Latest / Wedding Pros who are ready to grow - with Becca Pountney / How data and market research creates venue success. With Wenna Hicks

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How data and market research creates venue success. With Wenna Hicks · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  Getting
• 0:00
  people
• 0:00
  to
• 0:01
  your
• 0:01
  venue.
• 0:02
  I
• 0:02
  find,
• 0:02
  and
• 0:03
  I
• 0:03
  know
• 0:03
  we
• 0:03
  talked
• 0:03
  about
• 0:04
  this
• 0:04
  a
• 0:04
  lot
• 0:04
  at
• 0:04
  WED
• 0:04
  Pro
• 0:05
  and
• 0:05
  it's
• 0:05
  what
• 0:05
  everyone's
• 0:06
  talking
• 0:06
  about,
• 0:06
  but
• 0:06
  it's
• 0:06
  transparency.
• 0:07
  On
• 0:07
  your
• 0:08
  website
• 0:08
  when
• 0:09
  I
• 0:09
  do
• 0:09
  a
• 0:09
  lot
• 0:09
  of
• 0:09
  market
• 0:09
  research,
• 0:10
  I
• 0:10
  mean,
• 0:10
  we're
• 0:11
  kind
• 0:11
  of
• 0:11
  looking
• 0:11
  to
• 0:12
  expand
• 0:12
  to
• 0:12
  a
• 0:12
  second
• 0:12
  venue
• 0:13
  at
• 0:13
  the
• 0:13
  moment.
• 0:14
  So
• 0:14
  I'm
• 0:14
  doing
• 0:14
  a
• 0:15
  lot
• 0:15
  of
• 0:15
  heavy
• 0:15
  market
• 0:16
  research
• 0:16
  for
• 0:16
  my
• 0:16
  purposes
• 0:17
  in
• 0:17
  certain
• 0:17
  counties
• 0:19
  and
• 0:19
  I'm
• 0:19
  like,
• 0:20
  I'm
• 0:20
  not
• 0:20
  getting
• 0:20
  any
• 0:21
  information
• 0:21
  I
• 0:22
  need
• 0:22
  here
• 0:22
  on
• 0:22
  your
• 0:23
  website
• 0:23
  if
• 0:24
  I'm
• 0:24
  not.
• 0:24
  And
• 0:24
  I'm
• 0:24
  getting
• 0:24
  frustrated.
• 0:25
  How
• 0:25
  are
• 0:26
  your
• 0:26
  customers
• 0:26
  feeling?
• 1:22
  I'm
• 1:22
  Becca
• 1:22
  Poutney,
• 1:23
  wedding
• 1:23
  business
• 1:23
  marketing
• 1:24
  expert,
• 1:24
  strategist,
• 1:25
  speaker
• 1:26
  and
• 1:26
  author.
• 1:27
  Over
• 1:27
  the
• 1:27
  last
• 1:28
  decade,
• 1:28
  I've
• 1:28
  combined
• 1:29
  my
• 1:29
  love
• 1:29
  of
• 1:29
  marketing
• 1:30
  with
• 1:30
  my
• 1:30
  knowledge
• 1:30
  of
• 1:30
  the
• 1:30
  wedding
• 1:31
  industry
• 1:31
  to
• 1:31
  help
• 1:32
  thousands
• 1:32
  of
• 1:32
  wedding
• 1:32
  pros
• 1:33
  and
• 1:33
  venues
• 1:33
  just
• 1:34
  like
• 1:34
  you
• 1:34
  learn
• 1:35
  new
• 1:35
  skills,
• 1:36
  strategize,
• 1:36
  get
• 1:37
  re
• 1:37
  energized
• 1:37
  and
• 1:38
  grow
• 1:38
  their
• 1:38
  businesses.
• 1:39
  Because
• 1:39
  after
• 1:40
  all,
• 1:40
  that's
• 1:40
  how
• 1:41
  you
• 1:41
  stay
• 1:41
  top
• 1:41
  of
• 1:41
  your
• 1:42
  game.
• 1:42
  Whether
• 1:42
  you're
• 1:43
  brand
• 1:43
  new
• 1:43
  into
• 1:43
  this
• 1:43
  industry
• 1:44
  or
• 1:44
  been
• 1:44
  here
• 1:45
  forever,
• 1:45
  I
• 1:45
  want
• 1:46
  to
• 1:46
  help.
• 1:46
  So
• 1:47
  grab
• 1:47
  a
• 1:47
  cup
• 1:47
  of
• 1:47
  tea
• 1:48
  or
• 1:48
  a
• 1:48
  cocktail,
• 1:49
  sit
• 1:49
  back
• 1:49
  and
• 1:49
  enjoy
• 1:50
  a
• 1:50
  brand
• 1:50
  new
• 1:50
  episode
• 1:51
  of
• 1:51
  my
• 1:51
  award
• 1:51
  winning
• 1:52
  podcast,
• 1:52
  Wedding
• 1:53
  Pros
• 1:53
  who
• 1:53
  Are
• 1:53
  Ready
• 1:53
  to
• 1:54
  Grow.
• 1:54
  Let's
• 1:55
  get
• 1:55
  going
• 1:55
  with
• 1:55
  today's
• 1:56
  episode.
• 2:00
  Today
• 2:00
  I'm
• 2:01
  chatting
• 2:01
  with
• 2:01
  Wena
• 2:02
  Hicks,
• 2:02
  co
• 2:02
  owner
• 2:02
  of
• 2:02
  the
• 2:03
  Barn
• 2:03
  at
• 2:03
  Pengelli,
• 2:03
  a
• 2:04
  stunning
• 2:04
  barn
• 2:04
  venue
• 2:05
  in
• 2:05
  Cornwall.
• 2:06
  With
• 2:06
  a
• 2:06
  12
• 2:06
  year
• 2:06
  background
• 2:07
  in
• 2:07
  corporate
• 2:07
  consulting,
• 2:08
  her
• 2:08
  venue
• 2:09
  journey
• 2:09
  started
• 2:09
  five
• 2:10
  years
• 2:10
  ago.
• 2:10
  Now
• 2:10
  Wena
• 2:11
  also
• 2:11
  runs
• 2:11
  Elevate
• 2:12
  Venue
• 2:12
  Consulting
• 2:13
  where
• 2:13
  she
• 2:13
  helps
• 2:13
  fellow
• 2:14
  venue
• 2:14
  owners
• 2:14
  create
• 2:15
  efficient
• 2:15
  business
• 2:15
  structures,
• 2:16
  drive
• 2:16
  growth
• 2:17
  and
• 2:17
  turn
• 2:17
  ideas
• 2:18
  into
• 2:18
  profit.
• 2:18
  I
• 2:19
  cannot
• 2:19
  wait
• 2:19
  to
• 2:19
  find
• 2:20
  out
• 2:20
  more
• 2:20
  about
• 2:20
  her
• 2:21
  journey.
• 2:21
  Wena,
• 2:22
  welcome
• 2:22
  to
• 2:22
  the
• 2:22
  podcast.
• 2:23
  Hi
• 2:23
  Becca,
• 2:24
  it's
• 2:24
  great
• 2:24
  to
• 2:24
  join
• 2:24
  you
• 2:25
  today.
• 2:25
  It's
• 2:26
  so
• 2:26
  good
• 2:26
  to
• 2:26
  have
• 2:26
  you
• 2:27
  here.
• 2:27
  I
• 2:27
  love
• 2:28
  having
• 2:28
  people
• 2:29
  who
• 2:29
  are
• 2:29
  still
• 2:29
  on
• 2:29
  the
• 2:30
  ground
• 2:30
  in
• 2:30
  venues,
• 2:31
  in
• 2:31
  wedding
• 2:31
  businesses
• 2:32
  on
• 2:32
  the
• 2:32
  podcast
• 2:33
  because
• 2:33
  it
• 2:33
  gives
• 2:34
  a
• 2:34
  real
• 2:34
  insight
• 2:34
  into
• 2:35
  what
• 2:35
  is
• 2:35
  happening
• 2:35
  in
• 2:36
  our
• 2:36
  industry
• 2:36
  right
• 2:37
  here,
• 2:37
  right
• 2:38
  now.
• 2:38
  And
• 2:38
  that's
• 2:38
  what
• 2:38
  we're
• 2:38
  going
• 2:38
  to
• 2:38
  be
• 2:39
  getting
• 2:39
  into
• 2:39
  today.
• 2:39
  But
• 2:40
  before
• 2:40
  then,
• 2:41
  I
• 2:41
  always
• 2:41
  like
• 2:42
  to
• 2:42
  take
• 2:42
  people
• 2:42
  back
• 2:43
  and
• 2:43
  find
• 2:43
  out
• 2:44
  a
• 2:44
  little
• 2:44
  bit
• 2:44
  more
• 2:44
  about
• 2:45
  their
• 2:45
  journey
• 2:46
  to
• 2:46
  the
• 2:46
  point
• 2:46
  where
• 2:46
  they
• 2:47
  are
• 2:47
  now.
• 2:47
  So
• 2:48
  take
• 2:48
  me
• 2:48
  right
• 2:48
  back
• 2:49
  to
• 2:49
  your
• 2:50
  career
• 2:50
  before
• 2:51
  weddings.
• 2:51
  What
• 2:52
  were
• 2:52
  you
• 2:52
  actually
• 2:52
  doing?
• 2:53
  So
• 2:53
  pre
• 2:53
  weddings
• 2:54
  I
• 2:54
  worked
• 2:55
  in
• 2:55
  corporate
• 2:55
  consulting.
• 2:56
  Now
• 2:56
  corporate
• 2:57
  consulting
• 2:57
  is
• 2:58
  one
• 2:58
  of
• 2:58
  those
• 2:58
  things
• 2:59
  that
• 2:59
  nobody
• 3:00
  knows
• 3:00
  what
• 3:00
  it
• 3:00
  means
• 3:01
  and
• 3:01
  I
• 3:01
  can
• 3:01
  never
• 3:02
  describe
• 3:02
  what
• 3:02
  it
• 3:02
  means
• 3:02
  because
• 3:03
  it
• 3:03
  makes
• 3:03
  no
• 3:03
  sense
• 3:03
  to
• 3:03
  anyone.
• 3:05
  But
• 3:05
  basically
• 3:05
  I
• 3:06
  worked
• 3:06
  with
• 3:07
  really
• 3:07
  large
• 3:07
  corporations,
• 3:08
  think
• 3:08
  like
• 3:09
  Dyson,
• 3:10
  IBM,
• 3:11
  Vodafone,
• 3:13
  across
• 3:13
  the
• 3:13
  UK
• 3:14
  and
• 3:14
  across
• 3:14
  America,
• 3:15
  helping
• 3:16
  them
• 3:16
  improve
• 3:16
  what
• 3:16
  they
• 3:16
  do
• 3:17
  on
• 3:17
  a
• 3:17
  daily
• 3:17
  basis.
• 3:18
  So
• 3:18
  Whether
• 3:18
  that's
• 3:19
  new
• 3:19
  technology
• 3:20
  to
• 3:20
  help
• 3:20
  them
• 3:20
  work
• 3:21
  better,
• 3:21
  reducing
• 3:22
  headcount,
• 3:23
  improving
• 3:23
  profitability,
• 3:25
  you
• 3:25
  name
• 3:25
  it,
• 3:26
  I
• 3:26
  did
• 3:26
  it.
• 3:26
  Anything
• 3:26
  across,
• 3:27
  basically
• 3:27
  operations
• 3:28
  and
• 3:28
  strategy,
• 3:29
  love
• 3:29
  it.
• 3:30
  All
• 3:30
  of
• 3:30
  my
• 3:30
  favorite
• 3:30
  things.
• 3:31
  And
• 3:31
  so
• 3:31
  I
• 3:31
  guess
• 3:31
  that
• 3:31
  kind
• 3:32
  of
• 3:32
  plays
• 3:32
  into
• 3:32
  what
• 3:32
  you're
• 3:33
  doing
• 3:33
  right
• 3:34
  now.
• 3:34
  But
• 3:34
  let's
• 3:34
  not
• 3:35
  jump
• 3:35
  ahead.
• 3:36
  So
• 3:36
  you're
• 3:37
  there,
• 3:37
  you're
• 3:37
  having
• 3:38
  this
• 3:38
  career,
• 3:38
  you're
• 3:39
  working
• 3:39
  with
• 3:39
  these
• 3:39
  big
• 3:40
  brands.
• 3:40
  How
• 3:41
  on
• 3:41
  earth
• 3:41
  have
• 3:41
  you
• 3:42
  gone
• 3:42
  from
• 3:42
  that
• 3:42
  to
• 3:43
  to
• 3:43
  I
• 3:43
  know
• 3:43
  I'm
• 3:44
  going
• 3:44
  to
• 3:44
  co
• 3:44
  own
• 3:44
  a
• 3:44
  wedding
• 3:45
  venue.
• 3:45
  It's
• 3:46
  a
• 3:46
  very
• 3:46
  good
• 3:46
  question.
• 3:47
  So
• 3:47
  if
• 3:47
  we
• 3:47
  go
• 3:47
  back
• 3:48
  a
• 3:48
  bit.
• 3:48
  So
• 3:48
  I'm
• 3:49
  actually
• 3:50
  from
• 3:50
  a
• 3:50
  farming
• 3:51
  family.
• 3:51
  I'm
• 3:52
  one
• 3:52
  of
• 3:52
  four
• 3:52
  girls
• 3:53
  and
• 3:53
  we
• 3:53
  are
• 3:53
  fifth
• 3:53
  generation
• 3:54
  dairy
• 3:55
  farmers.
• 3:55
  My
• 3:56
  poor
• 3:56
  dad
• 3:56
  had
• 3:56
  four
• 3:57
  girls
• 3:57
  and
• 3:57
  none
• 3:57
  of
• 3:58
  us
• 3:58
  wanted
• 3:58
  to
• 3:58
  take
• 3:58
  on
• 3:58
  the
• 3:59
  farm.
• 3:59
  And
• 4:00
  it's
• 4:00
  one
• 4:00
  of
• 4:00
  those
• 4:00
  things
• 4:00
  where
• 4:01
  for
• 4:01
  years
• 4:01
  we've
• 4:02
  had
• 4:02
  this
• 4:02
  amazing
• 4:03
  field
• 4:03
  on
• 4:03
  the
• 4:03
  farm
• 4:03
  that
• 4:04
  overlooks
• 4:04
  these
• 4:04
  lakes.
• 4:05
  And
• 4:05
  I've
• 4:06
  said
• 4:06
  so
• 4:07
  many
• 4:07
  times,
• 4:07
  wouldn't
• 4:08
  it
• 4:08
  be
• 4:08
  great
• 4:08
  if
• 4:09
  we
• 4:09
  had
• 4:09
  a
• 4:09
  wedding
• 4:10
  venue
• 4:10
  here?
• 4:10
  Wouldn't
• 4:11
  the
• 4:11
  views
• 4:11
  be
• 4:11
  amazing?
• 4:13
  And
• 4:13
  then
• 4:13
  one
• 4:13
  day
• 4:13
  we
• 4:14
  thought,
• 4:14
  you
• 4:14
  know
• 4:14
  what,
• 4:14
  why
• 4:15
  don't
• 4:15
  we
• 4:15
  just
• 4:15
  try
• 4:15
  it?
• 4:16
  We've
• 4:16
  got
• 4:16
  nothing
• 4:16
  to
• 4:16
  lose.
• 4:17
  We
• 4:17
  want
• 4:17
  the
• 4:17
  farm
• 4:17
  to
• 4:18
  stay
• 4:18
  in
• 4:18
  the
• 4:18
  family.
• 4:19
  And
• 4:20
  we
• 4:20
  started
• 4:20
  a
• 4:20
  pre
• 4:20
  planning
• 4:21
  application
• 4:22
  probably
• 4:22
  about
• 4:23
  10
• 4:23
  years
• 4:23
  ago
• 4:23
  now.
• 4:24
  And
• 4:24
  to
• 4:24
  be
• 4:25
  honest,
• 4:25
  even
• 4:25
  the
• 4:25
  planning
• 4:26
  officer
• 4:26
  said
• 4:26
  not
• 4:27
  a
• 4:27
  lot
• 4:27
  of
• 4:27
  chance
• 4:28
  because
• 4:28
  it's
• 4:28
  a
• 4:28
  new
• 4:28
  build
• 4:29
  development,
• 4:29
  you're
• 4:29
  not
• 4:30
  converting
• 4:30
  an
• 4:30
  existing
• 4:31
  barn,
• 4:31
  but
• 4:32
  let's
• 4:32
  just
• 4:32
  go
• 4:32
  for
• 4:32
  it,
• 4:34
  skip
• 4:34
  forward
• 4:34
  a
• 4:34
  few
• 4:35
  years
• 4:35
  that
• 4:35
  all
• 4:36
  went
• 4:36
  through
• 4:37
  and
• 4:37
  actually
• 4:38
  believe
• 4:38
  it
• 4:38
  or
• 4:38
  not,
• 4:39
  until
• 4:39
  last
• 4:39
  year,
• 4:40
  so
• 4:40
  12
• 4:40
  months
• 4:41
  ago
• 4:41
  I
• 4:41
  was
• 4:42
  running
• 4:42
  for
• 4:43
  the
• 4:43
  wedding
• 4:43
  venue
• 4:43
  and
• 4:44
  doing
• 4:44
  a
• 4:44
  full
• 4:44
  time
• 4:45
  corporate
• 4:45
  consulting
• 4:46
  career
• 4:46
  in
• 4:46
  London.
• 4:47
  So
• 4:48
  I'm
• 4:48
  very
• 4:48
  used
• 4:48
  to
• 4:49
  being
• 4:49
  very
• 4:49
  busy.
• 4:50
  Wow,
• 4:50
  that
• 4:51
  is
• 4:51
  a
• 4:51
  lot.
• 4:52
  Okay,
• 4:52
  so
• 4:52
  there's
• 4:52
  a
• 4:53
  lot
• 4:53
  to
• 4:53
  unpack
• 4:54
  there.
• 4:54
  So
• 4:55
  in
• 4:55
  terms
• 4:55
  of
• 4:55
  the
• 4:55
  venue
• 4:56
  itself,
• 4:56
  then
• 4:57
  again
• 4:57
  that's
• 4:58
  still
• 4:58
  a
• 4:58
  big
• 4:58
  leap
• 4:58
  even
• 4:58
  if
• 4:59
  you
• 4:59
  come
• 4:59
  up
• 4:59
  with
• 4:59
  the
• 4:59
  idea
• 5:00
  to
• 5:00
  actually
• 5:01
  make
• 5:01
  it
• 5:01
  happen
• 5:02
  and
• 5:02
  to
• 5:02
  actually
• 5:02
  go
• 5:02
  ahead.
• 5:03
  So
• 5:03
  what's
• 5:04
  the
• 5:04
  business
• 5:04
  structure?
• 5:05
  Is
• 5:05
  it
• 5:05
  you
• 5:05
  on
• 5:05
  your
• 5:05
  own?
• 5:06
  Is
• 5:06
  it
• 5:06
  your
• 5:06
  entire
• 5:07
  family
• 5:07
  together?
• 5:07
  How
• 5:08
  have
• 5:08
  you,
• 5:08
  how
• 5:08
  are
• 5:08
  you
• 5:08
  all
• 5:09
  working
• 5:09
  together
• 5:09
  to
• 5:09
  make
• 5:10
  this
• 5:10
  happen?
• 5:10
  And
• 5:11
  importantly,
• 5:11
  is
• 5:11
  it
• 5:11
  still
• 5:12
  a
• 5:12
  dairy
• 5:12
  farm
• 5:12
  or
• 5:13
  is
• 5:13
  the
• 5:13
  farming
• 5:13
  part
• 5:14
  ceased.
• 5:14
  So
• 5:15
  it's
• 5:16
  no
• 5:16
  longer
• 5:16
  a
• 5:16
  dairy
• 5:17
  farm
• 5:17
  but
• 5:17
  it
• 5:17
  is
• 5:17
  still
• 5:17
  a
• 5:18
  working
• 5:18
  farm.
• 5:19
  So
• 5:19
  my
• 5:19
  parents
• 5:20
  stopped
• 5:21
  doing
• 5:21
  dairy
• 5:22
  about
• 5:22
  15
• 5:22
  years
• 5:23
  ago
• 5:23
  now
• 5:24
  as
• 5:24
  the
• 5:24
  industry
• 5:24
  declined
• 5:25
  and
• 5:25
  they
• 5:25
  converted
• 5:26
  all
• 5:26
  of
• 5:26
  their
• 5:26
  barns
• 5:27
  into
• 5:27
  holiday
• 5:27
  cottages.
• 5:29
  So
• 5:29
  tick
• 5:29
  one,
• 5:29
  we
• 5:30
  had
• 5:30
  accommodation
• 5:30
  on
• 5:31
  site.
• 5:31
  It's
• 5:32
  myself
• 5:33
  and
• 5:33
  one
• 5:33
  of
• 5:33
  my
• 5:33
  sisters
• 5:34
  who
• 5:34
  run
• 5:34
  the
• 5:34
  wedding
• 5:35
  venue.
• 5:35
  She
• 5:36
  also
• 5:36
  works
• 5:36
  full
• 5:37
  time
• 5:37
  in
• 5:37
  corporate.
• 5:39
  The
• 5:39
  timing
• 5:40
  just
• 5:40
  Kind
• 5:40
  of
• 5:40
  aligned.
• 5:41
  I
• 5:41
  opened
• 5:42
  the
• 5:42
  wedding
• 5:42
  venue
• 5:43
  whilst
• 5:44
  six
• 5:44
  months
• 5:45
  pregnant.
• 5:45
  So
• 5:46
  then
• 5:46
  I
• 5:46
  took
• 5:46
  my
• 5:47
  12
• 5:47
  month
• 5:47
  maternity
• 5:48
  leave
• 5:48
  to
• 5:49
  get
• 5:49
  it
• 5:49
  up
• 5:49
  and
• 5:49
  running
• 5:50
  and
• 5:50
  get
• 5:50
  a
• 5:50
  team
• 5:50
  in
• 5:50
  place
• 5:51
  who
• 5:51
  can
• 5:51
  run
• 5:51
  it
• 5:51
  on
• 5:51
  a
• 5:52
  day
• 5:52
  to
• 5:52
  day
• 5:52
  basis
• 5:53
  and
• 5:53
  be
• 5:53
  here.
• 5:55
  So
• 5:55
  yeah,
• 5:56
  family,
• 5:56
  parents
• 5:57
  are
• 5:57
  still
• 5:57
  somewhat
• 5:58
  involved,
• 5:58
  they
• 5:58
  live
• 5:58
  on
• 5:58
  site,
• 5:59
  they
• 5:59
  manage
• 5:59
  the
• 5:59
  holiday
• 6:00
  accommodation
• 6:01
  which
• 6:01
  is
• 6:01
  now
• 6:01
  exclusive
• 6:02
  for
• 6:02
  the
• 6:02
  venue,
• 6:03
  but
• 6:03
  it's
• 6:03
  two
• 6:03
  kind
• 6:04
  of
• 6:04
  separate
• 6:04
  businesses.
• 6:04
  So
• 6:05
  I'm
• 6:05
  all
• 6:05
  weddings,
• 6:05
  they're
• 6:06
  all
• 6:06
  accommodation,.
• 6:06
  So
• 6:07
  it's
• 6:07
  a
• 6:07
  proper
• 6:07
  family
• 6:08
  business.
• 6:08
  And
• 6:08
  also,
• 6:09
  just
• 6:09
  a
• 6:09
  side
• 6:09
  note,
• 6:10
  why
• 6:10
  as
• 6:10
  women
• 6:11
  do
• 6:11
  we
• 6:11
  do
• 6:11
  this
• 6:11
  to
• 6:12
  ourselves?
• 6:12
  We
• 6:12
  say
• 6:12
  we're
• 6:13
  on
• 6:13
  maternity
• 6:13
  leave.
• 6:13
  I
• 6:14
  know
• 6:14
  that's
• 6:14
  a
• 6:14
  great
• 6:15
  gap
• 6:15
  to
• 6:15
  set
• 6:16
  up
• 6:16
  a
• 6:16
  massive
• 6:16
  business
• 6:17
  opportunity
• 6:18
  rather
• 6:18
  than
• 6:18
  to
• 6:18
  sit
• 6:19
  back
• 6:19
  and
• 6:19
  rest.
• 6:19
  But
• 6:20
  so
• 6:20
  many
• 6:20
  entrepreneurs,
• 6:21
  including
• 6:21
  myself
• 6:22
  that
• 6:22
  I
• 6:22
  talked
• 6:22
  to
• 6:22
  on
• 6:23
  this
• 6:23
  podcast,
• 6:23
  use
• 6:24
  maternity
• 6:24
  leave
• 6:25
  as
• 6:25
  a
• 6:26
  jumping
• 6:26
  off
• 6:26
  point
• 6:26
  to
• 6:26
  do
• 6:27
  something
• 6:27
  different.
• 6:27
  I
• 6:27
  know,
• 6:28
  because
• 6:28
  we're
• 6:28
  always,
• 6:28
  we
• 6:28
  just
• 6:29
  have
• 6:29
  to
• 6:29
  be
• 6:29
  busy.
• 6:30
  Yeah,
• 6:30
  I
• 6:30
  know.
• 6:30
  And
• 6:31
  I
• 6:31
  look
• 6:31
  back
• 6:31
  and
• 6:31
  I
• 6:31
  think
• 6:32
  all
• 6:32
  my
• 6:32
  friends
• 6:32
  who
• 6:33
  are
• 6:33
  in
• 6:33
  these
• 6:33
  jobs,
• 6:33
  they
• 6:33
  took
• 6:33
  their
• 6:33
  maternity
• 6:34
  leave
• 6:34
  and
• 6:34
  they
• 6:34
  just
• 6:34
  sat
• 6:35
  around
• 6:35
  going
• 6:35
  for
• 6:35
  coffee,
• 6:36
  having
• 6:36
  this
• 6:36
  lovely
• 6:36
  time
• 6:37
  and
• 6:37
  somehow
• 6:38
  I
• 6:38
  had
• 6:38
  this
• 6:38
  tiny
• 6:38
  baby
• 6:39
  and
• 6:39
  decided
• 6:40
  to
• 6:40
  try
• 6:40
  and
• 6:40
  build
• 6:41
  a
• 6:41
  business
• 6:41
  empire.
• 6:42
  So
• 6:42
  we
• 6:42
  don't,
• 6:43
  we're
• 6:43
  not
• 6:43
  always
• 6:43
  kind
• 6:43
  to
• 6:44
  ourselves,
• 6:44
  but
• 6:44
  I'm
• 6:44
  sure
• 6:44
  you
• 6:45
  have
• 6:45
  no
• 6:45
  regrets.
• 6:46
  And
• 6:46
  I
• 6:46
  guess
• 6:46
  a
• 6:47
  bit
• 6:47
  like
• 6:47
  people
• 6:48
  use
• 6:48
  Covid,
• 6:48
  it
• 6:49
  just
• 6:49
  gives
• 6:49
  you
• 6:49
  a
• 6:50
  time
• 6:50
  to
• 6:50
  think
• 6:50
  about
• 6:51
  something
• 6:51
  different.
• 6:51
  It
• 6:52
  does,
• 6:52
  yeah.
• 6:52
  And
• 6:53
  I
• 6:53
  think
• 6:53
  at
• 6:53
  the
• 6:53
  time
• 6:54
  as
• 6:54
  well,
• 6:55
  we
• 6:55
  actually
• 6:55
  launched
• 6:56
  just
• 6:56
  after
• 6:56
  Covid.
• 6:57
  So
• 6:57
  you
• 6:58
  could
• 6:58
  argue
• 6:58
  the
• 6:59
  timing
• 6:59
  was
• 6:59
  good
• 6:59
  or
• 6:59
  the
• 6:59
  timing
• 7:00
  was
• 7:00
  terrible,
• 7:01
  but
• 7:02
  we
• 7:02
  were
• 7:02
  very
• 7:02
  lucky.
• 7:02
  It
• 7:02
  was
• 7:03
  just
• 7:03
  before
• 7:03
  we
• 7:03
  left
• 7:03
  the
• 7:04
  European
• 7:05
  Union
• 7:05
  and
• 7:06
  there
• 7:06
  used
• 7:06
  to
• 7:07
  be
• 7:07
  a
• 7:07
  European
• 7:08
  Growth
• 7:08
  Fund
• 7:08
  grant
• 7:09
  pot,
• 7:10
  so
• 7:10
  we
• 7:11
  applied
• 7:12
  for
• 7:12
  that.
• 7:12
  And
• 7:12
  as
• 7:13
  part
• 7:13
  of
• 7:13
  that,
• 7:13
  which
• 7:14
  at
• 7:14
  the
• 7:15
  time
• 7:15
  seemed
• 7:15
  awful,
• 7:15
  but
• 7:16
  it
• 7:16
  was
• 7:16
  a
• 7:16
  blessing
• 7:16
  in
• 7:16
  disguise.
• 7:17
  It
• 7:17
  was
• 7:17
  a
• 7:17
  very
• 7:17
  rigorous
• 7:18
  process
• 7:18
  where
• 7:19
  you
• 7:19
  had
• 7:19
  to
• 7:19
  produce
• 7:20
  marketing
• 7:21
  plans,
• 7:21
  competitor
• 7:22
  analysis
• 7:22
  showing
• 7:23
  that
• 7:23
  you've
• 7:23
  spoken
• 7:23
  to
• 7:24
  competitors,
• 7:25
  cash
• 7:26
  flow
• 7:26
  forecasts,
• 7:27
  everything.
• 7:27
  So
• 7:27
  it
• 7:27
  kind
• 7:28
  of
• 7:28
  forced
• 7:28
  us
• 7:28
  into
• 7:29
  doing
• 7:29
  a
• 7:29
  really,
• 7:30
  really
• 7:30
  comprehensive
• 7:31
  market
• 7:31
  research
• 7:32
  before
• 7:32
  opening.
• 7:33
  Amazing.
• 7:33
  So
• 7:33
  what
• 7:33
  came
• 7:34
  out
• 7:34
  of
• 7:34
  that
• 7:34
  market
• 7:34
  research
• 7:35
  then?
• 7:35
  What
• 7:35
  was
• 7:35
  the
• 7:35
  benefit
• 7:36
  of
• 7:36
  doing
• 7:36
  that
• 7:37
  level
• 7:37
  of
• 7:38
  research
• 7:38
  before
• 7:39
  you
• 7:39
  opened?
• 7:39
  For
• 7:40
  us,
• 7:40
  it
• 7:40
  was
• 7:40
  understanding
• 7:42
  it's
• 7:42
  a
• 7:42
  very
• 7:42
  strong
• 7:42
  wedding
• 7:43
  market
• 7:43
  in
• 7:43
  Cornwall.
• 7:44
  Obviously
• 7:44
  it's
• 7:45
  a
• 7:45
  bit
• 7:45
  of
• 7:45
  a
• 7:45
  destination
• 7:46
  venue,
• 7:47
  destination
• 7:48
  wedding
• 7:49
  spot
• 7:49
  as
• 7:49
  well.
• 7:50
  Because
• 7:51
  of
• 7:51
  the
• 7:51
  coastline,
• 7:51
  we
• 7:52
  knew
• 7:52
  we
• 7:52
  didn't
• 7:52
  have
• 7:52
  the
• 7:52
  coastal
• 7:53
  views,
• 7:53
  we
• 7:54
  were
• 7:54
  farm
• 7:54
  inland
• 7:55
  venue.
• 7:56
  And
• 7:56
  so
• 7:56
  we
• 7:57
  wanted
• 7:57
  to
• 7:57
  understand
• 7:58
  what
• 7:58
  was
• 7:58
  our
• 7:59
  differentiator.
• 8:00
  And
• 8:00
  for
• 8:00
  us,
• 8:01
  what
• 8:01
  we
• 8:01
  realized
• 8:01
  was
• 8:02
  that
• 8:02
  a
• 8:02
  lot
• 8:02
  of
• 8:02
  venues
• 8:03
  can
• 8:03
  only
• 8:04
  hold
• 8:04
  up
• 8:04
  to
• 8:04
  120
• 8:05
  people
• 8:06
  and
• 8:06
  then
• 8:06
  you
• 8:07
  have
• 8:07
  to
• 8:07
  hire
• 8:07
  in
• 8:08
  Additional
• 8:08
  marquee
• 8:09
  and
• 8:09
  additional
• 8:10
  spend
• 8:10
  to
• 8:10
  get
• 8:10
  those
• 8:10
  larger
• 8:11
  numbers.
• 8:11
  So
• 8:12
  from
• 8:12
  the
• 8:12
  start,
• 8:12
  for
• 8:13
  us,
• 8:13
  it
• 8:13
  was
• 8:13
  okay.
• 8:14
  How
• 8:14
  can
• 8:14
  we
• 8:14
  cater
• 8:15
  to
• 8:15
  the
• 8:15
  larger
• 8:15
  markets,
• 8:16
  but
• 8:17
  also
• 8:17
  have
• 8:17
  the
• 8:17
  flexibility
• 8:17
  inside
• 8:18
  the
• 8:18
  venue
• 8:18
  that
• 8:19
  you
• 8:19
  can
• 8:19
  make
• 8:19
  it
• 8:19
  a
• 8:19
  bit
• 8:20
  smaller
• 8:20
  for
• 8:21
  smaller
• 8:21
  weddings
• 8:22
  because
• 8:22
  you
• 8:22
  don't
• 8:22
  want
• 8:22
  to
• 8:23
  cut
• 8:23
  yourself
• 8:23
  off
• 8:23
  to
• 8:24
  that.
• 8:25
  We
• 8:25
  also
• 8:25
  had
• 8:26
  the
• 8:26
  opportunity
• 8:27
  to
• 8:27
  speak
• 8:28
  to
• 8:28
  a
• 8:28
  lot
• 8:28
  of
• 8:28
  suppliers.
• 8:29
  And
• 8:29
  because
• 8:30
  we
• 8:30
  were
• 8:30
  lucky
• 8:31
  enough
• 8:31
  to
• 8:31
  be
• 8:31
  building
• 8:32
  a
• 8:32
  venue
• 8:32
  from
• 8:32
  scratch
• 8:33
  rather
• 8:33
  than
• 8:34
  converting
• 8:34
  existing
• 8:35
  building,
• 8:35
  we
• 8:36
  went
• 8:36
  and
• 8:36
  spoke
• 8:36
  to
• 8:36
  every
• 8:37
  supplier,
• 8:37
  I
• 8:37
  mean,
• 8:37
  from
• 8:38
  cake
• 8:38
  makers
• 8:39
  to
• 8:39
  event
• 8:39
  hire
• 8:40
  to
• 8:40
  everyone,
• 8:40
  and
• 8:40
  said,
• 8:41
  what
• 8:41
  is
• 8:41
  your
• 8:41
  biggest
• 8:42
  hate
• 8:42
  when
• 8:42
  working
• 8:43
  with
• 8:43
  wedding
• 8:43
  venues
• 8:44
  in
• 8:44
  terms
• 8:44
  of
• 8:44
  logistics,
• 8:45
  not
• 8:45
  what
• 8:46
  they
• 8:46
  do.
• 8:46
  And
• 8:47
  what
• 8:47
  would
• 8:47
  be
• 8:47
  great?
• 8:47
  What.
• 8:48
  What
• 8:48
  is
• 8:48
  the.
• 8:49
  It
• 8:49
  would
• 8:49
  be
• 8:49
  great
• 8:49
  if.
• 8:50
  So
• 8:51
  it
• 8:51
  would
• 8:51
  be
• 8:51
  great
• 8:51
  if
• 8:51
  actually
• 8:52
  we
• 8:52
  could
• 8:52
  just
• 8:52
  drive
• 8:53
  around
• 8:53
  the
• 8:53
  back
• 8:53
  of
• 8:53
  the
• 8:54
  venue
• 8:54
  and
• 8:54
  park
• 8:54
  right
• 8:55
  outside
• 8:55
  the
• 8:55
  kitchen
• 8:56
  and
• 8:56
  offload
• 8:56
  everything
• 8:57
  into
• 8:57
  there.
• 8:57
  Great.
• 8:58
  Okay,
• 8:58
  well,
• 8:58
  we'll
• 8:58
  create
• 8:59
  additional.
• 8:59
  Additional
• 9:00
  road
• 9:00
  that
• 9:00
  goes
• 9:00
  around
• 9:00
  the
• 9:01
  back.
• 9:01
  It
• 9:01
  was
• 9:01
  all
• 9:01
  those
• 9:02
  small
• 9:02
  things
• 9:02
  to
• 9:02
  make
• 9:03
  sure
• 9:03
  that
• 9:03
  we
• 9:03
  were
• 9:03
  thinking
• 9:03
  of
• 9:04
  everything
• 9:04
  at
• 9:04
  the
• 9:04
  start.
• 9:05
  We
• 9:05
  also
• 9:05
  did
• 9:06
  a
• 9:06
  lot
• 9:06
  of
• 9:06
  surveys
• 9:07
  on
• 9:08
  social
• 9:08
  media
• 9:09
  with
• 9:09
  brides
• 9:10
  got
• 9:10
  married
• 9:11
  at
• 9:11
  all
• 9:11
  different
• 9:11
  venues
• 9:12
  across
• 9:12
  the
• 9:12
  country,
• 9:13
  saying,
• 9:13
  what
• 9:14
  did
• 9:14
  you
• 9:14
  love
• 9:14
  most
• 9:14
  about
• 9:15
  your
• 9:15
  venue?
• 9:15
  What
• 9:15
  would
• 9:15
  be
• 9:16
  better?
• 9:16
  What
• 9:16
  do
• 9:16
  you
• 9:16
  think's
• 9:17
  missing?
• 9:18
  So
• 9:18
  it
• 9:18
  was
• 9:18
  really
• 9:18
  capturing
• 9:19
  all
• 9:19
  of
• 9:19
  that
• 9:20
  research
• 9:20
  and
• 9:21
  making
• 9:21
  sure
• 9:21
  we
• 9:21
  could
• 9:21
  build
• 9:22
  something
• 9:22
  that
• 9:22
  met
• 9:22
  everyone's
• 9:23
  needs.
• 9:23
  I
• 9:24
  love
• 9:24
  that.
• 9:24
  And
• 9:24
  I
• 9:24
  love
• 9:24
  that
• 9:24
  you
• 9:25
  had
• 9:25
  those
• 9:25
  suppliers
• 9:25
  involved
• 9:26
  from
• 9:26
  day
• 9:27
  one,
• 9:27
  essentially,
• 9:27
  before
• 9:28
  you
• 9:28
  even
• 9:28
  built
• 9:28
  it,
• 9:29
  because
• 9:29
  it's
• 9:29
  those
• 9:30
  little
• 9:30
  things
• 9:30
  that
• 9:30
  we
• 9:30
  often
• 9:31
  don't
• 9:31
  think
• 9:31
  about.
• 9:32
  I
• 9:32
  mean,
• 9:32
  even
• 9:32
  when
• 9:33
  I
• 9:33
  just
• 9:33
  ran
• 9:33
  WED
• 9:34
  Pros
• 9:34
  Live
• 9:34
  at
• 9:35
  the
• 9:35
  conference,
• 9:36
  my
• 9:36
  AV
• 9:36
  team
• 9:37
  said,
• 9:37
  this
• 9:37
  is
• 9:37
  the
• 9:37
  worst
• 9:38
  venue
• 9:38
  we've
• 9:38
  ever
• 9:39
  had
• 9:39
  for
• 9:39
  access.
• 9:40
  The
• 9:40
  access
• 9:40
  was
• 9:40
  terrible.
• 9:41
  But
• 9:41
  when
• 9:41
  you're
• 9:41
  booking
• 9:41
  a
• 9:42
  venue,
• 9:42
  when
• 9:42
  you're
• 9:42
  thinking
• 9:42
  about
• 9:42
  it,
• 9:43
  you
• 9:43
  don't
• 9:43
  always
• 9:44
  think
• 9:44
  about
• 9:44
  those
• 9:45
  little
• 9:45
  things,
• 9:45
  about
• 9:45
  the
• 9:46
  fact
• 9:46
  that
• 9:46
  the
• 9:46
  lifts
• 9:47
  were
• 9:47
  tiny
• 9:47
  and
• 9:48
  they
• 9:48
  had
• 9:48
  to
• 9:48
  try
• 9:48
  and
• 9:48
  get
• 9:48
  all
• 9:49
  of
• 9:49
  this
• 9:49
  speaker
• 9:49
  equipment
• 9:50
  up
• 9:50
  in
• 9:50
  the
• 9:50
  tiniest
• 9:51
  lift
• 9:51
  ever.
• 9:51
  Obviously,
• 9:51
  they
• 9:51
  did
• 9:52
  it.
• 9:52
  They
• 9:52
  did
• 9:52
  an
• 9:52
  amazing
• 9:52
  job
• 9:53
  and
• 9:53
  it
• 9:53
  was
• 9:53
  a
• 9:53
  great
• 9:54
  venue.
• 9:54
  But
• 9:55
  actually
• 9:55
  having
• 9:55
  those
• 9:56
  conversations
• 9:57
  now
• 9:58
  when
• 9:58
  I'm
• 9:58
  looking
• 9:58
  at
• 9:58
  venues,
• 9:59
  I
• 9:59
  need
• 9:59
  to
• 9:59
  start
• 9:59
  thinking,
• 9:59
  oh,
• 10:00
  actually,
• 10:00
  what
• 10:01
  do
• 10:01
  the
• 10:01
  AV
• 10:02
  team
• 10:02
  require?
• 10:03
  What
• 10:03
  makes
• 10:03
  it
• 10:03
  easier
• 10:04
  for
• 10:04
  them?
• 10:04
  And
• 10:04
  it's
• 10:05
  exactly
• 10:05
  the
• 10:05
  same
• 10:05
  when
• 10:05
  you're
• 10:06
  building
• 10:06
  a
• 10:07
  venue
• 10:07
  from
• 10:07
  scratch,
• 10:07
  that
• 10:08
  everyone
• 10:08
  will
• 10:09
  have
• 10:09
  different
• 10:09
  needs,
• 10:09
  everyone
• 10:10
  will
• 10:10
  have
• 10:10
  different
• 10:10
  desires.
• 10:11
  But
• 10:11
  a
• 10:11
  lot
• 10:11
  of
• 10:12
  venue
• 10:12
  owners
• 10:12
  or
• 10:12
  people
• 10:13
  building
• 10:13
  a
• 10:13
  venue
• 10:14
  wouldn't
• 10:14
  even
• 10:15
  think
• 10:15
  to
• 10:15
  consider
• 10:15
  it.
• 10:16
  Absolutely.
• 10:17
  So
• 10:17
  tell
• 10:18
  me
• 10:18
  then
• 10:18
  about
• 10:18
  your
• 10:18
  first
• 10:19
  bookings,
• 10:20
  your
• 10:20
  first
• 10:20
  weddings.
• 10:20
  I'm
• 10:21
  sure
• 10:21
  it
• 10:21
  was
• 10:21
  an
• 10:21
  exciting
• 10:22
  day
• 10:22
  when
• 10:22
  the
• 10:22
  first
• 10:23
  people
• 10:23
  booked
• 10:23
  where
• 10:24
  did
• 10:24
  you
• 10:24
  find
• 10:24
  them
• 10:25
  from
• 10:25
  when
• 10:26
  you
• 10:26
  are
• 10:26
  new
• 10:26
  on
• 10:26
  the
• 10:27
  scene?
• 10:27
  Did
• 10:27
  you
• 10:27
  launch
• 10:28
  with
• 10:28
  a
• 10:28
  big
• 10:28
  marketing
• 10:28
  plan?
• 10:29
  Was
• 10:29
  it
• 10:29
  people
• 10:29
  that
• 10:30
  you
• 10:30
  knew?
• 10:30
  How
• 10:31
  do
• 10:31
  you
• 10:31
  soft
• 10:31
  launch
• 10:31
  ahead
• 10:32
  of
• 10:32
  build?
• 10:32
  How
• 10:32
  did
• 10:33
  that
• 10:33
  part
• 10:33
  all
• 10:33
  come
• 10:33
  together?
• 10:34
  Yeah,
• 10:34
  it's
• 10:34
  a
• 10:34
  really,
• 10:35
  it's
• 10:35
  a
• 10:35
  really
• 10:35
  fun
• 10:35
  journey
• 10:36
  actually
• 10:36
  because
• 10:37
  I
• 10:37
  lived
• 10:37
  in
• 10:38
  London
• 10:38
  at
• 10:38
  the
• 10:38
  time.
• 10:38
  During
• 10:39
  the
• 10:39
  build,
• 10:39
  my
• 10:40
  sister
• 10:40
  lived
• 10:40
  in
• 10:40
  Bristol.
• 10:42
  It
• 10:42
  was
• 10:42
  obviously
• 10:42
  a
• 10:43
  construction
• 10:43
  site
• 10:44
  for
• 10:44
  the
• 10:44
  first
• 10:45
  12.
• 10:45
  We
• 10:46
  built
• 10:46
  it
• 10:46
  exceptionally
• 10:47
  quickly
• 10:47
  actually
• 10:47
  in
• 10:47
  under
• 10:48
  18
• 10:48
  months
• 10:48
  from,
• 10:49
  from
• 10:49
  breaking
• 10:50
  ground
• 10:50
  the
• 10:50
  first
• 10:51
  time.
• 10:51
  So
• 10:52
  me
• 10:52
  and
• 10:52
  my
• 10:52
  sister
• 10:52
  would
• 10:53
  alternate
• 10:53
  weekends
• 10:54
  and
• 10:54
  we
• 10:55
  would,
• 10:55
  we
• 10:55
  had
• 10:56
  CGI
• 10:56
  drawings
• 10:56
  drawn
• 10:57
  up
• 10:58
  to
• 10:58
  sell
• 10:59
  the
• 10:59
  vision
• 10:59
  and
• 11:00
  then
• 11:00
  we
• 11:00
  would
• 11:01
  do,
• 11:01
  taking
• 11:02
  turns
• 11:02
  doing
• 11:02
  weekends,
• 11:03
  come
• 11:03
  down
• 11:03
  for
• 11:03
  the
• 11:03
  weekend
• 11:04
  and
• 11:04
  booking
• 11:04
  viewings
• 11:05
  back
• 11:05
  to.
• 11:06
  It
• 11:06
  would
• 11:06
  be
• 11:06
  sort
• 11:07
  of
• 11:07
  nine
• 11:07
  hour
• 11:07
  days,
• 11:08
  no
• 11:08
  chance
• 11:08
  to
• 11:09
  stop
• 11:09
  for
• 11:09
  a
• 11:09
  coffee,
• 11:09
  a
• 11:10
  drink
• 11:10
  or
• 11:10
  anything
• 11:10
  to
• 11:11
  eat
• 11:11
  and
• 11:11
  just
• 11:11
  solve
• 11:12
  the
• 11:12
  vision
• 11:12
  really.
• 11:12
  And
• 11:13
  I
• 11:13
  think
• 11:13
  because
• 11:13
  we
• 11:13
  grew
• 11:14
  up
• 11:14
  on
• 11:14
  the
• 11:14
  farm
• 11:14
  and
• 11:14
  we
• 11:15
  had
• 11:15
  so
• 11:15
  much
• 11:15
  passion
• 11:16
  about
• 11:16
  what
• 11:16
  we
• 11:16
  were
• 11:16
  doing
• 11:17
  that
• 11:17
  really
• 11:18
  came
• 11:18
  across,
• 11:20
  we'd
• 11:20
  say,
• 11:20
  make
• 11:21
  sure
• 11:21
  you
• 11:21
  bring
• 11:21
  your
• 11:21
  wellies,
• 11:22
  here's
• 11:22
  a
• 11:22
  hard
• 11:23
  hat,
• 11:23
  you're
• 11:23
  on
• 11:23
  a
• 11:24
  construction
• 11:24
  site.
• 11:25
  And
• 11:25
  we'd
• 11:25
  walk
• 11:25
  around
• 11:26
  saying,
• 11:26
  just
• 11:26
  imagine
• 11:27
  this,
• 11:27
  this
• 11:27
  is
• 11:27
  going
• 11:27
  to
• 11:28
  be
• 11:28
  the
• 11:28
  kitchen,
• 11:28
  this
• 11:28
  is
• 11:29
  going
• 11:29
  to
• 11:29
  be
• 11:29
  the
• 11:29
  dance
• 11:29
  floor.
• 11:31
  And
• 11:31
  we
• 11:31
  booked
• 11:31
  22
• 11:32
  weddings
• 11:32
  before
• 11:33
  even
• 11:33
  opening.
• 11:34
  And
• 11:35
  we
• 11:35
  did,
• 11:35
  we
• 11:35
  did
• 11:36
  very
• 11:36
  much
• 11:37
  sell
• 11:37
  it
• 11:37
  as,
• 11:37
  you
• 11:37
  know,
• 11:38
  exclusive
• 11:38
  50%
• 11:39
  discount
• 11:39
  before
• 11:39
  opening
• 11:40
  because
• 11:40
  we
• 11:41
  are
• 11:41
  expecting
• 11:41
  you
• 11:42
  to
• 11:42
  buy
• 11:42
  into
• 11:42
  what,
• 11:43
  what
• 11:43
  we're
• 11:43
  promising
• 11:44
  you
• 11:44
  and
• 11:44
  we
• 11:44
  want
• 11:44
  you
• 11:44
  to
• 11:45
  book
• 11:45
  something
• 11:45
  that
• 11:46
  doesn't
• 11:46
  currently
• 11:46
  exist.
• 11:47
  Yeah.
• 11:48
  And
• 11:48
  trying
• 11:49
  to
• 11:49
  sell
• 11:49
  something
• 11:49
  off
• 11:50
  plan
• 11:50
  on
• 11:51
  a
• 11:51
  construction
• 11:51
  site
• 11:51
  is
• 11:52
  not
• 11:52
  the
• 11:53
  easiest
• 11:53
  thing
• 11:53
  to
• 11:53
  do.
• 11:54
  So
• 11:54
  it
• 11:54
  sounds
• 11:54
  like
• 11:54
  a
• 11:55
  smart
• 11:55
  strategy.
• 11:55
  So
• 11:55
  basically
• 11:56
  once
• 11:56
  the
• 11:56
  doors
• 11:56
  opened,
• 11:57
  you
• 11:57
  already
• 11:57
  had
• 11:57
  a
• 11:58
  number
• 11:58
  of
• 11:58
  bookings
• 11:58
  in
• 11:58
  the
• 11:59
  diary.
• 11:59
  Yeah.
• 11:59
  So
• 12:00
  we
• 12:00
  opened
• 12:00
  in
• 12:01
  May
• 12:01
  2022.
• 12:02
  We
• 12:02
  opened
• 12:02
  with
• 12:02
  a
• 12:03
  wedding
• 12:03
  fair
• 12:03
  as
• 12:04
  kind
• 12:04
  of
• 12:04
  like
• 12:04
  big
• 12:04
  welco.
• 12:07
  I
• 12:07
  remember
• 12:08
  the
• 12:08
  night
• 12:08
  before
• 12:08
  it
• 12:09
  was
• 12:09
  all
• 12:09
  hands
• 12:09
  on
• 12:09
  deck.
• 12:10
  We
• 12:10
  had
• 12:10
  friends
• 12:10
  over
• 12:11
  friends,
• 12:11
  family,
• 12:11
  all
• 12:12
  trying
• 12:12
  to
• 12:12
  pull
• 12:13
  together
• 12:13
  to
• 12:13
  make
• 12:13
  it
• 12:13
  ready
• 12:14
  for
• 12:14
  the
• 12:14
  opening.
• 12:15
  My
• 12:15
  sister's
• 12:16
  boyfriend
• 12:17
  drilled
• 12:18
  through
• 12:18
  the
• 12:18
  wall
• 12:18
  to
• 12:19
  put
• 12:19
  a
• 12:19
  picture
• 12:20
  up
• 12:20
  and
• 12:20
  went
• 12:20
  for
• 12:21
  a
• 12:21
  water
• 12:21
  pipe.
• 12:21
  We
• 12:22
  had
• 12:22
  the
• 12:22
  plumber
• 12:22
  out
• 12:23
  at
• 12:23
  about
• 12:23
  10
• 12:23
  o'
• 12:23
  clock
• 12:23
  at
• 12:24
  night.
• 12:24
  We
• 12:24
  were
• 12:24
  all
• 12:25
  painting,
• 12:26
  oiling
• 12:27
  the
• 12:27
  bar
• 12:27
  because
• 12:27
  we
• 12:28
  used
• 12:28
  a
• 12:28
  lot
• 12:28
  of
• 12:28
  reclaimed
• 12:28
  materials
• 12:29
  from
• 12:29
  the
• 12:29
  farm,
• 12:30
  so
• 12:30
  like
• 12:30
  a
• 12:30
  fallen
• 12:31
  ash
• 12:31
  tree
• 12:31
  to
• 12:31
  create
• 12:31
  the
• 12:32
  bar.
• 12:32
  It
• 12:33
  was
• 12:33
  all
• 12:33
  hands
• 12:33
  on
• 12:34
  deck.
• 12:34
  And
• 12:34
  then
• 12:35
  so
• 12:35
  we
• 12:35
  had
• 12:35
  the
• 12:35
  wedding
• 12:36
  fair
• 12:36
  and
• 12:36
  then
• 12:37
  three
• 12:37
  days
• 12:37
  later,
• 12:38
  our
• 12:38
  first
• 12:38
  wedding.
• 12:39
  Wow.
• 12:39
  Okay,
• 12:40
  so
• 12:40
  that
• 12:40
  was
• 12:40
  definitely
• 12:41
  baptism
• 12:42
  of
• 12:42
  fire.
• 12:42
  It
• 12:43
  all
• 12:43
  happened
• 12:43
  at
• 12:43
  once.
• 12:43
  But
• 12:44
  exciting
• 12:45
  to
• 12:45
  see
• 12:45
  it
• 12:45
  all
• 12:46
  come
• 12:46
  together.
• 12:46
  So
• 12:47
  now
• 12:47
  then,
• 12:47
  as
• 12:47
  you
• 12:47
  look
• 12:48
  back
• 12:48
  on
• 12:48
  the
• 12:48
  journey
• 12:49
  so
• 12:49
  far,
• 12:49
  so
• 12:50
  from
• 12:50
  2022,
• 12:51
  when
• 12:51
  you
• 12:51
  opened
• 12:52
  through
• 12:52
  to
• 12:53
  present
• 12:53
  day,
• 12:54
  what
• 12:54
  do
• 12:54
  you
• 12:55
  think
• 12:55
  are
• 12:55
  some
• 12:55
  of
• 12:55
  the
• 12:55
  things
• 12:56
  what's
• 12:56
  worked
• 12:56
  for
• 12:57
  you
• 12:57
  to
• 12:57
  drive
• 12:58
  success?
• 12:59
  For
• 12:59
  me,
• 13:00
  I
• 13:00
  am
• 13:00
  all
• 13:01
  about,
• 13:01
  you
• 13:01
  don't
• 13:02
  have
• 13:02
  to
• 13:02
  follow
• 13:02
  the
• 13:02
  crowd
• 13:03
  and
• 13:03
  what
• 13:03
  everyone
• 13:03
  else
• 13:03
  is
• 13:04
  doing.
• 13:04
  You
• 13:04
  don't
• 13:04
  have
• 13:04
  to
• 13:05
  follow
• 13:05
  the
• 13:05
  industry
• 13:05
  norms.
• 13:06
  And
• 13:06
  I,
• 13:07
  because
• 13:07
  I
• 13:07
  don't
• 13:07
  come
• 13:07
  from
• 13:08
  a
• 13:08
  wedding
• 13:08
  background,
• 13:09
  when
• 13:09
  you
• 13:09
  speak
• 13:09
  to
• 13:10
  people,
• 13:10
  it's
• 13:10
  very
• 13:11
  much
• 13:11
  like,
• 13:11
  oh,
• 13:11
  no,
• 13:11
  no,
• 13:11
  that's
• 13:12
  not
• 13:12
  what
• 13:12
  you
• 13:12
  do.
• 13:13
  You
• 13:13
  don't
• 13:13
  offer
• 13:13
  discounts,
• 13:14
  you
• 13:14
  don't
• 13:14
  do
• 13:14
  this.
• 13:15
  Whereas
• 13:15
  for
• 13:16
  me
• 13:16
  I'm
• 13:16
  like,
• 13:16
  okay,
• 13:17
  but
• 13:17
  what's
• 13:17
  going
• 13:17
  to
• 13:17
  drive
• 13:17
  more
• 13:18
  bookings?
• 13:18
  How
• 13:18
  am
• 13:18
  I
• 13:19
  going
• 13:19
  to
• 13:19
  stand
• 13:19
  out
• 13:19
  against
• 13:19
  competitors?
• 13:21
  So
• 13:21
  from
• 13:21
  the
• 13:22
  start,
• 13:22
  we
• 13:23
  went
• 13:23
  in
• 13:23
  at
• 13:23
  quite
• 13:23
  a
• 13:23
  high
• 13:24
  price
• 13:24
  point
• 13:24
  for
• 13:24
  the
• 13:24
  venue,
• 13:25
  thinking
• 13:25
  we
• 13:26
  want
• 13:26
  to
• 13:26
  target
• 13:26
  out
• 13:26
  of
• 13:27
  county
• 13:27
  couples,
• 13:27
  we
• 13:28
  want
• 13:28
  those
• 13:28
  coming
• 13:28
  down
• 13:29
  from
• 13:29
  London.
• 13:30
  And
• 13:30
  very
• 13:30
  quickly
• 13:30
  I
• 13:31
  realized,
• 13:31
  but
• 13:32
  we
• 13:32
  don't
• 13:32
  have
• 13:32
  the
• 13:32
  coastal
• 13:33
  views,
• 13:33
  we
• 13:33
  can't
• 13:34
  compete
• 13:34
  directly
• 13:35
  with
• 13:35
  those
• 13:35
  coastal
• 13:36
  venues.
• 13:37
  And
• 13:37
  I
• 13:37
  wasn't
• 13:37
  afraid
• 13:38
  to
• 13:38
  drop
• 13:38
  the
• 13:38
  price.
• 13:38
  I
• 13:38
  dropped
• 13:39
  the
• 13:39
  price
• 13:39
  and
• 13:39
  bookings
• 13:40
  increased.
• 13:41
  So
• 13:41
  it's
• 13:41
  about
• 13:41
  playing
• 13:42
  around.
• 13:43
  Because
• 13:43
  I
• 13:43
  come
• 13:44
  from
• 13:44
  a
• 13:44
  consulting
• 13:44
  background,
• 13:45
  from
• 13:45
  the
• 13:46
  start,
• 13:46
  my
• 13:47
  point,
• 13:47
  my
• 13:47
  view
• 13:47
  was,
• 13:48
  okay,
• 13:49
  how
• 13:49
  can
• 13:49
  we
• 13:49
  streamline
• 13:50
  this
• 13:50
  whole
• 13:51
  process
• 13:51
  of
• 13:51
  customers
• 13:52
  getting
• 13:52
  in
• 13:52
  touch
• 13:52
  with
• 13:53
  us
• 13:53
  so,
• 13:54
  you
• 13:54
  know,
• 13:54
  introduce
• 13:54
  online
• 13:55
  booking
• 13:55
  tools,
• 13:56
  online
• 13:56
  availability,
• 13:57
  calendars,
• 13:58
  things
• 13:58
  that
• 13:58
  hadn't
• 13:59
  really
• 14:00
  happened
• 14:00
  that
• 14:00
  much
• 14:00
  by
• 14:01
  the
• 14:01
  venues
• 14:01
  down
• 14:01
  here
• 14:02
  at
• 14:02
  the
• 14:02
  time
• 14:02
  five
• 14:03
  years
• 14:03
  ago
• 14:04
  and
• 14:05
  made
• 14:05
  it
• 14:05
  really
• 14:05
  streamlined.
• 14:06
  And
• 14:07
  I
• 14:07
  mean,
• 14:07
  we
• 14:07
  started
• 14:08
  off
• 14:08
  being,
• 14:09
  we
• 14:09
  are
• 14:09
  a
• 14:09
  drive
• 14:09
  venue
• 14:10
  hire.
• 14:10
  We
• 14:10
  don't
• 14:11
  offer
• 14:11
  wedding
• 14:11
  coordination,
• 14:12
  we
• 14:12
  don't
• 14:12
  offer
• 14:12
  drinks
• 14:13
  packages,
• 14:13
  we
• 14:13
  don't
• 14:14
  offer
• 14:14
  catering.
• 14:15
  They
• 14:15
  can
• 14:15
  come
• 14:15
  in
• 14:16
  and
• 14:16
  do
• 14:16
  it
• 14:16
  all
• 14:16
  themselves.
• 14:17
  And
• 14:17
  now,
• 14:18
  I
• 14:18
  mean,
• 14:18
  one,
• 14:19
  two,
• 14:19
  skip
• 14:19
  a
• 14:19
  few,
• 14:19
  we,
• 14:20
  we
• 14:20
  offer
• 14:20
  everything
• 14:21
  we've
• 14:21
  got
• 14:21
  in
• 14:21
  house
• 14:22
  catering,
• 14:22
  drinks,
• 14:22
  packages,
• 14:23
  accommodation,
• 14:24
  full
• 14:24
  wedding
• 14:25
  coordination.
• 14:26
  But
• 14:26
  we're
• 14:27
  a
• 14:27
  bit
• 14:27
  too
• 14:27
  scared
• 14:27
  to
• 14:27
  do
• 14:28
  it
• 14:28
  all
• 14:28
  at
• 14:28
  the
• 14:28
  start
• 14:28
  and
• 14:28
  wanted
• 14:29
  to
• 14:29
  really
• 14:29
  grow
• 14:29
  and
• 14:30
  learn
• 14:30
  as
• 14:30
  we
• 14:30
  went
• 14:30
  on,
• 14:30
  which
• 14:31
  worked
• 14:31
  well
• 14:31
  for
• 14:31
  us.
• 14:32
  Yeah.
• 14:32
  And
• 14:32
  actually
• 14:32
  it's
• 14:33
  a,
• 14:33
  it's
• 14:33
  a
• 14:33
  kind
• 14:33
  of
• 14:33
  good
• 14:34
  secret
• 14:34
  sauce
• 14:34
  to
• 14:34
  have
• 14:35
  that
• 14:35
  you
• 14:35
  came
• 14:36
  from
• 14:36
  outside
• 14:36
  of
• 14:36
  the
• 14:36
  wedding
• 14:37
  industry
• 14:37
  and
• 14:37
  you
• 14:37
  came
• 14:38
  into
• 14:38
  it
• 14:38
  with
• 14:38
  that
• 14:38
  fresh
• 14:38
  perspect
• 14:39
  perspective.
• 14:39
  I
• 14:40
  think
• 14:40
  a
• 14:40
  lot
• 14:40
  of
• 14:40
  wedding
• 14:41
  businesses,
• 14:41
  not
• 14:41
  just
• 14:42
  venues,
• 14:42
  but
• 14:42
  all
• 14:42
  the
• 14:42
  small
• 14:43
  businesses
• 14:43
  as
• 14:43
  well,
• 14:44
  lead
• 14:44
  with
• 14:44
  emotion
• 14:45
  rather
• 14:46
  than
• 14:46
  data.
• 14:46
  And
• 14:47
  you'll
• 14:47
  know
• 14:47
  that
• 14:47
  I
• 14:47
  talk
• 14:48
  about
• 14:48
  this
• 14:48
  a
• 14:48
  lot
• 14:48
  as
• 14:48
  well,
• 14:49
  which
• 14:49
  is
• 14:49
  like.
• 14:49
  But
• 14:49
  we've
• 14:50
  got
• 14:50
  to
• 14:50
  look
• 14:50
  at
• 14:50
  the
• 14:50
  actual
• 14:50
  numbers,
• 14:51
  we
• 14:51
  need
• 14:51
  to
• 14:51
  know
• 14:51
  the
• 14:51
  data,
• 14:52
  we
• 14:52
  need
• 14:52
  to
• 14:52
  know
• 14:52
  how
• 14:52
  this
• 14:53
  business
• 14:53
  is
• 14:53
  going
• 14:53
  to
• 14:53
  grow.
• 14:54
  But
• 14:54
  they,
• 14:55
  they're
• 14:55
  so
• 14:56
  in
• 14:56
  it
• 14:56
  from
• 14:57
  the
• 14:57
  emotional
• 14:57
  perspective
• 14:58
  that
• 14:58
  sometimes
• 14:59
  it's
• 14:59
  hard
• 14:59
  to,
• 15:00
  to
• 15:00
  think
• 15:00
  differently
• 15:01
  and
• 15:01
  they
• 15:01
  are
• 15:01
  just
• 15:01
  looking
• 15:01
  left
• 15:02
  at
• 15:02
  right
• 15:02
  what
• 15:02
  everyone
• 15:02
  else
• 15:03
  is
• 15:03
  doing
• 15:03
  and
• 15:04
  following
• 15:04
  a
• 15:04
  mold.
• 15:04
  So
• 15:05
  it
• 15:05
  sounds
• 15:05
  like
• 15:05
  you
• 15:05
  came
• 15:06
  in
• 15:06
  with
• 15:06
  fresh
• 15:06
  ideas,
• 15:06
  fresh
• 15:07
  perspective,
• 15:08
  business
• 15:08
  smart
• 15:08
  and
• 15:09
  went
• 15:09
  right,
• 15:09
  this
• 15:10
  is
• 15:10
  what's
• 15:10
  going
• 15:10
  to
• 15:10
  work.
• 15:11
  But
• 15:11
  that's
• 15:11
  evolved
• 15:12
  over
• 15:12
  time
• 15:12
  as
• 15:12
  well.
• 15:13
  So
• 15:13
  what
• 15:13
  has
• 15:13
  been
• 15:13
  some
• 15:13
  of
• 15:13
  the
• 15:14
  challenges?
• 15:14
  Because
• 15:15
  I'm
• 15:15
  sure
• 15:15
  it
• 15:15
  hasn't
• 15:16
  all
• 15:16
  been
• 15:16
  plain
• 15:16
  sailing.
• 15:17
  Well,
• 15:17
  it's
• 15:17
  never
• 15:17
  plain
• 15:18
  sailing.
• 15:18
  I
• 15:18
  mean,
• 15:19
  we've
• 15:19
  grown
• 15:19
  so
• 15:20
  quickly.
• 15:20
  We
• 15:20
  went
• 15:20
  from
• 15:21
  22
• 15:21
  weddings
• 15:21
  in
• 15:22
  the
• 15:22
  first
• 15:22
  year
• 15:22
  to
• 15:22
  85
• 15:23
  last
• 15:23
  year.
• 15:25
  And
• 15:25
  also
• 15:25
  realizing
• 15:26
  that
• 15:26
  you
• 15:26
  do
• 15:26
  have
• 15:27
  to
• 15:27
  have
• 15:27
  a
• 15:28
  very
• 15:28
  good
• 15:28
  team
• 15:29
  around
• 15:29
  you.
• 15:30
  So
• 15:30
  especially
• 15:31
  when
• 15:31
  you're
• 15:31
  working
• 15:31
  remotely,
• 15:32
  we
• 15:32
  thought,
• 15:33
  let's
• 15:33
  have
• 15:33
  a
• 15:33
  really
• 15:34
  lean
• 15:34
  staffing
• 15:35
  model,
• 15:35
  have
• 15:36
  one
• 15:36
  person
• 15:36
  in
• 15:37
  from
• 15:37
  the
• 15:37
  start.
• 15:39
  And
• 15:39
  we've
• 15:41
  had,
• 15:41
  we've
• 15:41
  certainly
• 15:42
  had
• 15:42
  our
• 15:42
  challenges.
• 15:44
  Finding
• 15:45
  the
• 15:45
  right
• 15:45
  staff
• 15:45
  is
• 15:46
  always
• 15:46
  the
• 15:46
  hardest
• 15:46
  thing
• 15:47
  to
• 15:47
  do.
• 15:47
  We've
• 15:47
  got
• 15:48
  an
• 15:48
  incredible
• 15:49
  team
• 15:49
  at
• 15:49
  the
• 15:49
  moment
• 15:50
  and
• 15:50
  we
• 15:50
  couldn't
• 15:50
  do
• 15:50
  it
• 15:51
  without
• 15:51
  them.
• 15:51
  But
• 15:52
  along
• 15:53
  the
• 15:53
  way
• 15:53
  we've,
• 15:53
  we've
• 15:54
  had
• 15:54
  challenges.
• 15:55
  You
• 15:55
  have
• 15:55
  tricky
• 15:56
  couples.
• 15:57
  Things
• 15:57
  go
• 15:57
  wrong.
• 15:58
  The
• 15:59
  day
• 15:59
  before,
• 15:59
  I
• 15:59
  remember
• 16:00
  we
• 16:00
  were,
• 16:01
  we're
• 16:01
  always,
• 16:01
  we
• 16:02
  always
• 16:02
  invest
• 16:02
  back
• 16:02
  into
• 16:03
  our
• 16:03
  venues.
• 16:03
  We're
• 16:03
  still
• 16:04
  growing
• 16:04
  every
• 16:04
  year.
• 16:05
  We,
• 16:07
  we
• 16:07
  had
• 16:07
  a
• 16:07
  big
• 16:07
  slope
• 16:08
  behind
• 16:08
  the
• 16:08
  venue
• 16:09
  and
• 16:09
  we
• 16:09
  thought,
• 16:09
  oh,
• 16:10
  let's
• 16:10
  create
• 16:10
  a
• 16:10
  flat
• 16:10
  grass
• 16:11
  area.
• 16:11
  So
• 16:11
  it's
• 16:11
  another
• 16:12
  area
• 16:12
  to
• 16:12
  put
• 16:12
  sort
• 16:13
  of
• 16:13
  garden
• 16:13
  games
• 16:13
  on.
• 16:14
  But
• 16:15
  it
• 16:15
  was
• 16:15
  one
• 16:15
  winter
• 16:15
  where
• 16:15
  we
• 16:16
  had
• 16:16
  the
• 16:16
  most
• 16:16
  awful
• 16:17
  weather
• 16:17
  and
• 16:18
  then
• 16:18
  we
• 16:18
  had
• 16:18
  our
• 16:18
  first
• 16:19
  wedding
• 16:19
  of
• 16:19
  the
• 16:19
  season.
• 16:20
  They
• 16:21
  came
• 16:21
  two
• 16:21
  weeks
• 16:21
  before
• 16:22
  for
• 16:22
  their
• 16:22
  final
• 16:22
  meeting
• 16:23
  and
• 16:23
  all
• 16:24
  they
• 16:24
  could
• 16:24
  see
• 16:24
  behind
• 16:25
  the
• 16:25
  bi
• 16:25
  fold
• 16:25
  doors
• 16:26
  where
• 16:26
  the
• 16:26
  top
• 16:26
  table
• 16:27
  is,
• 16:27
  is
• 16:27
  a
• 16:27
  mud
• 16:27
  pit.
• 16:28
  So
• 16:28
  it
• 16:28
  was
• 16:29
  okay.
• 16:30
  They
• 16:30
  had
• 16:30
  an
• 16:31
  absolute
• 16:31
  meltdown.
• 16:32
  Understandably.
• 16:32
  I
• 16:33
  think
• 16:33
  something
• 16:33
  had
• 16:33
  gone
• 16:34
  wrong
• 16:34
  with
• 16:34
  her
• 16:34
  dress
• 16:34
  the
• 16:34
  day
• 16:35
  before
• 16:35
  and
• 16:36
  she
• 16:36
  thought,
• 16:36
  oh,
• 16:36
  this
• 16:36
  is
• 16:37
  just
• 16:37
  all
• 16:37
  doome.
• 16:38
  So
• 16:38
  it
• 16:39
  was
• 16:39
  like,
• 16:39
  okay,
• 16:40
  right,
• 16:40
  what
• 16:40
  are
• 16:40
  we
• 16:41
  going
• 16:41
  to
• 16:41
  do?
• 16:41
  Let's
• 16:41
  create.
• 16:41
  How
• 16:42
  can
• 16:42
  we
• 16:42
  create
• 16:42
  a
• 16:42
  backdrop
• 16:43
  on
• 16:43
  the,
• 16:44
  on
• 16:44
  the
• 16:44
  bi
• 16:44
  fold
• 16:44
  door
• 16:45
  so
• 16:45
  you
• 16:45
  can't
• 16:45
  actually
• 16:46
  see
• 16:46
  there?
• 16:47
  Can
• 16:47
  we
• 16:47
  put
• 16:47
  these
• 16:47
  screens
• 16:48
  up?
• 16:49
  I
• 16:49
  mean
• 16:49
  it
• 16:49
  all,
• 16:50
  it
• 16:50
  all
• 16:50
  came
• 16:50
  together
• 16:50
  in
• 16:50
  the
• 16:51
  end,
• 16:51
  but
• 16:51
  you
• 16:51
  really
• 16:52
  have
• 16:52
  to
• 16:52
  think
• 16:52
  on
• 16:52
  your
• 16:53
  feet
• 16:53
  in
• 16:53
  this
• 16:53
  industry.
• 16:54
  Do
• 16:54
  you
• 16:54
  have
• 16:54
  no
• 16:54
  idea
• 16:55
  what's
• 16:55
  going
• 16:55
  to
• 16:55
  happen
• 16:55
  the
• 16:56
  night
• 16:56
  before
• 16:56
  the
• 16:56
  day
• 16:56
  of?
• 16:57
  And
• 16:57
  everyone
• 16:58
  looks
• 16:58
  at
• 16:58
  you
• 16:58
  for
• 16:58
  the
• 16:59
  solution.
• 16:59
  Yeah.
• 17:00
  And
• 17:00
  everyone
• 17:00
  is
• 17:00
  expecting
• 17:01
  their
• 17:01
  day
• 17:02
  to
• 17:02
  be
• 17:02
  perfect.
• 17:03
  They
• 17:03
  don't
• 17:03
  want
• 17:03
  anything
• 17:04
  to
• 17:04
  be
• 17:04
  imperfect
• 17:05
  because
• 17:05
  they're
• 17:06
  doing
• 17:06
  it
• 17:06
  once
• 17:06
  and
• 17:07
  therefore
• 17:07
  we've
• 17:07
  got
• 17:07
  to
• 17:07
  find
• 17:08
  the
• 17:08
  way
• 17:08
  to
• 17:08
  make
• 17:08
  it
• 17:09
  better.
• 17:09
  So
• 17:10
  in
• 17:10
  terms
• 17:10
  terms
• 17:10
  of
• 17:10
  your
• 17:10
  offering
• 17:11
  now
• 17:11
  then,
• 17:12
  as
• 17:12
  of
• 17:12
  2026,
• 17:13
  you
• 17:13
  said
• 17:14
  that
• 17:14
  you
• 17:14
  started
• 17:14
  out
• 17:14
  as
• 17:14
  dry
• 17:15
  hire.
• 17:15
  Now
• 17:16
  you
• 17:16
  offer
• 17:16
  everything.
• 17:17
  So
• 17:17
  in
• 17:17
  terms
• 17:17
  of
• 17:18
  what
• 17:18
  Your
• 17:18
  couples
• 17:18
  see,
• 17:19
  are
• 17:19
  they
• 17:19
  given
• 17:20
  options,
• 17:20
  Are
• 17:21
  they
• 17:21
  given
• 17:21
  packages?
• 17:22
  How
• 17:22
  does
• 17:22
  that
• 17:23
  work?
• 17:24
  So
• 17:25
  we
• 17:25
  give
• 17:25
  packages
• 17:26
  a
• 17:26
  very,
• 17:26
  very
• 17:27
  strong
• 17:27
  believer
• 17:28
  that
• 17:28
  couples
• 17:28
  want
• 17:29
  choice
• 17:29
  rather
• 17:30
  than
• 17:30
  being
• 17:30
  told.
• 17:31
  And
• 17:31
  it
• 17:31
  works
• 17:31
  for
• 17:31
  some
• 17:32
  venues.
• 17:32
  And
• 17:32
  I
• 17:32
  think
• 17:32
  it
• 17:32
  definitely
• 17:33
  depends
• 17:33
  on
• 17:33
  your
• 17:33
  style
• 17:34
  of
• 17:34
  venue
• 17:34
  for
• 17:35
  us
• 17:35
  is
• 17:35
  here's
• 17:36
  your
• 17:36
  venue
• 17:36
  hire,
• 17:37
  here's
• 17:37
  a
• 17:37
  different
• 17:37
  catering
• 17:38
  we
• 17:38
  offer,
• 17:39
  here's
• 17:39
  the
• 17:39
  different
• 17:39
  drink
• 17:40
  packages
• 17:40
  we
• 17:40
  offer
• 17:41
  and
• 17:42
  here's
• 17:42
  the
• 17:42
  accommodation.
• 17:42
  You
• 17:43
  don't
• 17:43
  have
• 17:43
  to
• 17:43
  have
• 17:43
  the
• 17:43
  accommodation
• 17:45
  and
• 17:45
  you
• 17:45
  can
• 17:46
  choose
• 17:46
  what
• 17:46
  works
• 17:47
  for
• 17:47
  you.
• 17:47
  Perhaps
• 17:47
  you
• 17:47
  want
• 17:47
  a
• 17:48
  formal
• 17:48
  three
• 17:48
  plated
• 17:49
  sit
• 17:49
  down
• 17:49
  dinner
• 17:50
  or
• 17:50
  perhaps
• 17:50
  actually
• 17:51
  feasting
• 17:51
  works
• 17:51
  better
• 17:51
  for
• 17:52
  you.
• 17:52
  You
• 17:52
  do
• 17:52
  or
• 17:52
  you
• 17:52
  don't
• 17:53
  want
• 17:53
  canapes.
• 17:54
  Last
• 17:55
  year
• 17:55
  we
• 17:56
  moved,
• 17:57
  which
• 17:57
  was
• 17:57
  the
• 17:57
  hardest
• 17:58
  thing
• 17:58
  we've
• 17:58
  done
• 17:59
  is
• 17:59
  move
• 18:00
  from
• 18:00
  external
• 18:01
  preferred
• 18:01
  caterers
• 18:02
  to
• 18:02
  in
• 18:03
  house
• 18:03
  catering.
• 18:04
  And
• 18:04
  that
• 18:04
  was
• 18:05
  really,
• 18:05
  really
• 18:05
  tricky.
• 18:06
  It
• 18:06
  was
• 18:06
  one
• 18:06
  of
• 18:06
  the
• 18:07
  things
• 18:07
  I
• 18:07
  always
• 18:07
  knew
• 18:08
  I
• 18:08
  wanted
• 18:08
  to
• 18:08
  do,
• 18:09
  but
• 18:10
  how
• 18:10
  to
• 18:10
  get
• 18:10
  there
• 18:10
  was
• 18:11
  going
• 18:11
  to
• 18:11
  be
• 18:11
  hard.
• 18:12
  We
• 18:13
  also
• 18:13
  offer
• 18:13
  styling
• 18:14
  packages
• 18:14
  so
• 18:14
  we
• 18:14
  like
• 18:14
  to
• 18:15
  make
• 18:15
  it
• 18:15
  as
• 18:15
  easy
• 18:15
  as
• 18:15
  possible
• 18:16
  for
• 18:16
  our
• 18:16
  couples.
• 18:18
  So
• 18:18
  of
• 18:18
  our
• 18:18
  styling
• 18:19
  packages,
• 18:19
  they
• 18:19
  can
• 18:19
  turn
• 18:20
  up
• 18:20
  on
• 18:20
  the
• 18:20
  day
• 18:20
  and
• 18:20
  the
• 18:21
  table
• 18:21
  is
• 18:21
  all
• 18:21
  laid
• 18:21
  out
• 18:22
  for
• 18:22
  them,
• 18:22
  they've
• 18:23
  got
• 18:23
  all
• 18:23
  their
• 18:23
  runners,
• 18:23
  all
• 18:24
  they
• 18:24
  need
• 18:24
  to
• 18:24
  do
• 18:24
  is
• 18:24
  add
• 18:25
  florals
• 18:26
  and
• 18:26
  it's
• 18:27
  very
• 18:27
  hands
• 18:27
  off.
• 18:27
  Or
• 18:28
  you
• 18:28
  get
• 18:28
  other
• 18:28
  couples
• 18:29
  who
• 18:29
  want
• 18:29
  to
• 18:30
  do
• 18:30
  everything
• 18:30
  themselves
• 18:31
  and
• 18:31
  that's
• 18:31
  absolutely
• 18:32
  fine.
• 18:32
  So
• 18:33
  they're
• 18:33
  kind
• 18:33
  of
• 18:33
  building
• 18:33
  a
• 18:34
  package,
• 18:34
  a
• 18:34
  bespoke
• 18:35
  package
• 18:35
  from
• 18:36
  Options
• 18:36
  because
• 18:36
  we
• 18:36
  know
• 18:36
  the
• 18:37
  paradox
• 18:37
  of
• 18:37
  choice.
• 18:37
  They
• 18:38
  don't
• 18:38
  want
• 18:38
  to
• 18:38
  know
• 18:38
  everything,
• 18:39
  they
• 18:39
  need
• 18:39
  to
• 18:39
  know
• 18:39
  something.
• 18:40
  So
• 18:40
  they
• 18:40
  start
• 18:40
  with
• 18:41
  the
• 18:41
  base,
• 18:41
  which
• 18:41
  is
• 18:41
  the
• 18:42
  venue,
• 18:42
  and
• 18:42
  from
• 18:43
  there
• 18:43
  they
• 18:43
  can
• 18:43
  then
• 18:43
  build
• 18:44
  up
• 18:44
  from
• 18:44
  there.
• 18:44
  And
• 18:45
  now
• 18:45
  you've
• 18:45
  gone
• 18:45
  to
• 18:45
  in
• 18:45
  house
• 18:46
  catering,
• 18:46
  do
• 18:46
  they
• 18:46
  have
• 18:47
  to
• 18:47
  use
• 18:47
  your
• 18:47
  catering?
• 18:48
  They
• 18:48
  do
• 18:48
  now
• 18:48
  we've
• 18:49
  got
• 18:49
  this.
• 18:49
  We're
• 18:49
  currently
• 18:49
  in
• 18:50
  our
• 18:50
  tricky
• 18:50
  transition
• 18:51
  year
• 18:51
  which
• 18:51
  is
• 18:51
  unavoidable.
• 18:52
  So
• 18:53
  we've
• 18:53
  got
• 18:53
  couples,
• 18:53
  we
• 18:54
  did
• 18:54
  our
• 18:54
  cutoff
• 18:55
  as
• 18:55
  1st
• 18:55
  of
• 18:55
  January.
• 18:56
  Any
• 18:56
  couples
• 18:57
  who
• 18:57
  book
• 18:57
  before
• 18:57
  then
• 18:58
  can
• 18:58
  still
• 18:58
  use
• 18:59
  our
• 18:59
  preferred
• 18:59
  caterers.
• 19:00
  Anyone
• 19:01
  post
• 19:01
  then
• 19:01
  has
• 19:01
  to
• 19:01
  be
• 19:02
  our
• 19:02
  in
• 19:02
  house
• 19:02
  catering.
• 19:03
  And
• 19:03
  what
• 19:03
  was
• 19:03
  the
• 19:04
  driver
• 19:04
  behind
• 19:04
  that
• 19:04
  decision?
• 19:05
  A
• 19:05
  revenue
• 19:05
  based
• 19:05
  decision.
• 19:06
  Revenue
• 19:07
  based
• 19:07
  decision.
• 19:07
  And
• 19:08
  actually
• 19:08
  also
• 19:09
  the
• 19:09
  thing
• 19:09
  is,
• 19:09
  when
• 19:10
  you
• 19:10
  go
• 19:10
  to
• 19:10
  a
• 19:10
  wedding,
• 19:10
  you'll
• 19:10
  know
• 19:11
  this.
• 19:11
  You
• 19:12
  go,
• 19:12
  you
• 19:12
  will
• 19:13
  never
• 19:13
  separate
• 19:13
  in
• 19:14
  your
• 19:14
  mind
• 19:14
  the
• 19:14
  venue
• 19:14
  and
• 19:15
  the
• 19:15
  food.
• 19:15
  You'll
• 19:15
  go,
• 19:16
  yeah,
• 19:16
  it's
• 19:16
  a
• 19:16
  nice
• 19:16
  venue,
• 19:17
  but
• 19:17
  I
• 19:17
  didn't
• 19:18
  really
• 19:18
  think
• 19:18
  the
• 19:18
  food
• 19:18
  was
• 19:18
  that
• 19:19
  great.
• 19:20
  So
• 19:20
  for
• 19:20
  us
• 19:20
  it
• 19:20
  was
• 19:21
  also
• 19:21
  about
• 19:21
  owning
• 19:22
  our
• 19:22
  full
• 19:22
  brand
• 19:23
  and
• 19:23
  reputation
• 19:24
  and
• 19:25
  the
• 19:25
  perception.
• 19:26
  And
• 19:27
  also,
• 19:27
  yeah,
• 19:28
  we
• 19:28
  felt
• 19:28
  like
• 19:28
  it
• 19:28
  just
• 19:28
  really
• 19:29
  completed
• 19:29
  our
• 19:29
  offering.
• 19:30
  Yeah,
• 19:30
  that's
• 19:30
  a
• 19:31
  really
• 19:31
  interesting
• 19:31
  point.
• 19:31
  I
• 19:32
  actually
• 19:32
  recently
• 19:33
  ran
• 19:33
  a
• 19:33
  consultancy
• 19:34
  day
• 19:34
  with
• 19:35
  a
• 19:35
  venue
• 19:35
  who
• 19:36
  use
• 19:36
  external
• 19:36
  caterers
• 19:37
  and
• 19:37
  they
• 19:37
  wanted
• 19:37
  the
• 19:38
  caterers
• 19:38
  and
• 19:38
  them
• 19:38
  to
• 19:39
  be
• 19:39
  in
• 19:39
  the
• 19:39
  room
• 19:39
  for
• 19:39
  the
• 19:40
  day.
• 19:40
  So
• 19:40
  we
• 19:40
  had
• 19:41
  with,
• 19:41
  we
• 19:41
  did
• 19:41
  the
• 19:41
  training
• 19:42
  as
• 19:42
  a
• 19:42
  full
• 19:42
  team.
• 19:43
  So
• 19:43
  it
• 19:43
  was
• 19:43
  all
• 19:43
  the
• 19:43
  individual
• 19:44
  caterers
• 19:44
  and
• 19:45
  the
• 19:45
  venue
• 19:45
  for
• 19:46
  that
• 19:46
  exact
• 19:46
  reason.
• 19:47
  Because
• 19:48
  from
• 19:48
  a
• 19:48
  couple's
• 19:48
  perspective,
• 19:49
  other
• 19:49
  than
• 19:49
  the
• 19:49
  people
• 19:50
  that
• 19:50
  book
• 19:50
  you,
• 19:50
  everyone
• 19:51
  else
• 19:51
  at
• 19:51
  that
• 19:51
  wedding
• 19:51
  just
• 19:52
  assumes
• 19:52
  the
• 19:52
  food's
• 19:52
  provided
• 19:53
  by
• 19:53
  the
• 19:53
  venue.
• 19:54
  And
• 19:54
  so
• 19:54
  what
• 19:54
  we
• 19:55
  were
• 19:55
  saying
• 19:55
  to
• 19:55
  the
• 19:55
  caterers
• 19:56
  that
• 19:56
  day
• 19:56
  were,
• 19:57
  you've
• 19:57
  got
• 19:57
  to
• 19:57
  live
• 19:58
  our
• 19:58
  standards,
• 19:58
  you've
• 19:58
  got
• 19:58
  to
• 19:59
  live
• 19:59
  our
• 19:59
  values,
• 19:59
  otherwise
• 20:00
  we
• 20:00
  won't
• 20:00
  be
• 20:01
  using
• 20:01
  you.
• 20:01
  Because
• 20:02
  that's,
• 20:03
  that's
• 20:03
  why,
• 20:04
  why
• 20:05
  people
• 20:05
  think
• 20:05
  that
• 20:06
  you're
• 20:06
  us.
• 20:06
  And
• 20:06
  if
• 20:06
  the
• 20:07
  food's
• 20:07
  not
• 20:07
  good
• 20:07
  enough,
• 20:07
  they
• 20:08
  blame
• 20:08
  us
• 20:08
  for
• 20:08
  it.
• 20:09
  So,
• 20:09
  yeah,
• 20:09
  I
• 20:09
  think
• 20:09
  it
• 20:09
  makes
• 20:10
  total
• 20:10
  sense,
• 20:10
  but
• 20:10
  I
• 20:10
  think
• 20:10
  it's
• 20:11
  something
• 20:11
  that
• 20:11
  a
• 20:11
  lot
• 20:11
  of
• 20:11
  venues
• 20:12
  don't
• 20:12
  necessarily
• 20:13
  think
• 20:13
  about,
• 20:14
  whether
• 20:14
  that's
• 20:15
  that
• 20:15
  they're
• 20:15
  going
• 20:15
  to
• 20:15
  bring
• 20:15
  it
• 20:15
  in
• 20:15
  house
• 20:16
  or
• 20:16
  whether
• 20:16
  they're
• 20:16
  going
• 20:16
  to
• 20:16
  use
• 20:16
  the
• 20:16
  external
• 20:17
  catering,
• 20:17
  actually
• 20:18
  making
• 20:18
  sure
• 20:18
  you
• 20:19
  have
• 20:19
  a
• 20:19
  really
• 20:19
  clear
• 20:20
  relationship
• 20:21
  so
• 20:21
  that
• 20:21
  you
• 20:21
  are
• 20:22
  almost
• 20:22
  one
• 20:22
  in
• 20:22
  the
• 20:23
  same
• 20:23
  rather
• 20:23
  than
• 20:24
  just,
• 20:24
  just
• 20:24
  ad
• 20:25
  hoc.
• 20:25
  And
• 20:25
  if
• 20:25
  you
• 20:25
  are
• 20:25
  going
• 20:26
  ad
• 20:26
  hoc
• 20:26
  and
• 20:26
  completely
• 20:27
  dry
• 20:27
  hire,
• 20:27
  then
• 20:28
  making
• 20:28
  that
• 20:28
  clear,
• 20:28
  plain
• 20:29
  and
• 20:29
  obvious
• 20:29
  to
• 20:29
  everyone
• 20:30
  and
• 20:30
  bringing
• 20:30
  in
• 20:30
  food
• 20:31
  trucks
• 20:31
  and
• 20:31
  branded
• 20:32
  things
• 20:32
  like
• 20:33
  that
• 20:33
  as
• 20:33
  well.
• 20:33
  So,
• 20:33
  yeah,
• 20:33
  I
• 20:34
  think
• 20:34
  it
• 20:34
  said
• 20:34
  it
• 20:34
  sounds
• 20:35
  like
• 20:35
  it
• 20:35
  was
• 20:35
  a
• 20:35
  challenge,
• 20:35
  but
• 20:36
  it
• 20:36
  sounds
• 20:36
  like
• 20:36
  it
• 20:36
  was
• 20:36
  also
• 20:37
  the
• 20:37
  right
• 20:37
  decision
• 20:37
  for
• 20:38
  your
• 20:38
  business.
• 20:38
  Yes,
• 20:39
  definitely.
• 20:39
  Now,
• 20:39
  I
• 20:40
  want
• 20:40
  to
• 20:40
  talk
• 20:40
  to
• 20:40
  you
• 20:40
  about
• 20:41
  pricing.
• 20:41
  You've
• 20:41
  already
• 20:42
  alluded
• 20:42
  to
• 20:42
  it
• 20:43
  a
• 20:43
  little
• 20:43
  bit
• 20:43
  about
• 20:43
  pricing
• 20:44
  strategy
• 20:45
  and
• 20:45
  I'm
• 20:45
  interested
• 20:46
  to
• 20:46
  dive
• 20:46
  into
• 20:46
  this
• 20:47
  conversation
• 20:47
  because
• 20:47
  I'm
• 20:48
  quite
• 20:48
  well
• 20:48
  known
• 20:48
  for
• 20:49
  saying
• 20:49
  disney
• 20:50
  never
• 20:50
  discount.
• 20:50
  It's
• 20:51
  one
• 20:51
  of
• 20:51
  my
• 20:51
  favorite
• 20:51
  things
• 20:52
  to
• 20:52
  say
• 20:52
  is
• 20:52
  Disney
• 20:53
  never
• 20:53
  discount.
• 20:53
  And,
• 20:54
  and
• 20:54
  kind
• 20:54
  of
• 20:54
  the
• 20:55
  heart
• 20:55
  behind
• 20:55
  that
• 20:56
  saying
• 20:56
  is
• 20:56
  if
• 20:56
  I
• 20:57
  want
• 20:57
  to
• 20:57
  go
• 20:57
  to
• 20:57
  Thorpe
• 20:57
  Park
• 20:57
  Legoland,
• 20:58
  I
• 20:58
  could
• 20:58
  buy
• 20:59
  any
• 20:59
  packet
• 20:59
  of
• 21:00
  Soap
• 21:00
  and
• 21:00
  get
• 21:00
  2
• 21:00
  for
• 21:00
  1.
• 21:01
  But
• 21:01
  if
• 21:01
  I
• 21:01
  want
• 21:01
  to
• 21:01
  go
• 21:02
  to
• 21:02
  Disney,
• 21:02
  I'm
• 21:02
  always
• 21:02
  paying
• 21:03
  the
• 21:03
  premium
• 21:03
  and
• 21:04
  I
• 21:04
  get
• 21:04
  a
• 21:04
  premium
• 21:04
  service.
• 21:05
  Now,
• 21:06
  as
• 21:06
  you
• 21:06
  said
• 21:06
  earlier,
• 21:07
  sometimes
• 21:07
  people
• 21:08
  take
• 21:08
  that
• 21:08
  very
• 21:08
  literally
• 21:09
  in
• 21:09
  the
• 21:09
  wedding
• 21:09
  industry
• 21:09
  and
• 21:10
  think
• 21:10
  I
• 21:10
  can
• 21:10
  never
• 21:10
  discount,
• 21:11
  I
• 21:11
  can
• 21:11
  never
• 21:11
  do
• 21:11
  any
• 21:12
  offer.
• 21:13
  So
• 21:13
  I
• 21:13
  just
• 21:13
  wanted
• 21:13
  to
• 21:13
  chat
• 21:14
  really
• 21:14
  and
• 21:14
  just
• 21:14
  hear
• 21:15
  because
• 21:15
  I
• 21:15
  think
• 21:15
  there
• 21:15
  is
• 21:16
  nuance
• 21:16
  in
• 21:17
  this
• 21:17
  discussion
• 21:17
  of
• 21:18
  how
• 21:18
  it
• 21:18
  works.
• 21:18
  So
• 21:19
  I'd
• 21:19
  love
• 21:19
  to
• 21:19
  know
• 21:20
  a
• 21:20
  couple
• 21:20
  of
• 21:20
  things
• 21:20
  around
• 21:21
  how
• 21:22
  you
• 21:22
  see
• 21:23
  discounting
• 21:23
  or
• 21:24
  offers
• 21:24
  and
• 21:24
  I
• 21:24
  do
• 21:25
  think
• 21:25
  they
• 21:25
  are
• 21:25
  slightly
• 21:26
  different
• 21:26
  things
• 21:27
  and
• 21:27
  how
• 21:27
  you
• 21:28
  offer
• 21:28
  them,
• 21:28
  but
• 21:29
  whilst
• 21:29
  remaining
• 21:29
  premium.
• 21:30
  So
• 21:30
  for
• 21:30
  us
• 21:31
  when
• 21:31
  it
• 21:31
  comes
• 21:31
  to
• 21:32
  discounting,
• 21:33
  it's
• 21:33
  all
• 21:33
  about
• 21:34
  filling
• 21:34
  last
• 21:35
  minute
• 21:35
  dates.
• 21:36
  It's
• 21:36
  not,
• 21:36
  I
• 21:37
  would
• 21:37
  never
• 21:37
  offer
• 21:37
  a
• 21:38
  discount
• 21:38
  12
• 21:38
  months
• 21:38
  in
• 21:38
  advance.
• 21:39
  I
• 21:39
  think
• 21:39
  you
• 21:39
  have
• 21:39
  your
• 21:39
  set
• 21:40
  pricing,
• 21:41
  if
• 21:41
  you've
• 21:42
  got
• 21:42
  a
• 21:42
  good
• 21:42
  reputation,
• 21:42
  people
• 21:43
  are
• 21:43
  going
• 21:43
  to
• 21:43
  book
• 21:43
  you
• 21:43
  for
• 21:44
  that.
• 21:44
  And
• 21:45
  when
• 21:45
  I
• 21:46
  then
• 21:46
  look
• 21:46
  at
• 21:47
  the
• 21:47
  year
• 21:47
  ahead
• 21:48
  and
• 21:48
  I
• 21:48
  think,
• 21:49
  okay,
• 21:49
  we've
• 21:50
  still
• 21:50
  got
• 21:50
  five
• 21:50
  weekends
• 21:51
  that
• 21:51
  are
• 21:51
  free
• 21:52
  this
• 21:52
  year.
• 21:52
  How
• 21:53
  are
• 21:53
  we
• 21:53
  going
• 21:53
  to
• 21:53
  entice
• 21:54
  customers
• 21:54
  to
• 21:55
  book
• 21:55
  this
• 21:55
  year
• 21:55
  instead
• 21:56
  of
• 21:56
  next?
• 21:56
  And
• 21:57
  a
• 21:57
  lot
• 21:57
  of
• 21:57
  our
• 21:57
  couples
• 21:57
  do
• 21:58
  find
• 21:58
  it
• 21:58
  scary
• 21:59
  booking
• 21:59
  less
• 21:59
  than
• 21:59
  12
• 22:00
  months
• 22:00
  in
• 22:00
  advance.
• 22:01
  I
• 22:01
  know
• 22:01
  there
• 22:01
  is
• 22:01
  a
• 22:02
  slight
• 22:02
  shift
• 22:03
  in
• 22:03
  trend
• 22:03
  that
• 22:03
  people
• 22:04
  are
• 22:04
  booking
• 22:04
  a
• 22:04
  bit
• 22:04
  more
• 22:05
  last
• 22:05
  minute,
• 22:05
  especially
• 22:06
  this
• 22:06
  year,
• 22:07
  but
• 22:07
  I
• 22:08
  would
• 22:08
  rather
• 22:08
  have
• 22:09
  full
• 22:09
  dates
• 22:10
  slightly
• 22:11
  discounted
• 22:11
  for
• 22:12
  the
• 22:12
  year
• 22:12
  than
• 22:12
  them
• 22:13
  sat
• 22:13
  empty.
• 22:14
  And
• 22:14
  I
• 22:14
  think
• 22:14
  when
• 22:14
  you
• 22:14
  own
• 22:15
  a
• 22:15
  venue
• 22:15
  as
• 22:15
  well,
• 22:16
  my
• 22:16
  view
• 22:17
  is
• 22:17
  I
• 22:18
  have
• 22:18
  a
• 22:18
  bar
• 22:18
  on
• 22:18
  site,
• 22:19
  I
• 22:19
  have
• 22:19
  catering.
• 22:20
  Even
• 22:20
  if
• 22:21
  someone's
• 22:21
  in
• 22:21
  discounted,
• 22:22
  there's
• 22:22
  going
• 22:22
  to
• 22:22
  be
• 22:22
  bar
• 22:23
  spend,
• 22:23
  there's
• 22:23
  going
• 22:23
  to
• 22:23
  be
• 22:23
  catering
• 22:24
  spend.
• 22:24
  It
• 22:24
  is
• 22:25
  better
• 22:25
  than
• 22:25
  nothing.
• 22:26
  And
• 22:26
  I
• 22:26
  get
• 22:26
  that
• 22:26
  doesn't
• 22:27
  work
• 22:27
  for
• 22:27
  everyone,
• 22:28
  but
• 22:29
  for
• 22:29
  us
• 22:29
  it's
• 22:29
  worked
• 22:30
  really
• 22:30
  well.
• 22:31
  And
• 22:31
  I
• 22:32
  think
• 22:32
  not
• 22:32
  just
• 22:32
  last
• 22:32
  minute.
• 22:33
  When
• 22:33
  we
• 22:33
  were,
• 22:33
  you
• 22:34
  know,
• 22:34
  I
• 22:34
  said
• 22:34
  that
• 22:34
  we
• 22:34
  reviewed
• 22:34
  our
• 22:35
  pricing
• 22:35
  at
• 22:35
  the
• 22:35
  very
• 22:35
  start
• 22:36
  and
• 22:36
  realized
• 22:37
  we
• 22:37
  were
• 22:37
  too
• 22:37
  high.
• 22:38
  We
• 22:39
  then
• 22:39
  had
• 22:39
  weekday
• 22:40
  on
• 22:40
  weekend
• 22:40
  pricing,
• 22:41
  obviously
• 22:41
  as
• 22:41
  standard.
• 22:42
  We
• 22:42
  do
• 22:42
  multi
• 22:43
  day
• 22:43
  hire
• 22:43
  only,
• 22:43
  so
• 22:44
  we
• 22:44
  don't
• 22:44
  have
• 22:44
  sort
• 22:44
  of
• 22:44
  the
• 22:45
  Friday,
• 22:45
  Saturday
• 22:46
  pricing
• 22:46
  tiers.
• 22:46
  I
• 22:47
  was
• 22:47
  like,
• 22:47
  okay,
• 22:47
  great.
• 22:48
  But
• 22:48
  all
• 22:48
  of
• 22:49
  our
• 22:49
  weekday
• 22:49
  bookings
• 22:50
  are
• 22:50
  Thursdays.
• 22:51
  We're
• 22:51
  not
• 22:51
  having
• 22:51
  any
• 22:52
  on
• 22:52
  a
• 22:52
  Monday
• 22:52
  or
• 22:53
  Tuesday.
• 22:53
  Why
• 22:54
  is
• 22:54
  that?
• 22:54
  Well,
• 22:54
  why
• 22:55
  would
• 22:55
  you
• 22:55
  when
• 22:55
  you
• 22:55
  can
• 22:55
  book
• 22:55
  a
• 22:56
  Thursday
• 22:56
  for
• 22:56
  the
• 22:56
  same
• 22:57
  price?
• 22:58
  So
• 22:58
  we
• 22:58
  then
• 22:58
  introduced
• 22:59
  a
• 22:59
  second
• 22:59
  Tuesday
• 23:00
  pricing
• 23:00
  which
• 23:01
  was
• 23:01
  a
• 23:02
  lot
• 23:02
  more
• 23:02
  discounted.
• 23:03
  But
• 23:03
  all
• 23:03
  of
• 23:04
  a
• 23:04
  sudden,
• 23:04
  particularly
• 23:05
  in
• 23:05
  our
• 23:05
  summer,
• 23:06
  all
• 23:06
  of
• 23:06
  our
• 23:06
  Tuesdays
• 23:07
  are
• 23:07
  booking
• 23:07
  up
• 23:08
  and
• 23:08
  that's
• 23:08
  not
• 23:08
  people
• 23:08
  shifting
• 23:09
  from
• 23:09
  Thursday
• 23:09
  to
• 23:10
  Tuesday,
• 23:10
  that's
• 23:10
  new
• 23:11
  bookings.
• 23:12
  So
• 23:13
  yeah,
• 23:13
  for
• 23:13
  us,
• 23:13
  playing
• 23:14
  around
• 23:14
  with
• 23:14
  pricing
• 23:15
  works.
• 23:16
  And
• 23:16
  I
• 23:16
  would
• 23:17
  rather
• 23:17
  a
• 23:17
  full
• 23:17
  calendar
• 23:18
  than
• 23:18
  empty
• 23:18
  dates.
• 23:20
  But
• 23:20
  equally,
• 23:20
  I
• 23:20
  appreciate
• 23:21
  that
• 23:22
  for
• 23:22
  some
• 23:22
  venues,
• 23:22
  particularly
• 23:23
  those
• 23:24
  who
• 23:24
  limit
• 23:24
  the
• 23:25
  number
• 23:25
  of
• 23:25
  weddings
• 23:25
  they
• 23:25
  do
• 23:26
  in
• 23:26
  a
• 23:26
  year,
• 23:26
  they
• 23:27
  prefer
• 23:27
  to
• 23:27
  have
• 23:27
  a
• 23:28
  set
• 23:28
  amount
• 23:28
  at
• 23:28
  full
• 23:29
  price.
• 23:29
  And
• 23:29
  that's
• 23:30
  fine.
• 23:30
  It's
• 23:30
  about
• 23:30
  what
• 23:30
  works
• 23:31
  for
• 23:31
  your
• 23:31
  venue
• 23:31
  and
• 23:32
  your
• 23:32
  strategy.
• 23:32
  Yeah,
• 23:33
  and
• 23:33
  I
• 23:33
  think
• 23:33
  that's
• 23:33
  why
• 23:33
  there's
• 23:33
  nuance
• 23:34
  as
• 23:34
  well,
• 23:34
  isn't
• 23:35
  it?
• 23:35
  Because
• 23:35
  it's
• 23:36
  often
• 23:36
  to
• 23:36
  do
• 23:36
  with
• 23:37
  an
• 23:37
  individual.
• 23:37
  So
• 23:38
  for
• 23:38
  example,
• 23:39
  a
• 23:39
  venue
• 23:39
  team
• 23:40
  having
• 23:40
  empty
• 23:41
  dates,
• 23:42
  it
• 23:42
  doesn't
• 23:42
  make
• 23:42
  any
• 23:42
  sense.
• 23:43
  But
• 23:43
  an
• 23:43
  individual
• 23:44
  florist
• 23:44
  who
• 23:44
  is
• 23:45
  then
• 23:45
  working
• 23:45
  alone
• 23:46
  and
• 23:46
  giving
• 23:46
  up
• 23:47
  a
• 23:47
  Saturday
• 23:47
  with
• 23:47
  their
• 23:48
  family
• 23:48
  to
• 23:48
  work
• 23:49
  wants
• 23:50
  to
• 23:50
  make
• 23:50
  sure
• 23:50
  they're
• 23:50
  doing
• 23:50
  it
• 23:51
  at
• 23:51
  a
• 23:51
  premium
• 23:51
  price.
• 23:51
  So
• 23:52
  I
• 23:52
  think
• 23:52
  within
• 23:52
  our
• 23:52
  industry,
• 23:53
  absolutely
• 23:54
  there
• 23:54
  is
• 23:54
  nuance
• 23:54
  and
• 23:55
  there
• 23:55
  is
• 23:55
  discussion
• 23:56
  to
• 23:56
  be
• 23:56
  had.
• 23:57
  And
• 23:57
  we
• 23:57
  know
• 23:58
  that
• 23:58
  the
• 23:58
  data
• 23:58
  Tells
• 23:59
  us
• 23:59
  that
• 23:59
  you
• 23:59
  will
• 24:00
  attract
• 24:00
  different
• 24:00
  kinds
• 24:01
  of
• 24:01
  couples
• 24:01
  if
• 24:02
  you
• 24:02
  have
• 24:02
  pricing,
• 24:02
  which
• 24:03
  is
• 24:03
  for
• 24:03
  a
• 24:03
  Monday.
• 24:03
  I've
• 24:04
  been
• 24:04
  to
• 24:04
  more
• 24:05
  than
• 24:05
  one
• 24:05
  Monday
• 24:06
  wedding
• 24:06
  and
• 24:07
  when
• 24:07
  I've
• 24:07
  spoken
• 24:07
  to
• 24:07
  the
• 24:08
  couples,
• 24:08
  my
• 24:08
  friends
• 24:08
  who've
• 24:09
  got
• 24:09
  married
• 24:09
  that
• 24:09
  day,
• 24:10
  it
• 24:10
  was
• 24:10
  because
• 24:10
  they
• 24:11
  could
• 24:11
  get
• 24:11
  a
• 24:11
  more
• 24:12
  premium
• 24:12
  venue
• 24:13
  on
• 24:13
  a
• 24:14
  day
• 24:14
  that
• 24:14
  was
• 24:15
  more
• 24:15
  awkward
• 24:16
  for
• 24:16
  most
• 24:16
  people,
• 24:16
  but
• 24:17
  it
• 24:17
  meant
• 24:17
  it
• 24:17
  came
• 24:17
  into
• 24:18
  the
• 24:18
  price
• 24:18
  point.
• 24:18
  So
• 24:19
  they
• 24:19
  would
• 24:19
  never
• 24:19
  have
• 24:19
  booked
• 24:20
  that
• 24:20
  venue
• 24:20
  on
• 24:20
  a
• 24:20
  Saturday
• 24:21
  at
• 24:21
  the
• 24:21
  full
• 24:21
  price.
• 24:22
  They
• 24:22
  were
• 24:22
  looking
• 24:22
  at
• 24:23
  it,
• 24:23
  but
• 24:23
  only
• 24:24
  on
• 24:24
  a
• 24:24
  Monday.
• 24:24
  And
• 24:25
  I
• 24:25
  think
• 24:25
  sometimes
• 24:26
  when
• 24:26
  we
• 24:26
  think
• 24:26
  about
• 24:26
  discounting,
• 24:27
  the
• 24:27
  mistake
• 24:27
  people
• 24:28
  make
• 24:28
  is
• 24:28
  they,
• 24:28
  they're
• 24:29
  like
• 24:29
  dfs
• 24:29
  where
• 24:30
  there's
• 24:30
  always
• 24:30
  a
• 24:30
  sale,
• 24:30
  there's
• 24:31
  always
• 24:31
  a
• 24:31
  discount
• 24:31
  and
• 24:32
  then
• 24:32
  no
• 24:32
  one
• 24:32
  believes
• 24:32
  it.
• 24:33
  So
• 24:33
  I
• 24:33
  think
• 24:33
  you're
• 24:34
  absolutely
• 24:34
  right.
• 24:35
  If
• 24:35
  you
• 24:35
  are
• 24:35
  going
• 24:35
  to
• 24:35
  bring
• 24:35
  in
• 24:36
  different
• 24:36
  levels
• 24:36
  of
• 24:36
  pricing
• 24:36
  strategy,
• 24:37
  there
• 24:37
  has
• 24:38
  to
• 24:38
  be
• 24:38
  clear,
• 24:38
  consistent
• 24:39
  reasons
• 24:40
  that
• 24:40
  you
• 24:40
  can
• 24:40
  be
• 24:41
  transparent
• 24:41
  about
• 24:42
  about
• 24:42
  why
• 24:42
  that
• 24:43
  is
• 24:43
  at
• 24:43
  a
• 24:44
  lower
• 24:44
  price.
• 24:44
  It's
• 24:44
  because
• 24:45
  it's
• 24:45
  on
• 24:45
  a
• 24:45
  Monday
• 24:45
  which
• 24:46
  is
• 24:46
  less
• 24:46
  favorable.
• 24:47
  It's
• 24:47
  because
• 24:47
  it's
• 24:48
  only
• 24:48
  within
• 24:48
  the
• 24:49
  next
• 24:49
  six
• 24:49
  months.
• 24:50
  And
• 24:50
  I
• 24:50
  think
• 24:51
  it's
• 24:51
  when
• 24:51
  people
• 24:52
  just
• 24:52
  have
• 24:52
  big
• 24:52
  flash
• 24:53
  offers
• 24:53
  on
• 24:53
  everything
• 24:54
  that
• 24:54
  it
• 24:54
  devalues
• 24:55
  the
• 24:55
  product.
• 24:55
  Yeah,
• 24:56
  I
• 24:56
  completely
• 24:56
  agree.
• 24:57
  How
• 24:57
  do
• 24:57
  you
• 24:57
  make
• 24:57
  sure
• 24:58
  then
• 24:58
  with
• 24:58
  your
• 24:58
  pricing
• 24:58
  model
• 24:59
  or
• 24:59
  have
• 24:59
  you
• 24:59
  ever
• 24:59
  had
• 25:00
  this?
• 25:00
  Because
• 25:00
  this
• 25:00
  is
• 25:00
  the
• 25:00
  other
• 25:01
  complicating
• 25:01
  factor.
• 25:02
  How
• 25:02
  do
• 25:03
  you
• 25:03
  make
• 25:03
  sure
• 25:03
  you
• 25:03
  don't
• 25:03
  upset
• 25:04
  your
• 25:04
  current
• 25:05
  couples?
• 25:06
  So
• 25:06
  if
• 25:06
  I
• 25:07
  am
• 25:07
  couple
• 25:07
  A
• 25:08
  and
• 25:08
  I've
• 25:08
  loved
• 25:08
  you
• 25:08
  from
• 25:09
  day
• 25:09
  one
• 25:09
  and
• 25:09
  I've
• 25:10
  booked
• 25:10
  you
• 25:10
  three
• 25:11
  years
• 25:11
  in
• 25:11
  advance
• 25:12
  at
• 25:12
  a
• 25:12
  price
• 25:13
  and
• 25:13
  then
• 25:13
  someone
• 25:14
  comes
• 25:14
  in
• 25:15
  three
• 25:15
  months
• 25:15
  before
• 25:15
  and
• 25:15
  gets
• 25:16
  it
• 25:16
  at
• 25:16
  half
• 25:16
  the
• 25:16
  price,
• 25:17
  do
• 25:17
  you
• 25:17
  think
• 25:18
  that
• 25:18
  impacts
• 25:18
  business
• 25:18
  at
• 25:19
  all?
• 25:19
  Do
• 25:19
  you
• 25:19
  think
• 25:19
  they're
• 25:19
  just
• 25:20
  totally
• 25:20
  unaware
• 25:20
  of
• 25:20
  it?
• 25:21
  Or
• 25:21
  how
• 25:21
  do
• 25:21
  you
• 25:21
  make
• 25:21
  sure
• 25:22
  your
• 25:22
  couples
• 25:22
  are
• 25:22
  all
• 25:23
  happy?
• 25:23
  It's
• 25:23
  a
• 25:24
  really
• 25:24
  good
• 25:24
  point
• 25:24
  and
• 25:24
  we
• 25:25
  actually
• 25:25
  learned
• 25:25
  this
• 25:25
  the
• 25:26
  hard
• 25:26
  way.
• 25:27
  So
• 25:27
  when
• 25:27
  we
• 25:27
  first
• 25:28
  did
• 25:28
  the
• 25:28
  discount,
• 25:29
  we
• 25:30
  publicized
• 25:31
  it
• 25:31
  on
• 25:31
  our
• 25:31
  social
• 25:32
  medias,
• 25:32
  on
• 25:33
  our
• 25:33
  social
• 25:33
  media
• 25:34
  and
• 25:35
  then
• 25:35
  we
• 25:35
  had
• 25:36
  one
• 25:36
  or
• 25:37
  two
• 25:37
  existing
• 25:38
  couples
• 25:39
  email
• 25:39
  us
• 25:39
  exactly
• 25:40
  that,
• 25:40
  that
• 25:40
  I
• 25:41
  booked
• 25:41
  years
• 25:41
  ago.
• 25:41
  Now
• 25:42
  you're
• 25:42
  offering
• 25:42
  this
• 25:42
  discount.
• 25:43
  I
• 25:43
  want
• 25:43
  that
• 25:43
  discounted
• 25:44
  rate.
• 25:44
  And
• 25:45
  you
• 25:45
  kind
• 25:45
  of
• 25:45
  have
• 25:45
  to
• 25:45
  explain
• 25:46
  the
• 25:46
  whole
• 25:46
  process
• 25:46
  of.
• 25:47
  Yes,
• 25:47
  but
• 25:48
  this
• 25:48
  last
• 25:48
  minute
• 25:49
  person
• 25:49
  is
• 25:49
  gonna,
• 25:49
  it's
• 25:50
  not
• 25:50
  gonna
• 25:50
  be
• 25:50
  able
• 25:50
  to
• 25:50
  put
• 25:50
  the
• 25:50
  supplies
• 25:51
  that
• 25:51
  you
• 25:51
  booked
• 25:51
  because
• 25:52
  X,
• 25:52
  Y
• 25:52
  and
• 25:53
  Z.
• 25:53
  What
• 25:54
  we
• 25:54
  do
• 25:54
  now
• 25:54
  is
• 25:55
  we
• 25:56
  only
• 25:56
  advertise
• 25:57
  the
• 25:58
  discounts
• 25:59
  on
• 25:59
  our
• 25:59
  inquiry
• 26:00
  template
• 26:01
  that
• 26:01
  goes
• 26:01
  out
• 26:01
  our
• 26:02
  inquiry
• 26:02
  email
• 26:04
  or
• 26:04
  if
• 26:04
  we're
• 26:05
  publicizing
• 26:05
  it
• 26:06
  on
• 26:06
  our
• 26:06
  socials,
• 26:07
  we
• 26:07
  make
• 26:07
  sure
• 26:07
  it's
• 26:08
  a
• 26:08
  month
• 26:08
  that
• 26:08
  hasn't
• 26:09
  already
• 26:09
  been
• 26:09
  booked.
• 26:09
  For
• 26:10
  example,
• 26:11
  let's
• 26:11
  say
• 26:11
  we
• 26:12
  got
• 26:12
  November
• 26:12
  Weekends
• 26:13
  left
• 26:13
  and
• 26:14
  no
• 26:14
  one's
• 26:14
  booked
• 26:14
  an
• 26:14
  E.
• 26:15
  Then
• 26:15
  we'll
• 26:15
  offer
• 26:16
  that
• 26:16
  so
• 26:16
  we
• 26:16
  know
• 26:16
  we're
• 26:16
  not
• 26:16
  upsetting
• 26:17
  anyone.
• 26:17
  We're
• 26:17
  really
• 26:18
  careful
• 26:18
  about
• 26:18
  that
• 26:18
  because
• 26:19
  we
• 26:19
  do
• 26:19
  want
• 26:19
  to
• 26:19
  make
• 26:19
  sure
• 26:19
  it's
• 26:20
  fair
• 26:20
  and
• 26:21
  that
• 26:21
  it
• 26:21
  works
• 26:21
  for
• 26:21
  everyone.
• 26:22
  Yeah.
• 26:22
  And
• 26:22
  we've
• 26:22
  all
• 26:22
  been
• 26:22
  there
• 26:23
  as
• 26:23
  a
• 26:23
  consumer,
• 26:23
  haven't
• 26:23
  we,
• 26:24
  where
• 26:24
  we're
• 26:24
  like
• 26:24
  this
• 26:24
  loyal
• 26:25
  customer
• 26:25
  to
• 26:25
  our
• 26:26
  Internet
• 26:26
  provider
• 26:27
  and
• 26:27
  then
• 26:27
  they
• 26:27
  start
• 26:27
  splashing
• 26:28
  all
• 26:28
  over
• 26:29
  the
• 26:29
  television.
• 26:30
  You
• 26:30
  can
• 26:30
  get
• 26:30
  it
• 26:30
  for
• 26:31
  like
• 26:31
  a
• 26:32
  third
• 26:32
  of
• 26:32
  the
• 26:32
  price.
• 26:33
  Tiny
• 26:33
  little
• 26:34
  caveat,
• 26:35
  new
• 26:35
  customers
• 26:36
  only.
• 26:36
  And
• 26:36
  you
• 26:36
  think,
• 26:36
  but
• 26:36
  I've
• 26:37
  been
• 26:37
  so
• 26:37
  loyal
• 26:37
  to
• 26:37
  you,
• 26:38
  so.
• 26:38
  Yeah,
• 26:39
  absolutely.
• 26:39
  Right.
• 26:39
  And
• 26:40
  I,
• 26:40
  and
• 26:40
  I
• 26:40
  noticed
• 26:41
  actually,
• 26:41
  because
• 26:41
  I
• 26:41
  was
• 26:41
  having
• 26:41
  a
• 26:41
  look
• 26:41
  at
• 26:42
  your
• 26:42
  website,
• 26:42
  there
• 26:42
  are
• 26:42
  those
• 26:43
  caveats
• 26:43
  as
• 26:43
  well,
• 26:43
  because
• 26:43
  I'm
• 26:44
  sure
• 26:44
  there
• 26:44
  are
• 26:44
  still
• 26:44
  people
• 26:45
  that
• 26:45
  will
• 26:45
  try
• 26:45
  and
• 26:46
  come
• 26:46
  back
• 26:46
  and
• 26:46
  go,
• 26:46
  well,
• 26:47
  I
• 26:47
  want
• 26:47
  you
• 26:47
  to
• 26:47
  match
• 26:47
  that
• 26:48
  price
• 26:48
  now
• 26:48
  and
• 26:49
  you
• 26:49
  want
• 26:49
  to
• 26:49
  make
• 26:49
  sure
• 26:50
  you
• 26:50
  can
• 26:50
  navigate
• 26:50
  that
• 26:50
  effectively.
• 26:51
  Yeah,
• 26:52
  absolutely.
• 26:52
  Okay,
• 26:53
  so
• 26:53
  let's
• 26:53
  think
• 26:53
  about
• 26:54
  venues
• 26:54
  on
• 26:54
  a
• 26:55
  wider
• 26:55
  scale
• 26:55
  because
• 26:56
  as
• 26:56
  I
• 26:56
  said,
• 26:56
  as
• 26:57
  well
• 26:57
  as
• 26:57
  just
• 26:57
  having
• 26:58
  your
• 26:58
  venue
• 26:58
  now,
• 26:58
  you
• 26:59
  also
• 26:59
  are
• 26:59
  looking
• 26:59
  to
• 26:59
  support
• 26:59
  other
• 27:00
  venues
• 27:00
  too.
• 27:01
  So
• 27:01
  are
• 27:01
  there
• 27:01
  any
• 27:01
  common
• 27:02
  mistakes
• 27:02
  other
• 27:03
  than
• 27:03
  things
• 27:03
  we've
• 27:03
  already
• 27:03
  spoken
• 27:04
  about
• 27:04
  that
• 27:05
  you
• 27:05
  see
• 27:05
  the
• 27:05
  venue
• 27:06
  market
• 27:06
  making
• 27:07
  as.
• 27:08
  A
• 27:08
  whole,
• 27:09
  for
• 27:09
  me,
• 27:09
  more.
• 27:09
  It's.
• 27:11
  It's
• 27:11
  getting
• 27:11
  people
• 27:12
  to
• 27:12
  your
• 27:12
  venue,
• 27:13
  I
• 27:14
  find,
• 27:14
  and
• 27:14
  I
• 27:14
  know
• 27:14
  we
• 27:15
  talked
• 27:15
  about
• 27:15
  this
• 27:15
  a
• 27:15
  lot
• 27:15
  at
• 27:15
  Wed
• 27:16
  Pro
• 27:16
  and
• 27:16
  it's
• 27:16
  what
• 27:17
  everyone's
• 27:17
  talking
• 27:17
  about,
• 27:17
  but
• 27:17
  it's
• 27:18
  transparency
• 27:18
  on
• 27:19
  your
• 27:19
  website
• 27:20
  when
• 27:20
  I
• 27:20
  do
• 27:20
  a
• 27:20
  lot
• 27:20
  of
• 27:21
  market
• 27:21
  research.
• 27:21
  I
• 27:22
  mean,
• 27:22
  we're
• 27:22
  kind
• 27:22
  of
• 27:23
  looking
• 27:23
  to
• 27:23
  expand
• 27:23
  to
• 27:23
  a
• 27:24
  second
• 27:24
  venue
• 27:24
  at
• 27:24
  the
• 27:24
  moment.
• 27:25
  And
• 27:25
  so
• 27:26
  I'm
• 27:26
  doing
• 27:26
  a
• 27:26
  lot
• 27:26
  of
• 27:26
  heavy
• 27:27
  market
• 27:27
  research
• 27:27
  for
• 27:28
  my
• 27:28
  purposes
• 27:28
  in
• 27:28
  certain
• 27:29
  counties.
• 27:30
  And
• 27:30
  I'm
• 27:31
  like,
• 27:31
  I'm
• 27:31
  not
• 27:32
  getting
• 27:32
  any
• 27:32
  information
• 27:33
  I
• 27:33
  need
• 27:33
  here
• 27:34
  on
• 27:34
  your
• 27:34
  website
• 27:35
  if
• 27:35
  I'm
• 27:35
  not.
• 27:35
  And
• 27:35
  I'm
• 27:36
  getting
• 27:36
  frustrated.
• 27:37
  How
• 27:37
  are
• 27:37
  your
• 27:37
  customers
• 27:38
  feeling?
• 27:38
  And
• 27:39
  I
• 27:39
  know
• 27:39
  there's
• 27:39
  this,
• 27:40
  this
• 27:40
  debate,
• 27:41
  which
• 27:41
  shouldn't
• 27:41
  even
• 27:41
  be
• 27:42
  a
• 27:42
  debate
• 27:42
  of
• 27:42
  should
• 27:42
  you
• 27:43
  show
• 27:43
  your
• 27:43
  pricing,
• 27:43
  should
• 27:43
  you
• 27:44
  not
• 27:44
  show
• 27:44
  your
• 27:44
  pricing?
• 27:45
  But
• 27:45
  it's
• 27:45
  just
• 27:45
  all
• 27:46
  these
• 27:46
  online,
• 27:47
  really
• 27:47
  simple
• 27:48
  things.
• 27:48
  Introduce
• 27:48
  an
• 27:49
  online
• 27:49
  tool
• 27:50
  and
• 27:50
  not
• 27:50
  only
• 27:50
  are
• 27:51
  you
• 27:51
  making
• 27:51
  it
• 27:51
  easier
• 27:51
  for
• 27:52
  your
• 27:52
  customers,
• 27:52
  but
• 27:52
  you're
• 27:52
  also
• 27:53
  reducing
• 27:53
  your
• 27:53
  admin
• 27:54
  time
• 27:54
  for
• 27:54
  your
• 27:54
  team.
• 27:56
  Yeah,
• 27:57
  it's
• 27:57
  just
• 27:57
  really,
• 27:57
  it's
• 27:58
  really
• 27:58
  small
• 27:58
  things.
• 27:58
  Transparency,
• 28:00
  ease
• 28:00
  of
• 28:00
  navigation
• 28:01
  for
• 28:01
  your
• 28:01
  customers
• 28:03
  and
• 28:03
  just
• 28:05
  making
• 28:05
  sure
• 28:05
  that,
• 28:06
  that
• 28:06
  they
• 28:06
  can
• 28:07
  find
• 28:07
  everything
• 28:07
  that
• 28:07
  they
• 28:07
  need.
• 28:08
  Yeah,
• 28:08
  it's
• 28:09
  so
• 28:09
  true.
• 28:09
  And
• 28:10
  there
• 28:10
  is
• 28:10
  a
• 28:11
  lot
• 28:11
  of
• 28:11
  resistance
• 28:12
  still
• 28:12
  from
• 28:12
  some
• 28:12
  areas
• 28:13
  of
• 28:13
  the
• 28:13
  market
• 28:13
  to
• 28:13
  putting
• 28:14
  pricing
• 28:14
  on
• 28:14
  website.
• 28:15
  Even
• 28:15
  though
• 28:16
  we
• 28:16
  can
• 28:16
  see
• 28:16
  the
• 28:16
  markets
• 28:17
  moving,
• 28:17
  even
• 28:18
  though
• 28:18
  as
• 28:18
  consumers
• 28:19
  we
• 28:19
  get
• 28:19
  frustrated
• 28:19
  when
• 28:20
  we
• 28:20
  can't
• 28:20
  find
• 28:20
  it
• 28:20
  and
• 28:21
  it's
• 28:21
  that
• 28:21
  thing
• 28:21
  about,
• 28:22
  we
• 28:22
  talked
• 28:22
  about
• 28:23
  earlier
• 28:23
  about
• 28:23
  how
• 28:23
  you've
• 28:23
  come
• 28:23
  fresh
• 28:24
  into
• 28:24
  the
• 28:24
  market
• 28:24
  and
• 28:25
  you
• 28:25
  come
• 28:25
  with
• 28:25
  a
• 28:25
  fresh
• 28:25
  perspective.
• 28:26
  I
• 28:26
  think
• 28:26
  sometimes
• 28:27
  people
• 28:27
  have
• 28:27
  been
• 28:27
  so
• 28:27
  entrenched
• 28:28
  in
• 28:28
  a
• 28:29
  way
• 28:29
  of
• 28:29
  doing
• 28:29
  things
• 28:29
  that
• 28:30
  the
• 28:30
  thought
• 28:30
  of
• 28:31
  changing
• 28:31
  it
• 28:32
  is
• 28:32
  too
• 28:33
  much.
• 28:33
  But
• 28:33
  you're
• 28:33
  right,
• 28:34
  too
• 28:34
  many
• 28:34
  venues
• 28:34
  are
• 28:34
  doing
• 28:35
  that.
• 28:35
  And
• 28:35
  also
• 28:35
  the
• 28:36
  point
• 28:36
  on
• 28:36
  systems
• 28:37
  is
• 28:37
  a
• 28:37
  big
• 28:37
  one
• 28:38
  because
• 28:38
  I
• 28:38
  go
• 28:38
  into
• 28:39
  venues
• 28:39
  and
• 28:39
  I
• 28:40
  work
• 28:40
  with
• 28:40
  venues
• 28:40
  and
• 28:40
  I
• 28:40
  say
• 28:40
  show
• 28:41
  me
• 28:41
  your
• 28:41
  system
• 28:41
  and
• 28:42
  it's
• 28:42
  some
• 28:42
  spreadsheet
• 28:43
  or
• 28:43
  even
• 28:43
  worse,
• 28:44
  paper
• 28:44
  forms
• 28:44
  that
• 28:44
  they're
• 28:45
  still
• 28:45
  getting
• 28:45
  filled
• 28:45
  in
• 28:46
  and
• 28:46
  put
• 28:46
  into
• 28:46
  files.
• 28:47
  So
• 28:47
  talk
• 28:47
  to
• 28:48
  me
• 28:48
  about
• 28:48
  the
• 28:48
  systems
• 28:49
  that
• 28:49
  you
• 28:49
  use.
• 28:49
  If
• 28:49
  you're
• 28:50
  happy
• 28:50
  to
• 28:50
  share,
• 28:51
  what
• 28:51
  kind
• 28:51
  of
• 28:52
  tools
• 28:52
  are
• 28:52
  you
• 28:52
  using
• 28:53
  in
• 28:53
  your
• 28:54
  venue?
• 28:54
  Do
• 28:54
  you
• 28:54
  have
• 28:54
  a
• 28:54
  CRM?
• 28:55
  Are
• 28:55
  you
• 28:55
  using
• 28:56
  diary
• 28:56
  management?
• 28:56
  What
• 28:57
  are
• 28:57
  you
• 28:57
  using?
• 28:57
  Yeah,
• 28:58
  of
• 28:58
  course,
• 28:59
  definitely
• 28:59
  not
• 28:59
  paper.
• 29:00
  I
• 29:00
  mean
• 29:00
  as
• 29:01
  I
• 29:01
  said
• 29:01
  from
• 29:01
  the
• 29:01
  start,
• 29:01
  because
• 29:02
  of
• 29:02
  my
• 29:02
  background,
• 29:02
  I'm
• 29:03
  very,
• 29:04
  very
• 29:04
  tool
• 29:04
  orientated.
• 29:05
  We
• 29:05
  actually
• 29:06
  use,
• 29:07
  we
• 29:07
  use
• 29:07
  BrightBiz,
• 29:08
  who
• 29:08
  I
• 29:08
  know
• 29:08
  one
• 29:09
  of
• 29:09
  your
• 29:09
  sponsors
• 29:10
  and
• 29:10
  it
• 29:10
  works
• 29:11
  so
• 29:11
  well
• 29:11
  for
• 29:11
  us.
• 29:11
  I
• 29:12
  was
• 29:12
  quite
• 29:12
  resistant
• 29:13
  at
• 29:13
  the
• 29:13
  start
• 29:14
  of
• 29:14
  spending
• 29:15
  that
• 29:15
  much
• 29:16
  money
• 29:16
  on
• 29:16
  a
• 29:17
  CRM
• 29:17
  tool,
• 29:18
  but
• 29:20
  once
• 29:20
  we
• 29:20
  introduced
• 29:21
  it,
• 29:21
  I
• 29:21
  significantly
• 29:22
  saw
• 29:23
  the
• 29:23
  amount
• 29:23
  of
• 29:23
  admin
• 29:23
  time
• 29:24
  reduce.
• 29:25
  I'm
• 29:25
  not
• 29:25
  sponsored.
• 29:27
  It
• 29:27
  makes
• 29:28
  such
• 29:28
  a
• 29:28
  difference.
• 29:28
  We
• 29:29
  used
• 29:29
  a
• 29:29
  different
• 29:29
  tool
• 29:30
  before
• 29:30
  and
• 29:30
  I
• 29:31
  find,
• 29:32
  and
• 29:33
  everyone
• 29:33
  will
• 29:33
  agree
• 29:33
  with
• 29:34
  this,
• 29:34
  there's
• 29:34
  no
• 29:35
  tool
• 29:35
  that
• 29:36
  meets
• 29:36
  all
• 29:36
  of
• 29:36
  your
• 29:37
  needs,
• 29:37
  I
• 29:37
  find,
• 29:39
  but
• 29:39
  it's
• 29:39
  finding
• 29:39
  one
• 29:40
  that
• 29:40
  meets
• 29:40
  your
• 29:40
  needs
• 29:41
  closest.
• 29:42
  So
• 29:43
  especially
• 29:43
  now
• 29:44
  we've
• 29:44
  moved
• 29:44
  to
• 29:44
  in
• 29:44
  house
• 29:44
  catering.
• 29:45
  It's
• 29:45
  like
• 29:46
  now
• 29:46
  is
• 29:47
  an
• 29:47
  extra
• 29:48
  element
• 29:48
  of
• 29:48
  complexity.
• 29:49
  How
• 29:49
  do
• 29:49
  we
• 29:49
  capture
• 29:50
  all
• 29:50
  of
• 29:50
  this
• 29:50
  for
• 29:50
  our
• 29:51
  couples
• 29:51
  as
• 29:51
  well?
• 29:53
  But
• 29:53
  it,
• 29:53
  it
• 29:54
  has
• 29:54
  to
• 29:54
  be
• 29:54
  streamlined.
• 29:54
  It's
• 29:55
  setting
• 29:55
  up
• 29:55
  automations.
• 29:56
  But
• 29:57
  also
• 29:58
  I'm
• 29:58
  also
• 29:58
  a
• 29:58
  very
• 29:59
  firm
• 29:59
  believer
• 29:59
  that
• 30:00
  no
• 30:00
  couple
• 30:00
  wants
• 30:01
  to
• 30:01
  receive
• 30:01
  the
• 30:02
  same
• 30:02
  email
• 30:02
  template
• 30:03
  that
• 30:03
  isn't
• 30:03
  relevant
• 30:03
  to
• 30:04
  them.
• 30:04
  So
• 30:04
  for
• 30:05
  us
• 30:05
  it's
• 30:05
  even.
• 30:06
  I've
• 30:06
  set
• 30:06
  up
• 30:06
  automations
• 30:07
  to
• 30:08
  remind
• 30:08
  the
• 30:08
  wedding
• 30:08
  coordinator
• 30:09
  to
• 30:09
  send
• 30:10
  that
• 30:10
  email
• 30:11
  out.
• 30:11
  Here's
• 30:11
  the
• 30:12
  template.
• 30:12
  But
• 30:12
  make
• 30:13
  sure
• 30:13
  I
• 30:13
  always
• 30:14
  say
• 30:14
  a
• 30:14
  template
• 30:14
  is
• 30:14
  a
• 30:15
  template.
• 30:15
  It's
• 30:15
  not
• 30:15
  an
• 30:16
  email
• 30:16
  that
• 30:16
  goes
• 30:16
  out,
• 30:17
  it's
• 30:17
  one
• 30:17
  to
• 30:17
  use
• 30:18
  as
• 30:18
  a
• 30:18
  base
• 30:18
  to
• 30:19
  edit,
• 30:20
  to
• 30:20
  send
• 30:20
  to
• 30:20
  couples.
• 30:21
  Yeah.
• 30:21
  So
• 30:22
  tweaking
• 30:22
  it.
• 30:22
  Okay,
• 30:22
  so
• 30:22
  you
• 30:22
  use
• 30:23
  Bright
• 30:23
  Biz
• 30:23
  as
• 30:24
  a
• 30:24
  CRM
• 30:25
  and
• 30:25
  then
• 30:25
  what
• 30:26
  other
• 30:26
  tools
• 30:26
  are
• 30:26
  you
• 30:26
  using?
• 30:26
  So
• 30:27
  are
• 30:27
  you
• 30:27
  using
• 30:27
  a
• 30:28
  calendar
• 30:28
  booking
• 30:28
  tool
• 30:29
  for
• 30:29
  people
• 30:29
  to
• 30:29
  book
• 30:29
  their
• 30:30
  viewings?
• 30:30
  How
• 30:30
  are
• 30:30
  you
• 30:30
  doing
• 30:31
  that?
• 30:31
  We
• 30:31
  use
• 30:31
  calendly
• 30:32
  for
• 30:33
  couples
• 30:33
  to
• 30:33
  book
• 30:33
  their
• 30:34
  viewings
• 30:35
  and
• 30:35
  then
• 30:35
  we
• 30:35
  have
• 30:35
  different
• 30:35
  meetings
• 30:36
  set
• 30:36
  up
• 30:36
  on
• 30:37
  there.
• 30:37
  So
• 30:38
  one
• 30:38
  for
• 30:38
  new
• 30:38
  couples
• 30:39
  to
• 30:39
  book,
• 30:39
  one
• 30:39
  for
• 30:39
  existing
• 30:40
  couples
• 30:41
  and
• 30:41
  then
• 30:42
  one
• 30:42
  for
• 30:42
  like
• 30:43
  private
• 30:43
  Event
• 30:43
  hire
• 30:44
  inquiries
• 30:45
  as
• 30:45
  well.
• 30:46
  They're
• 30:46
  the
• 30:47
  main
• 30:47
  two.
• 30:48
  What
• 30:48
  else
• 30:48
  do
• 30:48
  we.
• 30:49
  Availability.
• 30:49
  Do
• 30:50
  you
• 30:50
  have
• 30:50
  an
• 30:50
  availability
• 30:50
  tool,
• 30:51
  did
• 30:51
  you
• 30:51
  say?
• 30:51
  Are
• 30:51
  you.
• 30:51
  Not
• 30:51
  at
• 30:52
  the
• 30:52
  moment.
• 30:52
  I.
• 30:52
  Not
• 30:52
  at
• 30:53
  the
• 30:53
  moment.
• 30:53
  I
• 30:53
  think
• 30:53
  that's
• 30:54
  a
• 30:54
  real
• 30:54
  gap
• 30:55
  at
• 30:55
  the
• 30:55
  moment.
• 30:57
  Yeah,
• 30:57
  we
• 30:57
  don't
• 30:58
  have
• 30:58
  an
• 30:58
  availability
• 30:58
  tool.
• 30:59
  Yeah,
• 30:59
  I've
• 30:59
  seen
• 30:59
  some
• 31:00
  really
• 31:00
  good
• 31:00
  websites
• 31:01
  where
• 31:02
  four
• 31:02
  venues
• 31:02
  and
• 31:02
  again,
• 31:03
  I
• 31:03
  haven't
• 31:03
  worked
• 31:04
  out
• 31:04
  what
• 31:04
  the
• 31:04
  right
• 31:04
  tool
• 31:04
  is.
• 31:04
  And
• 31:05
  every
• 31:05
  venue
• 31:05
  is
• 31:05
  different,
• 31:06
  but
• 31:06
  where
• 31:06
  you
• 31:07
  can
• 31:07
  like
• 31:07
  hover
• 31:07
  over
• 31:08
  dates
• 31:08
  and
• 31:08
  it
• 31:08
  tells
• 31:08
  you
• 31:09
  whether
• 31:09
  they're
• 31:09
  available
• 31:09
  and
• 31:10
  how
• 31:10
  much
• 31:10
  it
• 31:10
  is
• 31:10
  to
• 31:10
  book
• 31:10
  it
• 31:11
  for
• 31:11
  that
• 31:11
  exact
• 31:11
  date.
• 31:11
  But
• 31:12
  yeah,
• 31:12
  that's.
• 31:12
  That's
• 31:13
  one.
• 31:13
  If
• 31:13
  anyone
• 31:13
  knows
• 31:14
  a
• 31:14
  really
• 31:14
  good
• 31:14
  tool
• 31:14
  for
• 31:14
  that,
• 31:15
  send
• 31:15
  me
• 31:15
  a
• 31:15
  message,
• 31:16
  direct
• 31:16
  message
• 31:16
  me
• 31:16
  on
• 31:16
  Instagram.
• 31:17
  I'd
• 31:17
  love
• 31:17
  to
• 31:17
  hear
• 31:17
  more
• 31:18
  about
• 31:18
  it.
• 31:18
  But
• 31:18
  yeah,
• 31:18
  CRMs
• 31:19
  are
• 31:19
  a
• 31:19
  minefield.
• 31:19
  And
• 31:20
  if
• 31:20
  people
• 31:20
  are
• 31:20
  listening
• 31:20
  to
• 31:20
  this
• 31:20
  and
• 31:21
  thinking,
• 31:21
  I
• 31:21
  don't
• 31:21
  know
• 31:21
  where
• 31:21
  to
• 31:21
  start,
• 31:22
  totally
• 31:23
  get
• 31:23
  it.
• 31:23
  Because
• 31:24
  as
• 31:24
  when
• 31:24
  I
• 31:25
  just
• 31:25
  said
• 31:25
  every
• 31:25
  tool
• 31:26
  is
• 31:26
  not
• 31:26
  perfect.
• 31:26
  Everyone
• 31:27
  has
• 31:27
  different
• 31:28
  areas
• 31:28
  that
• 31:28
  is
• 31:29
  stronger
• 31:29
  at
• 31:29
  and
• 31:29
  weaker
• 31:30
  at.
• 31:30
  So
• 31:30
  I
• 31:30
  always
• 31:30
  say,
• 31:31
  write
• 31:31
  down
• 31:31
  the
• 31:31
  things
• 31:31
  that
• 31:31
  you
• 31:32
  absolutely
• 31:32
  want
• 31:32
  it
• 31:33
  to
• 31:33
  do
• 31:33
  and
• 31:33
  then
• 31:33
  go
• 31:34
  and
• 31:34
  have
• 31:34
  conversations
• 31:34
  and
• 31:35
  kind
• 31:35
  of
• 31:35
  have
• 31:35
  a
• 31:35
  little
• 31:35
  tick
• 31:36
  list
• 31:36
  about
• 31:36
  whether
• 31:36
  or
• 31:37
  not
• 31:37
  it
• 31:37
  can
• 31:37
  do
• 31:37
  it
• 31:37
  and
• 31:37
  find
• 31:37
  the
• 31:38
  one
• 31:38
  that
• 31:38
  closest
• 31:38
  matches.
• 31:39
  But
• 31:39
  don't
• 31:40
  just
• 31:40
  go
• 31:40
  for
• 31:40
  the
• 31:40
  cheapest
• 31:41
  one,
• 31:41
  because
• 31:41
  as
• 31:42
  we
• 31:42
  all
• 31:42
  know,
• 31:42
  often
• 31:43
  the
• 31:43
  cheapest
• 31:43
  one
• 31:43
  actually
• 31:44
  doesn't
• 31:44
  have
• 31:44
  the
• 31:44
  capability
• 31:45
  you
• 31:45
  need.
• 31:45
  But
• 31:45
  equally,
• 31:46
  if
• 31:46
  you
• 31:46
  don't
• 31:46
  need
• 31:46
  much
• 31:46
  capability,
• 31:47
  you
• 31:47
  don't
• 31:47
  need
• 31:48
  to
• 31:48
  pay
• 31:48
  for
• 31:48
  the
• 31:48
  most
• 31:48
  expensive
• 31:49
  one.
• 31:49
  And
• 31:49
  I
• 31:49
  have
• 31:49
  a
• 31:50
  whole
• 31:50
  podcast
• 31:50
  episode
• 31:50
  which
• 31:51
  I'll
• 31:51
  link
• 31:51
  to
• 31:51
  in
• 31:51
  the
• 31:51
  show
• 31:52
  notes,
• 31:52
  where
• 31:52
  I
• 31:53
  compare
• 31:53
  some
• 31:53
  different
• 31:54
  CRM
• 31:55
  to
• 31:55
  help
• 31:55
  you
• 31:55
  out
• 31:55
  as
• 31:56
  well.
• 31:56
  Okay,
• 31:57
  let's
• 31:57
  just
• 31:57
  shift
• 31:57
  direction
• 31:58
  again
• 31:59
  for
• 31:59
  a
• 31:59
  moment
• 32:00
  because
• 32:00
  there'll
• 32:00
  be
• 32:00
  lots
• 32:00
  of
• 32:01
  people
• 32:01
  listening
• 32:01
  to
• 32:01
  this
• 32:01
  who
• 32:02
  don't
• 32:02
  own
• 32:02
  a
• 32:02
  venue,
• 32:03
  don't
• 32:03
  work
• 32:03
  in
• 32:03
  a
• 32:03
  venue.
• 32:03
  They're
• 32:04
  actually
• 32:04
  individual
• 32:04
  business
• 32:05
  owners
• 32:05
  and
• 32:06
  what
• 32:06
  they're
• 32:06
  interested
• 32:07
  in
• 32:07
  understanding
• 32:08
  is
• 32:08
  how
• 32:08
  they
• 32:08
  can
• 32:09
  have
• 32:09
  better
• 32:09
  relationships
• 32:10
  with
• 32:10
  venues.
• 32:11
  You'll.
• 32:12
  I'm
• 32:12
  sure
• 32:12
  you
• 32:12
  hear
• 32:12
  it
• 32:12
  all
• 32:13
  the
• 32:13
  time.
• 32:13
  I
• 32:13
  want
• 32:13
  to
• 32:13
  be
• 32:13
  on
• 32:13
  the
• 32:13
  recommended
• 32:14
  list.
• 32:14
  I
• 32:14
  want
• 32:14
  the
• 32:14
  venues
• 32:15
  to
• 32:15
  recommend
• 32:15
  me.
• 32:15
  They
• 32:16
  put
• 32:16
  these
• 32:16
  venues
• 32:16
  at
• 32:16
  the
• 32:16
  top
• 32:17
  of
• 32:17
  the
• 32:17
  pedestal.
• 32:17
  They
• 32:18
  know
• 32:18
  that
• 32:18
  they
• 32:18
  can
• 32:18
  be
• 32:19
  powerful.
• 32:19
  So
• 32:20
  how
• 32:20
  have
• 32:20
  you
• 32:20
  gone
• 32:20
  about
• 32:21
  building
• 32:21
  those
• 32:22
  relationships
• 32:22
  yourself
• 32:23
  and.
• 32:24
  And
• 32:24
  what
• 32:25
  works
• 32:25
  for
• 32:25
  you
• 32:26
  in
• 32:26
  terms
• 32:26
  of
• 32:27
  meeting
• 32:27
  new
• 32:28
  people?
• 32:28
  What
• 32:28
  do
• 32:28
  you
• 32:28
  like
• 32:29
  and
• 32:29
  what
• 32:29
  do
• 32:29
  you
• 32:29
  not
• 32:29
  like?
• 32:30
  Yeah,
• 32:30
  that's
• 32:30
  a
• 32:30
  really
• 32:30
  good
• 32:31
  one.
• 32:31
  And
• 32:31
  it's
• 32:32
  true.
• 32:32
  I
• 32:32
  mean,
• 32:32
  we
• 32:33
  get
• 32:33
  so
• 32:33
  many
• 32:33
  emails
• 32:33
  every
• 32:34
  week.
• 32:34
  Put
• 32:34
  me
• 32:34
  on
• 32:34
  your
• 32:35
  supplier
• 32:35
  list.
• 32:37
  Which
• 32:37
  makes
• 32:38
  no
• 32:38
  sense
• 32:38
  to
• 32:38
  me.
• 32:38
  I'm
• 32:39
  like,
• 32:39
  okay,
• 32:39
  why
• 32:39
  tell
• 32:40
  me
• 32:40
  more
• 32:40
  about
• 32:40
  You.
• 32:41
  So
• 32:41
  a
• 32:42
  lot
• 32:42
  of
• 32:42
  our
• 32:42
  suppliers
• 32:43
  actually
• 32:43
  got
• 32:43
  in
• 32:43
  touch
• 32:44
  with
• 32:44
  us,
• 32:44
  the
• 32:44
  ones
• 32:44
  that
• 32:45
  are
• 32:45
  on
• 32:45
  our
• 32:45
  recommended
• 32:45
  list
• 32:46
  now,
• 32:46
  got
• 32:46
  in
• 32:46
  touch
• 32:47
  with
• 32:47
  us
• 32:47
  as
• 32:47
  we
• 32:47
  were
• 32:48
  building
• 32:48
  and
• 32:48
  started
• 32:49
  forging
• 32:49
  those
• 32:49
  relationships
• 32:50
  then.
• 32:51
  And
• 32:51
  it's
• 32:51
  about,
• 32:51
  it's
• 32:52
  a
• 32:52
  two
• 32:52
  way
• 32:52
  relationship,
• 32:53
  right.
• 32:53
  We'd
• 32:53
  have
• 32:54
  photographers
• 32:54
  say,
• 32:55
  let
• 32:55
  me
• 32:55
  photograph
• 32:56
  the
• 32:56
  journey
• 32:57
  of
• 32:57
  your
• 32:57
  build
• 32:57
  of
• 32:57
  the
• 32:58
  venue
• 32:58
  and
• 32:59
  I
• 32:59
  will
• 32:59
  do
• 32:59
  drone
• 33:00
  footage.
• 33:00
  And
• 33:01
  they
• 33:01
  ended
• 33:01
  up
• 33:02
  and
• 33:02
  still
• 33:02
  are
• 33:02
  one
• 33:02
  of
• 33:02
  our
• 33:02
  recommended
• 33:03
  suppliers.
• 33:04
  Because
• 33:04
  it,
• 33:04
  it's
• 33:05
  working
• 33:05
  both
• 33:05
  ways.
• 33:06
  I
• 33:06
  will
• 33:06
  say
• 33:07
  to
• 33:07
  some
• 33:07
  of
• 33:07
  our
• 33:08
  suppliers,
• 33:08
  okay,
• 33:08
  we're
• 33:08
  doing
• 33:09
  an
• 33:09
  open
• 33:09
  day.
• 33:09
  Is
• 33:10
  anyone
• 33:10
  interested
• 33:11
  in
• 33:11
  doing
• 33:11
  some
• 33:11
  florals
• 33:12
  in
• 33:12
  return?
• 33:12
  You
• 33:13
  know,
• 33:13
  you'll
• 33:13
  meet
• 33:13
  all
• 33:13
  of
• 33:13
  our
• 33:14
  couples.
• 33:16
  So
• 33:16
  it's
• 33:16
  kind
• 33:17
  of
• 33:17
  of
• 33:17
  those
• 33:18
  who
• 33:18
  help
• 33:19
  us
• 33:19
  and
• 33:19
  in
• 33:20
  turn
• 33:20
  we
• 33:20
  help
• 33:20
  them.
• 33:21
  And
• 33:21
  also
• 33:21
  those
• 33:21
  who
• 33:22
  work
• 33:22
  well
• 33:22
  with
• 33:22
  us,
• 33:23
  I
• 33:23
  mean,
• 33:25
  without
• 33:25
  being
• 33:26
  rude.
• 33:26
  Some
• 33:26
  couples,
• 33:27
  not
• 33:27
  couples,
• 33:28
  sorry,
• 33:28
  suppliers
• 33:28
  come
• 33:28
  in
• 33:29
  and
• 33:29
  can
• 33:29
  be
• 33:29
  quite
• 33:29
  rude
• 33:30
  and
• 33:30
  expectant
• 33:31
  of
• 33:31
  what
• 33:31
  they
• 33:31
  want.
• 33:32
  That's
• 33:33
  not
• 33:33
  going
• 33:33
  to
• 33:33
  work
• 33:33
  well.
• 33:33
  Work
• 33:34
  well
• 33:34
  with
• 33:34
  us.
• 33:34
  We'll
• 33:35
  work
• 33:35
  well
• 33:35
  with
• 33:35
  you
• 33:35
  and
• 33:35
  we'll
• 33:36
  recommend
• 33:36
  you
• 33:36
  to
• 33:36
  couples.
• 33:38
  Yeah,
• 33:38
  it's
• 33:38
  a
• 33:38
  really
• 33:39
  tricky
• 33:39
  one
• 33:39
  and
• 33:39
  I
• 33:39
  know
• 33:40
  there's
• 33:40
  lots
• 33:40
  of
• 33:40
  great
• 33:41
  suppliers
• 33:41
  out
• 33:41
  there.
• 33:41
  You
• 33:42
  all
• 33:42
  want
• 33:42
  relationships
• 33:43
  with
• 33:43
  the
• 33:43
  venues,
• 33:43
  but
• 33:45
  it's
• 33:45
  those
• 33:46
  forming
• 33:46
  those
• 33:47
  good
• 33:47
  working
• 33:47
  relationships
• 33:48
  and
• 33:49
  that
• 33:49
  will
• 33:49
  do
• 33:50
  wonders.
• 33:50
  And
• 33:50
  I
• 33:51
  think
• 33:51
  sometimes
• 33:51
  the
• 33:51
  tricky
• 33:52
  thing
• 33:52
  is
• 33:52
  people
• 33:52
  want
• 33:53
  a
• 33:53
  solution,
• 33:54
  right?
• 33:54
  So
• 33:54
  people
• 33:54
  will
• 33:55
  sell
• 33:55
  someone
• 33:55
  a
• 33:55
  template
• 33:56
  and
• 33:56
  say,
• 33:56
  send
• 33:56
  this
• 33:56
  email
• 33:57
  to
• 33:57
  a
• 33:57
  venue
• 33:57
  and
• 33:58
  this
• 33:58
  will
• 33:58
  get
• 33:58
  you
• 33:58
  on
• 33:58
  their
• 33:58
  recommended
• 33:59
  supply
• 33:59
  list,
• 33:59
  which
• 34:00
  we
• 34:00
  know
• 34:00
  doesn't
• 34:01
  work
• 34:01
  and
• 34:01
  that
• 34:01
  is
• 34:01
  just
• 34:02
  a
• 34:02
  lie.
• 34:02
  And
• 34:03
  actually
• 34:03
  again,
• 34:03
  we
• 34:03
  talked
• 34:04
  about
• 34:04
  nuance
• 34:04
  earlier.
• 34:04
  There's
• 34:05
  so
• 34:05
  much
• 34:05
  nuance
• 34:06
  in
• 34:06
  this
• 34:07
  that
• 34:07
  there
• 34:07
  isn't
• 34:07
  a
• 34:07
  direct
• 34:08
  route.
• 34:09
  Because
• 34:09
  I
• 34:09
  say
• 34:10
  this
• 34:10
  a
• 34:10
  lot.
• 34:10
  When
• 34:10
  people
• 34:11
  get
• 34:11
  opportunities
• 34:11
  or
• 34:12
  do
• 34:12
  things
• 34:12
  with
• 34:12
  me
• 34:12
  or
• 34:12
  come
• 34:12
  on
• 34:13
  this
• 34:13
  podcast
• 34:13
  often,
• 34:14
  there's
• 34:14
  a
• 34:14
  lot
• 34:14
  of
• 34:14
  things
• 34:14
  that
• 34:15
  have
• 34:15
  led
• 34:15
  to
• 34:15
  that.
• 34:15
  Or
• 34:16
  they
• 34:16
  might
• 34:16
  have
• 34:16
  dropped
• 34:16
  in
• 34:16
  my
• 34:16
  inbox
• 34:17
  at
• 34:17
  the
• 34:18
  right
• 34:18
  moment,
• 34:18
  or
• 34:18
  I
• 34:19
  might
• 34:19
  have
• 34:19
  met
• 34:19
  them
• 34:19
  at
• 34:19
  an
• 34:20
  event
• 34:20
  or
• 34:20
  they
• 34:20
  may
• 34:20
  have
• 34:21
  shown
• 34:21
  willing
• 34:22
  to
• 34:22
  come
• 34:22
  to
• 34:22
  something
• 34:22
  that
• 34:23
  I'm
• 34:23
  doing
• 34:23
  and
• 34:23
  they're
• 34:23
  interested
• 34:24
  rather
• 34:24
  than
• 34:24
  just
• 34:24
  a
• 34:24
  cold
• 34:25
  email.
• 34:25
  And
• 34:26
  so
• 34:26
  if
• 34:26
  you're
• 34:26
  listening
• 34:26
  to
• 34:26
  this,
• 34:27
  the
• 34:27
  relationship
• 34:27
  building
• 34:28
  part,
• 34:28
  there
• 34:29
  is
• 34:29
  no
• 34:29
  one
• 34:29
  size
• 34:30
  fits
• 34:30
  all.
• 34:30
  You've.
• 34:30
  You've
• 34:31
  got
• 34:31
  to
• 34:31
  see
• 34:32
  it
• 34:32
  as
• 34:32
  a
• 34:32
  bigger
• 34:33
  picture.
• 34:33
  Yes,
• 34:34
  you've
• 34:34
  got
• 34:34
  to
• 34:34
  show
• 34:34
  up.
• 34:35
  Yes,
• 34:35
  you've
• 34:35
  got
• 34:35
  to
• 34:35
  be
• 34:35
  kind
• 34:35
  and
• 34:36
  helpful.
• 34:36
  But
• 34:37
  sometimes
• 34:37
  it's
• 34:37
  about
• 34:38
  being,
• 34:38
  having
• 34:39
  the
• 34:39
  right
• 34:39
  offering
• 34:40
  at
• 34:40
  the
• 34:40
  right
• 34:40
  time
• 34:41
  just
• 34:41
  when
• 34:41
  someone
• 34:42
  needs
• 34:42
  it.
• 34:43
  Yeah,
• 34:43
  absolutely.
• 34:44
  And
• 34:44
  I
• 34:44
  think
• 34:44
  also
• 34:46
  persistency
• 34:47
  in
• 34:47
  a
• 34:47
  way.
• 34:48
  So
• 34:48
  dropping
• 34:49
  one
• 34:49
  email
• 34:49
  isn't
• 34:50
  really
• 34:50
  going
• 34:50
  to
• 34:50
  do
• 34:50
  anything.
• 34:50
  But
• 34:51
  if
• 34:51
  you
• 34:51
  keep
• 34:51
  getting
• 34:51
  in
• 34:52
  touch
• 34:52
  and
• 34:52
  Saying,
• 34:52
  look,
• 34:52
  I'm
• 34:52
  still
• 34:53
  following
• 34:53
  your
• 34:53
  journey,
• 34:54
  I
• 34:54
  love
• 34:54
  what
• 34:54
  you
• 34:54
  do,
• 34:55
  I
• 34:55
  really
• 34:55
  want
• 34:55
  to
• 34:55
  get
• 34:55
  involved.
• 34:56
  Just
• 34:56
  bear
• 34:56
  me
• 34:56
  in
• 34:57
  mind
• 34:57
  for
• 34:57
  next
• 34:57
  time.
• 34:58
  That
• 34:58
  also
• 34:58
  works.
• 34:59
  Yeah,
• 34:59
  and
• 35:00
  that's
• 35:00
  true
• 35:00
  as
• 35:00
  well.
• 35:00
  But
• 35:01
  again
• 35:01
  it's
• 35:01
  that
• 35:01
  thing
• 35:02
  like
• 35:02
  you
• 35:02
  talk
• 35:02
  about
• 35:02
  earlier,
• 35:03
  the
• 35:03
  automations.
• 35:04
  Sometimes
• 35:04
  I'll
• 35:04
  get
• 35:04
  those
• 35:05
  follow
• 35:05
  ups
• 35:05
  but
• 35:05
  they're
• 35:06
  so
• 35:06
  dry
• 35:06
  and
• 35:07
  templated
• 35:07
  and
• 35:07
  I'm
• 35:08
  like,
• 35:08
  oh,
• 35:08
  I'm
• 35:08
  just
• 35:08
  on
• 35:08
  a
• 35:08
  list
• 35:09
  where
• 35:09
  every
• 35:09
  five
• 35:09
  days
• 35:10
  they
• 35:10
  email
• 35:10
  me
• 35:10
  and
• 35:10
  say,
• 35:11
  say,
• 35:11
  have
• 35:11
  you
• 35:11
  considered
• 35:12
  me
• 35:12
  for
• 35:12
  your
• 35:12
  podcast
• 35:12
  yet?
• 35:13
  And
• 35:13
  there's
• 35:13
  no
• 35:13
  personality
• 35:14
  there.
• 35:14
  Whereas
• 35:15
  actually
• 35:15
  if
• 35:15
  someone
• 35:15
  drops
• 35:15
  into
• 35:16
  my
• 35:16
  Instagram
• 35:16
  and
• 35:16
  voice
• 35:17
  notes
• 35:17
  me
• 35:17
  and
• 35:17
  reminds
• 35:18
  me
• 35:18
  and
• 35:18
  I
• 35:18
  think,
• 35:19
  oh
• 35:19
  yeah,
• 35:19
  I've
• 35:19
  just
• 35:19
  been
• 35:19
  so
• 35:19
  busy
• 35:20
  I
• 35:20
  haven't
• 35:20
  had
• 35:20
  a
• 35:20
  chance
• 35:20
  to
• 35:20
  get
• 35:21
  back
• 35:21
  to
• 35:21
  you
• 35:21
  yet.
• 35:21
  Well,
• 35:22
  that
• 35:22
  feels
• 35:22
  like
• 35:22
  a
• 35:22
  bit
• 35:22
  of
• 35:23
  a
• 35:23
  personal
• 35:23
  relationship
• 35:23
  building
• 35:24
  rather
• 35:24
  than
• 35:24
  just
• 35:24
  a
• 35:25
  I'm
• 35:25
  on
• 35:25
  a
• 35:25
  tick
• 35:26
  list
• 35:26
  of
• 35:26
  people
• 35:26
  that
• 35:26
  they're
• 35:27
  emailing
• 35:27
  every
• 35:27
  week,
• 35:28
  which
• 35:28
  quite
• 35:28
  frankly
• 35:29
  I
• 35:29
  just
• 35:29
  file
• 35:30
  away
• 35:30
  and
• 35:30
  don't
• 35:30
  do
• 35:30
  anything
• 35:31
  with.
• 35:31
  And
• 35:31
  I'm
• 35:31
  sure
• 35:31
  the
• 35:32
  venues
• 35:32
  are
• 35:32
  the
• 35:32
  same.
• 35:33
  It
• 35:33
  has
• 35:33
  to
• 35:33
  be
• 35:34
  from
• 35:34
  a
• 35:34
  genuine
• 35:35
  place.
• 35:35
  I
• 35:35
  think
• 35:35
  we
• 35:36
  can
• 35:36
  all
• 35:37
  sniff
• 35:37
  at
• 35:37
  someone
• 35:38
  who's
• 35:38
  just
• 35:38
  doing
• 35:39
  it
• 35:39
  in
• 35:39
  some
• 35:39
  kind
• 35:40
  of
• 35:40
  monotonous
• 35:40
  basis
• 35:41
  for
• 35:41
  what
• 35:41
  they
• 35:41
  can
• 35:41
  get
• 35:42
  rather
• 35:42
  than
• 35:42
  actually
• 35:42
  looking
• 35:43
  to
• 35:43
  build
• 35:43
  a
• 35:43
  genuine
• 35:43
  relationship.
• 35:44
  Yeah,
• 35:45
  nobody
• 35:45
  likes
• 35:45
  receiving
• 35:46
  an
• 35:46
  automated
• 35:46
  email,
• 35:47
  especially
• 35:47
  of
• 35:47
  the
• 35:48
  rise
• 35:48
  of
• 35:48
  AI.
• 35:49
  Yeah,
• 35:50
  exactly.
• 35:50
  And
• 35:50
  we
• 35:50
  haven't
• 35:51
  even
• 35:51
  touched
• 35:51
  on
• 35:52
  AI.
• 35:52
  That's
• 35:52
  a
• 35:53
  whole
• 35:53
  conversation
• 35:53
  in
• 35:54
  itself.
• 35:54
  Now
• 35:54
  let's
• 35:55
  talk
• 35:55
  about
• 35:55
  marketing
• 35:55
  for
• 35:55
  a
• 35:56
  moment
• 35:56
  because
• 35:56
  whenever
• 35:56
  I
• 35:57
  talk
• 35:57
  to
• 35:57
  people
• 35:57
  who
• 35:57
  are
• 35:57
  right
• 35:58
  in
• 35:58
  the
• 35:58
  trenches
• 35:58
  of
• 35:58
  the
• 35:59
  business
• 35:59
  right
• 35:59
  now,
• 35:59
  I
• 36:00
  like
• 36:00
  to
• 36:00
  hear
• 36:01
  from
• 36:01
  them.
• 36:01
  What
• 36:02
  they're
• 36:02
  seeing
• 36:02
  is
• 36:03
  working
• 36:03
  for
• 36:03
  them,
• 36:03
  what's
• 36:04
  converting
• 36:04
  for
• 36:04
  them
• 36:05
  right
• 36:05
  here,
• 36:06
  right
• 36:06
  now.
• 36:06
  Because
• 36:06
  often
• 36:07
  people
• 36:07
  are
• 36:07
  like,
• 36:07
  this
• 36:08
  looks
• 36:08
  like
• 36:08
  the
• 36:08
  shiny
• 36:08
  new
• 36:09
  thing,
• 36:09
  this
• 36:09
  looks
• 36:09
  like
• 36:09
  the
• 36:09
  shiny
• 36:10
  new
• 36:10
  thing.
• 36:10
  But
• 36:10
  when
• 36:11
  we
• 36:11
  look
• 36:11
  at
• 36:11
  the
• 36:11
  data,
• 36:11
  which
• 36:12
  I
• 36:12
  know
• 36:12
  you're
• 36:12
  interested
• 36:13
  in,
• 36:13
  what's
• 36:13
  actually
• 36:14
  driving
• 36:14
  the
• 36:14
  revenue
• 36:14
  isn't
• 36:15
  what
• 36:15
  they
• 36:15
  think
• 36:15
  it
• 36:15
  is.
• 36:16
  So
• 36:16
  from
• 36:16
  your
• 36:17
  perspective
• 36:18
  for
• 36:18
  your
• 36:18
  venue
• 36:19
  right
• 36:19
  here,
• 36:19
  right
• 36:19
  now,
• 36:20
  where
• 36:20
  are
• 36:21
  your
• 36:21
  leads
• 36:21
  and
• 36:21
  importantly,
• 36:22
  conversions
• 36:23
  and
• 36:23
  bookings
• 36:23
  actually.
• 36:24
  Coming
• 36:24
  from
• 36:25
  social
• 36:25
  media.
• 36:27
  Social
• 36:27
  media,
• 36:27
  which
• 36:27
  platform?
• 36:28
  Social
• 36:28
  media?
• 36:29
  Multiple
• 36:29
  platforms,
• 36:30
  Instagram
• 36:32
  mainly.
• 36:34
  And
• 36:34
  we
• 36:35
  need
• 36:35
  to
• 36:35
  do
• 36:35
  more
• 36:36
  on
• 36:36
  TikTok.
• 36:37
  So
• 36:38
  we've
• 36:38
  actually
• 36:38
  just
• 36:38
  taken
• 36:39
  the
• 36:39
  leap.
• 36:39
  So
• 36:40
  we,
• 36:40
  you
• 36:41
  know,
• 36:41
  absolutely
• 36:41
  love
• 36:42
  data,
• 36:42
  always
• 36:42
  tracking
• 36:43
  the
• 36:43
  data.
• 36:43
  Where
• 36:43
  are
• 36:43
  our
• 36:44
  leads
• 36:44
  coming
• 36:44
  from?
• 36:46
  A
• 36:46
  really
• 36:46
  interesting
• 36:47
  talk
• 36:47
  actually
• 36:47
  at
• 36:47
  Web
• 36:48
  Pros
• 36:48
  was
• 36:49
  about
• 36:49
  the
• 36:49
  directories
• 36:50
  and
• 36:50
  how
• 36:50
  just
• 36:50
  because
• 36:51
  you
• 36:51
  think
• 36:51
  they're
• 36:51
  not
• 36:51
  coming
• 36:52
  from
• 36:52
  the
• 36:52
  directories,
• 36:53
  it
• 36:54
  is
• 36:54
  pointing
• 36:55
  them
• 36:55
  to
• 36:55
  the
• 36:55
  website,
• 36:56
  to
• 36:56
  socials.
• 36:56
  But
• 36:57
  it's
• 36:57
  a
• 36:57
  good
• 36:57
  finding
• 36:57
  platform.
• 37:00
  Yeah,
• 37:00
  social
• 37:00
  media
• 37:00
  is
• 37:00
  really
• 37:01
  huge
• 37:01
  for
• 37:01
  us
• 37:01
  and
• 37:01
  we've
• 37:01
  just
• 37:02
  taken
• 37:02
  the
• 37:02
  leap
• 37:02
  in
• 37:03
  hiring
• 37:03
  an
• 37:04
  external
• 37:04
  social
• 37:05
  media
• 37:05
  agency
• 37:06
  because
• 37:06
  it
• 37:07
  is
• 37:07
  taking
• 37:07
  up
• 37:07
  so
• 37:07
  much
• 37:08
  of
• 37:08
  our
• 37:08
  team's
• 37:09
  time.
• 37:09
  They're
• 37:09
  fantastic
• 37:10
  at
• 37:10
  it,
• 37:10
  but
• 37:10
  it's
• 37:11
  taking
• 37:11
  them
• 37:11
  away
• 37:11
  from
• 37:12
  their
• 37:12
  day
• 37:12
  job.
• 37:14
  And
• 37:14
  we've
• 37:14
  kind
• 37:15
  of
• 37:15
  just
• 37:16
  realized,
• 37:16
  or
• 37:16
  not
• 37:17
  realized,
• 37:17
  but
• 37:18
  accepted
• 37:19
  that
• 37:19
  social
• 37:20
  media
• 37:20
  is
• 37:20
  a
• 37:20
  form
• 37:21
  of
• 37:21
  advertising.
• 37:22
  Not
• 37:22
  just
• 37:22
  the
• 37:22
  paid
• 37:23
  advertising
• 37:23
  you're
• 37:23
  doing,
• 37:23
  but
• 37:24
  what
• 37:24
  your
• 37:24
  socials
• 37:25
  look
• 37:25
  like.
• 37:25
  So
• 37:26
  it's
• 37:26
  where
• 37:26
  you
• 37:26
  need
• 37:26
  to
• 37:26
  be
• 37:27
  investing,
• 37:28
  particularly
• 37:29
  of
• 37:29
  TikTok.
• 37:30
  I
• 37:31
  avoid
• 37:31
  TikToks.
• 37:32
  I
• 37:32
  don't
• 37:32
  want
• 37:32
  to
• 37:32
  fall
• 37:32
  down
• 37:32
  the
• 37:32
  TikTok
• 37:33
  hole,
• 37:33
  but
• 37:34
  we're
• 37:34
  seeing
• 37:34
  more
• 37:34
  and
• 37:34
  more
• 37:35
  people
• 37:35
  come
• 37:35
  to
• 37:35
  us
• 37:35
  and
• 37:35
  the
• 37:36
  thing
• 37:36
  that
• 37:36
  really
• 37:36
  actually
• 37:38
  hit
• 37:38
  the
• 37:38
  nail
• 37:38
  on
• 37:38
  the
• 37:39
  head
• 37:39
  for
• 37:39
  me
• 37:39
  was
• 37:39
  one
• 37:39
  of
• 37:40
  my
• 37:40
  best
• 37:40
  friends
• 37:40
  got
• 37:40
  engaged
• 37:41
  and
• 37:42
  she
• 37:42
  said
• 37:42
  to
• 37:43
  me,
• 37:43
  oh,
• 37:44
  well,
• 37:44
  I
• 37:44
  saw
• 37:45
  this
• 37:45
  venue
• 37:45
  on
• 37:45
  TikTok.
• 37:46
  It's
• 37:46
  not
• 37:46
  where
• 37:46
  I
• 37:47
  was
• 37:47
  looking
• 37:47
  but
• 37:47
  it's
• 37:47
  a
• 37:48
  really
• 37:48
  good
• 37:48
  venue
• 37:48
  so
• 37:48
  I'm
• 37:48
  going
• 37:48
  to
• 37:48
  go
• 37:49
  and
• 37:49
  have
• 37:49
  a
• 37:49
  look.
• 37:49
  And
• 37:50
  I
• 37:50
  thought,
• 37:50
  ah,
• 37:51
  people
• 37:51
  aren't
• 37:52
  just
• 37:52
  looking
• 37:52
  in
• 37:53
  their
• 37:53
  region
• 37:53
  now.
• 37:54
  If
• 37:54
  something
• 37:55
  comes
• 37:55
  up
• 37:55
  on
• 37:55
  TikTok,
• 37:56
  they
• 37:56
  think,
• 37:56
  oh,
• 37:57
  hadn't
• 37:57
  thought
• 37:57
  of
• 37:57
  that,
• 37:58
  I
• 37:58
  might
• 37:58
  go
• 37:58
  and
• 37:58
  look
• 37:59
  at
• 37:59
  that
• 37:59
  venue.
• 38:00
  So
• 38:00
  we've
• 38:00
  kind
• 38:00
  of
• 38:01
  got
• 38:01
  this
• 38:01
  new
• 38:01
  market
• 38:02
  opening
• 38:02
  up,
• 38:04
  particularly
• 38:04
  when
• 38:04
  videos
• 38:05
  go
• 38:05
  viral.
• 38:05
  We
• 38:06
  had
• 38:06
  a
• 38:06
  video
• 38:06
  go
• 38:06
  viral
• 38:06
  for
• 38:07
  our
• 38:07
  venue
• 38:07
  two
• 38:07
  years
• 38:08
  ago
• 38:08
  which
• 38:08
  did
• 38:09
  wonders.
• 38:11
  A
• 38:11
  bridesmaid
• 38:11
  got
• 38:12
  engaged
• 38:12
  at
• 38:13
  the
• 38:13
  wedding
• 38:14
  and
• 38:14
  it
• 38:14
  got
• 38:14
  shared
• 38:14
  in
• 38:14
  daily
• 38:15
  mail
• 38:15
  and
• 38:15
  all
• 38:15
  sorts.
• 38:16
  But
• 38:17
  yeah,
• 38:17
  I
• 38:17
  mean
• 38:17
  social
• 38:17
  media
• 38:18
  is
• 38:18
  just
• 38:18
  huge
• 38:19
  and
• 38:19
  it's,
• 38:19
  it's
• 38:19
  certainly
• 38:20
  where
• 38:20
  the
• 38:20
  investment
• 38:20
  needs
• 38:21
  to
• 38:21
  be.
• 38:21
  Yeah,
• 38:21
  it's
• 38:21
  interesting
• 38:22
  to
• 38:22
  hear
• 38:22
  as
• 38:22
  well
• 38:23
  that
• 38:23
  that's
• 38:23
  a
• 38:23
  key
• 38:23
  driving
• 38:24
  factor.
• 38:24
  And
• 38:24
  I
• 38:24
  think
• 38:24
  people
• 38:25
  forget
• 38:25
  that
• 38:26
  it
• 38:26
  ca.
• 38:26
  It
• 38:26
  should
• 38:26
  be
• 38:26
  a
• 38:27
  paid
• 38:27
  form
• 38:27
  of
• 38:27
  advertising
• 38:27
  too.
• 38:28
  Not
• 38:28
  necessarily
• 38:28
  the
• 38:29
  paid
• 38:29
  advertising
• 38:29
  as
• 38:29
  you
• 38:30
  said,
• 38:30
  but
• 38:30
  the
• 38:30
  organic,
• 38:30
  organic
• 38:31
  side
• 38:31
  of
• 38:32
  it.
• 38:32
  Because
• 38:32
  yes,
• 38:33
  the
• 38:33
  platforms
• 38:34
  are
• 38:34
  free,
• 38:34
  but
• 38:34
  the
• 38:34
  amount
• 38:35
  of
• 38:35
  time
• 38:35
  and
• 38:35
  energy
• 38:36
  and
• 38:36
  effort
• 38:36
  it
• 38:37
  takes
• 38:37
  to
• 38:37
  create
• 38:38
  the
• 38:38
  level
• 38:38
  of
• 38:39
  content
• 38:39
  that
• 38:39
  is
• 38:40
  now
• 38:40
  needed
• 38:40
  and
• 38:41
  expected
• 38:41
  if
• 38:42
  you
• 38:42
  want
• 38:42
  to
• 38:42
  convert,
• 38:43
  is
• 38:43
  high.
• 38:43
  And
• 38:44
  as
• 38:44
  you'll
• 38:44
  know,
• 38:44
  like
• 38:45
  that's
• 38:45
  one
• 38:45
  of
• 38:45
  my
• 38:45
  biggest
• 38:46
  investments
• 38:46
  over
• 38:47
  the
• 38:47
  last
• 38:47
  year
• 38:47
  is
• 38:47
  to
• 38:47
  pay
• 38:48
  someone,
• 38:48
  pay
• 38:48
  a
• 38:49
  content
• 38:49
  creator
• 38:49
  to
• 38:49
  work
• 38:50
  with
• 38:50
  me,
• 38:50
  work
• 38:50
  in
• 38:50
  my
• 38:51
  team,
• 38:51
  follow
• 38:51
  me
• 38:52
  around,
• 38:52
  create
• 38:52
  content
• 38:53
  and
• 38:54
  it
• 38:54
  works.
• 38:55
  The
• 38:55
  results
• 38:55
  are
• 38:55
  speaking
• 38:56
  for
• 38:56
  themselves
• 38:56
  and
• 38:56
  there's
• 38:57
  absolutely
• 38:57
  no
• 38:57
  way
• 38:58
  I
• 38:58
  could
• 38:58
  do
• 38:58
  that
• 38:59
  level
• 38:59
  of
• 38:59
  content
• 38:59
  if
• 39:00
  it
• 39:00
  was
• 39:00
  just
• 39:00
  me
• 39:00
  doing
• 39:01
  it,
• 39:01
  because
• 39:01
  I
• 39:01
  would
• 39:01
  never
• 39:01
  do
• 39:02
  anything
• 39:02
  else.
• 39:02
  It
• 39:02
  is
• 39:02
  becoming
• 39:03
  a
• 39:03
  full
• 39:03
  time
• 39:03
  job
• 39:03
  and
• 39:04
  I
• 39:04
  keep
• 39:04
  saying,
• 39:04
  particularly
• 39:05
  to
• 39:05
  venues,
• 39:06
  your
• 39:06
  next
• 39:06
  hire
• 39:07
  will
• 39:07
  need
• 39:07
  to
• 39:07
  be
• 39:07
  a
• 39:08
  content
• 39:08
  creator,
• 39:09
  like
• 39:09
  not
• 39:09
  just
• 39:09
  someone
• 39:09
  who
• 39:10
  can
• 39:10
  do
• 39:10
  a
• 39:11
  bit
• 39:11
  of
• 39:11
  marketing
• 39:11
  here,
• 39:12
  there
• 39:12
  and
• 39:12
  everywhere.
• 39:12
  It's
• 39:13
  Getting
• 39:13
  to
• 39:13
  the
• 39:13
  point
• 39:13
  where
• 39:14
  you
• 39:14
  will
• 39:14
  need
• 39:14
  someone
• 39:14
  who
• 39:14
  can
• 39:15
  create
• 39:15
  video
• 39:16
  content
• 39:16
  for
• 39:16
  you,
• 39:16
  who
• 39:16
  can
• 39:17
  create
• 39:17
  carousels
• 39:17
  for
• 39:18
  you,
• 39:18
  that
• 39:18
  can
• 39:18
  look
• 39:18
  at
• 39:19
  strategy
• 39:19
  and
• 39:20
  understand
• 39:20
  what's
• 39:20
  converting,
• 39:21
  that
• 39:21
  can
• 39:21
  give
• 39:21
  you
• 39:21
  the
• 39:22
  numbers
• 39:22
  and
• 39:22
  can
• 39:23
  do
• 39:23
  that
• 39:23
  job.
• 39:24
  Just
• 39:24
  hiring
• 39:24
  anyone
• 39:25
  off
• 39:25
  the
• 39:25
  street
• 39:25
  and
• 39:25
  saying,
• 39:26
  here's
• 39:26
  a
• 39:26
  phone,
• 39:26
  can
• 39:27
  you
• 39:27
  create
• 39:27
  content
• 39:27
  for
• 39:27
  me
• 39:28
  Is
• 39:28
  not
• 39:29
  going
• 39:29
  to
• 39:29
  cut
• 39:29
  it
• 39:29
  anymore.
• 39:29
  So
• 39:30
  it'd
• 39:30
  be
• 39:30
  interesting
• 39:30
  to
• 39:31
  hear
• 39:31
  the
• 39:31
  results.
• 39:31
  You
• 39:31
  have
• 39:31
  to
• 39:32
  keep
• 39:32
  me
• 39:32
  posted
• 39:32
  on
• 39:33
  how
• 39:33
  that
• 39:33
  works
• 39:34
  for
• 39:34
  you
• 39:34
  using
• 39:34
  that
• 39:34
  external
• 39:35
  company.
• 39:36
  Yeah,
• 39:36
  we
• 39:36
  will
• 39:36
  do,
• 39:36
  definitely.
• 39:37
  Okay,
• 39:38
  metrics
• 39:39
  then.
• 39:39
  I
• 39:39
  know
• 39:40
  we're
• 39:40
  going
• 39:40
  all
• 39:40
  over
• 39:41
  the
• 39:41
  shop
• 39:41
  today,
• 39:41
  but
• 39:41
  I
• 39:41
  think
• 39:41
  there's
• 39:42
  some
• 39:42
  really
• 39:42
  interesting
• 39:43
  things.
• 39:43
  Again,
• 39:43
  I
• 39:43
  feel
• 39:44
  like
• 39:44
  when
• 39:44
  two
• 39:44
  people
• 39:44
  who
• 39:45
  love
• 39:45
  consultancy
• 39:45
  and
• 39:46
  data
• 39:46
  get
• 39:46
  together,
• 39:46
  then
• 39:47
  there's
• 39:47
  lots
• 39:47
  of
• 39:47
  questions
• 39:48
  that
• 39:48
  we
• 39:49
  both
• 39:49
  find
• 39:49
  interesting.
• 39:50
  And
• 39:50
  they're
• 39:50
  not
• 39:50
  necessarily
• 39:51
  the
• 39:51
  things
• 39:51
  that
• 39:51
  people
• 39:51
  listening
• 39:52
  are
• 39:52
  always
• 39:52
  thinking
• 39:53
  about,
• 39:53
  but
• 39:53
  often
• 39:54
  they're
• 39:54
  the
• 39:54
  things
• 39:54
  they
• 39:54
  should
• 39:54
  be
• 39:55
  thinking
• 39:55
  about.
• 39:55
  So
• 39:56
  when
• 39:56
  it
• 39:56
  comes
• 39:56
  to
• 39:57
  metrics,
• 39:57
  the
• 39:57
  metrics
• 39:58
  you
• 39:58
  are
• 39:58
  tracking
• 39:59
  in
• 39:59
  your
• 39:59
  venue,
• 40:00
  you
• 40:00
  what
• 40:00
  are
• 40:00
  the
• 40:00
  metrics
• 40:01
  that
• 40:01
  are
• 40:01
  really
• 40:01
  mattering
• 40:02
  to
• 40:02
  you
• 40:02
  right
• 40:03
  now
• 40:03
  that
• 40:03
  you're
• 40:03
  paying
• 40:03
  attention
• 40:04
  to?
• 40:04
  The
• 40:05
  biggest
• 40:05
  ones,
• 40:06
  number
• 40:06
  of
• 40:06
  viewings
• 40:07
  that
• 40:07
  we
• 40:07
  get
• 40:07
  booked
• 40:08
  in
• 40:08
  each
• 40:08
  month,
• 40:09
  the
• 40:09
  number
• 40:09
  of
• 40:09
  bookings
• 40:10
  and
• 40:11
  then
• 40:11
  our
• 40:11
  annual
• 40:12
  weddings.
• 40:13
  And
• 40:14
  then
• 40:14
  also,
• 40:15
  where
• 40:15
  are
• 40:15
  we
• 40:15
  compared
• 40:16
  to
• 40:16
  last
• 40:16
  year?
• 40:17
  How
• 40:17
  many
• 40:17
  bookings
• 40:18
  were
• 40:18
  we
• 40:18
  on
• 40:18
  for
• 40:18
  the
• 40:18
  year
• 40:19
  ahead,
• 40:20
  if
• 40:20
  that
• 40:20
  makes
• 40:20
  sense.
• 40:22
  We
• 40:22
  also
• 40:23
  track
• 40:24
  average
• 40:25
  spend
• 40:26
  and
• 40:26
  guest
• 40:26
  size
• 40:27
  of
• 40:27
  weddings
• 40:27
  to
• 40:27
  see,
• 40:28
  see
• 40:28
  what's
• 40:29
  happening
• 40:29
  there.
• 40:29
  But
• 40:30
  for
• 40:30
  us,
• 40:30
  really
• 40:30
  it's
• 40:31
  viewings,
• 40:31
  view
• 40:32
  doing
• 40:32
  conversions
• 40:33
  and
• 40:34
  sources
• 40:35
  obviously.
• 40:35
  Where,
• 40:36
  where's
• 40:36
  it
• 40:36
  coming
• 40:36
  from?
• 40:36
  Social
• 40:37
  media
• 40:37
  directories,
• 40:39
  all
• 40:39
  the
• 40:39
  metrics
• 40:39
  we
• 40:39
  can
• 40:39
  get
• 40:40
  our
• 40:40
  hands
• 40:40
  on.
• 40:40
  Really?
• 40:40
  Yeah.
• 40:41
  But
• 40:41
  again,
• 40:41
  we're
• 40:42
  like,
• 40:42
  yeah,
• 40:42
  of
• 40:42
  course
• 40:42
  you're
• 40:43
  doing
• 40:43
  that,
• 40:43
  but
• 40:43
  a
• 40:43
  lot
• 40:43
  of
• 40:43
  people
• 40:44
  aren't
• 40:44
  tracking
• 40:44
  this
• 40:44
  stuff.
• 40:45
  And
• 40:45
  so
• 40:45
  the
• 40:45
  number
• 40:46
  of
• 40:46
  people,
• 40:46
  I'll
• 40:46
  say
• 40:46
  to
• 40:46
  you,
• 40:47
  okay,
• 40:47
  what's
• 40:47
  your
• 40:47
  conversion
• 40:48
  percentage
• 40:49
  rate
• 40:49
  between
• 40:50
  venue,
• 40:50
  tour
• 40:51
  and
• 40:51
  booking?
• 40:51
  And
• 40:52
  they
• 40:52
  go,
• 40:52
  I
• 40:53
  don't
• 40:53
  know,
• 40:53
  I
• 40:53
  don't
• 40:54
  know.
• 40:54
  And
• 40:54
  actually
• 40:54
  those
• 40:55
  are
• 40:55
  really
• 40:55
  important
• 40:55
  numbers
• 40:56
  because
• 40:56
  that's
• 40:56
  where
• 40:56
  you
• 40:57
  go,
• 40:57
  okay,
• 40:57
  well
• 40:57
  why,
• 40:57
  why
• 40:58
  is
• 40:58
  that?
• 40:58
  Because
• 40:59
  it's
• 40:59
  not
• 40:59
  just
• 40:59
  about
• 40:59
  knowing
• 41:00
  the
• 41:00
  numbers,
• 41:00
  as
• 41:00
  you
• 41:00
  will
• 41:01
  know
• 41:01
  as
• 41:01
  a
• 41:01
  consultant,
• 41:02
  it's
• 41:02
  about,
• 41:02
  okay,
• 41:02
  now
• 41:02
  we
• 41:03
  have
• 41:03
  the
• 41:03
  numbers.
• 41:03
  What
• 41:03
  are
• 41:04
  those
• 41:04
  numbers
• 41:04
  telling
• 41:04
  us
• 41:04
  and
• 41:05
  what
• 41:05
  are
• 41:05
  we
• 41:05
  going
• 41:05
  to
• 41:05
  tweak
• 41:05
  or
• 41:06
  change?
• 41:06
  So
• 41:06
  have
• 41:06
  you
• 41:07
  changed
• 41:07
  anything
• 41:07
  on
• 41:07
  the
• 41:08
  base
• 41:08
  of
• 41:08
  any
• 41:08
  of
• 41:08
  your
• 41:08
  metrics?
• 41:09
  We
• 41:09
  changed
• 41:10
  where
• 41:10
  we
• 41:10
  are
• 41:10
  investing
• 41:11
  our
• 41:11
  advertising
• 41:12
  spend.
• 41:14
  And
• 41:14
  also,
• 41:15
  it's
• 41:15
  a
• 41:16
  really
• 41:16
  good
• 41:16
  point
• 41:16
  is
• 41:16
  it's
• 41:17
  one
• 41:17
  thing
• 41:17
  having
• 41:17
  the
• 41:17
  metrics,
• 41:18
  but
• 41:18
  what
• 41:18
  are
• 41:18
  you
• 41:18
  going
• 41:18
  to
• 41:19
  do
• 41:19
  about
• 41:19
  it?
• 41:19
  For
• 41:20
  us,
• 41:20
  we
• 41:20
  track
• 41:21
  whether
• 41:21
  viewings
• 41:22
  convert
• 41:23
  and
• 41:23
  we
• 41:23
  always
• 41:25
  follow
• 41:25
  up
• 41:25
  with
• 41:25
  couples
• 41:26
  who
• 41:26
  don't
• 41:26
  book
• 41:26
  with
• 41:26
  us
• 41:27
  and
• 41:27
  say,
• 41:27
  look,
• 41:28
  we
• 41:28
  wish
• 41:28
  you
• 41:28
  all
• 41:28
  the
• 41:28
  best
• 41:29
  of
• 41:29
  your
• 41:29
  wedding
• 41:29
  planning.
• 41:29
  We
• 41:30
  would
• 41:30
  love
• 41:30
  any
• 41:31
  feedback
• 41:32
  if
• 41:32
  you
• 41:32
  could
• 41:32
  just
• 41:33
  tell
• 41:33
  us
• 41:33
  why
• 41:33
  you
• 41:33
  didn't
• 41:34
  go
• 41:34
  for
• 41:34
  us.
• 41:36
  And
• 41:36
  then
• 41:36
  we
• 41:36
  tweak
• 41:37
  what
• 41:37
  we're
• 41:37
  doing
• 41:38
  at
• 41:38
  the
• 41:38
  venue.
• 41:38
  So
• 41:38
  some
• 41:39
  was
• 41:39
  the
• 41:39
  space
• 41:39
  just
• 41:40
  feels
• 41:40
  too
• 41:41
  big
• 41:42
  for
• 41:42
  our
• 41:42
  party
• 41:42
  size.
• 41:43
  So,
• 41:43
  you
• 41:44
  know,
• 41:44
  we've
• 41:44
  changed
• 41:44
  from
• 41:44
  the
• 41:44
  interiors,
• 41:45
  made
• 41:45
  it
• 41:45
  feel
• 41:46
  warmer,
• 41:46
  created
• 41:47
  new
• 41:47
  little
• 41:48
  spaces.
• 41:49
  Like
• 41:49
  I
• 41:50
  said,
• 41:50
  we've
• 41:50
  invested
• 41:50
  in
• 41:51
  social
• 41:51
  media
• 41:52
  company
• 41:52
  now
• 41:52
  because
• 41:53
  we
• 41:53
  could
• 41:53
  see
• 41:54
  that
• 41:54
  trend
• 41:54
  of
• 41:54
  more
• 41:55
  people
• 41:55
  finding
• 41:55
  us
• 41:55
  on
• 41:56
  social,
• 41:56
  social
• 41:56
  media.
• 41:57
  So,
• 41:57
  yeah,
• 41:58
  it's
• 41:58
  all.
• 41:58
  And
• 41:58
  it's
• 41:59
  also
• 41:59
  about
• 41:59
  making
• 41:59
  sure
• 42:00
  that
• 42:00
  the
• 42:00
  team
• 42:00
  are
• 42:00
  aware.
• 42:01
  So
• 42:01
  we
• 42:01
  have
• 42:01
  a
• 42:02
  big
• 42:02
  whiteboard
• 42:02
  in
• 42:02
  the
• 42:02
  office.
• 42:03
  Everyone
• 42:03
  knows
• 42:04
  the
• 42:04
  metrics
• 42:04
  we're
• 42:05
  tracking.
• 42:05
  We
• 42:05
  put
• 42:06
  targets
• 42:06
  in
• 42:06
  place
• 42:07
  every
• 42:07
  year.
• 42:08
  When
• 42:08
  the
• 42:08
  team
• 42:08
  meets
• 42:09
  the
• 42:09
  targets,
• 42:09
  we
• 42:09
  take
• 42:09
  them
• 42:09
  out
• 42:10
  on
• 42:10
  a
• 42:10
  spa
• 42:10
  trip.
• 42:11
  You've
• 42:12
  got
• 42:12
  to
• 42:12
  make
• 42:12
  sure
• 42:12
  that
• 42:12
  everyone's
• 42:13
  bought
• 42:13
  into
• 42:13
  it.
• 42:13
  It's
• 42:13
  not
• 42:14
  just
• 42:14
  you
• 42:14
  silently
• 42:14
  tracking
• 42:15
  them
• 42:15
  and
• 42:15
  wondering
• 42:15
  why
• 42:16
  we're
• 42:16
  not
• 42:16
  reaching
• 42:16
  them
• 42:17
  or
• 42:17
  why
• 42:17
  it's
• 42:17
  shifting.
• 42:18
  It's
• 42:18
  making
• 42:18
  sure
• 42:19
  everyone's
• 42:19
  bought
• 42:19
  into
• 42:20
  it.
• 42:20
  And
• 42:20
  there
• 42:20
  has
• 42:20
  to
• 42:21
  be
• 42:21
  incentives.
• 42:21
  Again,
• 42:22
  this
• 42:22
  comes
• 42:22
  up
• 42:23
  a
• 42:23
  lot
• 42:23
  with
• 42:23
  venues.
• 42:23
  They
• 42:24
  say,
• 42:24
  I'm
• 42:24
  setting
• 42:24
  my
• 42:24
  team
• 42:25
  targets
• 42:25
  and
• 42:25
  they're
• 42:25
  not
• 42:25
  hitting
• 42:26
  them.
• 42:26
  And
• 42:26
  I,
• 42:26
  I
• 42:26
  say,
• 42:26
  well,
• 42:27
  what
• 42:27
  happens
• 42:27
  if
• 42:28
  they
• 42:28
  hit
• 42:28
  them?
• 42:28
  And
• 42:28
  they
• 42:29
  say,
• 42:29
  nothing.
• 42:29
  I
• 42:30
  think,
• 42:30
  well,
• 42:30
  why?
• 42:30
  Like,
• 42:30
  they're
• 42:31
  just
• 42:31
  working.
• 42:31
  They
• 42:32
  don't
• 42:32
  have
• 42:32
  the
• 42:32
  same
• 42:32
  investment
• 42:33
  level
• 42:33
  as
• 42:33
  you,
• 42:33
  the
• 42:33
  owner
• 42:34
  of
• 42:34
  the
• 42:34
  business.
• 42:35
  Like,
• 42:35
  if
• 42:35
  they're
• 42:35
  getting
• 42:35
  paid
• 42:36
  the
• 42:36
  same,
• 42:36
  whether
• 42:36
  or
• 42:36
  not
• 42:37
  that
• 42:37
  couple
• 42:37
  books
• 42:37
  or
• 42:38
  not,
• 42:38
  then
• 42:38
  obviously,
• 42:39
  okay,
• 42:40
  yes,
• 42:40
  there's
• 42:40
  the
• 42:40
  love
• 42:41
  of
• 42:41
  what
• 42:41
  we
• 42:41
  do,
• 42:42
  but
• 42:43
  you
• 42:43
  do
• 42:43
  need
• 42:43
  to
• 42:43
  give
• 42:43
  them
• 42:44
  some
• 42:44
  kind
• 42:44
  of
• 42:44
  incentive,
• 42:45
  something
• 42:45
  to
• 42:45
  work
• 42:45
  towards.
• 42:46
  We
• 42:46
  need
• 42:46
  that
• 42:46
  as
• 42:46
  individuals,
• 42:47
  too.
• 42:47
  I
• 42:48
  was
• 42:48
  talking
• 42:48
  to
• 42:48
  someone
• 42:49
  the
• 42:49
  other
• 42:49
  day,
• 42:49
  even
• 42:49
  about
• 42:49
  my
• 42:50
  own
• 42:50
  fitness
• 42:50
  goals.
• 42:51
  I
• 42:51
  have
• 42:52
  incentives
• 42:52
  where
• 42:52
  if
• 42:53
  I.
• 42:53
  If
• 42:53
  I
• 42:53
  do
• 42:54
  enough
• 42:54
  of
• 42:54
  my
• 42:54
  workouts
• 42:55
  in
• 42:55
  a
• 42:55
  month,
• 42:55
  then
• 42:55
  I
• 42:56
  treat
• 42:56
  myself
• 42:56
  to
• 42:56
  something
• 42:56
  at
• 42:57
  the
• 42:57
  end
• 42:57
  and
• 42:57
  there's
• 42:57
  set
• 42:58
  targets
• 42:58
  to
• 42:59
  incentivize
• 42:59
  me
• 43:00
  to
• 43:00
  do
• 43:00
  it.
• 43:00
  So
• 43:00
  what.
• 43:01
  Obviously
• 43:01
  you
• 43:01
  said
• 43:01
  spa
• 43:02
  days.
• 43:02
  What
• 43:02
  other
• 43:02
  kind
• 43:02
  of
• 43:03
  incentives
• 43:03
  work
• 43:03
  for
• 43:04
  your
• 43:04
  team?
• 43:04
  Well,
• 43:05
  we
• 43:05
  actually
• 43:05
  do
• 43:05
  a
• 43:06
  commission
• 43:07
  basis
• 43:08
  for
• 43:08
  viewings.
• 43:09
  So
• 43:09
  we
• 43:09
  realized
• 43:10
  this
• 43:10
  at
• 43:10
  the
• 43:10
  start.
• 43:12
  You
• 43:12
  know,
• 43:12
  me
• 43:12
  and
• 43:12
  my
• 43:12
  sister
• 43:13
  started
• 43:13
  off
• 43:13
  doing
• 43:13
  all
• 43:13
  the
• 43:13
  viewings.
• 43:14
  We
• 43:14
  have
• 43:15
  the
• 43:15
  passion,
• 43:15
  we
• 43:15
  have
• 43:15
  the
• 43:16
  financial
• 43:16
  incentive
• 43:17
  of
• 43:17
  getting
• 43:17
  those
• 43:18
  bookings.
• 43:18
  And
• 43:18
  then
• 43:19
  when
• 43:19
  we
• 43:19
  shifted
• 43:19
  to
• 43:20
  staff,
• 43:20
  we're
• 43:20
  like,
• 43:20
  why
• 43:20
  aren't
• 43:21
  they
• 43:21
  getting
• 43:21
  as
• 43:21
  many
• 43:21
  conversions?
• 43:23
  And
• 43:23
  then
• 43:24
  we
• 43:24
  introduced
• 43:25
  a
• 43:25
  number
• 43:25
  of
• 43:25
  years
• 43:25
  ago,
• 43:26
  now
• 43:26
  they
• 43:27
  get
• 43:27
  X
• 43:27
  amount
• 43:28
  per
• 43:28
  booking,
• 43:28
  they
• 43:28
  get
• 43:29
  per
• 43:29
  month.
• 43:31
  And
• 43:32
  there
• 43:32
  was
• 43:32
  definitely
• 43:32
  an
• 43:32
  uplift
• 43:33
  and
• 43:33
  you
• 43:33
  see
• 43:34
  the
• 43:34
  drive
• 43:35
  from
• 43:35
  the
• 43:35
  team.
• 43:35
  They're
• 43:36
  like,
• 43:36
  I
• 43:36
  want
• 43:36
  to
• 43:36
  do
• 43:36
  the
• 43:36
  viewing
• 43:37
  days,
• 43:37
  I
• 43:37
  want
• 43:37
  to
• 43:37
  take
• 43:37
  this
• 43:37
  one.
• 43:39
  And
• 43:39
  they're
• 43:40
  financially
• 43:40
  invested
• 43:40
  in
• 43:41
  trying
• 43:42
  to
• 43:42
  get
• 43:42
  them
• 43:42
  to
• 43:42
  convert
• 43:42
  to
• 43:43
  a
• 43:43
  booking.
• 43:43
  Yeah.
• 43:43
  And
• 43:44
  it
• 43:44
  absolutely
• 43:44
  makes
• 43:45
  business
• 43:45
  sense.
• 43:45
  But
• 43:45
  again,
• 43:46
  sometimes
• 43:46
  we
• 43:47
  just
• 43:47
  forget
• 43:47
  to
• 43:47
  consider
• 43:48
  these
• 43:48
  things
• 43:49
  on
• 43:49
  a
• 43:49
  bigger
• 43:50
  scale.
• 43:50
  Now,
• 43:51
  before
• 43:51
  I
• 43:51
  let
• 43:51
  you
• 43:51
  go,
• 43:51
  the
• 43:52
  last
• 43:52
  thing
• 43:52
  I
• 43:52
  want
• 43:52
  to
• 43:52
  talk
• 43:52
  to
• 43:53
  you
• 43:53
  about
• 43:53
  very
• 43:53
  briefly,
• 43:54
  and
• 43:54
  we've
• 43:54
  mentioned
• 43:55
  it
• 43:55
  a
• 43:55
  couple
• 43:55
  of
• 43:55
  times,
• 43:56
  is
• 43:56
  Wed
• 43:56
  Pro.
• 43:57
  Because
• 43:57
  I
• 43:57
  went
• 43:57
  out
• 43:58
  on
• 43:58
  a
• 43:58
  limb
• 43:58
  and
• 43:58
  I
• 43:59
  decided
• 43:59
  to
• 43:59
  put
• 43:59
  together
• 44:00
  an
• 44:00
  industry
• 44:00
  conference,
• 44:01
  my
• 44:01
  first
• 44:02
  ever
• 44:02
  one.
• 44:03
  And
• 44:03
  it
• 44:03
  happened
• 44:03
  in
• 44:03
  March.
• 44:04
  And
• 44:04
  you
• 44:04
  came
• 44:04
  along,
• 44:05
  which
• 44:05
  I
• 44:05
  love
• 44:05
  that
• 44:06
  you
• 44:06
  came
• 44:06
  along
• 44:06
  to
• 44:07
  it.
• 44:07
  I'm
• 44:07
  glad
• 44:07
  to
• 44:07
  have
• 44:08
  had
• 44:08
  you
• 44:08
  there.
• 44:08
  And
• 44:09
  it's
• 44:09
  one
• 44:09
  of
• 44:09
  the
• 44:09
  big
• 44:10
  reasons
• 44:10
  you're
• 44:10
  here
• 44:10
  on
• 44:10
  the
• 44:11
  podcast
• 44:11
  today,
• 44:11
  because
• 44:12
  I
• 44:12
  always
• 44:12
  love
• 44:12
  to
• 44:13
  give
• 44:14
  back
• 44:14
  to
• 44:14
  people
• 44:15
  that
• 44:15
  give
• 44:15
  to
• 44:15
  me.
• 44:16
  So
• 44:16
  when
• 44:16
  people
• 44:16
  say
• 44:17
  to
• 44:17
  me,
• 44:17
  why
• 44:17
  can
• 44:17
  I
• 44:17
  be
• 44:18
  on
• 44:18
  your
• 44:18
  podcast?
• 44:18
  Can
• 44:18
  I
• 44:18
  do
• 44:19
  this?
• 44:19
  When
• 44:19
  people
• 44:19
  have
• 44:19
  actually
• 44:20
  taken
• 44:20
  time
• 44:20
  to
• 44:20
  be
• 44:20
  in
• 44:21
  a
• 44:21
  room
• 44:21
  and
• 44:21
  support
• 44:21
  something
• 44:22
  I
• 44:22
  do,
• 44:22
  I
• 44:22
  always
• 44:23
  like
• 44:23
  to
• 44:23
  give
• 44:23
  back.
• 44:23
  So
• 44:23
  you
• 44:24
  were
• 44:24
  there,
• 44:24
  you
• 44:24
  experienced
• 44:25
  it,
• 44:25
  it.
• 44:26
  Why
• 44:26
  do
• 44:27
  you
• 44:27
  think
• 44:27
  it's
• 44:27
  important,
• 44:28
  even
• 44:29
  when
• 44:29
  you're
• 44:29
  successful,
• 44:30
  to
• 44:30
  continue
• 44:30
  investing
• 44:31
  in
• 44:31
  business
• 44:32
  education
• 44:32
  or
• 44:33
  being
• 44:33
  in
• 44:33
  the
• 44:33
  right
• 44:33
  rooms
• 44:34
  or
• 44:34
  networking?
• 44:35
  Trends
• 44:35
  always
• 44:35
  change.
• 44:36
  And
• 44:37
  you
• 44:37
  know,
• 44:38
  I,
• 44:38
  I
• 44:38
  feel
• 44:38
  like
• 44:39
  I've
• 44:39
  learned
• 44:39
  a
• 44:39
  lot
• 44:39
  about
• 44:40
  weddings,
• 44:41
  but
• 44:41
  I
• 44:41
  don't
• 44:41
  know
• 44:41
  so
• 44:42
  much
• 44:42
  about
• 44:42
  social
• 44:42
  media.
• 44:43
  So
• 44:43
  you
• 44:43
  come
• 44:43
  to
• 44:44
  these
• 44:44
  events,
• 44:44
  you
• 44:44
  get
• 44:45
  industry
• 44:45
  specific
• 44:46
  talks
• 44:47
  across
• 44:47
  all
• 44:47
  different
• 44:47
  elements.
• 44:48
  You
• 44:48
  also
• 44:49
  get
• 44:49
  to
• 44:49
  talk
• 44:49
  to
• 44:49
  different,
• 44:51
  for
• 44:51
  me,
• 44:51
  venue
• 44:52
  owners.
• 44:52
  For
• 44:52
  others,
• 44:52
  it
• 44:53
  be
• 44:53
  other
• 44:53
  suppliers
• 44:54
  in
• 44:54
  their
• 44:54
  industry
• 44:55
  and
• 44:55
  just
• 44:55
  have
• 44:55
  those
• 44:56
  really
• 44:56
  honest
• 44:56
  chats
• 44:57
  being.
• 44:57
  How
• 44:57
  are
• 44:58
  you
• 44:58
  finding
• 44:58
  this
• 44:58
  year?
• 44:59
  Oh,
• 44:59
  it's
• 44:59
  been
• 44:59
  a
• 44:59
  bit
• 44:59
  slow.
• 45:00
  Oh,
• 45:00
  me
• 45:00
  too.
• 45:00
  What
• 45:00
  have
• 45:00
  you
• 45:01
  done?
• 45:01
  Oh,
• 45:01
  I've
• 45:01
  done
• 45:01
  this.
• 45:01
  Oh,
• 45:02
  that's
• 45:02
  a
• 45:02
  good
• 45:02
  idea.
• 45:03
  I
• 45:03
  hadn't
• 45:03
  thought
• 45:03
  of
• 45:03
  that.
• 45:04
  And
• 45:04
  it's
• 45:04
  kind
• 45:04
  of
• 45:04
  that
• 45:04
  reassurance
• 45:05
  and
• 45:05
  building
• 45:05
  a
• 45:06
  network
• 45:06
  and
• 45:07
  I
• 45:07
  learned
• 45:08
  a
• 45:08
  lot
• 45:08
  from
• 45:08
  it,
• 45:09
  you
• 45:09
  know,
• 45:09
  from
• 45:09
  a
• 45:09
  directory
• 45:10
  perspective,
• 45:11
  from
• 45:11
  marketing
• 45:12
  perspective,
• 45:13
  and
• 45:14
  also
• 45:14
  being
• 45:14
  able
• 45:15
  to
• 45:15
  take
• 45:15
  the
• 45:15
  team
• 45:15
  along
• 45:15
  with
• 45:16
  me
• 45:16
  and
• 45:17
  making
• 45:17
  sure
• 45:17
  everyone
• 45:18
  feels
• 45:18
  like
• 45:18
  they're
• 45:19
  being
• 45:19
  updated
• 45:19
  and
• 45:20
  learning
• 45:20
  more
• 45:21
  and
• 45:21
  more
• 45:21
  about
• 45:21
  the
• 45:21
  industry.
• 45:21
  I
• 45:22
  think
• 45:22
  if
• 45:23
  you,
• 45:23
  if
• 45:23
  you
• 45:23
  go
• 45:23
  into
• 45:23
  the
• 45:24
  mindset
• 45:24
  of,
• 45:24
  of
• 45:24
  I
• 45:25
  know
• 45:25
  what
• 45:25
  I'm
• 45:25
  doing,
• 45:26
  I'm
• 45:26
  a
• 45:26
  good
• 45:26
  wedding
• 45:26
  venue,
• 45:27
  I
• 45:27
  don't
• 45:27
  need
• 45:27
  it.
• 45:28
  You're
• 45:29
  going
• 45:29
  to
• 45:29
  lose
• 45:29
  track
• 45:29
  because
• 45:30
  things
• 45:30
  keep
• 45:30
  changing
• 45:31
  and
• 45:32
  you've
• 45:32
  got
• 45:32
  to
• 45:32
  keep
• 45:33
  ahead
• 45:33
  of
• 45:33
  the
• 45:33
  curve.
• 45:33
  Yeah.
• 45:34
  And
• 45:34
  I
• 45:34
  love
• 45:34
  it
• 45:34
  when
• 45:35
  people
• 45:35
  bring
• 45:35
  teams.
• 45:36
  I
• 45:36
  think
• 45:36
  sometimes
• 45:37
  those
• 45:37
  events
• 45:37
  are
• 45:37
  best
• 45:38
  done
• 45:38
  when
• 45:38
  you
• 45:38
  bring
• 45:38
  a
• 45:39
  couple
• 45:39
  of
• 45:39
  different
• 45:39
  people
• 45:39
  from
• 45:40
  the
• 45:40
  team
• 45:40
  with
• 45:40
  you.
• 45:41
  Because
• 45:41
  otherwise
• 45:41
  what
• 45:41
  happens
• 45:42
  is
• 45:42
  one
• 45:42
  person
• 45:42
  goes,
• 45:43
  they
• 45:43
  have
• 45:43
  a
• 45:43
  great
• 45:43
  day,
• 45:43
  they
• 45:44
  come
• 45:44
  back
• 45:44
  and
• 45:44
  they've
• 45:44
  got
• 45:44
  all
• 45:45
  this
• 45:45
  excitement
• 45:45
  and
• 45:45
  buzz
• 45:46
  and
• 45:46
  they've
• 45:46
  then
• 45:46
  got
• 45:47
  to
• 45:47
  try
• 45:47
  and
• 45:47
  transmit
• 45:47
  that
• 45:48
  to
• 45:48
  everyone
• 45:48
  else.
• 45:49
  But
• 45:49
  actually
• 45:49
  when
• 45:49
  multiple
• 45:50
  people
• 45:50
  have
• 45:50
  gone
• 45:51
  out,
• 45:51
  had
• 45:51
  a
• 45:51
  day,
• 45:51
  you've
• 45:52
  done
• 45:52
  some
• 45:52
  team
• 45:52
  building,
• 45:52
  you've
• 45:53
  gone
• 45:53
  to
• 45:53
  something
• 45:53
  together,
• 45:54
  you've
• 45:54
  experienced
• 45:55
  it
• 45:55
  together,
• 45:55
  maybe
• 45:56
  you've
• 45:56
  divided
• 45:56
  and
• 45:56
  conquered
• 45:57
  and
• 45:57
  spoken
• 45:57
  to
• 45:57
  different
• 45:57
  people
• 45:58
  and
• 45:58
  gone
• 45:58
  to
• 45:58
  different
• 45:58
  sessions.
• 45:59
  Actually,
• 46:00
  then
• 46:00
  everyone's
• 46:01
  bought
• 46:01
  into
• 46:02
  what
• 46:03
  it
• 46:03
  is
• 46:03
  that
• 46:03
  you're
• 46:03
  doing
• 46:04
  next
• 46:04
  and
• 46:04
  they
• 46:04
  understand
• 46:05
  why
• 46:05
  you're
• 46:05
  making
• 46:05
  the
• 46:05
  decisions
• 46:06
  rather
• 46:06
  than
• 46:06
  just
• 46:06
  going
• 46:07
  back
• 46:07
  and
• 46:07
  going,
• 46:07
  I
• 46:07
  went
• 46:08
  to
• 46:08
  this
• 46:08
  really
• 46:08
  great
• 46:08
  thing,
• 46:09
  I
• 46:09
  had
• 46:09
  a
• 46:09
  great
• 46:09
  day
• 46:09
  out
• 46:10
  in
• 46:10
  London.
• 46:10
  They
• 46:10
  said
• 46:10
  this
• 46:11
  and
• 46:11
  now
• 46:11
  I
• 46:11
  want
• 46:11
  you
• 46:11
  to
• 46:12
  all
• 46:12
  do
• 46:12
  this
• 46:12
  change.
• 46:13
  And
• 46:13
  then
• 46:13
  they
• 46:13
  go,
• 46:13
  oh,
• 46:14
  can't
• 46:14
  be
• 46:14
  bothered
• 46:15
  to
• 46:15
  do
• 46:15
  that.
• 46:15
  So
• 46:16
  I
• 46:16
  think,
• 46:16
  yeah,
• 46:16
  definitely
• 46:17
  the
• 46:17
  right
• 46:17
  approach
• 46:17
  and
• 46:18
  I
• 46:18
  know
• 46:18
  that
• 46:18
  some
• 46:18
  people
• 46:18
  did
• 46:19
  come
• 46:19
  in
• 46:19
  teams
• 46:20
  and
• 46:20
  in
• 46:20
  groups.
• 46:21
  Groups
• 46:21
  and
• 46:21
  have
• 46:22
  really
• 46:22
  benefited
• 46:23
  from
• 46:23
  that
• 46:23
  as
• 46:23
  well.
• 46:24
  And
• 46:24
  I
• 46:24
  love
• 46:24
  the
• 46:25
  day.
• 46:25
  I'm
• 46:25
  sure
• 46:25
  there's
• 46:25
  definitely
• 46:26
  things
• 46:26
  I
• 46:26
  can
• 46:26
  improve
• 46:27
  on
• 46:27
  for
• 46:27
  next
• 46:28
  year.
• 46:28
  Definitely
• 46:29
  lots
• 46:29
  of
• 46:29
  feedback
• 46:29
  for
• 46:29
  me
• 46:30
  to
• 46:30
  go
• 46:30
  on,
• 46:30
  but
• 46:31
  I'm
• 46:31
  excited
• 46:32
  for
• 46:32
  wed
• 46:32
  pros
• 46:33
  live
• 46:33
  2027
• 46:34
  already.
• 46:35
  So,
• 46:35
  yes,
• 46:35
  it's.
• 46:36
  It
• 46:36
  should
• 46:36
  be
• 46:36
  a
• 46:36
  good
• 46:36
  day.
• 46:36
  And
• 46:37
  you're
• 46:37
  coming
• 46:37
  back,
• 46:37
  right?
• 46:38
  Yes.
• 46:38
  We've
• 46:38
  got
• 46:38
  our
• 46:38
  tickets,
• 46:39
  we're
• 46:39
  looking
• 46:39
  forward
• 46:39
  to
• 46:40
  it.
• 46:40
  It's
• 46:40
  going
• 46:40
  to
• 46:40
  be
• 46:40
  a
• 46:41
  good
• 46:41
  one.
• 46:41
  We've
• 46:41
  already
• 46:41
  sold
• 46:42
  over
• 46:42
  70
• 46:42
  tickets
• 46:43
  for
• 46:43
  next
• 46:43
  year,
• 46:43
  which
• 46:44
  a
• 46:44
  year
• 46:44
  out
• 46:44
  I'm
• 46:45
  thrilled
• 46:45
  about
• 46:46
  and
• 46:46
  I
• 46:46
  haven't
• 46:46
  even
• 46:46
  announced
• 46:47
  a
• 46:47
  single
• 46:47
  speaker.
• 46:48
  But
• 46:48
  there
• 46:48
  will
• 46:48
  be
• 46:48
  new,
• 46:48
  fresh
• 46:49
  topics,
• 46:49
  new
• 46:50
  things
• 46:50
  keeping
• 46:50
  people
• 46:51
  at
• 46:51
  the
• 46:52
  front
• 46:52
  of
• 46:52
  their
• 46:52
  game.
• 46:52
  And
• 46:53
  as
• 46:53
  you
• 46:53
  said,
• 46:53
  the
• 46:53
  industry
• 46:53
  is
• 46:54
  shifting
• 46:54
  so
• 46:54
  fast
• 46:55
  and
• 46:55
  it
• 46:55
  is
• 46:55
  difficult
• 46:56
  to
• 46:56
  keep
• 46:56
  up.
• 46:56
  And
• 46:57
  I
• 46:57
  think
• 46:57
  every
• 46:57
  single
• 46:57
  one
• 46:58
  of
• 46:58
  us,
• 46:58
  you
• 46:58
  know,
• 46:58
  there
• 46:58
  was
• 46:59
  things
• 46:59
  on
• 46:59
  that
• 46:59
  day
• 46:59
  that
• 46:59
  I
• 47:00
  learned
• 47:00
  from
• 47:00
  the
• 47:00
  speakers
• 47:01
  that
• 47:01
  I
• 47:01
  thought,
• 47:02
  oh,
• 47:02
  I
• 47:02
  hadn't
• 47:02
  thought
• 47:02
  about
• 47:02
  it
• 47:03
  in
• 47:03
  that
• 47:03
  perspective.
• 47:04
  So
• 47:04
  we
• 47:04
  never
• 47:04
  know
• 47:05
  everything.
• 47:05
  We
• 47:05
  always
• 47:05
  need
• 47:05
  to
• 47:06
  keep
• 47:06
  learning
• 47:06
  and
• 47:07
  growing.
• 47:08
  Wena,
• 47:08
  it's
• 47:09
  been
• 47:09
  such
• 47:09
  a
• 47:09
  pleasure
• 47:10
  to
• 47:10
  have
• 47:10
  you
• 47:10
  on
• 47:10
  the
• 47:10
  podcast.
• 47:11
  It's
• 47:11
  been
• 47:11
  great
• 47:11
  to
• 47:11
  hear
• 47:11
  more
• 47:12
  about
• 47:12
  your
• 47:12
  story,
• 47:12
  to
• 47:13
  hear
• 47:13
  more
• 47:13
  about
• 47:13
  your
• 47:13
  venue,
• 47:14
  to
• 47:14
  hear
• 47:14
  more
• 47:14
  about
• 47:15
  your
• 47:15
  tips
• 47:15
  and
• 47:15
  advice
• 47:16
  and
• 47:16
  what
• 47:16
  you're
• 47:16
  seeing
• 47:17
  working
• 47:17
  on
• 47:17
  the
• 47:17
  ground
• 47:18
  right
• 47:18
  now.
• 47:18
  I
• 47:19
  always
• 47:19
  end
• 47:19
  my
• 47:19
  podcast
• 47:20
  with
• 47:20
  the
• 47:20
  same
• 47:20
  question,
• 47:20
  so
• 47:21
  I'm
• 47:21
  going
• 47:21
  to
• 47:21
  put
• 47:21
  that
• 47:21
  to
• 47:22
  you
• 47:22
  now.
• 47:22
  And
• 47:22
  it's
• 47:22
  this.
• 47:23
  What's
• 47:23
  the
• 47:23
  one
• 47:23
  thing
• 47:24
  you
• 47:24
  personally
• 47:24
  wish
• 47:25
  you'd
• 47:25
  known
• 47:25
  sooner
• 47:26
  in
• 47:26
  your
• 47:27
  own
• 47:27
  business?
• 47:27
  I
• 47:28
  think
• 47:28
  for
• 47:28
  me
• 47:28
  it
• 47:29
  was
• 47:29
  knowing
• 47:30
  how
• 47:30
  quickly
• 47:30
  we'd
• 47:31
  grow.
• 47:32
  I
• 47:32
  think
• 47:32
  you
• 47:32
  go
• 47:33
  in
• 47:33
  to
• 47:33
  a
• 47:34
  new
• 47:34
  business
• 47:34
  quite
• 47:34
  hesitant
• 47:35
  and
• 47:35
  almost
• 47:36
  a
• 47:36
  bit
• 47:36
  unsure
• 47:37
  of
• 47:37
  yourself
• 47:38
  without
• 47:39
  Thinking.
• 47:40
  I've
• 47:40
  learned
• 47:40
  a
• 47:41
  lot
• 47:41
  now
• 47:41
  about
• 47:41
  manifesting
• 47:42
  and,
• 47:42
  you
• 47:42
  know,
• 47:43
  think
• 47:43
  positive
• 47:43
  thoughts
• 47:44
  and
• 47:45
  put
• 47:45
  yourself
• 47:45
  in
• 47:45
  the
• 47:46
  right
• 47:46
  situations
• 47:46
  and.
• 47:46
  And
• 47:47
  positive
• 47:47
  things
• 47:47
  will
• 47:47
  happen.
• 47:48
  So
• 47:48
  it's
• 47:49
  just
• 47:49
  forward
• 47:49
  thinking
• 47:50
  and
• 47:50
  think
• 47:50
  and
• 47:51
  where
• 47:51
  do
• 47:51
  I
• 47:52
  want
• 47:52
  my
• 47:52
  business
• 47:52
  to
• 47:52
  get
• 47:52
  to
• 47:52
  in
• 47:53
  5
• 47:53
  years?
• 47:53
  What
• 47:54
  do
• 47:54
  I
• 47:54
  need
• 47:54
  to
• 47:54
  do
• 47:54
  to
• 47:54
  get
• 47:55
  there?
• 47:55
  Not
• 47:55
  being
• 47:56
  stuck
• 47:56
  in
• 47:56
  the
• 47:56
  moment,
• 47:56
  like,
• 47:57
  okay,
• 47:57
  how
• 47:57
  am
• 47:57
  I
• 47:57
  going
• 47:57
  to
• 47:58
  get
• 47:58
  through
• 47:58
  this
• 47:58
  first
• 47:58
  year?
• 47:59
  What
• 47:59
  do
• 47:59
  I
• 47:59
  need
• 47:59
  to
• 47:59
  do?
• 47:59
  Is
• 47:59
  it
• 48:00
  going
• 48:00
  to
• 48:00
  work?
• 48:00
  Is
• 48:00
  it
• 48:00
  not
• 48:00
  going
• 48:00
  to
• 48:01
  work?
• 48:01
  And
• 48:02
  worrying
• 48:02
  and
• 48:02
  just
• 48:02
  kind
• 48:02
  of.
• 48:03
  Yeah,
• 48:03
  forward
• 48:03
  thinking,
• 48:04
  believing
• 48:04
  yourself
• 48:05
  a
• 48:05
  bit
• 48:05
  more.
• 48:05
  More.
• 48:07
  I
• 48:07
  think
• 48:07
  that
• 48:08
  would
• 48:08
  be
• 48:08
  it,
• 48:08
  yeah.
• 48:09
  All
• 48:09
  really
• 48:09
  important
• 48:10
  things
• 48:10
  and
• 48:10
  I
• 48:10
  think
• 48:10
  we're
• 48:11
  all
• 48:11
  very
• 48:11
  English
• 48:12
  sometimes.
• 48:12
  We
• 48:12
  always
• 48:12
  look
• 48:12
  at
• 48:13
  the
• 48:13
  negatives
• 48:13
  and
• 48:13
  again,
• 48:14
  quite
• 48:14
  often
• 48:14
  I'll
• 48:14
  challenge
• 48:15
  my
• 48:15
  one
• 48:15
  to
• 48:15
  one
• 48:15
  clients
• 48:16
  with
• 48:16
  this
• 48:16
  and
• 48:16
  they'll
• 48:17
  say,
• 48:17
  oh,
• 48:17
  what
• 48:17
  if
• 48:17
  I
• 48:18
  don't
• 48:18
  get
• 48:18
  five?
• 48:18
  And
• 48:19
  I
• 48:19
  say
• 48:19
  to
• 48:19
  them,
• 48:20
  well,
• 48:20
  you
• 48:20
  know,
• 48:20
  have
• 48:21
  you
• 48:21
  actually
• 48:21
  got
• 48:21
  a
• 48:21
  plan
• 48:21
  for
• 48:22
  the
• 48:22
  most
• 48:22
  amount
• 48:22
  you
• 48:23
  can
• 48:23
  manage?
• 48:23
  Because
• 48:23
  what
• 48:24
  if
• 48:24
  you
• 48:24
  have
• 48:24
  the
• 48:24
  opposite
• 48:25
  problem?
• 48:25
  Not
• 48:25
  that
• 48:26
  no
• 48:26
  one
• 48:26
  comes,
• 48:26
  that
• 48:26
  too
• 48:27
  many
• 48:27
  people
• 48:27
  come.
• 48:28
  Have
• 48:28
  you
• 48:28
  actually
• 48:29
  thought
• 48:29
  about
• 48:29
  that?
• 48:29
  But
• 48:30
  we
• 48:30
  have
• 48:30
  such
• 48:30
  a
• 48:30
  lack.
• 48:30
  Mindset.
• 48:31
  Mindset
• 48:31
  that
• 48:32
  we
• 48:32
  forget
• 48:32
  to
• 48:32
  think
• 48:32
  about
• 48:32
  the
• 48:33
  abundance
• 48:33
  and
• 48:33
  sometimes
• 48:34
  actually
• 48:34
  that
• 48:34
  can
• 48:35
  be
• 48:35
  a
• 48:35
  harder
• 48:35
  problem.
• 48:35
  Having
• 48:36
  too
• 48:36
  much
• 48:36
  work
• 48:37
  and
• 48:37
  having
• 48:37
  too
• 48:37
  much
• 48:38
  happen
• 48:38
  too
• 48:38
  quickly
• 48:39
  can
• 48:39
  actually
• 48:39
  be
• 48:39
  more
• 48:39
  of
• 48:40
  a
• 48:40
  challenge
• 48:40
  than
• 48:40
  building
• 48:41
  slowly.
• 48:42
  But
• 48:42
  yeah,
• 48:42
  I
• 48:42
  think
• 48:42
  we
• 48:42
  definitely
• 48:43
  all
• 48:43
  need
• 48:43
  to
• 48:43
  think
• 48:44
  bigger,
• 48:45
  think
• 48:45
  better
• 48:45
  and
• 48:45
  think
• 48:46
  more
• 48:46
  positively
• 48:46
  when.
• 48:47
  If
• 48:47
  people
• 48:47
  want
• 48:47
  to
• 48:47
  find
• 48:48
  out
• 48:48
  more
• 48:48
  about
• 48:48
  you,
• 48:48
  about
• 48:49
  your
• 48:49
  venue,
• 48:49
  about
• 48:50
  your
• 48:50
  consultancy,
• 48:51
  where
• 48:51
  are
• 48:52
  the
• 48:52
  best
• 48:52
  places
• 48:52
  for
• 48:52
  them
• 48:53
  to
• 48:53
  connect
• 48:53
  with
• 48:53
  you?
• 48:53
  And
• 48:53
  I'll
• 48:53
  put
• 48:54
  everything
• 48:54
  in
• 48:54
  the
• 48:54
  show
• 48:54
  notes.
• 48:55
  Instagram,
• 48:55
  of
• 48:55
  course.
• 48:56
  So
• 48:56
  for
• 48:57
  the
• 48:57
  venue,
• 48:57
  which
• 48:57
  is
• 48:58
  the
• 48:58
  barn
• 48:58
  at
• 48:58
  Pengelly
• 48:59
  in
• 48:59
  Cornwall,
• 48:59
  we're
• 49:00
  Pengelly
• 49:00
  Weddings.
• 49:01
  And
• 49:01
  then
• 49:02
  for
• 49:02
  my
• 49:03
  elevate
• 49:03
  venue
• 49:03
  consulting,
• 49:04
  it's
• 49:04
  elevate
• 49:05
  your
• 49:05
  venue
• 49:05
  on
• 49:06
  Instagram
• 49:06
  and
• 49:07
  then
• 49:07
  that's
• 49:07
  got
• 49:07
  links
• 49:07
  to
• 49:07
  the
• 49:08
  website.
• 49:08
  Fantastic.
• 49:09
  I
• 49:09
  will
• 49:09
  make
• 49:09
  sure
• 49:09
  I
• 49:10
  put
• 49:10
  the
• 49:10
  links
• 49:11
  in
• 49:11
  the
• 49:11
  show
• 49:11
  notes.
• 49:12
  Thank
• 49:12
  you
• 49:12
  so
• 49:12
  much
• 49:12
  for
• 49:13
  your
• 49:13
  time.
• 49:13
  It's
• 49:13
  a
• 49:13
  pleasure
• 49:14
  to
• 49:14
  chat
• 49:14
  with
• 49:15
  you
• 49:15
  and
• 49:15
  I'm
• 49:15
  excited
• 49:16
  to
• 49:16
  see
• 49:16
  you
• 49:16
  back
• 49:16
  at
• 49:16
  wedpros
• 49:17
  Live
• 49:17
  next
• 49:17
  year.
• 49:18
  Thanks
• 49:18
  so
• 49:18
  much,
• 49:18
  Becca.
• 49:19
  Loved
• 49:19
  that
• 49:20
  conversation.
• 49:20
  I
• 49:21
  always
• 49:21
  love
• 49:21
  chatting
• 49:22
  to
• 49:22
  people
• 49:22
  who
• 49:22
  are
• 49:22
  right
• 49:22
  now
• 49:23
  working
• 49:23
  in
• 49:24
  the
• 49:24
  business,
• 49:24
  hearing
• 49:25
  what's
• 49:25
  going
• 49:25
  on
• 49:25
  in
• 49:25
  the
• 49:26
  ground,
• 49:26
  what's
• 49:26
  working
• 49:27
  for
• 49:27
  them
• 49:27
  and
• 49:28
  getting
• 49:28
  some
• 49:28
  great
• 49:28
  insights.
• 49:29
  And
• 49:29
  I
• 49:29
  know
• 49:29
  this
• 49:30
  stuff
• 49:30
  isn't
• 49:30
  always
• 49:30
  the
• 49:31
  most
• 49:31
  exciting,
• 49:31
  talking
• 49:31
  about
• 49:32
  metrics
• 49:32
  and
• 49:33
  data,
• 49:33
  but
• 49:33
  it
• 49:34
  will
• 49:34
  change
• 49:34
  the
• 49:34
  way
• 49:35
  your
• 49:35
  business
• 49:35
  operates
• 49:36
  and
• 49:36
  it's
• 49:36
  a
• 49:36
  great
• 49:37
  driver
• 49:37
  for
• 49:37
  finding
• 49:38
  success.
• 49:38
  So
• 49:38
  make
• 49:39
  sure
• 49:39
  you're
• 49:39
  paying
• 49:39
  attention
• 49:40
  to
• 49:40
  it
• 49:40
  if
• 49:40
  you
• 49:40
  want
• 49:40
  to
• 49:41
  find
• 49:41
  out
• 49:41
  more
• 49:41
  about
• 49:41
  their
• 49:42
  amazing
• 49:42
  venue
• 49:42
  down
• 49:43
  in
• 49:43
  Cornwall
• 49:43
  or
• 49:43
  about
• 49:44
  the
• 49:44
  consultancy
• 49:44
  services
• 49:45
  WENA
• 49:45
  offers.
• 49:45
  Go
• 49:46
  to
• 49:46
  the
• 49:46
  Show
• 49:46
  Notes
• 49:47
  and
• 49:47
  I'll
• 49:47
  see
• 49:47
  you
• 49:47
  all
• 49:48
  next
• 49:48
  time.