"},{"speaker":"Cheryl Wood","startTime":609.15,"endTime":610.64,"body":"majority of my time in business."},{"speaker":"Cheryl Wood","startTime":610.64,"endTime":612.57,"body":"I wanna serve women."},{"speaker":"Cheryl Wood","startTime":612.6,"endTime":616.91,"body":"I connect with the things that"},{"speaker":"Cheryl Wood","startTime":612.6,"endTime":616.91,"body":"they want and that they desire."},{"speaker":"Cheryl Wood","startTime":617.06,"endTime":620.06,"body":"That doesn't mean I can't"},{"speaker":"Cheryl Wood","startTime":617.06,"endTime":620.06,"body":"serve or help people outside of"},{"speaker":"Cheryl Wood","startTime":620.06,"endTime":622.16,"body":"that scope of my ideal client."},{"speaker":"Cheryl Wood","startTime":622.25,"endTime":626.27,"body":"But my specialty, my time, my"},{"speaker":"Cheryl Wood","startTime":622.25,"endTime":626.27,"body":"energy, my effort, my marketing"},{"speaker":"Cheryl Wood","startTime":626.27,"endTime":628.28,"body":"is focused on a niche audience."},{"speaker":"Cheryl Wood","startTime":628.46,"endTime":632.51,"body":"So yeah, I have amazing men who come"},{"speaker":"Cheryl Wood","startTime":628.46,"endTime":632.51,"body":"through my programs and I think that's"},{"speaker":"Cheryl Wood","startTime":632.51,"endTime":636.47,"body":"what a lot of entrepreneurs also fail"},{"speaker":"Cheryl Wood","startTime":632.51,"endTime":636.47,"body":"to realize is just because you niche"},{"speaker":"Cheryl Wood","startTime":636.47,"endTime":639.88,"body":"down does not mean that you cannot"},{"speaker":"Cheryl Wood","startTime":636.47,"endTime":639.88,"body":"serve people outside of the niche."},{"speaker":"Cheryl Wood","startTime":640.52,"endTime":643.685,"body":"I don't primarily target corporations."},{"speaker":"Cheryl Wood","startTime":643.685,"endTime":646.355,"body":"I don't target federal"},{"speaker":"Cheryl Wood","startTime":643.685,"endTime":646.355,"body":"government agencies."},{"speaker":"Cheryl Wood","startTime":646.565,"endTime":648.365,"body":"I don't target nonprofits."},{"speaker":"Cheryl Wood","startTime":648.425,"endTime":652.535,"body":"And yet I get hired from all of those"},{"speaker":"Cheryl Wood","startTime":648.425,"endTime":652.535,"body":"different types of organizations."},{"speaker":"Cheryl Wood","startTime":652.865,"endTime":658.325,"body":"And it's because I am"},{"speaker":"Cheryl Wood","startTime":652.865,"endTime":658.325,"body":"amazing in a certain lane."},{"speaker":"Cheryl Wood","startTime":658.835,"endTime":664.025,"body":"And when you are amazing in a certain"},{"speaker":"Cheryl Wood","startTime":658.835,"endTime":664.025,"body":"lane and you truly take ownership of"},{"speaker":"Cheryl Wood","startTime":664.025,"endTime":666.095,"body":"that being your lane of brilliance."},{"speaker":"Cheryl Wood","startTime":666.47,"endTime":667.64,"body":"Other people will notice."},{"speaker":"Cheryl Wood","startTime":667.64,"endTime":670.89,"body":"And other people outside of your ideal"},{"speaker":"Cheryl Wood","startTime":667.64,"endTime":670.89,"body":"client will spend their dollars with you."},{"speaker":"Jonathan Green","startTime":671.38,"endTime":674.22,"body":"So, we speaking"},{"speaker":"Jonathan Green","startTime":671.38,"endTime":674.22,"body":"engagements, corporate have two"},{"speaker":"Jonathan Green","startTime":674.22,"endTime":678.32,"body":"types of speaking, where you're"},{"speaker":"Jonathan Green","startTime":674.22,"endTime":678.32,"body":"paid a flat fee and you come and"},{"speaker":"Jonathan Green","startTime":678.32,"endTime":679.73,"body":"give them each and then you leave."},{"speaker":"Jonathan Green","startTime":679.73,"endTime":683.33,"body":"And the other version happens a lot,"},{"speaker":"Jonathan Green","startTime":679.73,"endTime":683.33,"body":"at least to conferences that I go,"},{"speaker":"Jonathan Green","startTime":683.57,"endTime":686.93,"body":"is where at the end they go, come"},{"speaker":"Jonathan Green","startTime":683.57,"endTime":686.93,"body":"to the back room, buy my program."},{"speaker":"Jonathan Green","startTime":687.32,"endTime":689.97,"body":"So, these different types of talks."},{"speaker":"Jonathan Green","startTime":690.14,"endTime":692.03,"body":"Can you tell me a little bit about"},{"speaker":"Jonathan Green","startTime":690.14,"endTime":692.03,"body":"the difference between the two of"},{"speaker":"Jonathan Green","startTime":692.03,"endTime":694.22,"body":"them, for someone who's thinking about"},{"speaker":"Jonathan Green","startTime":692.03,"endTime":694.22,"body":"becoming a speaker and how they decide,"},{"speaker":"Jonathan Green","startTime":694.22,"endTime":695.23,"body":"which is the right path for them?"},{"speaker":"Cheryl Wood","startTime":695.66,"endTime":696.05,"body":"Yeah."},{"speaker":"Cheryl Wood","startTime":696.2,"endTime":700.415,"body":"So, I would say don't put, never put"},{"speaker":"Cheryl Wood","startTime":696.2,"endTime":700.415,"body":"all your eggs in one basket, right?"},{"speaker":"Cheryl Wood","startTime":700.715,"endTime":705.125,"body":"So, I wouldn't say do one or the"},{"speaker":"Cheryl Wood","startTime":700.715,"endTime":705.125,"body":"other, I would say, do both and."},{"speaker":"Cheryl Wood","startTime":705.785,"endTime":709.205,"body":"Do paid speaking engagements and do"},{"speaker":"Cheryl Wood","startTime":705.785,"endTime":709.205,"body":"speak to sell opportunities so that"},{"speaker":"Cheryl Wood","startTime":709.205,"endTime":712.865,"body":"you're getting all of that revenue"},{"speaker":"Cheryl Wood","startTime":709.205,"endTime":712.865,"body":"and all of those prop, all that profit"},{"speaker":"Cheryl Wood","startTime":712.87,"endTime":716.255,"body":"potential becomes a part of what"},{"speaker":"Cheryl Wood","startTime":712.87,"endTime":716.255,"body":"you're bringing into your business."},{"speaker":"Cheryl Wood","startTime":716.285,"endTime":720.0,"body":"So, for myself, I am a paid speaker."},{"speaker":"Cheryl Wood","startTime":720.15,"endTime":722.22,"body":"There are organizations"},{"speaker":"Cheryl Wood","startTime":720.15,"endTime":722.22,"body":"that call me, they hire me."},{"speaker":"Cheryl Wood","startTime":722.22,"endTime":723.51,"body":"Hey, what's your speaker fee?"},{"speaker":"Cheryl Wood","startTime":723.51,"endTime":723.87,"body":"Great."},{"speaker":"Cheryl Wood","startTime":723.87,"endTime":724.71,"body":"It's in our budget."},{"speaker":"Cheryl Wood","startTime":724.733,"endTime":727.237,"body":"We do the contract, they write"},{"speaker":"Cheryl Wood","startTime":724.733,"endTime":727.237,"body":"the check, I go and perform."},{"speaker":"Cheryl Wood","startTime":727.237,"endTime":728.189,"body":"And it is what it is."},{"speaker":"Cheryl Wood","startTime":728.489,"endTime":733.619,"body":"But then there are a lot of engagements"},{"speaker":"Cheryl Wood","startTime":728.489,"endTime":733.619,"body":"that are outside of that scope of paid."},{"speaker":"Cheryl Wood","startTime":733.624,"endTime":736.439,"body":"And I have to come in and I"},{"speaker":"Cheryl Wood","startTime":733.624,"endTime":736.439,"body":"have to earn my speaker fee."},{"speaker":"Cheryl Wood","startTime":736.559,"endTime":740.669,"body":"I don't mind doing that because oftentimes"},{"speaker":"Cheryl Wood","startTime":736.559,"endTime":740.669,"body":"to be very honest, I can earn more when"},{"speaker":"Cheryl Wood","startTime":740.669,"endTime":744.019,"body":"I have a speak to sell opportunity than"},{"speaker":"Cheryl Wood","startTime":740.669,"endTime":744.019,"body":"when somebody pays me my full speaker fee."},{"speaker":"Cheryl Wood","startTime":744.399,"endTime":748.501,"body":"So, I just imagine I'm in front of an"},{"speaker":"Cheryl Wood","startTime":744.399,"endTime":748.501,"body":"audience of 200 people and typically"},{"speaker":"Cheryl Wood","startTime":748.501,"endTime":752.341,"body":"most speakers are closing somewhere on"},{"speaker":"Cheryl Wood","startTime":748.501,"endTime":752.341,"body":"a lower end of 10 to 20% of the room."},{"speaker":"Cheryl Wood","startTime":752.341,"endTime":757.194,"body":"So, let's say I close 20% of the room and"},{"speaker":"Cheryl Wood","startTime":752.341,"endTime":757.194,"body":"I have a product that's, a thousand bucks."},{"speaker":"Cheryl Wood","startTime":757.199,"endTime":758.754,"body":"I always keep my trusted calculator here."},{"speaker":"Cheryl Wood","startTime":759.054,"endTime":763.224,"body":"And if I close 20% of the room, that mean"},{"speaker":"Cheryl Wood","startTime":759.054,"endTime":763.224,"body":"that's 40 people who are gonna say yes"},{"speaker":"Cheryl Wood","startTime":763.224,"endTime":765.624,"body":"to my thousand dollars product or offer."},{"speaker":"Cheryl Wood","startTime":765.624,"endTime":770.584,"body":"If that's 40 grand, that's much larger"},{"speaker":"Cheryl Wood","startTime":765.624,"endTime":770.584,"body":"than my actual paid speaker fee."},{"speaker":"Cheryl Wood","startTime":770.874,"endTime":774.669,"body":"So, for me, I don't box"},{"speaker":"Cheryl Wood","startTime":770.874,"endTime":774.669,"body":"myself into one or the other."},{"speaker":"Cheryl Wood","startTime":774.939,"endTime":781.899,"body":"I allow myself the range of being able"},{"speaker":"Cheryl Wood","startTime":774.939,"endTime":781.899,"body":"to do whatever fits for that event."},{"speaker":"Cheryl Wood","startTime":782.139,"endTime":785.469,"body":"So, if it's a conference, which I"},{"speaker":"Cheryl Wood","startTime":782.139,"endTime":785.469,"body":"get booked for a lot of conferences,"},{"speaker":"Cheryl Wood","startTime":785.474,"endTime":788.679,"body":"and maybe they're only able to offer"},{"speaker":"Cheryl Wood","startTime":785.474,"endTime":788.679,"body":"me an honorarium, which is just a"},{"speaker":"Cheryl Wood","startTime":788.679,"endTime":790.419,"body":"small portion of my speaker fee."},{"speaker":"Cheryl Wood","startTime":790.609,"endTime":793.729,"body":"But they also allow me to come"},{"speaker":"Cheryl Wood","startTime":790.609,"endTime":793.729,"body":"in and sell what I'm gonna sell"},{"speaker":"Cheryl Wood","startTime":793.729,"endTime":795.499,"body":"from the front of the room then."},{"speaker":"Cheryl Wood","startTime":795.589,"endTime":795.889,"body":"Yeah."},{"speaker":"Cheryl Wood","startTime":795.889,"endTime":800.059,"body":"If it's the right audience, then that can"},{"speaker":"Cheryl Wood","startTime":795.889,"endTime":800.059,"body":"certainly be a viable opportunity for me."},{"speaker":"Cheryl Wood","startTime":800.059,"endTime":804.889,"body":"So, don't shut yourself out of potential"},{"speaker":"Cheryl Wood","startTime":800.059,"endTime":804.889,"body":"revenue because you only wanna play"},{"speaker":"Cheryl Wood","startTime":804.889,"endTime":806.639,"body":"in one of those faces, do both."},{"speaker":"Jonathan Green","startTime":807.324,"endTime":809.664,"body":"So, for someone"},{"speaker":"Jonathan Green","startTime":807.324,"endTime":809.664,"body":"who's starting out how you"},{"speaker":"Jonathan Green","startTime":809.664,"endTime":813.084,"body":"get your very first speaking"},{"speaker":"Jonathan Green","startTime":809.664,"endTime":813.084,"body":"engagement and should you be free?"},{"speaker":"Cheryl Wood","startTime":813.924,"endTime":814.134,"body":"okay."},{"speaker":"Cheryl Wood","startTime":814.134,"endTime":818.634,"body":"So first of all, I never used the word"},{"speaker":"Cheryl Wood","startTime":814.134,"endTime":818.634,"body":"free because none of us work for free."},{"speaker":"Cheryl Wood","startTime":818.634,"endTime":821.904,"body":"You don't go to a job and not"},{"speaker":"Cheryl Wood","startTime":818.634,"endTime":821.904,"body":"expect to get some type of payment."},{"speaker":"Cheryl Wood","startTime":822.024,"endTime":825.564,"body":"We don't work for free unless we've signed"},{"speaker":"Cheryl Wood","startTime":822.024,"endTime":825.564,"body":"up to do some type of charitable work."},{"speaker":"Cheryl Wood","startTime":825.576,"endTime":829.593,"body":"So, I, number one would change"},{"speaker":"Cheryl Wood","startTime":825.576,"endTime":829.593,"body":"that terminology and instead of"},{"speaker":"Cheryl Wood","startTime":829.593,"endTime":831.303,"body":"saying, oh, I'll do it for free."},{"speaker":"Cheryl Wood","startTime":831.483,"endTime":833.523,"body":"I'm willing to waive my fee."},{"speaker":"Cheryl Wood","startTime":833.943,"endTime":836.523,"body":"That's number one, because if you"},{"speaker":"Cheryl Wood","startTime":833.943,"endTime":836.523,"body":"put that out there that you're"},{"speaker":"Cheryl Wood","startTime":836.523,"endTime":837.813,"body":"free, you will always be free."},{"speaker":"Cheryl Wood","startTime":837.826,"endTime":840.392,"body":"We speak the things that end"},{"speaker":"Cheryl Wood","startTime":837.826,"endTime":840.392,"body":"up manifesting in our lives."},{"speaker":"Cheryl Wood","startTime":840.722,"endTime":841.913,"body":"So, you're willing to wave your fee."},{"speaker":"Cheryl Wood","startTime":841.933,"endTime":844.863,"body":"You have, you should"},{"speaker":"Cheryl Wood","startTime":841.933,"endTime":844.863,"body":"have a set speaker fee."},{"speaker":"Cheryl Wood","startTime":845.563,"endTime":848.803,"body":"And you should let people know, inform"},{"speaker":"Cheryl Wood","startTime":845.563,"endTime":848.803,"body":"people of what that speaker fee is"},{"speaker":"Cheryl Wood","startTime":849.073,"endTime":852.553,"body":"now, whether they're able to pay the"},{"speaker":"Cheryl Wood","startTime":849.073,"endTime":852.553,"body":"fee or not, whether you're willing to"},{"speaker":"Cheryl Wood","startTime":852.553,"endTime":854.863,"body":"negotiate the fee or waive the fee."},{"speaker":"Cheryl Wood","startTime":855.013,"endTime":856.363,"body":"That's a different conversation."},{"speaker":"Cheryl Wood","startTime":856.573,"endTime":856.993,"body":"All right."},{"speaker":"Cheryl Wood","startTime":857.203,"endTime":858.103,"body":"Number two."},{"speaker":"Cheryl Wood","startTime":858.163,"endTime":860.473,"body":"How do I find my first"},{"speaker":"Cheryl Wood","startTime":858.163,"endTime":860.473,"body":"speaking engagement?"},{"speaker":"Cheryl Wood","startTime":860.505,"endTime":863.157,"body":"Number one, you've gotta"},{"speaker":"Cheryl Wood","startTime":860.505,"endTime":863.157,"body":"have certain assets in place."},{"speaker":"Cheryl Wood","startTime":863.157,"endTime":863.787,"body":"I believe."},{"speaker":"Cheryl Wood","startTime":863.962,"endTime":865.882,"body":"That say I'm a speaker."},{"speaker":"Cheryl Wood","startTime":866.152,"endTime":870.952,"body":"So, do you have marketing that"},{"speaker":"Cheryl Wood","startTime":866.152,"endTime":870.952,"body":"says I can come and I can share my"},{"speaker":"Cheryl Wood","startTime":870.952,"endTime":872.542,"body":"expert advice with your audience."},{"speaker":"Cheryl Wood","startTime":872.962,"endTime":874.882,"body":"Do you have a speaker, one sheet?"},{"speaker":"Cheryl Wood","startTime":875.092,"endTime":879.022,"body":"Do you have a bio that references"},{"speaker":"Cheryl Wood","startTime":875.092,"endTime":879.022,"body":"you as being an expert who will"},{"speaker":"Cheryl Wood","startTime":879.022,"endTime":880.702,"body":"come in and speak for organizations?"},{"speaker":"Cheryl Wood","startTime":880.822,"endTime":884.392,"body":"Do you have any type of footage"},{"speaker":"Cheryl Wood","startTime":880.822,"endTime":884.392,"body":"of you actually speaking?"},{"speaker":"Cheryl Wood","startTime":884.482,"endTime":886.862,"body":"Now, if this is your first speaking"},{"speaker":"Cheryl Wood","startTime":884.482,"endTime":886.862,"body":"engagement, maybe you're saying"},{"speaker":"Cheryl Wood","startTime":886.873,"endTime":889.823,"body":"how would I have footage if I've"},{"speaker":"Cheryl Wood","startTime":886.873,"endTime":889.823,"body":"never spoken on stage before?"},{"speaker":"Cheryl Wood","startTime":889.838,"endTime":892.028,"body":"Even though you've never"},{"speaker":"Cheryl Wood","startTime":889.838,"endTime":892.028,"body":"spoken on stage before."},{"speaker":"Cheryl Wood","startTime":892.423,"endTime":896.713,"body":"The importance in getting your first"},{"speaker":"Cheryl Wood","startTime":892.423,"endTime":896.713,"body":"gig is by being able to show people"},{"speaker":"Cheryl Wood","startTime":896.713,"endTime":900.748,"body":"and demonstrate to people, how you"},{"speaker":"Cheryl Wood","startTime":896.713,"endTime":900.748,"body":"speak and what your delivery style is."},{"speaker":"Cheryl Wood","startTime":900.988,"endTime":905.728,"body":"So, you should at a minimum, have a"},{"speaker":"Cheryl Wood","startTime":900.988,"endTime":905.728,"body":"customized YouTube channel where every"},{"speaker":"Cheryl Wood","startTime":905.728,"endTime":912.118,"body":"week at a minimum, once a week, you are"},{"speaker":"Cheryl Wood","startTime":905.728,"endTime":912.118,"body":"doing a presentation to an audience."},{"speaker":"Cheryl Wood","startTime":912.118,"endTime":915.988,"body":"Whoever you say your ideal"},{"speaker":"Cheryl Wood","startTime":912.118,"endTime":915.988,"body":"audience is, and it could be a two"},{"speaker":"Cheryl Wood","startTime":915.988,"endTime":917.818,"body":"minute to a three-minute video."},{"speaker":"Cheryl Wood","startTime":918.058,"endTime":922.498,"body":"But what that does is it gives you"},{"speaker":"Cheryl Wood","startTime":918.058,"endTime":922.498,"body":"something to be able to send to a meeting"},{"speaker":"Cheryl Wood","startTime":922.498,"endTime":925.978,"body":"planner, an event planner, or someone"},{"speaker":"Cheryl Wood","startTime":922.498,"endTime":925.978,"body":"who's gonna be hiring the speaker to"},{"speaker":"Cheryl Wood","startTime":925.978,"endTime":931.458,"body":"say, yes, I can clearly articulate"},{"speaker":"Cheryl Wood","startTime":925.978,"endTime":931.458,"body":"myself and articulate a message."},{"speaker":"Cheryl Wood","startTime":931.908,"endTime":934.818,"body":"Yes, I am this type of energy."},{"speaker":"Cheryl Wood","startTime":934.848,"endTime":937.318,"body":"I'm monotone or I'm high energy."},{"speaker":"Cheryl Wood","startTime":937.367,"endTime":937.847,"body":"Yes."},{"speaker":"Cheryl Wood","startTime":937.847,"endTime":940.487,"body":"I'm able to enunciate and pronunciate."},{"speaker":"Cheryl Wood","startTime":940.757,"endTime":944.408,"body":"So, someone who's gonna hire you to"},{"speaker":"Cheryl Wood","startTime":940.757,"endTime":944.408,"body":"speak on their stage has to have some"},{"speaker":"Cheryl Wood","startTime":944.408,"endTime":946.458,"body":"vision of what you're going to deliver."},{"speaker":"Cheryl Wood","startTime":946.953,"endTime":950.253,"body":"So, you must have those"},{"speaker":"Cheryl Wood","startTime":946.953,"endTime":950.253,"body":"basic assets in place."},{"speaker":"Cheryl Wood","startTime":950.253,"endTime":954.213,"body":"In addition to let me add two more"},{"speaker":"Cheryl Wood","startTime":950.253,"endTime":954.213,"body":"things to that, a digital footprint,"},{"speaker":"Cheryl Wood","startTime":954.213,"endTime":956.073,"body":"you've gotta have some type of website."},{"speaker":"Cheryl Wood","startTime":956.253,"endTime":960.093,"body":"If you don't have a website to send"},{"speaker":"Cheryl Wood","startTime":956.253,"endTime":960.093,"body":"me to, I really don't believe that you"},{"speaker":"Cheryl Wood","startTime":960.093,"endTime":963.843,"body":"are a professional and that's anything"},{"speaker":"Cheryl Wood","startTime":960.093,"endTime":963.843,"body":"speaking or outside of speaking."},{"speaker":"Cheryl Wood","startTime":964.143,"endTime":967.603,"body":"And number two, you must have"},{"speaker":"Cheryl Wood","startTime":964.143,"endTime":967.603,"body":"a professional head shoot."},{"speaker":"Cheryl Wood","startTime":967.873,"endTime":970.493,"body":"Because those are the first things"},{"speaker":"Cheryl Wood","startTime":967.873,"endTime":970.493,"body":"that anyone who's gonna hire"},{"speaker":"Cheryl Wood","startTime":970.493,"endTime":971.963,"body":"you to speak are gonna ask for."},{"speaker":"Cheryl Wood","startTime":972.113,"endTime":976.103,"body":"Can you please send us over your"},{"speaker":"Cheryl Wood","startTime":972.113,"endTime":976.103,"body":"professional headshot, your bio, your"},{"speaker":"Cheryl Wood","startTime":976.103,"endTime":980.48,"body":"website, and most times a media kit"},{"speaker":"Cheryl Wood","startTime":976.103,"endTime":980.48,"body":"or a speaker one sheet as well as a"},{"speaker":"Cheryl Wood","startTime":980.48,"endTime":982.61,"body":"real, a demo or a real of you speaking."},{"speaker":"Cheryl Wood","startTime":982.61,"endTime":986.21,"body":"And again, if you don't have that demo"},{"speaker":"Cheryl Wood","startTime":982.61,"endTime":986.21,"body":"or real, because you've never spoken"},{"speaker":"Cheryl Wood","startTime":986.21,"endTime":989.72,"body":"in front of a live audience, send"},{"speaker":"Cheryl Wood","startTime":986.21,"endTime":989.72,"body":"them directly the link directly to"},{"speaker":"Cheryl Wood","startTime":989.72,"endTime":993.8,"body":"your YouTube, your customized YouTube"},{"speaker":"Cheryl Wood","startTime":989.72,"endTime":993.8,"body":"channel of you articulating a clear"},{"speaker":"Cheryl Wood","startTime":993.8,"endTime":996.77,"body":"message and then to actually find it."},{"speaker":"Cheryl Wood","startTime":997.145,"endTime":999.095,"body":"You've gotta be inquisitive."},{"speaker":"Cheryl Wood","startTime":999.305,"endTime":1003.025,"body":"So, you need to be on something"},{"speaker":"Cheryl Wood","startTime":999.305,"endTime":1003.025,"body":"as simple as going to Google and"},{"speaker":"Cheryl Wood","startTime":1003.025,"endTime":1004.795,"body":"typing in where you wanna speak."},{"speaker":"Cheryl Wood","startTime":1004.795,"endTime":1007.645,"body":"So, we use the words call for speakers."},{"speaker":"Cheryl Wood","startTime":1007.825,"endTime":1011.215,"body":"Those three words are what"},{"speaker":"Cheryl Wood","startTime":1007.825,"endTime":1011.215,"body":"we use to cert for speaking"},{"speaker":"Cheryl Wood","startTime":1011.215,"endTime":1013.105,"body":"opportunities, call for speakers."},{"speaker":"Cheryl Wood","startTime":1013.105,"endTime":1016.645,"body":"And then you can add to the end of"},{"speaker":"Cheryl Wood","startTime":1013.105,"endTime":1016.645,"body":"that, if there's something specific,"},{"speaker":"Cheryl Wood","startTime":1016.645,"endTime":1022.135,"body":"a specific industry for tech"},{"speaker":"Cheryl Wood","startTime":1016.645,"endTime":1022.135,"body":"conferences, for financial trade shows,"},{"speaker":"Cheryl Wood","startTime":1022.255,"endTime":1023.965,"body":"whatever you might be looking for."},{"speaker":"Cheryl Wood","startTime":1024.115,"endTime":1027.17,"body":"And what Google will do is it"},{"speaker":"Cheryl Wood","startTime":1024.115,"endTime":1027.17,"body":"will do a search and pull up."},{"speaker":"Cheryl Wood","startTime":1027.77,"endTime":1031.225,"body":"Organizations, conferences,"},{"speaker":"Cheryl Wood","startTime":1027.77,"endTime":1031.225,"body":"events that are coming up"},{"speaker":"Cheryl Wood","startTime":1031.315,"endTime":1033.235,"body":"that are looking for speakers."},{"speaker":"Cheryl Wood","startTime":1033.415,"endTime":1037.615,"body":"And there's usually a page that you"},{"speaker":"Cheryl Wood","startTime":1033.415,"endTime":1037.615,"body":"have to click on that provides all"},{"speaker":"Cheryl Wood","startTime":1037.615,"endTime":1041.965,"body":"of the qualifications if you will, of"},{"speaker":"Cheryl Wood","startTime":1037.615,"endTime":1041.965,"body":"someone who's gonna speak and whether"},{"speaker":"Cheryl Wood","startTime":1041.965,"endTime":1044.365,"body":"or not they're offering payment,"},{"speaker":"Cheryl Wood","startTime":1041.965,"endTime":1044.365,"body":"whether or not they're gonna cover"},{"speaker":"Cheryl Wood","startTime":1044.365,"endTime":1048.655,"body":"your airfare, your hotel, you're around"},{"speaker":"Cheryl Wood","startTime":1044.365,"endTime":1048.655,"body":"transportation, et cetera, et cetera."},{"speaker":"Cheryl Wood","startTime":1048.805,"endTime":1050.245,"body":"So, at a minimum start."},{"speaker":"Jonathan Green","startTime":1050.84,"endTime":1051.41,"body":"That's amazing."},{"speaker":"Jonathan Green","startTime":1051.41,"endTime":1052.34,"body":"I didn't know about that."},{"speaker":"Jonathan Green","startTime":1052.34,"endTime":1053.99,"body":"So, I learned something"},{"speaker":"Jonathan Green","startTime":1052.34,"endTime":1053.99,"body":"really exciting there."},{"speaker":"Jonathan Green","startTime":1054.2,"endTime":1056.24,"body":"I wanna go back to earlier in"},{"speaker":"Jonathan Green","startTime":1054.2,"endTime":1056.24,"body":"your answer, cause you said so"},{"speaker":"Jonathan Green","startTime":1056.24,"endTime":1059.45,"body":"many great things, but you talked"},{"speaker":"Jonathan Green","startTime":1056.24,"endTime":1059.45,"body":"about your reel that you send in."},{"speaker":"Jonathan Green","startTime":1059.45,"endTime":1062.57,"body":"And my question is how much of"},{"speaker":"Jonathan Green","startTime":1059.45,"endTime":1062.57,"body":"it do people actually watch?"},{"speaker":"Jonathan Green","startTime":1062.57,"endTime":1067.25,"body":"When I was 21, I applied to a program"},{"speaker":"Jonathan Green","startTime":1062.57,"endTime":1067.25,"body":"and I sent in a 45-minute video and"},{"speaker":"Jonathan Green","startTime":1067.25,"endTime":1069.737,"body":"they go, we just watched the first three"},{"speaker":"Jonathan Green","startTime":1067.25,"endTime":1069.737,"body":"minutes and I was like but it was so good."},{"speaker":"Jonathan Green","startTime":1069.737,"endTime":1070.397,"body":"You missed the rest."},{"speaker":"Jonathan Green","startTime":1070.421,"endTime":1073.249,"body":"I got the opportunity,"},{"speaker":"Jonathan Green","startTime":1070.421,"endTime":1073.249,"body":"but I wonder about that."},{"speaker":"Jonathan Green","startTime":1073.249,"endTime":1074.059,"body":"And also."},{"speaker":"Jonathan Green","startTime":1074.634,"endTime":1075.894,"body":"Especially for corporate events."},{"speaker":"Jonathan Green","startTime":1075.894,"endTime":1078.864,"body":"Is it actually the person whose name"},{"speaker":"Jonathan Green","startTime":1075.894,"endTime":1078.864,"body":"is on everything that's in charge"},{"speaker":"Jonathan Green","startTime":1078.864,"endTime":1081.834,"body":"or is it like their secretary or"},{"speaker":"Jonathan Green","startTime":1078.864,"endTime":1081.834,"body":"an intern who's actually doing most"},{"speaker":"Jonathan Green","startTime":1081.834,"endTime":1084.744,"body":"of the decision making when they"},{"speaker":"Jonathan Green","startTime":1081.834,"endTime":1084.744,"body":"decide what to bring to that person?"},{"speaker":"Cheryl Wood","startTime":1084.774,"endTime":1084.984,"body":"Yeah."},{"speaker":"Cheryl Wood","startTime":1084.984,"endTime":1085.584,"body":"Great question."},{"speaker":"Cheryl Wood","startTime":1085.584,"endTime":1088.804,"body":"So, in regards to the"},{"speaker":"Cheryl Wood","startTime":1085.584,"endTime":1088.804,"body":"real, yeah, keep it brief."},{"speaker":"Cheryl Wood","startTime":1088.804,"endTime":1090.278,"body":"You know how busy you are, right."},{"speaker":"Cheryl Wood","startTime":1090.278,"endTime":1091.298,"body":"And I'm busy."},{"speaker":"Cheryl Wood","startTime":1091.321,"endTime":1095.058,"body":"I run it an international"},{"speaker":"Cheryl Wood","startTime":1091.321,"endTime":1095.058,"body":"million-dollar enterprise."},{"speaker":"Cheryl Wood","startTime":1095.743,"endTime":1096.703,"body":"Speaking and coaching."},{"speaker":"Cheryl Wood","startTime":1096.913,"endTime":1098.983,"body":"I have a husband, I'm nurturing marriage."},{"speaker":"Cheryl Wood","startTime":1098.983,"endTime":1100.273,"body":"We've been married for 21 years."},{"speaker":"Cheryl Wood","startTime":1100.273,"endTime":1101.293,"body":"We still like each other."},{"speaker":"Cheryl Wood","startTime":1101.293,"endTime":1101.833,"body":"Amen."},{"speaker":"Cheryl Wood","startTime":1101.983,"endTime":1106.363,"body":"And I have three teenagers, so my"},{"speaker":"Cheryl Wood","startTime":1101.983,"endTime":1106.363,"body":"life is busy, but I'm doing all"},{"speaker":"Cheryl Wood","startTime":1106.363,"endTime":1107.593,"body":"these things to change the world."},{"speaker":"Cheryl Wood","startTime":1107.593,"endTime":1109.483,"body":"And I'm trying to look for"},{"speaker":"Cheryl Wood","startTime":1107.593,"endTime":1109.483,"body":"speakers that I can bring in."},{"speaker":"Cheryl Wood","startTime":1109.663,"endTime":1112.723,"body":"I don't have 45 minutes to"},{"speaker":"Cheryl Wood","startTime":1109.663,"endTime":1112.723,"body":"watch your full presentation."},{"speaker":"Cheryl Wood","startTime":1112.933,"endTime":1115.903,"body":"Just give me a good minute and"},{"speaker":"Cheryl Wood","startTime":1112.933,"endTime":1115.903,"body":"a half to two minutes where"},{"speaker":"Cheryl Wood","startTime":1115.903,"endTime":1117.523,"body":"I can see how you engage."},{"speaker":"Cheryl Wood","startTime":1117.613,"endTime":1118.603,"body":"And also let me say this."},{"speaker":"Cheryl Wood","startTime":1118.783,"endTime":1121.913,"body":"Another mistake that I find that a"},{"speaker":"Cheryl Wood","startTime":1118.783,"endTime":1121.913,"body":"lot of speakers make with their reel."},{"speaker":"Cheryl Wood","startTime":1122.278,"endTime":1127.634,"body":"Is, they do almost like these these still"},{"speaker":"Cheryl Wood","startTime":1122.278,"endTime":1127.634,"body":"photos, but it's never, I never hear"},{"speaker":"Cheryl Wood","startTime":1127.634,"endTime":1129.494,"body":"you actually speaking on the photos."},{"speaker":"Cheryl Wood","startTime":1129.499,"endTime":1134.684,"body":"So, it's someone doing a voice over top"},{"speaker":"Cheryl Wood","startTime":1129.499,"endTime":1134.684,"body":"of still photos shots that photos that"},{"speaker":"Cheryl Wood","startTime":1134.684,"endTime":1139.439,"body":"they've inserted into the video that"},{"speaker":"Cheryl Wood","startTime":1134.684,"endTime":1139.439,"body":"doesn't share the experience with me of"},{"speaker":"Cheryl Wood","startTime":1139.439,"endTime":1140.849,"body":"what you're gonna bring to my audience."},{"speaker":"Cheryl Wood","startTime":1141.059,"endTime":1144.389,"body":"I need to hear at some point, even"},{"speaker":"Cheryl Wood","startTime":1141.059,"endTime":1144.389,"body":"if you have those still photos"},{"speaker":"Cheryl Wood","startTime":1144.539,"endTime":1148.114,"body":"with a voiceover, and then at"},{"speaker":"Cheryl Wood","startTime":1144.539,"endTime":1148.114,"body":"some point in the video it stops."},{"speaker":"Cheryl Wood","startTime":1148.114,"endTime":1151.684,"body":"And it actually is a real"},{"speaker":"Cheryl Wood","startTime":1148.114,"endTime":1151.684,"body":"live clip of you speaking."},{"speaker":"Cheryl Wood","startTime":1151.684,"endTime":1153.919,"body":"And I can hear you speaking."},{"speaker":"Cheryl Wood","startTime":1154.099,"endTime":1159.619,"body":"That is acceptable, but it's very hard for"},{"speaker":"Cheryl Wood","startTime":1154.099,"endTime":1159.619,"body":"me to make a determination if there is, I"},{"speaker":"Cheryl Wood","startTime":1159.619,"endTime":1161.479,"body":"never get to hear you speak on the video."},{"speaker":"Cheryl Wood","startTime":1161.689,"endTime":1164.719,"body":"So, keep it brief, keep it short"},{"speaker":"Cheryl Wood","startTime":1161.689,"endTime":1164.719,"body":"because people live busy lives."},{"speaker":"Cheryl Wood","startTime":1164.719,"endTime":1168.159,"body":"Decision makers, live busy lives, and"},{"speaker":"Cheryl Wood","startTime":1164.719,"endTime":1168.159,"body":"they don't have time to watch your 20"},{"speaker":"Cheryl Wood","startTime":1168.159,"endTime":1172.429,"body":"minutes, 30 minute, 40 minute presentation"},{"speaker":"Cheryl Wood","startTime":1168.159,"endTime":1172.429,"body":"next as it relates to corporations."},{"speaker":"Cheryl Wood","startTime":1172.489,"endTime":1174.259,"body":"So, again, that's really not."},{"speaker":"Cheryl Wood","startTime":1174.864,"endTime":1178.674,"body":"I don't submit directly to"},{"speaker":"Cheryl Wood","startTime":1174.864,"endTime":1178.674,"body":"corporations to be very honest."},{"speaker":"Cheryl Wood","startTime":1178.674,"endTime":1181.974,"body":"Most times they find me,"},{"speaker":"Cheryl Wood","startTime":1178.674,"endTime":1181.974,"body":"I've spoken for NASA."},{"speaker":"Cheryl Wood","startTime":1182.034,"endTime":1184.914,"body":"I've spoken for capital one,"},{"speaker":"Cheryl Wood","startTime":1182.034,"endTime":1184.914,"body":"their cybersecurity team."},{"speaker":"Cheryl Wood","startTime":1185.064,"endTime":1189.234,"body":"I've spoken for Verizon about six"},{"speaker":"Cheryl Wood","startTime":1185.064,"endTime":1189.234,"body":"times, but the beautiful thing is."},{"speaker":"Cheryl Wood","startTime":1189.574,"endTime":1193.564,"body":"They're able to find me because"},{"speaker":"Cheryl Wood","startTime":1189.574,"endTime":1193.564,"body":"I'm amazing in my lane of"},{"speaker":"Cheryl Wood","startTime":1193.564,"endTime":1195.034,"body":"brilliance, which is communication."},{"speaker":"Cheryl Wood","startTime":1195.604,"endTime":1198.964,"body":"So even though I don't pitch"},{"speaker":"Cheryl Wood","startTime":1195.604,"endTime":1198.964,"body":"them, I don't target them."},{"speaker":"Cheryl Wood","startTime":1199.204,"endTime":1202.894,"body":"They're able to find me because there"},{"speaker":"Cheryl Wood","startTime":1199.204,"endTime":1202.894,"body":"is what I call a splatter effect."},{"speaker":"Cheryl Wood","startTime":1202.894,"endTime":1205.774,"body":"Like almost when you paint a wall,"},{"speaker":"Cheryl Wood","startTime":1202.894,"endTime":1205.774,"body":"I could paint this wall behind me."},{"speaker":"Cheryl Wood","startTime":1205.774,"endTime":1206.944,"body":"I could put down the little tarp."},{"speaker":"Cheryl Wood","startTime":1207.274,"endTime":1209.194,"body":"And I don't care how cautious I am."},{"speaker":"Cheryl Wood","startTime":1209.194,"endTime":1213.124,"body":"I promise you, I'm going to find a"},{"speaker":"Cheryl Wood","startTime":1209.194,"endTime":1213.124,"body":"splatter of paint on another wall"},{"speaker":"Cheryl Wood","startTime":1213.184,"endTime":1215.824,"body":"or a splatter of paint on my chair"},{"speaker":"Cheryl Wood","startTime":1213.184,"endTime":1215.824,"body":"that I'm gonna have to clean off."},{"speaker":"Cheryl Wood","startTime":1216.004,"endTime":1219.604,"body":"So, when you are amazing and focused"},{"speaker":"Cheryl Wood","startTime":1216.004,"endTime":1219.604,"body":"in one lane, there will always be a"},{"speaker":"Cheryl Wood","startTime":1219.604,"endTime":1223.024,"body":"splatter effect of other people who"},{"speaker":"Cheryl Wood","startTime":1219.604,"endTime":1223.024,"body":"will see your brilliance, who will see"},{"speaker":"Cheryl Wood","startTime":1223.024,"endTime":1224.824,"body":"your bright light and say, oh my God."},{"speaker":"Cheryl Wood","startTime":1225.339,"endTime":1228.909,"body":"We've gotta get her or gotta get"},{"speaker":"Cheryl Wood","startTime":1225.339,"endTime":1228.909,"body":"him into our audience so that she"},{"speaker":"Cheryl Wood","startTime":1228.914,"endTime":1232.659,"body":"can bring that same energy or that"},{"speaker":"Cheryl Wood","startTime":1228.914,"endTime":1232.659,"body":"same, whatever the topic might be."},{"speaker":"Cheryl Wood","startTime":1232.899,"endTime":1235.531,"body":"But for me, every time I am"},{"speaker":"Cheryl Wood","startTime":1232.899,"endTime":1235.531,"body":"contacted, I've never been"},{"speaker":"Cheryl Wood","startTime":1235.531,"endTime":1237.211,"body":"contacted by anybody's assistant."},{"speaker":"Cheryl Wood","startTime":1237.571,"endTime":1242.276,"body":"I am always contacted by either the"},{"speaker":"Cheryl Wood","startTime":1237.571,"endTime":1242.276,"body":"person who is doing the final decision"},{"speaker":"Cheryl Wood","startTime":1242.276,"endTime":1247.526,"body":"making, or I am contacted by that person's"},{"speaker":"Cheryl Wood","startTime":1242.276,"endTime":1247.526,"body":"right-hand person, which normally is not"},{"speaker":"Cheryl Wood","startTime":1247.766,"endTime":1252.146,"body":"necessarily a secretary or assistant,"},{"speaker":"Cheryl Wood","startTime":1247.766,"endTime":1252.146,"body":"but it might be the director of X, Y,"},{"speaker":"Cheryl Wood","startTime":1252.146,"endTime":1255.866,"body":"Z, who works closely with them and is"},{"speaker":"Cheryl Wood","startTime":1252.146,"endTime":1255.866,"body":"helping them to plan out that event."},{"speaker":"Cheryl Wood","startTime":1256.046,"endTime":1262.507,"body":"Even when I had just closed a deal for"},{"speaker":"Cheryl Wood","startTime":1256.046,"endTime":1262.507,"body":"speaking with a big company last week"},{"speaker":"Cheryl Wood","startTime":1263.167,"endTime":1269.017,"body":"and the person who was able to get"},{"speaker":"Cheryl Wood","startTime":1263.167,"endTime":1269.017,"body":"me to the decision maker is someone"},{"speaker":"Cheryl Wood","startTime":1269.017,"endTime":1274.237,"body":"who has been to events where I've"},{"speaker":"Cheryl Wood","startTime":1269.017,"endTime":1274.237,"body":"spoken before, not corporate events,"},{"speaker":"Cheryl Wood","startTime":1274.507,"endTime":1278.017,"body":"entrepreneurial events, because this"},{"speaker":"Cheryl Wood","startTime":1274.507,"endTime":1278.017,"body":"person happens to have a business"},{"speaker":"Cheryl Wood","startTime":1278.017,"endTime":1280.627,"body":"on the side of their full-time gig."},{"speaker":"Cheryl Wood","startTime":1281.017,"endTime":1283.117,"body":"So, you just never know who's in the room."},{"speaker":"Cheryl Wood","startTime":1283.357,"endTime":1286.147,"body":"You don't know what big"},{"speaker":"Cheryl Wood","startTime":1283.357,"endTime":1286.147,"body":"companies they work for."},{"speaker":"Cheryl Wood","startTime":1286.147,"endTime":1289.067,"body":"Even when you're serving"},{"speaker":"Cheryl Wood","startTime":1286.147,"endTime":1289.067,"body":"outside of a space of Corporate."},{"speaker":"Cheryl Wood","startTime":1289.297,"endTime":1293.527,"body":"And so, this person works directly"},{"speaker":"Cheryl Wood","startTime":1289.297,"endTime":1293.527,"body":"with the decision maker who is hiring"},{"speaker":"Cheryl Wood","startTime":1293.527,"endTime":1295.537,"body":"for this big company's annual event."},{"speaker":"Cheryl Wood","startTime":1295.597,"endTime":1298.447,"body":"And sure enough, we signed"},{"speaker":"Cheryl Wood","startTime":1295.597,"endTime":1298.447,"body":"the contract and I'll be their"},{"speaker":"Cheryl Wood","startTime":1298.447,"endTime":1300.457,"body":"keynote speaker on February 22nd."},{"speaker":"Jonathan Green","startTime":1300.847,"endTime":1301.537,"body":"Very exciting."},{"speaker":"Jonathan Green","startTime":1301.537,"endTime":1302.497,"body":"Congratulations."},{"speaker":"Cheryl Wood","startTime":1302.587,"endTime":1302.887,"body":"Thank you."},{"speaker":"Jonathan Green","startTime":1303.187,"endTime":1307.177,"body":"So, for someone"},{"speaker":"Jonathan Green","startTime":1303.187,"endTime":1307.177,"body":"who's starting out, they often"},{"speaker":"Jonathan Green","startTime":1307.177,"endTime":1308.917,"body":"think they need all of these things."},{"speaker":"Jonathan Green","startTime":1308.917,"endTime":1311.197,"body":"One thing people always say, cuz I"},{"speaker":"Jonathan Green","startTime":1308.917,"endTime":1311.197,"body":"admire of expertise is of course officer."},{"speaker":"Jonathan Green","startTime":1311.857,"endTime":1312.787,"body":"In books, they go."},{"speaker":"Jonathan Green","startTime":1313.057,"endTime":1315.817,"body":"And I say, when people are hiring you"},{"speaker":"Jonathan Green","startTime":1313.057,"endTime":1315.817,"body":"for speak engagement, they don't read"},{"speaker":"Jonathan Green","startTime":1315.817,"endTime":1319.927,"body":"the book  they never read the whole book"},{"speaker":"Jonathan Green","startTime":1315.817,"endTime":1319.927,"body":"it's so they have this I'm like, they"},{"speaker":"Jonathan Green","startTime":1319.932,"endTime":1321.607,"body":"just wanna see that you have a book."},{"speaker":"Jonathan Green","startTime":1321.817,"endTime":1321.907,"body":"Yeah."},{"speaker":"Jonathan Green","startTime":1321.937,"endTime":1325.447,"body":"They very rarely, at least in my"},{"speaker":"Jonathan Green","startTime":1321.937,"endTime":1325.447,"body":"experience, no one ever reads my book."},{"speaker":"Jonathan Green","startTime":1325.777,"endTime":1325.837,"body":"Yeah."},{"speaker":"Jonathan Green","startTime":1325.837,"endTime":1330.727,"body":"Because when I send people, my demo reel,"},{"speaker":"Jonathan Green","startTime":1325.837,"endTime":1330.727,"body":"I wrote a really successful biography of"},{"speaker":"Jonathan Green","startTime":1330.877,"endTime":1335.737,"body":"someone who's not my race about growing"},{"speaker":"Jonathan Green","startTime":1330.877,"endTime":1335.737,"body":"up 80 years ago, very challenging for me."},{"speaker":"Jonathan Green","startTime":1335.737,"endTime":1338.227,"body":"I had to do a lot of research and I"},{"speaker":"Jonathan Green","startTime":1335.737,"endTime":1338.227,"body":"was like, you would ask me about that"},{"speaker":"Jonathan Green","startTime":1338.227,"endTime":1339.337,"body":"because it was the hardest thing I did."},{"speaker":"Jonathan Green","startTime":1339.337,"endTime":1342.217,"body":"The son hired me that was"},{"speaker":"Jonathan Green","startTime":1339.337,"endTime":1342.217,"body":"the scaredest I've ever been."},{"speaker":"Jonathan Green","startTime":1342.217,"endTime":1345.107,"body":"Cuz when you're writing someone's"},{"speaker":"Jonathan Green","startTime":1342.217,"endTime":1345.107,"body":"legacy of their father, it's"},{"speaker":"Jonathan Green","startTime":1345.107,"endTime":1346.117,"body":"so important to get it right."},{"speaker":"Jonathan Green","startTime":1346.387,"endTime":1348.877,"body":"And it was a really great project,"},{"speaker":"Jonathan Green","startTime":1346.387,"endTime":1348.877,"body":"but no one ever asked me, that's"},{"speaker":"Jonathan Green","startTime":1348.877,"endTime":1349.937,"body":"why I know they don't check my reel."},{"speaker":"Jonathan Green","startTime":1349.937,"endTime":1350.797,"body":"They never check my demo."},{"speaker":"Jonathan Green","startTime":1350.797,"endTime":1353.497,"body":"I was like, you would ask about"},{"speaker":"Jonathan Green","startTime":1350.797,"endTime":1353.497,"body":"that because it's so different"},{"speaker":"Jonathan Green","startTime":1353.857,"endTime":1355.897,"body":"to write something totally"},{"speaker":"Jonathan Green","startTime":1353.857,"endTime":1355.897,"body":"different than my experience."},{"speaker":"Jonathan Green","startTime":1355.897,"endTime":1357.547,"body":"So, I'm wondering."},{"speaker":"Jonathan Green","startTime":1358.192,"endTime":1361.342,"body":"It's more about having and not people are"},{"speaker":"Jonathan Green","startTime":1358.192,"endTime":1361.342,"body":"so worried most of the time when people"},{"speaker":"Jonathan Green","startTime":1361.342,"endTime":1362.662,"body":"ask me, they go, do you have samples?"},{"speaker":"Jonathan Green","startTime":1362.662,"endTime":1363.442,"body":"I go, yes, they go."},{"speaker":"Jonathan Green","startTime":1363.442,"endTime":1363.772,"body":"Okay."},{"speaker":"Jonathan Green","startTime":1363.772,"endTime":1364.612,"body":"And they don't even ask for 'em."},{"speaker":"Jonathan Green","startTime":1364.612,"endTime":1368.392,"body":"They just wanna, during that process"},{"speaker":"Jonathan Green","startTime":1364.612,"endTime":1368.392,"body":"where it's your confidence more"},{"speaker":"Jonathan Green","startTime":1368.392,"endTime":1369.892,"body":"than anything else that matters."},{"speaker":"Jonathan Green","startTime":1369.967,"endTime":1374.737,"body":"When people are hiring you, or when"},{"speaker":"Jonathan Green","startTime":1369.967,"endTime":1374.737,"body":"you're in that process, what are the"},{"speaker":"Jonathan Green","startTime":1374.737,"endTime":1376.837,"body":"things people check or ask about that?"},{"speaker":"Jonathan Green","startTime":1376.837,"endTime":1379.418,"body":"They're really just seeing what"},{"speaker":"Jonathan Green","startTime":1376.837,"endTime":1379.418,"body":"your answer is more than anything"},{"speaker":"Jonathan Green","startTime":1379.418,"endTime":1381.938,"body":"else and the things you need to have"},{"speaker":"Jonathan Green","startTime":1379.418,"endTime":1381.938,"body":"in place, like having a headshot."},{"speaker":"Jonathan Green","startTime":1382.088,"endTime":1383.858,"body":"Whereas if someone's never been"},{"speaker":"Jonathan Green","startTime":1382.088,"endTime":1383.858,"body":"a speaker before, they don't"},{"speaker":"Jonathan Green","startTime":1383.858,"endTime":1386.018,"body":"know that question and they get"},{"speaker":"Jonathan Green","startTime":1383.858,"endTime":1386.018,"body":"asked, they don't know what to do."},{"speaker":"Jonathan Green","startTime":1386.228,"endTime":1389.498,"body":"What are some of the critical things"},{"speaker":"Jonathan Green","startTime":1386.228,"endTime":1389.498,"body":"people should know about, that's part of"},{"speaker":"Jonathan Green","startTime":1389.498,"endTime":1391.058,"body":"the hiring or decision-making process?"},{"speaker":"Cheryl Wood","startTime":1391.748,"endTime":1393.248,"body":"You know what I would say?"},{"speaker":"Cheryl Wood","startTime":1393.338,"endTime":1393.608,"body":"Yeah."},{"speaker":"Cheryl Wood","startTime":1393.653,"endTime":1397.823,"body":"It is your primary marketing materials"},{"speaker":"Cheryl Wood","startTime":1393.653,"endTime":1397.823,"body":"that you should already have in place."},{"speaker":"Cheryl Wood","startTime":1398.838,"endTime":1402.848,"body":"Honestly, I've never had a company"},{"speaker":"Cheryl Wood","startTime":1398.838,"endTime":1402.848,"body":"do much research beyond that."},{"speaker":"Cheryl Wood","startTime":1402.848,"endTime":1407.788,"body":"So, when they ask for things, are"},{"speaker":"Cheryl Wood","startTime":1402.848,"endTime":1407.788,"body":"you able to quickly send it in?"},{"speaker":"Cheryl Wood","startTime":1408.138,"endTime":1411.453,"body":"Or are you like, okay I'll get that to"},{"speaker":"Cheryl Wood","startTime":1408.138,"endTime":1411.453,"body":"you in about a week because you never"},{"speaker":"Cheryl Wood","startTime":1411.453,"endTime":1416.283,"body":"got the headshot, or if they ask you to"},{"speaker":"Cheryl Wood","startTime":1411.453,"endTime":1416.283,"body":"direct them to your website, you don't"},{"speaker":"Cheryl Wood","startTime":1416.283,"endTime":1418.173,"body":"even have a website to direct them too."},{"speaker":"Cheryl Wood","startTime":1418.263,"endTime":1421.413,"body":"So, it's really about being ready"},{"speaker":"Cheryl Wood","startTime":1418.263,"endTime":1421.413,"body":"so you don't have to get ready."},{"speaker":"Cheryl Wood","startTime":1421.623,"endTime":1426.543,"body":"So, even if you've never been on stage"},{"speaker":"Cheryl Wood","startTime":1421.623,"endTime":1426.543,"body":"before, get the marketing assets in place"},{"speaker":"Cheryl Wood","startTime":1426.543,"endTime":1431.288,"body":"now go and get the professional headshot"},{"speaker":"Cheryl Wood","startTime":1426.543,"endTime":1431.288,"body":"that speaks to whoever you authentically"},{"speaker":"Cheryl Wood","startTime":1431.288,"endTime":1433.358,"body":"are and who you want to magnetize."},{"speaker":"Cheryl Wood","startTime":1433.598,"endTime":1437.798,"body":"So, have those professional"},{"speaker":"Cheryl Wood","startTime":1433.598,"endTime":1437.798,"body":"headshot have a website in place"},{"speaker":"Cheryl Wood","startTime":1437.798,"endTime":1441.458,"body":"that speaks to what it is that you"},{"speaker":"Cheryl Wood","startTime":1437.798,"endTime":1441.458,"body":"actually deliver to that audience."},{"speaker":"Cheryl Wood","startTime":1441.668,"endTime":1445.298,"body":"Now here's where a lot of new and emerging"},{"speaker":"Cheryl Wood","startTime":1441.668,"endTime":1445.298,"body":"speakers sometimes are challenged."},{"speaker":"Cheryl Wood","startTime":1445.838,"endTime":1451.058,"body":"You might have someone who they really"},{"speaker":"Cheryl Wood","startTime":1445.838,"endTime":1451.058,"body":"wanna become a corporate speaker, but"},{"speaker":"Cheryl Wood","startTime":1451.058,"endTime":1455.718,"body":"everything about their current website"},{"speaker":"Cheryl Wood","startTime":1451.058,"endTime":1455.718,"body":"says I am a faith based speaker."},{"speaker":"Cheryl Wood","startTime":1455.718,"endTime":1459.53,"body":"If your website says faith-based"},{"speaker":"Cheryl Wood","startTime":1455.718,"endTime":1459.53,"body":"speaker, the corporate company"},{"speaker":"Cheryl Wood","startTime":1459.53,"endTime":1460.91,"body":"is not going to hire you."},{"speaker":"Cheryl Wood","startTime":1461.21,"endTime":1465.23,"body":"So, if you are gonna do both of those"},{"speaker":"Cheryl Wood","startTime":1461.21,"endTime":1465.23,"body":"things, you have the faith-based speaking."},{"speaker":"Cheryl Wood","startTime":1465.38,"endTime":1466.07,"body":"That's great."},{"speaker":"Cheryl Wood","startTime":1466.28,"endTime":1468.56,"body":"But you wanna do corporate speaking"},{"speaker":"Cheryl Wood","startTime":1466.28,"endTime":1468.56,"body":"because you have something of"},{"speaker":"Cheryl Wood","startTime":1468.565,"endTime":1470.75,"body":"value to add into that industry."},{"speaker":"Cheryl Wood","startTime":1470.9,"endTime":1475.46,"body":"Then make sure you have a separate"},{"speaker":"Cheryl Wood","startTime":1470.9,"endTime":1475.46,"body":"website to send them to so that they're"},{"speaker":"Cheryl Wood","startTime":1475.477,"endTime":1479.715,"body":"not looking at your, oh God and amen"},{"speaker":"Cheryl Wood","startTime":1475.477,"endTime":1479.715,"body":"and hallelujah stuff that has nothing"},{"speaker":"Cheryl Wood","startTime":1479.715,"endTime":1480.825,"body":"to do with what corporate wants."},{"speaker":"Cheryl Wood","startTime":1481.305,"endTime":1483.915,"body":"But if you're gonna teach corporate,"},{"speaker":"Cheryl Wood","startTime":1481.305,"endTime":1483.915,"body":"because maybe you have some specialty"},{"speaker":"Cheryl Wood","startTime":1483.915,"endTime":1487.965,"body":"in communication or team building"},{"speaker":"Cheryl Wood","startTime":1483.915,"endTime":1487.965,"body":"or peak performance or attitude or"},{"speaker":"Cheryl Wood","startTime":1488.085,"endTime":1491.985,"body":"whatever it is, diversity has something"},{"speaker":"Cheryl Wood","startTime":1488.085,"endTime":1491.985,"body":"completely separate, a completely"},{"speaker":"Cheryl Wood","startTime":1491.985,"endTime":1496.275,"body":"separate website where they never have"},{"speaker":"Cheryl Wood","startTime":1491.985,"endTime":1496.275,"body":"to see the faith based website and make"},{"speaker":"Cheryl Wood","startTime":1496.275,"endTime":1501.185,"body":"sure that all of your marketing assets"},{"speaker":"Cheryl Wood","startTime":1496.275,"endTime":1501.185,"body":"speak to who you want to hire you."},{"speaker":"Cheryl Wood","startTime":1501.395,"endTime":1505.205,"body":"If you want corporate to hire you, you"},{"speaker":"Cheryl Wood","startTime":1501.395,"endTime":1505.205,"body":"should have a corporate headshot, not"},{"speaker":"Cheryl Wood","startTime":1505.205,"endTime":1510.065,"body":"the headshot with you with the big cross,"},{"speaker":"Cheryl Wood","startTime":1505.205,"endTime":1510.065,"body":"that's going to be a disconnect for them."},{"speaker":"Cheryl Wood","startTime":1510.335,"endTime":1514.385,"body":"So, it really does work that way, but"},{"speaker":"Cheryl Wood","startTime":1510.335,"endTime":1514.385,"body":"the things that primarily they're gonna"},{"speaker":"Cheryl Wood","startTime":1514.385,"endTime":1518.735,"body":"always look for and look at the headshot,"},{"speaker":"Cheryl Wood","startTime":1514.385,"endTime":1518.735,"body":"they're gonna look at the website."},{"speaker":"Cheryl Wood","startTime":1519.285,"endTime":1521.912,"body":"And they're gonna want that bio"},{"speaker":"Cheryl Wood","startTime":1519.285,"endTime":1521.912,"body":"and they want it right away."},{"speaker":"Cheryl Wood","startTime":1522.062,"endTime":1525.672,"body":"Sometimes you can get away with"},{"speaker":"Cheryl Wood","startTime":1522.062,"endTime":1525.672,"body":"not having a speaker one sheet."},{"speaker":"Cheryl Wood","startTime":1525.672,"endTime":1529.698,"body":"I don't always have a company ask me"},{"speaker":"Cheryl Wood","startTime":1525.672,"endTime":1529.698,"body":"for that, but they always ask me for"},{"speaker":"Cheryl Wood","startTime":1529.698,"endTime":1531.708,"body":"my bio, my headshot and my website."},{"speaker":"Cheryl Wood","startTime":1532.128,"endTime":1534.948,"body":"And they always look at it because"},{"speaker":"Cheryl Wood","startTime":1532.128,"endTime":1534.948,"body":"then they come back and say,"},{"speaker":"Cheryl Wood","startTime":1535.278,"endTime":1536.718,"body":"oh, we looked at your website."},{"speaker":"Cheryl Wood","startTime":1537.528,"endTime":1537.888,"body":"Oh."},{"speaker":"Cheryl Wood","startTime":1537.948,"endTime":1539.328,"body":"And we noticed this thing."},{"speaker":"Cheryl Wood","startTime":1539.538,"endTime":1542.568,"body":"So, even though, so I just had the"},{"speaker":"Cheryl Wood","startTime":1539.538,"endTime":1542.568,"body":"company that just hired me last week."},{"speaker":"Cheryl Wood","startTime":1542.868,"endTime":1546.124,"body":"One of their questions was for the"},{"speaker":"Cheryl Wood","startTime":1542.868,"endTime":1546.124,"body":"final decision maker who was gonna"},{"speaker":"Cheryl Wood","startTime":1546.859,"endTime":1550.939,"body":"write the check was well, I noticed"},{"speaker":"Cheryl Wood","startTime":1546.859,"endTime":1550.939,"body":"on your website, you specify that you"},{"speaker":"Cheryl Wood","startTime":1550.939,"endTime":1553.579,"body":"specialize in teaching and training women."},{"speaker":"Cheryl Wood","startTime":1554.359,"endTime":1557.609,"body":"Are you able to still incorporate"},{"speaker":"Cheryl Wood","startTime":1554.359,"endTime":1557.609,"body":"your message for men and women."},{"speaker":"Cheryl Wood","startTime":1557.654,"endTime":1562.124,"body":"So, they definitely go for the sites and"},{"speaker":"Cheryl Wood","startTime":1557.654,"endTime":1562.124,"body":"they will look at your videos that they"},{"speaker":"Cheryl Wood","startTime":1562.124,"endTime":1565.574,"body":"will look at too, because they wanna get"},{"speaker":"Cheryl Wood","startTime":1562.124,"endTime":1565.574,"body":"some idea of what your delivery style is."},{"speaker":"Cheryl Wood","startTime":1565.904,"endTime":1569.204,"body":"So, just make sure all that stuff"},{"speaker":"Cheryl Wood","startTime":1565.904,"endTime":1569.204,"body":"is already prepared and ready before"},{"speaker":"Cheryl Wood","startTime":1569.209,"endTime":1570.674,"body":"you even get the first opportunity."},{"speaker":"Cheryl Wood","startTime":1570.674,"endTime":1571.934,"body":"Don't wait until you get it."},{"speaker":"Cheryl Wood","startTime":1571.934,"endTime":1574.544,"body":"And now you're trying to rush"},{"speaker":"Cheryl Wood","startTime":1571.934,"endTime":1574.544,"body":"and scramble and get it together"},{"speaker":"Cheryl Wood","startTime":1574.544,"endTime":1577.154,"body":"because by then they're gonna pass"},{"speaker":"Cheryl Wood","startTime":1574.544,"endTime":1577.154,"body":"the opportunity onto somebody else."},{"speaker":"Jonathan Green","startTime":1578.114,"endTime":1580.484,"body":"As far as the"},{"speaker":"Jonathan Green","startTime":1578.114,"endTime":1580.484,"body":"website, a lot of people think"},{"speaker":"Jonathan Green","startTime":1580.744,"endTime":1582.044,"body":"that you need a lot of depth."},{"speaker":"Jonathan Green","startTime":1582.254,"endTime":1584.084,"body":"How many pages do you"},{"speaker":"Jonathan Green","startTime":1582.254,"endTime":1584.084,"body":"think you actually need?"},{"speaker":"Jonathan Green","startTime":1584.143,"endTime":1586.243,"body":"Do you think they look, are"},{"speaker":"Jonathan Green","startTime":1584.143,"endTime":1586.243,"body":"looking at five pages or 20?"},{"speaker":"Jonathan Green","startTime":1586.693,"endTime":1587.833,"body":"Like how in depth do they go?"},{"speaker":"Jonathan Green","startTime":1587.833,"endTime":1589.533,"body":"Cause that question came"},{"speaker":"Jonathan Green","startTime":1587.833,"endTime":1589.533,"body":"from your homepage, right?"},{"speaker":"Jonathan Green","startTime":1589.548,"endTime":1590.803,"body":"Are they going deeper than that?"},{"speaker":"Jonathan Green","startTime":1590.923,"endTime":1592.113,"body":"Or are they just looking at the homepage?"},{"speaker":"Cheryl Wood","startTime":1592.978,"endTime":1594.958,"body":"No, I find"},{"speaker":"Cheryl Wood","startTime":1592.978,"endTime":1594.958,"body":"they go to the homepage."},{"speaker":"Cheryl Wood","startTime":1595.138,"endTime":1598.51,"body":"They will click on if you have"},{"speaker":"Cheryl Wood","startTime":1595.138,"endTime":1598.51,"body":"a tab that says, oh my speaking"},{"speaker":"Cheryl Wood","startTime":1598.51,"endTime":1599.92,"body":"topics, they might look at that."},{"speaker":"Cheryl Wood","startTime":1599.92,"endTime":1603.97,"body":"And if you have a tab that says"},{"speaker":"Cheryl Wood","startTime":1599.92,"endTime":1603.97,"body":"videos, they're not spending a lot"},{"speaker":"Cheryl Wood","startTime":1603.975,"endTime":1605.68,"body":"of time, but they are going to read."},{"speaker":"Cheryl Wood","startTime":1605.75,"endTime":1607.666,"body":"They're probably gonna read"},{"speaker":"Cheryl Wood","startTime":1605.75,"endTime":1607.666,"body":"your bio, which is there on"},{"speaker":"Cheryl Wood","startTime":1607.666,"endTime":1609.389,"body":"your homepage or a bio page."},{"speaker":"Cheryl Wood","startTime":1609.599,"endTime":1611.249,"body":"So yes, they'll look at"},{"speaker":"Cheryl Wood","startTime":1609.599,"endTime":1611.249,"body":"what's on the homepage."},{"speaker":"Cheryl Wood","startTime":1611.249,"endTime":1612.329,"body":"They'll look at your bio."},{"speaker":"Cheryl Wood","startTime":1612.329,"endTime":1615.179,"body":"They're gonna look at any videos"},{"speaker":"Cheryl Wood","startTime":1612.329,"endTime":1615.179,"body":"that you might have posted and your"},{"speaker":"Cheryl Wood","startTime":1615.179,"endTime":1618.389,"body":"topics, whatever you say that your"},{"speaker":"Cheryl Wood","startTime":1615.179,"endTime":1618.389,"body":"most frequently requested topics are."},{"speaker":"Cheryl Wood","startTime":1618.509,"endTime":1619.349,"body":"They're gonna look at those."},{"speaker":"Cheryl Wood","startTime":1620.009,"endTime":1620.819,"body":"Outside of that."},{"speaker":"Cheryl Wood","startTime":1620.824,"endTime":1623.189,"body":"They're not spending 40 minutes"},{"speaker":"Cheryl Wood","startTime":1620.824,"endTime":1623.189,"body":"looking at your website."},{"speaker":"Cheryl Wood","startTime":1623.249,"endTime":1626.579,"body":"They're not going through tab by tab"},{"speaker":"Cheryl Wood","startTime":1623.249,"endTime":1626.579,"body":"and looking at they're not doing that"},{"speaker":"Cheryl Wood","startTime":1626.579,"endTime":1627.509,"body":"cause they don't have the time to do it."},{"speaker":"Cheryl Wood","startTime":1627.659,"endTime":1629.819,"body":"Just like they don't have the time to"},{"speaker":"Cheryl Wood","startTime":1627.659,"endTime":1629.819,"body":"look at your whole 40-minute speech."},{"speaker":"Jonathan Green","startTime":1630.269,"endTime":1632.189,"body":"So, the assets"},{"speaker":"Jonathan Green","startTime":1630.269,"endTime":1632.189,"body":"people need, they need the"},{"speaker":"Jonathan Green","startTime":1632.194,"endTime":1633.239,"body":"website, they need the one sheet."},{"speaker":"Jonathan Green","startTime":1633.244,"endTime":1636.179,"body":"They need the head shot, how can"},{"speaker":"Jonathan Green","startTime":1633.244,"endTime":1636.179,"body":"they learn or where can they learn?"},{"speaker":"Jonathan Green","startTime":1636.179,"endTime":1638.909,"body":"What goes into a what sheet and"},{"speaker":"Jonathan Green","startTime":1636.179,"endTime":1638.909,"body":"what they should have on a website?"},{"speaker":"Jonathan Green","startTime":1638.909,"endTime":1640.229,"body":"Where can they learn that information?"},{"speaker":"Cheryl Wood","startTime":1640.709,"endTime":1643.299,"body":"Invest in a"},{"speaker":"Cheryl Wood","startTime":1640.709,"endTime":1643.299,"body":"coach who can teach you."},{"speaker":"Cheryl Wood","startTime":1643.329,"endTime":1647.109,"body":"It's really no other way to say"},{"speaker":"Cheryl Wood","startTime":1643.329,"endTime":1647.109,"body":"how people don't realize how."},{"speaker":"Cheryl Wood","startTime":1647.484,"endTime":1649.944,"body":"How much of an obligation"},{"speaker":"Cheryl Wood","startTime":1647.484,"endTime":1649.944,"body":"speaking really is?"},{"speaker":"Cheryl Wood","startTime":1649.974,"endTime":1652.614,"body":"I think people just, people see"},{"speaker":"Cheryl Wood","startTime":1649.974,"endTime":1652.614,"body":"people who do it well and they"},{"speaker":"Cheryl Wood","startTime":1652.614,"endTime":1653.844,"body":"be like, oh, I can do that."},{"speaker":"Cheryl Wood","startTime":1653.994,"endTime":1657.414,"body":"But there's a big difference"},{"speaker":"Cheryl Wood","startTime":1653.994,"endTime":1657.414,"body":"between talking and speaking."},{"speaker":"Cheryl Wood","startTime":1658.134,"endTime":1662.064,"body":"Anyone can get on a stage or any"},{"speaker":"Cheryl Wood","startTime":1658.134,"endTime":1662.064,"body":"platform live or virtual and just talk."},{"speaker":"Cheryl Wood","startTime":1662.094,"endTime":1664.284,"body":"And most times when you just"},{"speaker":"Cheryl Wood","startTime":1662.094,"endTime":1664.284,"body":"talk and there's no planning,"},{"speaker":"Cheryl Wood","startTime":1664.284,"endTime":1665.184,"body":"there's no preparation."},{"speaker":"Cheryl Wood","startTime":1665.189,"endTime":1666.144,"body":"There's no guidance."},{"speaker":"Cheryl Wood","startTime":1666.454,"endTime":1667.894,"body":"You're talking about you."},{"speaker":"Cheryl Wood","startTime":1668.014,"endTime":1671.824,"body":"It's not really leading the audience"},{"speaker":"Cheryl Wood","startTime":1668.014,"endTime":1671.824,"body":"anywhere and it almost becomes rambling."},{"speaker":"Cheryl Wood","startTime":1672.124,"endTime":1676.834,"body":"But when you speak, speaking is a"},{"speaker":"Cheryl Wood","startTime":1672.124,"endTime":1676.834,"body":"skill, just like any other skill that"},{"speaker":"Cheryl Wood","startTime":1676.834,"endTime":1680.644,"body":"you would have to develop and you"},{"speaker":"Cheryl Wood","startTime":1676.834,"endTime":1680.644,"body":"wanna master that skill so, that you"},{"speaker":"Cheryl Wood","startTime":1680.644,"endTime":1685.684,"body":"are able to deliver the best value to"},{"speaker":"Cheryl Wood","startTime":1680.644,"endTime":1685.684,"body":"every audience that you get to speak to."},{"speaker":"Cheryl Wood","startTime":1685.954,"endTime":1690.004,"body":"So, if you wanna master the skill"},{"speaker":"Cheryl Wood","startTime":1685.954,"endTime":1690.004,"body":"of speaking, which includes what"},{"speaker":"Cheryl Wood","startTime":1690.004,"endTime":1692.834,"body":"are the assets and what should"},{"speaker":"Cheryl Wood","startTime":1690.004,"endTime":1692.834,"body":"be in my speaker one sheet."},{"speaker":"Cheryl Wood","startTime":1693.074,"endTime":1694.964,"body":"Hire someone who is an expert."},{"speaker":"Cheryl Wood","startTime":1694.964,"endTime":1697.334,"body":"Now I can just ramble quickly to you."},{"speaker":"Cheryl Wood","startTime":1697.454,"endTime":1699.194,"body":"Some of the things that you wanna"},{"speaker":"Cheryl Wood","startTime":1697.454,"endTime":1699.194,"body":"make sure that you have in your"},{"speaker":"Cheryl Wood","startTime":1699.194,"endTime":1701.444,"body":"speaker one sheet, you wanna"},{"speaker":"Cheryl Wood","startTime":1699.194,"endTime":1701.444,"body":"make sure you have a free bio."},{"speaker":"Cheryl Wood","startTime":1701.744,"endTime":1705.344,"body":"You wanna make sure that you have some"},{"speaker":"Cheryl Wood","startTime":1701.744,"endTime":1705.344,"body":"frequently requested topics or your"},{"speaker":"Cheryl Wood","startTime":1705.344,"endTime":1708.129,"body":"topics that you prefer to present."},{"speaker":"Cheryl Wood","startTime":1708.129,"endTime":1710.559,"body":"If you don't wanna call it most frequently"},{"speaker":"Cheryl Wood","startTime":1708.129,"endTime":1710.559,"body":"requested, cuz maybe you've never spoken"},{"speaker":"Cheryl Wood","startTime":1710.559,"endTime":1712.209,"body":"on stage before you wanna make sure."},{"speaker":"Cheryl Wood","startTime":1712.209,"endTime":1714.369,"body":"If you have spoken on stage before"},{"speaker":"Cheryl Wood","startTime":1712.209,"endTime":1714.369,"body":"that you have at least two or"},{"speaker":"Cheryl Wood","startTime":1714.369,"endTime":1718.119,"body":"three testimonials from someone at"},{"speaker":"Cheryl Wood","startTime":1714.369,"endTime":1718.119,"body":"a high level in that organization"},{"speaker":"Cheryl Wood","startTime":1718.269,"endTime":1722.349,"body":"who can speak to the value that you"},{"speaker":"Cheryl Wood","startTime":1718.269,"endTime":1722.349,"body":"delivered to their organization."},{"speaker":"Cheryl Wood","startTime":1722.469,"endTime":1726.069,"body":"You wanna have a, some type of photo,"},{"speaker":"Cheryl Wood","startTime":1722.469,"endTime":1726.069,"body":"whether it's a headshot or a full"},{"speaker":"Cheryl Wood","startTime":1726.069,"endTime":1730.089,"body":"body shot, preferably a full body shot"},{"speaker":"Cheryl Wood","startTime":1726.069,"endTime":1730.089,"body":"because they already have your headshot."},{"speaker":"Cheryl Wood","startTime":1730.089,"endTime":1732.509,"body":"That's gonna go into their"},{"speaker":"Cheryl Wood","startTime":1730.089,"endTime":1732.509,"body":"marketing materials for the event."},{"speaker":"Cheryl Wood","startTime":1732.869,"endTime":1735.444,"body":"And then of course you wanna have"},{"speaker":"Cheryl Wood","startTime":1732.869,"endTime":1735.444,"body":"the information on how they book you."},{"speaker":"Cheryl Wood","startTime":1735.804,"endTime":1739.224,"body":"If you happen to have a book"},{"speaker":"Cheryl Wood","startTime":1735.804,"endTime":1739.224,"body":"and that book should connect to"},{"speaker":"Cheryl Wood","startTime":1739.224,"endTime":1741.044,"body":"what is that you specialize in."},{"speaker":"Cheryl Wood","startTime":1741.314,"endTime":1745.094,"body":"I would encourage you having some"},{"speaker":"Cheryl Wood","startTime":1741.314,"endTime":1745.094,"body":"graphic of that book as a part of"},{"speaker":"Cheryl Wood","startTime":1745.094,"endTime":1749.114,"body":"your speaker one sheet, because"},{"speaker":"Cheryl Wood","startTime":1745.094,"endTime":1749.114,"body":"oftentimes you can leverage that book"},{"speaker":"Cheryl Wood","startTime":1749.234,"endTime":1753.224,"body":"number one, to get booked and hired,"},{"speaker":"Cheryl Wood","startTime":1749.234,"endTime":1753.224,"body":"to speak, but also that organization"},{"speaker":"Cheryl Wood","startTime":1753.224,"endTime":1757.544,"body":"might wanna get copies of that book"},{"speaker":"Cheryl Wood","startTime":1753.224,"endTime":1757.544,"body":"as a continuing education component."},{"speaker":"Cheryl Wood","startTime":1758.264,"endTime":1759.794,"body":"For as a part of your speaking."},{"speaker":"Cheryl Wood","startTime":1759.794,"endTime":1760.784,"body":"So, I'll give an example."},{"speaker":"Cheryl Wood","startTime":1760.784,"endTime":1764.414,"body":"When I spoke for NASA just last year,"},{"speaker":"Cheryl Wood","startTime":1760.784,"endTime":1764.414,"body":"not only did they hire me as their"},{"speaker":"Cheryl Wood","startTime":1764.414,"endTime":1770.264,"body":"keynote for a training session that"},{"speaker":"Cheryl Wood","startTime":1764.414,"endTime":1770.264,"body":"they did, but also, they invested in 125"},{"speaker":"Cheryl Wood","startTime":1770.264,"endTime":1776.204,"body":"copies of my book that would support it,"},{"speaker":"Cheryl Wood","startTime":1770.264,"endTime":1776.204,"body":"support the presentation as a continuing"},{"speaker":"Cheryl Wood","startTime":1776.324,"endTime":1779.024,"body":"education piece of material or resouce."},{"speaker":"Cheryl Wood","startTime":1779.334,"endTime":1781.074,"body":"So, if you have a book that connects you."},{"speaker":"Cheryl Wood","startTime":1781.074,"endTime":1783.414,"body":"So, if you speak on leadership,"},{"speaker":"Cheryl Wood","startTime":1781.074,"endTime":1783.414,"body":"have a book on leadership."},{"speaker":"Cheryl Wood","startTime":1783.414,"endTime":1785.994,"body":"If you speak on communication,"},{"speaker":"Cheryl Wood","startTime":1783.414,"endTime":1785.994,"body":"have a book on communication."},{"speaker":"Cheryl Wood","startTime":1785.994,"endTime":1789.444,"body":"If you, whatever the thing is that you"},{"speaker":"Cheryl Wood","startTime":1785.994,"endTime":1789.444,"body":"speak on, you need to be the authority."},{"speaker":"Cheryl Wood","startTime":1789.444,"endTime":1793.524,"body":"As you mentioned earlier, by having a"},{"speaker":"Cheryl Wood","startTime":1789.444,"endTime":1793.524,"body":"book that the company can also pay for"},{"speaker":"Cheryl Wood","startTime":1793.524,"endTime":1797.574,"body":"and invest in for either all the attendees"},{"speaker":"Cheryl Wood","startTime":1793.524,"endTime":1797.574,"body":"or even if it's just for their VIPs."},{"speaker":"Cheryl Wood","startTime":1797.904,"endTime":1799.074,"body":"But a lot of organizations will do that."},{"speaker":"Jonathan Green","startTime":1799.634,"endTime":1800.324,"body":"That's amazing."},{"speaker":"Jonathan Green","startTime":1800.564,"endTime":1801.704,"body":"Amazing a lot today."},{"speaker":"Jonathan Green","startTime":1801.704,"endTime":1803.024,"body":"I'm thinking a lot more."},{"speaker":"Jonathan Green","startTime":1803.054,"endTime":1805.664,"body":"I used to be on the speaking"},{"speaker":"Jonathan Green","startTime":1803.054,"endTime":1805.664,"body":"circuit now I live on a small"},{"speaker":"Jonathan Green","startTime":1805.664,"endTime":1806.654,"body":"island in the middle of nowhere."},{"speaker":"Jonathan Green","startTime":1806.654,"endTime":1809.144,"body":"So, I haven't done speaking in a"},{"speaker":"Jonathan Green","startTime":1806.654,"endTime":1809.144,"body":"while except online, but this's"},{"speaker":"Jonathan Green","startTime":1809.149,"endTime":1811.719,"body":"been really valuable for me getting"},{"speaker":"Jonathan Green","startTime":1809.149,"endTime":1811.719,"body":"me re-energized by the topic."},{"speaker":"Jonathan Green","startTime":1811.719,"endTime":1812.829,"body":"So, I really appreciate it."},{"speaker":"Jonathan Green","startTime":1812.829,"endTime":1815.739,"body":"Where can people go to learn more"},{"speaker":"Jonathan Green","startTime":1812.829,"endTime":1815.739,"body":"about you spend time with you and"},{"speaker":"Jonathan Green","startTime":1815.739,"endTime":1818.45,"body":"learn more about what a speaking"},{"speaker":"Jonathan Green","startTime":1815.739,"endTime":1818.45,"body":"website should even look like?"},{"speaker":"Cheryl Wood","startTime":1818.885,"endTime":1819.215,"body":"Yeah."},{"speaker":"Cheryl Wood","startTime":1819.215,"endTime":1824.465,"body":"So, my website is Cherylempowers.com"},{"speaker":"Cheryl Wood","startTime":1819.215,"endTime":1824.465,"body":"and I'm on all social media"},{"speaker":"Cheryl Wood","startTime":1824.465,"endTime":1826.655,"body":"platforms at Cheryl Empowers."},{"speaker":"Cheryl Wood","startTime":1826.66,"endTime":1830.405,"body":"So, I hang out on Facebook"},{"speaker":"Cheryl Wood","startTime":1826.66,"endTime":1830.405,"body":"and Instagram I'm on LinkedIn."},{"speaker":"Cheryl Wood","startTime":1830.435,"endTime":1834.405,"body":"You can even find me on YouTube"},{"speaker":"Cheryl Wood","startTime":1830.435,"endTime":1834.405,"body":"at youtube.com/cherylempowers."},{"speaker":"Cheryl Wood","startTime":1834.635,"endTime":1837.395,"body":"So, just everything is Cheryl Empowers."},{"speaker":"Jonathan Green","startTime":1838.265,"endTime":1838.945,"body":"That's amazing."},{"speaker":"Jonathan Green","startTime":1838.945,"endTime":1839.895,"body":"So, I'm really excited."},{"speaker":"Jonathan Green","startTime":1839.915,"endTime":1841.235,"body":"I know a lot of people"},{"speaker":"Jonathan Green","startTime":1839.915,"endTime":1841.235,"body":"are appreciate this."},{"speaker":"Jonathan Green","startTime":1841.235,"endTime":1845.135,"body":"Thank you so much and I'm really"},{"speaker":"Jonathan Green","startTime":1841.235,"endTime":1845.135,"body":"glad that we finally got to."},{"speaker":"Cheryl Wood","startTime":1845.765,"endTime":1846.155,"body":"Me too."},{"speaker":"Cheryl Wood","startTime":1846.185,"endTime":1847.295,"body":"Thank you so much for having me."},{"speaker":"Cheryl Wood","startTime":1847.295,"endTime":1849.275,"body":"I appreciate you so much and be safe."},{"speaker":"Jonathan Green","startTime":1849.755,"endTime":1851.535,"body":"Thank you for listening"},{"speaker":"Jonathan Green","startTime":1849.755,"endTime":1851.535,"body":"to the Serve No Master podcast."},{"speaker":"Jonathan Green","startTime":1851.555,"endTime":1854.345,"body":"We give away amazing business"},{"speaker":"Jonathan Green","startTime":1851.555,"endTime":1854.345,"body":"bestsellers every single month."},{"speaker":"Jonathan Green","startTime":1854.375,"endTime":1858.155,"body":"Head over to serve master.com/freebooks"},{"speaker":"Jonathan Green","startTime":1854.375,"endTime":1858.155,"body":"to see what we're giving away this month."}]}