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How to change your venue open day with Ian Ramirez · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  The
• 0:00
  actions
• 0:00
  or
• 0:01
  value
• 0:01
  add
• 0:01
  that's
• 0:02
  going
• 0:02
  to
• 0:02
  fall
• 0:02
  in
• 0:02
  low
• 0:03
  effort
• 0:03
  but
• 0:03
  yield
• 0:03
  the
• 0:04
  highest
• 0:04
  result.
• 0:04
  Something
• 0:05
  as
• 0:05
  shifting
• 0:06
  the
• 0:06
  way
• 0:06
  that
• 0:06
  you
• 0:06
  show
• 0:07
  the
• 0:07
  venue
• 0:08
  is
• 0:08
  low
• 0:08
  effort,
• 0:09
  high
• 0:09
  result,
• 0:10
  right?
• 0:10
  Having
• 0:11
  the
• 0:11
  sample,
• 0:12
  you
• 0:12
  know,
• 0:13
  veil
• 0:14
  hidden
• 0:14
  in
• 0:14
  one
• 0:14
  of
• 0:14
  your
• 0:15
  suites.
• 0:15
  Low
• 0:16
  effort,
• 0:16
  high
• 0:16
  result,
• 0:17
  right?
• 0:17
  It's
• 0:17
  nothing
• 0:18
  groundbreaking.
• 0:18
  And
• 0:19
  so
• 0:19
  I
• 0:19
  challenge
• 0:19
  anybody
• 0:20
  that's
• 0:20
  listening
• 0:20
  that
• 0:20
  is
• 0:21
  a
• 0:21
  venue
• 0:21
  to
• 0:21
  really
• 0:22
  think
• 0:22
  about.
• 0:22
  What
• 0:22
  are
• 0:22
  these
• 0:23
  little
• 0:23
  changes
• 0:23
  that
• 0:23
  I
• 0:24
  can
• 0:24
  make
• 0:24
  to
• 0:24
  add
• 0:24
  to
• 0:24
  the
• 0:25
  experience?
• 0:25
  Is
• 0:26
  it
• 0:26
  something
• 0:26
  as
• 0:26
  simple
• 0:26
  as
• 0:27
  let's
• 0:27
  sit
• 0:27
  down
• 0:27
  and
• 0:28
  chat
• 0:28
  for
• 0:28
  10
• 0:28
  minutes.
• 1:42
  I'm
• 1:42
  Becca
• 1:43
  Poutney,
• 1:43
  wedding
• 1:43
  business
• 1:44
  marketing
• 1:44
  expert,
• 1:45
  speaker
• 1:45
  and
• 1:45
  blogger
• 1:46
  and
• 1:46
  you're
• 1:46
  listening
• 1:46
  to
• 1:47
  the
• 1:47
  Wedding
• 1:47
  Pros
• 1:47
  who
• 1:47
  Are
• 1:48
  Ready
• 1:48
  to
• 1:48
  Grow
• 1:48
  podcast.
• 1:50
  I'm
• 1:50
  here
• 1:50
  to
• 1:50
  share
• 1:50
  with
• 1:51
  you
• 1:51
  actionable
• 1:51
  tips,
• 1:52
  strategies
• 1:52
  and
• 1:53
  real
• 1:53
  life
• 1:53
  examples
• 1:54
  to
• 1:54
  help
• 1:54
  you
• 1:54
  take
• 1:55
  your
• 1:55
  wedding
• 1:55
  business
• 1:55
  to
• 1:56
  the
• 1:56
  next
• 1:56
  level.
• 1:57
  If
• 1:57
  you
• 1:57
  are
• 1:57
  an
• 1:57
  ambitious
• 1:58
  wedding
• 1:58
  business
• 1:59
  owner
• 1:59
  that
• 1:59
  wants
• 1:59
  to
• 2:00
  take
• 2:00
  your
• 2:00
  passion
• 2:00
  and
• 2:01
  use
• 2:01
  it
• 2:01
  to
• 2:01
  build
• 2:01
  a
• 2:01
  profitable,
• 2:02
  sustainable
• 2:03
  business
• 2:03
  doing
• 2:04
  what
• 2:04
  you
• 2:04
  love,
• 2:04
  then
• 2:04
  you're
• 2:05
  in
• 2:05
  the
• 2:05
  right
• 2:05
  place.
• 2:06
  Let's
• 2:06
  get
• 2:06
  going
• 2:07
  with
• 2:07
  today's
• 2:07
  episode.
• 2:08
  Today
• 2:09
  I'm
• 2:09
  chatting
• 2:09
  with
• 2:09
  Ian
• 2:10
  Ramirez,
• 2:10
  co
• 2:11
  owner
• 2:11
  and
• 2:11
  venue
• 2:11
  Director
• 2:12
  of
• 2:12
  Madeira
• 2:12
  Estates,
• 2:13
  an
• 2:13
  award
• 2:14
  winning
• 2:14
  Spanish
• 2:14
  and
• 2:15
  European
• 2:15
  inspired
• 2:15
  luxury
• 2:16
  wedding
• 2:16
  and
• 2:16
  event
• 2:16
  venue
• 2:17
  located
• 2:17
  in
• 2:17
  Texas.
• 2:18
  Ian
• 2:19
  also
• 2:19
  loves
• 2:19
  to
• 2:19
  give
• 2:20
  back
• 2:20
  to
• 2:20
  the
• 2:20
  industry
• 2:21
  by
• 2:21
  sharing
• 2:21
  his
• 2:21
  knowledge
• 2:22
  with
• 2:22
  other
• 2:22
  wedding
• 2:22
  professionals
• 2:23
  and
• 2:23
  venues.
• 2:24
  I
• 2:24
  first
• 2:24
  met
• 2:25
  Ian
• 2:25
  out
• 2:25
  at
• 2:25
  Wedding
• 2:26
  MBA
• 2:26
  in
• 2:26
  Las
• 2:26
  Vegas,
• 2:27
  but
• 2:27
  there'll
• 2:27
  be
• 2:27
  more
• 2:28
  on
• 2:28
  that
• 2:28
  later.
• 2:29
  Ian,
• 2:29
  welcome
• 2:30
  to
• 2:30
  the
• 2:30
  podcast.
• 2:31
  Thank
• 2:31
  you
• 2:31
  Becca,
• 2:32
  so
• 2:32
  much
• 2:32
  for
• 2:32
  having
• 2:32
  me.
• 2:33
  I
• 2:34
  am
• 2:34
  so
• 2:34
  excited
• 2:35
  to
• 2:35
  have
• 2:35
  you.
• 2:35
  As
• 2:35
  I
• 2:36
  said,
• 2:36
  I'm
• 2:36
  going
• 2:36
  to
• 2:36
  talk
• 2:36
  a
• 2:36
  little
• 2:37
  bit
• 2:37
  more
• 2:37
  about
• 2:37
  why
• 2:38
  I've
• 2:38
  invited
• 2:38
  you
• 2:38
  on
• 2:39
  and
• 2:39
  how
• 2:39
  we
• 2:39
  met
• 2:39
  at
• 2:40
  Wedding
• 2:40
  MBA
• 2:40
  in
• 2:41
  a
• 2:41
  little
• 2:41
  while.
• 2:41
  But
• 2:41
  before
• 2:42
  we
• 2:42
  get
• 2:42
  to
• 2:43
  that,
• 2:43
  I
• 2:43
  always
• 2:44
  like
• 2:44
  to
• 2:44
  start
• 2:44
  by
• 2:45
  taking
• 2:45
  my
• 2:46
  guests
• 2:46
  back
• 2:47
  to
• 2:47
  the
• 2:47
  start
• 2:47
  of
• 2:47
  their
• 2:47
  journey
• 2:48
  because
• 2:48
  if
• 2:48
  there's
• 2:49
  people
• 2:49
  listening
• 2:49
  and
• 2:49
  they've
• 2:50
  never
• 2:50
  heard
• 2:50
  of
• 2:50
  you
• 2:50
  before,
• 2:51
  they
• 2:51
  need
• 2:51
  to
• 2:51
  understand
• 2:52
  why
• 2:52
  they
• 2:52
  should
• 2:52
  listen
• 2:53
  to
• 2:53
  what
• 2:53
  you
• 2:53
  have
• 2:53
  to
• 2:53
  say.
• 2:54
  So
• 2:54
  take
• 2:54
  us
• 2:55
  back.
• 2:55
  How
• 2:55
  did
• 2:55
  you
• 2:55
  end
• 2:56
  up
• 2:56
  in
• 2:56
  this
• 2:56
  crazy
• 2:57
  world
• 2:57
  of
• 2:57
  the
• 2:57
  wedding
• 2:58
  industry
• 2:58
  in
• 2:58
  the
• 2:58
  first
• 2:59
  place?
• 2:59
  I
• 2:59
  love
• 2:59
  that.
• 3:00
  So
• 3:00
  I
• 3:01
  always
• 3:01
  like
• 3:01
  to
• 3:01
  say
• 3:02
  I'm
• 3:02
  the
• 3:02
  opera
• 3:03
  singer
• 3:03
  and
• 3:03
  venue
• 3:04
  owner
• 3:04
  from
• 3:04
  Texas
• 3:05
  that
• 3:05
  you
• 3:05
  didn't
• 3:06
  know
• 3:06
  you
• 3:06
  were
• 3:06
  meant
• 3:07
  to
• 3:07
  meet.
• 3:08
  So
• 3:08
  I
• 3:08
  actually
• 3:09
  started
• 3:09
  my
• 3:09
  professional
• 3:10
  career
• 3:11
  as
• 3:11
  a
• 3:11
  professional
• 3:11
  opera
• 3:12
  singer
• 3:13
  and
• 3:13
  sang
• 3:14
  professionally
• 3:14
  across
• 3:14
  the
• 3:15
  globe
• 3:15
  from
• 3:15
  Portland,
• 3:16
  Oregon
• 3:17
  to
• 3:17
  Stuttgart,
• 3:18
  Germany.
• 3:18
  I
• 3:19
  lived
• 3:19
  in
• 3:19
  Deutschland
• 3:20
  for
• 3:20
  a
• 3:20
  little
• 3:21
  bit
• 3:21
  and
• 3:21
  then
• 3:22
  I
• 3:22
  got
• 3:22
  a
• 3:22
  little
• 3:22
  homesick
• 3:23
  so
• 3:23
  went
• 3:23
  back
• 3:24
  to
• 3:24
  the
• 3:24
  States
• 3:25
  and
• 3:26
  around
• 3:26
  that
• 3:27
  time
• 3:27
  my
• 3:27
  parents
• 3:27
  had
• 3:28
  started
• 3:28
  Madera,
• 3:29
  the
• 3:29
  wedding
• 3:30
  venue
• 3:30
  and
• 3:31
  I
• 3:32
  started
• 3:32
  working
• 3:32
  there
• 3:32
  just
• 3:33
  in
• 3:33
  between
• 3:33
  opera
• 3:33
  gigs.
• 3:34
  I
• 3:34
  was
• 3:34
  like,
• 3:34
  you
• 3:35
  know,
• 3:35
  I
• 3:35
  need
• 3:35
  something
• 3:35
  a
• 3:35
  Little
• 3:35
  more
• 3:35
  regular.
• 3:36
  This
• 3:37
  is
• 3:37
  fun.
• 3:37
  Let
• 3:37
  me
• 3:37
  help
• 3:37
  out
• 3:38
  my
• 3:38
  parents.
• 3:38
  I'm
• 3:39
  really
• 3:39
  OCD
• 3:39
  and
• 3:39
  organized.
• 3:41
  So
• 3:41
  a
• 3:41
  lot
• 3:41
  of
• 3:41
  what
• 3:41
  I
• 3:41
  was
• 3:42
  doing
• 3:42
  around
• 3:42
  the
• 3:42
  venue
• 3:43
  was
• 3:43
  very
• 3:43
  organizational.
• 3:44
  And
• 3:44
  then
• 3:44
  they
• 3:44
  were
• 3:44
  like,
• 3:45
  well,
• 3:45
  you're
• 3:45
  here
• 3:45
  more
• 3:45
  and
• 3:46
  more.
• 3:46
  Like,
• 3:46
  don't
• 3:46
  you
• 3:46
  want
• 3:47
  to
• 3:47
  make
• 3:47
  this
• 3:47
  more
• 3:47
  of
• 3:47
  like
• 3:48
  a
• 3:48
  full
• 3:48
  time
• 3:48
  thing?
• 3:49
  And
• 3:50
  I
• 3:50
  was
• 3:50
  like,
• 3:50
  yeah,
• 3:51
  you
• 3:51
  know,
• 3:51
  I
• 3:51
  like
• 3:51
  it.
• 3:52
  Let
• 3:52
  me
• 3:52
  give
• 3:52
  it
• 3:52
  a
• 3:52
  shot.
• 3:53
  The
• 3:53
  general
• 3:54
  manager
• 3:54
  position,
• 3:54
  we
• 3:55
  called
• 3:55
  it
• 3:55
  then
• 3:56
  became
• 3:57
  available
• 3:57
  and
• 3:58
  they
• 3:58
  said,
• 3:58
  why
• 3:58
  don't
• 3:58
  you
• 3:59
  give
• 3:59
  it
• 3:59
  a
• 3:59
  shot?
• 3:59
  So
• 3:59
  then
• 4:00
  I
• 4:01
  jumped
• 4:01
  in.
• 4:02
  And
• 4:02
  that
• 4:02
  was
• 4:02
  eight
• 4:03
  years
• 4:03
  ago.
• 4:03
  Having
• 4:04
  no
• 4:05
  background
• 4:05
  in
• 4:05
  hospitality
• 4:07
  and
• 4:07
  I
• 4:08
  just
• 4:08
  ran
• 4:09
  with
• 4:09
  it.
• 4:09
  I
• 4:09
  fell
• 4:10
  in
• 4:10
  love
• 4:10
  with
• 4:10
  the
• 4:10
  industry.
• 4:11
  Every
• 4:12
  wedding
• 4:12
  was
• 4:13
  like
• 4:13
  a
• 4:13
  little
• 4:13
  mini
• 4:14
  opera
• 4:14
  production
• 4:15
  to
• 4:15
  me.
• 4:15
  We've
• 4:16
  got
• 4:16
  the
• 4:16
  stars
• 4:17
  of
• 4:17
  the
• 4:17
  show,
• 4:17
  right?
• 4:17
  We've
• 4:18
  got
• 4:18
  our
• 4:18
  leading
• 4:18
  couple
• 4:19
  there
• 4:19
  that
• 4:19
  evening
• 4:20
  that
• 4:20
  we
• 4:20
  want
• 4:21
  to
• 4:21
  make
• 4:21
  sure
• 4:21
  our
• 4:21
  hitting
• 4:21
  their
• 4:22
  cues,
• 4:22
  we
• 4:23
  want
• 4:23
  to
• 4:23
  make
• 4:23
  them
• 4:23
  look
• 4:23
  good
• 4:24
  throughout
• 4:24
  the
• 4:24
  evening.
• 4:26
  And
• 4:26
  so,
• 4:27
  yeah,
• 4:27
  that
• 4:27
  journey
• 4:27
  started
• 4:28
  eight
• 4:28
  years
• 4:28
  ago.
• 4:28
  That's
• 4:29
  when
• 4:29
  I
• 4:29
  joined
• 4:29
  the
• 4:30
  family
• 4:30
  business.
• 4:31
  And
• 4:32
  about
• 4:32
  four
• 4:33
  years
• 4:33
  in,
• 4:33
  my
• 4:33
  parents
• 4:34
  approached
• 4:34
  me
• 4:34
  and
• 4:34
  said,
• 4:35
  hey,
• 4:35
  you
• 4:35
  know,
• 4:35
  as,
• 4:36
  as
• 4:36
  we
• 4:36
  get
• 4:36
  older,
• 4:37
  we're
• 4:37
  starting
• 4:38
  to
• 4:38
  think
• 4:38
  about,
• 4:38
  you
• 4:38
  know,
• 4:39
  our
• 4:39
  future
• 4:39
  and
• 4:40
  retirement
• 4:40
  and
• 4:41
  the,
• 4:41
  the
• 4:41
  legacy
• 4:42
  of
• 4:42
  the
• 4:42
  venue
• 4:43
  and
• 4:43
  would
• 4:44
  you
• 4:44
  be
• 4:44
  interested
• 4:44
  in
• 4:45
  becoming,
• 4:45
  you
• 4:45
  know,
• 4:46
  a
• 4:46
  partner
• 4:46
  of
• 4:46
  the
• 4:46
  business?
• 4:47
  So
• 4:47
  then
• 4:47
  four
• 4:48
  years
• 4:48
  in,
• 4:48
  I
• 4:49
  became
• 4:50
  a
• 4:50
  managing
• 4:51
  partner
• 4:51
  at
• 4:51
  the
• 4:51
  venue.
• 4:52
  And
• 4:53
  at
• 4:53
  that
• 4:53
  point,
• 4:54
  that's
• 4:54
  when
• 4:54
  I
• 4:54
  really
• 4:54
  started
• 4:54
  to
• 4:55
  take
• 4:55
  it
• 4:55
  seriously
• 4:56
  and
• 4:57
  have
• 4:57
  always
• 4:58
  loved
• 4:58
  being
• 4:59
  able
• 4:59
  to
• 4:59
  give
• 5:00
  back,
• 5:00
  as
• 5:00
  you
• 5:00
  mentioned
• 5:01
  in
• 5:01
  my,
• 5:01
  my
• 5:01
  introduction.
• 5:02
  And
• 5:03
  that's
• 5:03
  when
• 5:03
  I
• 5:03
  started
• 5:03
  getting
• 5:04
  involved
• 5:04
  more
• 5:04
  in
• 5:04
  the
• 5:04
  industry
• 5:05
  and
• 5:05
  going
• 5:05
  to
• 5:05
  things
• 5:05
  like
• 5:06
  wedding,
• 5:06
  MBA
• 5:07
  and
• 5:07
  speaking
• 5:08
  and
• 5:08
  educating
• 5:09
  and
• 5:10
  then
• 5:10
  starting
• 5:11
  an
• 5:11
  additional
• 5:12
  business
• 5:12
  that
• 5:12
  I'm
• 5:12
  sure
• 5:13
  we'll
• 5:13
  talk
• 5:13
  about
• 5:13
  here
• 5:13
  on
• 5:14
  the
• 5:14
  podcast
• 5:14
  today.
• 5:15
  So
• 5:15
  that's
• 5:15
  my
• 5:15
  journey.
• 5:16
  I
• 5:16
  love
• 5:16
  it.
• 5:16
  Do
• 5:16
  you
• 5:16
  know
• 5:16
  what
• 5:17
  I
• 5:17
  love
• 5:17
  about
• 5:17
  the
• 5:17
  wedding
• 5:17
  industry
• 5:18
  is
• 5:18
  it's
• 5:18
  full
• 5:19
  of
• 5:19
  so
• 5:19
  many
• 5:19
  creative
• 5:20
  people,
• 5:20
  but
• 5:20
  also
• 5:21
  so
• 5:21
  many
• 5:21
  people
• 5:21
  with
• 5:22
  theatrical
• 5:22
  backgrounds.
• 5:23
  Like
• 5:23
  you
• 5:23
  would
• 5:24
  not
• 5:24
  believe
• 5:24
  the
• 5:24
  amount
• 5:24
  of
• 5:24
  people
• 5:25
  I
• 5:25
  speak
• 5:25
  to
• 5:25
  on
• 5:26
  this
• 5:26
  podcast
• 5:26
  who
• 5:27
  have
• 5:27
  a
• 5:27
  background
• 5:27
  in
• 5:28
  singing
• 5:28
  or
• 5:28
  in
• 5:28
  theater
• 5:29
  or
• 5:29
  in
• 5:29
  opera.
• 5:30
  And
• 5:30
  I
• 5:30
  myself
• 5:31
  love
• 5:31
  musical
• 5:32
  theater.
• 5:32
  I
• 5:32
  talk
• 5:32
  about
• 5:32
  it
• 5:32
  a
• 5:32
  lot
• 5:33
  on
• 5:33
  the
• 5:33
  podcast
• 5:33
  as
• 5:33
  well.
• 5:34
  So
• 5:34
  I'm
• 5:34
  here
• 5:34
  for
• 5:35
  the
• 5:35
  opera
• 5:35
  stuff.
• 5:35
  So
• 5:35
  I
• 5:36
  want
• 5:36
  to
• 5:36
  talk
• 5:36
  a
• 5:36
  little
• 5:36
  bit
• 5:36
  more
• 5:37
  about
• 5:37
  that
• 5:37
  before
• 5:37
  we
• 5:37
  get
• 5:37
  into
• 5:38
  more
• 5:38
  of
• 5:38
  the
• 5:38
  wedding
• 5:39
  stuff,
• 5:40
  because
• 5:40
  in
• 5:40
  my
• 5:41
  mind,
• 5:41
  and
• 5:41
  I
• 5:41
  may
• 5:41
  be
• 5:41
  completely
• 5:42
  wrong,
• 5:42
  but
• 5:43
  Texas
• 5:43
  doesn't
• 5:43
  strike
• 5:44
  me
• 5:44
  as
• 5:44
  a
• 5:44
  place
• 5:45
  where
• 5:45
  opera
• 5:46
  is
• 5:46
  big.
• 5:46
  To
• 5:46
  me,
• 5:47
  opera
• 5:47
  feels
• 5:47
  like
• 5:47
  a
• 5:47
  very
• 5:48
  European
• 5:48
  thing.
• 5:49
  London,
• 5:49
  we
• 5:49
  have
• 5:50
  a
• 5:50
  big
• 5:50
  kind
• 5:50
  of
• 5:50
  royal
• 5:51
  opera.
• 5:51
  You
• 5:51
  mentioned
• 5:52
  Germany.
• 5:53
  Was
• 5:53
  opera
• 5:53
  big
• 5:53
  in
• 5:53
  Texas
• 5:54
  or
• 5:54
  were
• 5:54
  you
• 5:55
  very
• 5:55
  different
• 5:55
  to
• 5:55
  everyone
• 5:56
  else
• 5:56
  around
• 5:56
  you
• 5:56
  when
• 5:56
  you
• 5:57
  do
• 5:57
  that
• 5:57
  tree.
• 5:57
  Great
• 5:58
  question.
• 5:58
  Well,
• 5:59
  knowing
• 5:59
  that
• 5:59
  I
• 5:59
  have
• 5:59
  a
• 5:59
  fellow
• 6:00
  musical
• 6:00
  theater
• 6:01
  stan
• 6:01
  or
• 6:02
  fan
• 6:03
  with
• 6:03
  me,
• 6:04
  I
• 6:04
  started
• 6:04
  my
• 6:04
  journey
• 6:04
  actually
• 6:05
  in
• 6:05
  musical
• 6:05
  theater
• 6:06
  in
• 6:06
  high
• 6:06
  school.
• 6:07
  And
• 6:08
  it
• 6:08
  wasn't
• 6:08
  until
• 6:09
  my
• 6:10
  senior
• 6:10
  year
• 6:10
  in
• 6:10
  high
• 6:10
  school
• 6:11
  that
• 6:11
  I
• 6:12
  joined
• 6:13
  a
• 6:13
  high
• 6:14
  school
• 6:14
  voice
• 6:14
  program
• 6:15
  with
• 6:15
  Houston
• 6:16
  Grand
• 6:16
  Opera.
• 6:17
  So
• 6:17
  Houston
• 6:17
  Grand
• 6:17
  Opera
• 6:18
  is
• 6:19
  one
• 6:19
  of
• 6:19
  the
• 6:19
  major
• 6:20
  A
• 6:20
  houses
• 6:21
  in
• 6:21
  the
• 6:21
  United
• 6:22
  States.
• 6:22
  So
• 6:22
  in
• 6:22
  Houston,
• 6:23
  yes,
• 6:23
  there's
• 6:24
  a
• 6:24
  fabulous
• 6:25
  opera
• 6:26
  scene,
• 6:26
  if
• 6:26
  you
• 6:27
  will.
• 6:27
  And
• 6:27
  so
• 6:27
  that
• 6:27
  was
• 6:28
  really
• 6:28
  my
• 6:28
  first
• 6:28
  exposure
• 6:29
  to
• 6:29
  opera.
• 6:30
  And
• 6:30
  my
• 6:30
  teacher
• 6:30
  there
• 6:31
  was
• 6:31
  like,
• 6:31
  you
• 6:31
  know,
• 6:31
  you've
• 6:32
  got
• 6:32
  an
• 6:32
  operatic
• 6:32
  voice,
• 6:33
  not
• 6:33
  a
• 6:33
  musical
• 6:33
  theater
• 6:34
  voice.
• 6:34
  And
• 6:35
  she
• 6:35
  really
• 6:36
  encouraged
• 6:36
  me
• 6:36
  to
• 6:36
  do
• 6:37
  auditions
• 6:37
  for
• 6:38
  for
• 6:38
  music
• 6:38
  school.
• 6:39
  So
• 6:39
  then
• 6:39
  I
• 6:39
  went
• 6:39
  off
• 6:40
  to
• 6:40
  school
• 6:40
  in
• 6:40
  Cincinnati
• 6:41
  and
• 6:42
  continued
• 6:42
  to
• 6:42
  pursue
• 6:43
  my
• 6:43
  opera
• 6:43
  career.
• 6:44
  So
• 6:44
  yes,
• 6:45
  in
• 6:45
  Texas
• 6:45
  there's
• 6:45
  quite
• 6:46
  a
• 6:46
  few
• 6:46
  really
• 6:47
  high
• 6:47
  level
• 6:48
  opera
• 6:48
  houses,
• 6:49
  including
• 6:49
  Houston
• 6:50
  Grand
• 6:50
  Opera
• 6:51
  is
• 6:51
  up
• 6:51
  there
• 6:52
  along
• 6:52
  with
• 6:53
  Dallas
• 6:53
  Opera.
• 6:54
  I
• 6:54
  would
• 6:54
  say
• 6:54
  those
• 6:55
  are
• 6:55
  really
• 6:55
  two
• 6:55
  great
• 6:56
  A
• 6:56
  houses
• 6:56
  in
• 6:57
  the
• 6:57
  United
• 6:57
  States.
• 6:58
  Fantastic.
• 6:58
  I'm
• 6:59
  learning
• 6:59
  so
• 6:59
  much
• 6:59
  already.
• 7:00
  I
• 7:00
  know
• 7:00
  it's
• 7:00
  nothing
• 7:00
  to
• 7:01
  do
• 7:01
  with
• 7:01
  the
• 7:01
  wedding
• 7:01
  industry,
• 7:02
  but
• 7:02
  it's
• 7:02
  interesting.
• 7:03
  I
• 7:03
  love
• 7:03
  it.
• 7:03
  So
• 7:03
  indulge
• 7:04
  me
• 7:04
  for
• 7:04
  a
• 7:04
  moment.
• 7:05
  What
• 7:05
  is
• 7:05
  your
• 7:05
  favorite
• 7:06
  musical?
• 7:07
  My
• 7:07
  favorite
• 7:07
  musical,
• 7:08
  I
• 7:09
  really
• 7:09
  love
• 7:09
  Guilty
• 7:10
  Pleasure.
• 7:10
  Phantom
• 7:11
  of
• 7:11
  the
• 7:11
  Opera.
• 7:13
  Yes,
• 7:13
  I
• 7:13
  love
• 7:14
  that.
• 7:14
  And
• 7:14
  do
• 7:14
  you
• 7:14
  know
• 7:14
  that
• 7:14
  I
• 7:15
  went
• 7:15
  to
• 7:15
  see
• 7:15
  Phantom
• 7:15
  of
• 7:15
  the
• 7:16
  Opera
• 7:16
  in
• 7:16
  London
• 7:17
  the
• 7:17
  day
• 7:17
  I
• 7:17
  got
• 7:17
  engaged?
• 7:18
  My
• 7:18
  husband
• 7:18
  surprised
• 7:19
  me
• 7:19
  with
• 7:20
  tickets
• 7:20
  to
• 7:20
  go
• 7:20
  that
• 7:21
  evening.
• 7:21
  I
• 7:21
  didn't
• 7:21
  know
• 7:21
  he
• 7:21
  was
• 7:21
  going
• 7:22
  to
• 7:22
  propose.
• 7:22
  He
• 7:22
  proposed
• 7:22
  at
• 7:23
  like
• 7:23
  lunchtime
• 7:24
  and
• 7:24
  then
• 7:24
  he
• 7:24
  was
• 7:24
  like,
• 7:24
  surprise.
• 7:25
  We
• 7:25
  have
• 7:25
  tickets
• 7:25
  to
• 7:25
  go
• 7:26
  to
• 7:26
  Phantom
• 7:26
  of
• 7:26
  the
• 7:26
  Opera.
• 7:26
  So
• 7:27
  that
• 7:27
  has
• 7:27
  a
• 7:27
  special
• 7:27
  place
• 7:28
  in
• 7:28
  my
• 7:28
  heart.
• 7:28
  Yes,
• 7:29
  yes.
• 7:29
  And
• 7:29
  for
• 7:29
  those
• 7:30
  of
• 7:30
  you
• 7:30
  that
• 7:30
  are
• 7:30
  like
• 7:30
  opera
• 7:31
  or
• 7:31
  classical
• 7:31
  music,
• 7:32
  musical
• 7:32
  purists,
• 7:33
  don't
• 7:33
  worry.
• 7:33
  I'm
• 7:33
  very
• 7:34
  well
• 7:34
  aware
• 7:34
  that
• 7:34
  Phantom
• 7:34
  of
• 7:34
  the
• 7:35
  Opera
• 7:35
  is
• 7:35
  not
• 7:35
  an
• 7:36
  opera,
• 7:36
  but
• 7:36
  I
• 7:36
  can
• 7:36
  still
• 7:37
  love
• 7:37
  it.
• 7:37
  It's
• 7:37
  one
• 7:38
  of
• 7:38
  my
• 7:38
  favorites.
• 7:39
  And
• 7:39
  then
• 7:39
  I
• 7:40
  actually
• 7:40
  got
• 7:40
  to
• 7:40
  see
• 7:40
  it
• 7:41
  in
• 7:41
  London
• 7:41
  in
• 7:42
  December
• 7:42
  this
• 7:43
  past
• 7:43
  year
• 7:43
  or
• 7:43
  two
• 7:44
  years
• 7:44
  ago
• 7:44
  now,
• 7:45
  which
• 7:45
  was
• 7:45
  absolutely
• 7:45
  amazing.
• 7:46
  Love
• 7:46
  it.
• 7:47
  Right
• 7:47
  now
• 7:47
  I
• 7:47
  am
• 7:47
  loving
• 7:48
  Hamilton.
• 7:48
  That's
• 7:49
  a
• 7:49
  big
• 7:49
  favor
• 7:49
  of
• 7:49
  mine
• 7:50
  because
• 7:50
  it's
• 7:50
  really
• 7:50
  help
• 7:51
  understand
• 7:51
  American
• 7:52
  history.
• 7:52
  Although
• 7:53
  I
• 7:53
  was
• 7:53
  making
• 7:53
  a
• 7:53
  joke
• 7:54
  to
• 7:54
  someone
• 7:54
  the
• 7:54
  other
• 7:54
  day
• 7:54
  because
• 7:54
  when
• 7:55
  I
• 7:55
  went
• 7:55
  to
• 7:55
  Disney
• 7:55
  and
• 7:55
  I
• 7:56
  went
• 7:56
  to
• 7:56
  the
• 7:56
  hall
• 7:56
  of
• 7:56
  Presidents
• 7:57
  and
• 7:57
  George
• 7:57
  Washington
• 7:58
  was
• 7:58
  like,
• 7:58
  there.
• 7:59
  I
• 7:59
  was
• 7:59
  like,
• 7:59
  in
• 7:59
  my
• 7:59
  head,
• 8:00
  George
• 8:00
  Washington
• 8:00
  is
• 8:01
  a
• 8:01
  black
• 8:01
  man
• 8:01
  because
• 8:02
  that
• 8:02
  is
• 8:02
  what
• 8:02
  happens
• 8:02
  in
• 8:03
  Hamilton.
• 8:03
  And
• 8:03
  I
• 8:04
  know
• 8:04
  realistically
• 8:05
  that
• 8:05
  is
• 8:05
  not
• 8:05
  true,
• 8:06
  but
• 8:06
  that
• 8:06
  is
• 8:06
  what
• 8:06
  I
• 8:06
  picture
• 8:07
  in
• 8:07
  my
• 8:07
  head.
• 8:07
  And
• 8:07
  so
• 8:08
  that
• 8:08
  man
• 8:08
  in
• 8:08
  the
• 8:08
  hall
• 8:09
  of
• 8:09
  Presidents
• 8:09
  just
• 8:09
  didn't
• 8:09
  look
• 8:10
  quite
• 8:10
  right
• 8:10
  to
• 8:10
  me.
• 8:10
  So
• 8:11
  I
• 8:11
  absolutely
• 8:11
  love
• 8:11
  that.
• 8:11
  And
• 8:12
  my
• 8:12
  other
• 8:12
  guilty
• 8:12
  pleasure,
• 8:12
  I
• 8:13
  don't
• 8:13
  know
• 8:13
  if
• 8:13
  this
• 8:13
  has
• 8:13
  hit
• 8:13
  the
• 8:13
  state
• 8:14
  so
• 8:14
  much.
• 8:14
  Yeah,
• 8:15
  is
• 8:15
  six
• 8:16
  the
• 8:16
  musical.
• 8:16
  I
• 8:16
  went
• 8:16
  to
• 8:17
  see
• 8:17
  that
• 8:17
  just
• 8:18
  this
• 8:18
  weekend,
• 8:18
  learning
• 8:19
  all
• 8:19
  about
• 8:19
  Henry
• 8:19
  VIII
• 8:20
  and
• 8:20
  his
• 8:20
  six
• 8:21
  wives.
• 8:21
  Fabulous.
• 8:22
  I
• 8:22
  love
• 8:22
  six.
• 8:23
  Talk
• 8:23
  about
• 8:23
  a
• 8:23
  couple
• 8:24
  of
• 8:24
  degrees
• 8:24
  of
• 8:24
  separation.
• 8:25
  My
• 8:26
  college
• 8:26
  roommate
• 8:27
  and
• 8:27
  high
• 8:28
  school
• 8:28
  best
• 8:28
  friend
• 8:29
  actually
• 8:29
  is
• 8:30
  a
• 8:30
  sound
• 8:30
  engineer
• 8:31
  on
• 8:31
  Broadway
• 8:31
  for
• 8:32
  sick,
• 8:33
  and
• 8:33
  so
• 8:33
  it's
• 8:34
  definitely
• 8:34
  one
• 8:34
  of
• 8:34
  my
• 8:34
  favorite
• 8:35
  shows
• 8:35
  too.
• 8:35
  That
• 8:36
  is
• 8:36
  so
• 8:36
  awesome.
• 8:36
  Yeah,
• 8:37
  I
• 8:37
  really
• 8:37
  enjoyed
• 8:37
  it.
• 8:37
  I
• 8:37
  went
• 8:38
  to
• 8:38
  see
• 8:38
  it
• 8:38
  this
• 8:38
  past
• 8:38
  weekend
• 8:39
  and
• 8:39
  I
• 8:39
  just
• 8:39
  love
• 8:39
  how
• 8:39
  these
• 8:39
  shows
• 8:40
  are
• 8:40
  coming,
• 8:40
  like
• 8:41
  history
• 8:41
  coming
• 8:42
  into
• 8:42
  the
• 8:42
  mainstream.
• 8:43
  And
• 8:43
  my
• 8:43
  kids
• 8:43
  were
• 8:43
  listening
• 8:43
  to
• 8:44
  the
• 8:44
  6
• 8:44
  soundtrack
• 8:44
  and
• 8:45
  now
• 8:45
  they're
• 8:45
  excited
• 8:45
  to
• 8:45
  learn
• 8:45
  about
• 8:46
  Henry
• 8:46
  VIII
• 8:46
  in
• 8:46
  so
• 8:47
  it
• 8:47
  all
• 8:47
  comes
• 8:47
  full
• 8:48
  circle.
• 8:48
  Anyway,
• 8:49
  enough
• 8:49
  of
• 8:49
  my
• 8:49
  guilty
• 8:50
  pleasure
• 8:50
  talking
• 8:50
  about
• 8:50
  musical
• 8:51
  theater.
• 8:51
  We
• 8:51
  need
• 8:51
  to
• 8:52
  get
• 8:52
  back
• 8:52
  to
• 8:52
  weddings,
• 8:52
  because
• 8:53
  that
• 8:53
  is
• 8:53
  why
• 8:53
  we
• 8:54
  are
• 8:54
  here.
• 8:54
  So
• 8:55
  talk
• 8:55
  to
• 8:55
  me
• 8:55
  about
• 8:55
  the
• 8:55
  venue
• 8:56
  then,
• 8:56
  because
• 8:56
  you
• 8:56
  explained
• 8:57
  to
• 8:57
  me
• 8:57
  that
• 8:57
  you
• 8:58
  kind
• 8:58
  of
• 8:58
  went
• 8:58
  into
• 8:58
  it,
• 8:58
  it
• 8:59
  was
• 8:59
  your
• 8:59
  parents
• 8:59
  venue,
• 9:00
  and
• 9:00
  then
• 9:00
  you
• 9:00
  came
• 9:00
  into
• 9:00
  it.
• 9:01
  Were
• 9:01
  weddings
• 9:02
  always
• 9:02
  a
• 9:02
  big
• 9:02
  part
• 9:02
  of
• 9:02
  that,
• 9:03
  or
• 9:03
  is
• 9:03
  that
• 9:03
  a
• 9:03
  part
• 9:03
  of
• 9:03
  the
• 9:03
  business
• 9:04
  you've
• 9:04
  grown
• 9:05
  yourself?
• 9:05
  Great
• 9:06
  question.
• 9:07
  So
• 9:07
  I
• 9:07
  think
• 9:08
  really
• 9:08
  a
• 9:08
  big
• 9:08
  part
• 9:08
  of
• 9:09
  our
• 9:09
  history
• 9:09
  is
• 9:09
  that
• 9:09
  Madera
• 9:10
  Estates
• 9:10
  was
• 9:11
  always
• 9:11
  purposefully
• 9:12
  built
• 9:12
  to
• 9:12
  be
• 9:13
  a
• 9:13
  wedding
• 9:13
  venue.
• 9:15
  It
• 9:15
  was
• 9:15
  really
• 9:16
  in
• 9:16
  2000,
• 9:17
  like
• 9:18
  early
• 9:18
  2010,
• 9:19
  2011,
• 9:19
  when
• 9:20
  my
• 9:20
  parents
• 9:20
  purchase
• 9:21
  the
• 9:21
  property
• 9:22
  and
• 9:22
  they
• 9:22
  weren't
• 9:22
  quite
• 9:23
  sure
• 9:23
  what
• 9:23
  to
• 9:23
  do
• 9:23
  with
• 9:23
  it,
• 9:24
  and
• 9:24
  they
• 9:25
  went
• 9:25
  to
• 9:25
  a
• 9:25
  wedding
• 9:25
  that
• 9:26
  my
• 9:26
  brother
• 9:26
  was
• 9:26
  in
• 9:27
  in
• 9:27
  Houston,
• 9:28
  and
• 9:28
  they
• 9:28
  said,
• 9:28
  this
• 9:29
  is
• 9:29
  what
• 9:29
  we
• 9:29
  should
• 9:29
  do
• 9:29
  with
• 9:29
  the
• 9:30
  property.
• 9:30
  And
• 9:30
  that
• 9:31
  was
• 9:31
  really
• 9:31
  before
• 9:31
  the
• 9:32
  big
• 9:32
  influx
• 9:33
  of
• 9:33
  wedding
• 9:34
  venues,
• 9:34
  at
• 9:34
  least
• 9:34
  in
• 9:35
  our
• 9:35
  market,
• 9:35
  but
• 9:35
  even
• 9:36
  nationwide
• 9:36
  in
• 9:37
  the
• 9:37
  United
• 9:37
  States,
• 9:37
  before
• 9:38
  that
• 9:38
  became
• 9:38
  really
• 9:39
  all
• 9:39
  the
• 9:39
  rage
• 9:40
  of
• 9:40
  like
• 9:40
  building
• 9:41
  purposely
• 9:41
  built
• 9:42
  spaces
• 9:42
  to
• 9:43
  host
• 9:43
  weddings.
• 9:44
  Coming
• 9:45
  back
• 9:45
  to
• 9:45
  your
• 9:45
  question,
• 9:46
  really,
• 9:46
  pretty
• 9:47
  much
• 9:47
  the
• 9:47
  whole
• 9:47
  history,
• 9:48
  we
• 9:48
  focused
• 9:48
  on
• 9:49
  weddings
• 9:49
  as
• 9:50
  our
• 9:50
  main
• 9:50
  bread
• 9:51
  and
• 9:51
  butter.
• 9:51
  But
• 9:51
  we
• 9:51
  do
• 9:52
  all
• 9:52
  typ
• 9:52
  of
• 9:52
  events.
• 9:53
  We've
• 9:53
  hosted
• 9:54
  quinceaneras,
• 9:55
  so
• 9:56
  the
• 9:56
  basically
• 9:57
  sweet
• 9:57
  16
• 9:58
  or
• 9:58
  the
• 9:58
  15
• 9:59
  in
• 9:59
  the
• 9:59
  Hispanic
• 10:00
  culture.
• 10:00
  We
• 10:00
  have
• 10:01
  a
• 10:01
  big
• 10:01
  Hispanic
• 10:02
  following
• 10:02
  in
• 10:02
  Texas
• 10:03
  being
• 10:03
  where
• 10:03
  we're
• 10:04
  at.
• 10:04
  So
• 10:04
  quinceaneras.
• 10:05
  We
• 10:06
  actually
• 10:06
  just
• 10:06
  had
• 10:06
  one
• 10:06
  of
• 10:06
  our
• 10:07
  quinces,
• 10:07
  they
• 10:08
  call
• 10:08
  them.
• 10:08
  She
• 10:08
  was
• 10:08
  at
• 10:08
  the
• 10:08
  venue
• 10:09
  today
• 10:09
  taking
• 10:09
  pictures
• 10:10
  in
• 10:10
  her
• 10:10
  dress.
• 10:11
  Her
• 10:11
  big
• 10:12
  celebrations
• 10:13
  on
• 10:13
  February
• 10:13
  8th.
• 10:14
  So
• 10:14
  quince
• 10:15
  corporate
• 10:15
  events,
• 10:16
  nonprofit
• 10:17
  galas,
• 10:18
  even
• 10:19
  fundraisers,
• 10:21
  anniversaries
• 10:22
  and
• 10:23
  milestones.
• 10:24
  But
• 10:24
  again,
• 10:24
  I
• 10:24
  think
• 10:25
  I
• 10:25
  would
• 10:25
  come
• 10:25
  back,
• 10:25
  Becca,
• 10:26
  to
• 10:26
  really,
• 10:27
  the
• 10:27
  reason
• 10:27
  why
• 10:28
  we
• 10:28
  started
• 10:28
  Madera
• 10:29
  and
• 10:29
  our
• 10:29
  bread
• 10:29
  and
• 10:29
  butter
• 10:29
  really
• 10:30
  is
• 10:30
  wedding.
• 10:30
  Okay,
• 10:31
  so
• 10:31
  you've.
• 10:31
  That's
• 10:32
  always
• 10:32
  been
• 10:32
  part
• 10:32
  of
• 10:33
  the
• 10:33
  business.
• 10:33
  And
• 10:33
  have
• 10:34
  you
• 10:34
  seen,
• 10:34
  over
• 10:35
  the
• 10:35
  time
• 10:35
  you've
• 10:35
  worked
• 10:36
  there,
• 10:36
  a
• 10:37
  shift
• 10:37
  in
• 10:37
  the
• 10:38
  wedding
• 10:38
  market
• 10:38
  when
• 10:38
  it
• 10:39
  comes
• 10:39
  to
• 10:39
  your
• 10:39
  venue
• 10:40
  has
• 10:40
  it
• 10:40
  always
• 10:40
  been
• 10:40
  the
• 10:41
  same
• 10:41
  or
• 10:41
  have
• 10:41
  you
• 10:41
  seen
• 10:42
  things
• 10:42
  change?
• 10:43
  What's
• 10:43
  today's
• 10:43
  couples
• 10:44
  looking
• 10:44
  for
• 10:45
  versus
• 10:45
  what
• 10:45
  they
• 10:45
  were
• 10:45
  looking
• 10:46
  for
• 10:46
  10
• 10:46
  years
• 10:46
  ago?
• 10:46
  Yeah,
• 10:47
  I
• 10:47
  think
• 10:48
  in
• 10:48
  my
• 10:48
  time
• 10:48
  at
• 10:48
  Madera,
• 10:49
  the
• 10:49
  two
• 10:49
  main
• 10:50
  shifts
• 10:50
  that
• 10:50
  I
• 10:51
  have
• 10:51
  seen,
• 10:52
  I
• 10:52
  would
• 10:53
  say
• 10:53
  when
• 10:53
  I
• 10:53
  first
• 10:53
  started
• 10:54
  the
• 10:54
  venue
• 10:54
  it
• 10:55
  was
• 10:55
  everybody
• 10:56
  was
• 10:56
  wanting
• 10:57
  the
• 10:57
  all
• 10:57
  inclusive
• 10:58
  packages,
• 10:58
  right.
• 10:59
  The
• 10:59
  stress
• 10:59
  free
• 10:59
  experience
• 11:01
  and
• 11:01
  where
• 11:02
  everything
• 11:02
  was
• 11:02
  taken
• 11:02
  care
• 11:03
  of
• 11:03
  for
• 11:03
  you
• 11:03
  in
• 11:03
  house.
• 11:04
  And
• 11:04
  then
• 11:04
  about
• 11:05
  three
• 11:05
  or
• 11:05
  four
• 11:06
  years
• 11:06
  into
• 11:06
  my
• 11:06
  time
• 11:07
  at
• 11:07
  Madera,
• 11:07
  there
• 11:08
  was
• 11:08
  a
• 11:08
  big
• 11:08
  influx
• 11:09
  of
• 11:09
  new
• 11:09
  venues
• 11:10
  in
• 11:10
  our
• 11:10
  market
• 11:11
  that
• 11:11
  were
• 11:11
  all
• 11:12
  just
• 11:12
  venue
• 11:12
  only.
• 11:13
  They
• 11:13
  were
• 11:13
  just
• 11:13
  the
• 11:13
  rental
• 11:14
  of
• 11:14
  the
• 11:14
  space.
• 11:15
  So
• 11:15
  Becca,
• 11:16
  you
• 11:16
  could
• 11:16
  come
• 11:16
  to
• 11:17
  one
• 11:17
  of
• 11:17
  my
• 11:18
  colleagues
• 11:18
  in
• 11:18
  the
• 11:18
  industry,
• 11:19
  you
• 11:19
  could
• 11:19
  pay
• 11:20
  8,000,
• 11:21
  $10,000
• 11:21
  just
• 11:22
  to
• 11:22
  rent
• 11:22
  the
• 11:22
  venue
• 11:22
  on
• 11:22
  a
• 11:23
  Saturday
• 11:23
  night.
• 11:23
  But
• 11:23
  that's
• 11:24
  all
• 11:24
  we
• 11:24
  gave
• 11:24
  you
• 11:24
  and
• 11:25
  tables
• 11:25
  and
• 11:25
  chairs,
• 11:26
  but
• 11:26
  they
• 11:26
  didn't
• 11:27
  offer
• 11:27
  you
• 11:27
  any
• 11:27
  other
• 11:27
  services.
• 11:28
  So
• 11:28
  the
• 11:28
  pendulum
• 11:29
  swung
• 11:29
  the
• 11:30
  other
• 11:30
  way.
• 11:30
  Well
• 11:30
  now
• 11:31
  it's
• 11:31
  really
• 11:31
  fascinating
• 11:32
  because
• 11:32
  now
• 11:32
  the
• 11:32
  pendulum
• 11:33
  is
• 11:33
  swinging,
• 11:33
  swinging
• 11:34
  back
• 11:34
  towards
• 11:35
  what
• 11:35
  we
• 11:35
  have
• 11:35
  always
• 11:36
  been.
• 11:36
  Our
• 11:36
  business
• 11:37
  model
• 11:37
  is
• 11:37
  all
• 11:37
  inclusive
• 11:38
  now.
• 11:39
  Couples,
• 11:39
  especially
• 11:40
  Gen
• 11:40
  Z,
• 11:40
  they
• 11:41
  really
• 11:41
  want
• 11:41
  that
• 11:41
  stress
• 11:42
  free
• 11:42
  experience.
• 11:43
  They
• 11:43
  can't
• 11:43
  be
• 11:43
  bothered,
• 11:44
  right.
• 11:45
  To
• 11:45
  deal
• 11:45
  with
• 11:45
  all
• 11:45
  the
• 11:46
  different
• 11:46
  moving
• 11:46
  parts
• 11:47
  and
• 11:47
  the
• 11:47
  stress
• 11:48
  of
• 11:48
  planning
• 11:48
  a
• 11:48
  wedding.
• 11:49
  So
• 11:49
  it's
• 11:49
  really
• 11:49
  interesting
• 11:50
  that
• 11:50
  the
• 11:50
  pendulum
• 11:51
  has
• 11:51
  swung
• 11:51
  back
• 11:52
  in
• 11:52
  our
• 11:52
  favor.
• 11:53
  I
• 11:53
  would
• 11:53
  say
• 11:54
  so.
• 11:54
  That
• 11:54
  is
• 11:54
  one
• 11:55
  change
• 11:55
  that
• 11:55
  I
• 11:55
  have
• 11:55
  seen
• 11:56
  in
• 11:56
  the
• 11:56
  industry.
• 11:56
  I
• 11:57
  would
• 11:57
  say
• 11:57
  really
• 11:57
  recently
• 11:58
  a
• 11:59
  big
• 12:00
  shift
• 12:00
  that
• 12:00
  I
• 12:00
  have
• 12:01
  noticed
• 12:01
  is
• 12:02
  really
• 12:02
  the
• 12:03
  want
• 12:04
  for
• 12:04
  intimate
• 12:04
  weddings.
• 12:05
  And
• 12:06
  I
• 12:06
  don't
• 12:06
  really
• 12:07
  say,
• 12:07
  you
• 12:07
  know,
• 12:07
  everybody
• 12:07
  has
• 12:07
  a
• 12:08
  different
• 12:08
  definition
• 12:08
  of
• 12:08
  what
• 12:08
  intimate
• 12:09
  or
• 12:09
  micro.
• 12:10
  Right.
• 12:10
  Really
• 12:10
  means
• 12:11
  in
• 12:11
  my
• 12:12
  definition,
• 12:12
  you
• 12:12
  know,
• 12:13
  an
• 12:13
  intimate
• 12:13
  wedding
• 12:14
  is
• 12:14
  anything
• 12:14
  between
• 12:15
  40
• 12:15
  to
• 12:16
  70
• 12:16
  people.
• 12:16
  Micro
• 12:17
  in
• 12:17
  my
• 12:17
  mind
• 12:17
  is
• 12:18
  like
• 12:18
  10
• 12:18
  or
• 12:18
  less
• 12:18
  people
• 12:19
  because
• 12:19
  that's
• 12:19
  like
• 12:19
  itty
• 12:20
  bitty
• 12:20
  bitty.
• 12:20
  But
• 12:21
  intimate
• 12:21
  weddings,
• 12:21
  we're
• 12:22
  getting
• 12:22
  so
• 12:22
  many
• 12:22
  inquiries
• 12:23
  at
• 12:23
  the
• 12:23
  venue
• 12:24
  for
• 12:24
  50
• 12:25
  guests.
• 12:26
  And
• 12:26
  so
• 12:26
  I
• 12:27
  guess
• 12:27
  today's
• 12:27
  couples
• 12:28
  really
• 12:28
  don't
• 12:28
  want
• 12:29
  the
• 12:29
  whole
• 12:29
  pomp
• 12:30
  and
• 12:30
  circumstance,
• 12:31
  if
• 12:31
  you
• 12:31
  will,
• 12:31
  of
• 12:32
  a
• 12:32
  full
• 12:32
  blown
• 12:32
  production,
• 12:34
  which
• 12:34
  is,
• 12:34
  you
• 12:35
  know,
• 12:35
  a
• 12:35
  learning
• 12:35
  experience
• 12:36
  for
• 12:36
  me
• 12:36
  because
• 12:36
  I'm
• 12:37
  so
• 12:37
  used
• 12:37
  to.
• 12:37
  Right,
• 12:37
  the
• 12:38
  opera
• 12:38
  kid
• 12:38
  that's
• 12:38
  coming
• 12:39
  from
• 12:39
  this
• 12:39
  full
• 12:39
  production,
• 12:40
  right,
• 12:40
  where
• 12:40
  there's
• 12:41
  150
• 12:41
  people,
• 12:42
  200
• 12:42
  people,
• 12:43
  where
• 12:43
  now
• 12:43
  we're
• 12:43
  getting
• 12:44
  a
• 12:44
  lot
• 12:44
  more
• 12:44
  inquiries
• 12:45
  for
• 12:46
  these
• 12:46
  smaller
• 12:46
  weddings.
• 12:47
  And
• 12:47
  so
• 12:47
  we
• 12:47
  really
• 12:48
  have
• 12:48
  to
• 12:48
  shift
• 12:49
  the
• 12:49
  services
• 12:50
  that
• 12:50
  we
• 12:50
  offer.
• 12:50
  Readjusting
• 12:51
  and
• 12:51
  rethinking
• 12:52
  about,
• 12:52
  well,
• 12:53
  what
• 12:53
  is
• 12:53
  going
• 12:54
  to
• 12:54
  be
• 12:54
  able
• 12:54
  to
• 12:54
  serve
• 12:55
  that
• 12:55
  audience.
• 12:55
  Right.
• 12:56
  We
• 12:56
  don't
• 12:56
  want
• 12:56
  to
• 12:56
  alienate
• 12:57
  them.
• 12:57
  So
• 12:58
  we
• 12:58
  did,
• 12:58
  we
• 12:58
  did
• 12:58
  offer
• 12:59
  some
• 12:59
  new
• 12:59
  services
• 13:00
  to
• 13:00
  attract
• 13:00
  and
• 13:01
  accommodate
• 13:01
  more
• 13:01
  of
• 13:02
  those
• 13:02
  small
• 13:02
  intimate
• 13:03
  weddings.
• 13:03
  And
• 13:03
  are
• 13:03
  you
• 13:04
  finding
• 13:04
  those
• 13:04
  smaller
• 13:05
  weddings
• 13:05
  still
• 13:05
  have
• 13:06
  the
• 13:06
  budget
• 13:06
  of
• 13:07
  the
• 13:07
  bigger
• 13:07
  weddings.
• 13:07
  Because
• 13:08
  one
• 13:08
  thing
• 13:08
  we're
• 13:08
  seeing
• 13:08
  here
• 13:09
  in
• 13:09
  the
• 13:09
  UK
• 13:09
  is
• 13:09
  people
• 13:10
  might
• 13:10
  be
• 13:10
  cutting
• 13:10
  their
• 13:10
  guest
• 13:11
  numbers,
• 13:11
  but
• 13:11
  then
• 13:12
  they're
• 13:12
  just
• 13:12
  spending
• 13:12
  more
• 13:13
  on
• 13:13
  the
• 13:13
  fewer
• 13:13
  guests,
• 13:14
  if
• 13:14
  that
• 13:14
  makes
• 13:14
  sense.
• 13:14
  So
• 13:14
  rather
• 13:15
  than
• 13:15
  spreading
• 13:15
  it
• 13:15
  thin,
• 13:16
  they're
• 13:16
  kind
• 13:16
  of
• 13:17
  spending
• 13:17
  more
• 13:17
  on
• 13:18
  more
• 13:18
  expensive
• 13:19
  dinner,
• 13:19
  but
• 13:19
  for
• 13:19
  less
• 13:19
  people.
• 13:20
  Is
• 13:20
  that
• 13:20
  the
• 13:20
  same
• 13:21
  kind
• 13:21
  of
• 13:21
  thing
• 13:21
  that
• 13:21
  you're
• 13:21
  seeing
• 13:21
  or
• 13:22
  people
• 13:22
  lowering
• 13:22
  their
• 13:23
  budget
• 13:23
  with
• 13:23
  their
• 13:23
  guest
• 13:23
  numbers?
• 13:24
  Exactly
• 13:24
  the
• 13:24
  same.
• 13:25
  While
• 13:25
  I
• 13:25
  do
• 13:26
  think
• 13:26
  inherently
• 13:27
  when
• 13:27
  you
• 13:27
  have
• 13:27
  a
• 13:27
  smaller
• 13:28
  wedding,
• 13:28
  you
• 13:29
  it
• 13:29
  makes
• 13:30
  sense
• 13:30
  that
• 13:30
  they
• 13:30
  will
• 13:31
  spend
• 13:31
  less
• 13:31
  money.
• 13:32
  Right.
• 13:33
  Compared
• 13:33
  to
• 13:33
  somebody
• 13:33
  that
• 13:33
  has
• 13:34
  like
• 13:34
  150
• 13:34
  people.
• 13:35
  But
• 13:35
  I
• 13:35
  would
• 13:35
  say
• 13:35
  the
• 13:36
  per
• 13:36
  person
• 13:36
  costs
• 13:37
  definitely
• 13:37
  are
• 13:37
  going
• 13:38
  up.
• 13:38
  I
• 13:38
  had
• 13:39
  what
• 13:39
  we
• 13:39
  call
• 13:39
  it
• 13:39
  Madeira
• 13:40
  Madeira
• 13:40
  minis.
• 13:41
  That's
• 13:41
  our
• 13:41
  50
• 13:41
  to
• 13:42
  70
• 13:42
  person
• 13:43
  guest
• 13:43
  count.
• 13:43
  I
• 13:43
  had
• 13:44
  a
• 13:44
  couple
• 13:44
  that
• 13:44
  still
• 13:44
  came
• 13:45
  in
• 13:45
  for
• 13:45
  50
• 13:45
  people
• 13:46
  spending
• 13:47
  close
• 13:47
  to
• 13:47
  $30,000.
• 13:49
  Right.
• 13:50
  And
• 13:50
  that's
• 13:50
  just
• 13:50
  for
• 13:51
  50
• 13:51
  people.
• 13:52
  I
• 13:52
  have
• 13:52
  some
• 13:52
  people
• 13:52
  that
• 13:53
  come
• 13:53
  in
• 13:53
  or
• 13:53
  potential
• 13:54
  leads
• 13:54
  that
• 13:54
  come
• 13:55
  in
• 13:55
  and
• 13:55
  they're
• 13:55
  like,
• 13:55
  oh,
• 13:55
  I
• 13:56
  have
• 13:56
  150
• 13:57
  people
• 13:57
  and
• 13:57
  you
• 13:58
  know,
• 13:58
  I
• 13:58
  want
• 13:58
  to
• 13:58
  get
• 13:58
  married
• 13:58
  on
• 13:59
  a
• 13:59
  Saturday
• 13:59
  and
• 13:59
  my
• 13:59
  budget
• 14:00
  is
• 14:00
  like
• 14:00
  $15,000.
• 14:02
  Right.
• 14:02
  So
• 14:02
  I
• 14:03
  would
• 14:03
  agree
• 14:03
  with
• 14:03
  you.
• 14:03
  I
• 14:03
  think
• 14:04
  it's
• 14:04
  the
• 14:04
  same
• 14:04
  here
• 14:04
  in
• 14:04
  the
• 14:05
  US
• 14:05
  that
• 14:05
  even
• 14:05
  though
• 14:06
  they're
• 14:06
  having
• 14:06
  more
• 14:06
  intimate
• 14:07
  weddings,
• 14:07
  it
• 14:07
  doesn't
• 14:08
  necessarily
• 14:08
  equate
• 14:09
  to
• 14:09
  them
• 14:09
  spending
• 14:10
  less
• 14:10
  money.
• 14:10
  Yeah,
• 14:11
  I
• 14:11
  think
• 14:11
  that's
• 14:11
  really
• 14:11
  interesting
• 14:12
  that
• 14:12
  that's
• 14:12
  obviously
• 14:13
  shifting
• 14:13
  both
• 14:14
  sides
• 14:14
  of
• 14:14
  the
• 14:14
  world,
• 14:15
  that
• 14:15
  kind
• 14:15
  of
• 14:15
  mindset
• 14:15
  of
• 14:16
  smaller.
• 14:16
  And
• 14:16
  I
• 14:16
  think
• 14:16
  part
• 14:17
  of
• 14:17
  that
• 14:17
  is
• 14:17
  to
• 14:17
  do
• 14:17
  with
• 14:17
  COVID
• 14:18
  I
• 14:18
  think
• 14:18
  people
• 14:18
  saw
• 14:19
  a
• 14:19
  smaller
• 14:19
  intimate
• 14:20
  experience
• 14:20
  during
• 14:21
  COVID
• 14:21
  and
• 14:21
  I
• 14:21
  think
• 14:21
  some
• 14:21
  of
• 14:22
  that's
• 14:22
  trickled
• 14:22
  through.
• 14:22
  But
• 14:22
  yeah,
• 14:23
  it's
• 14:23
  always
• 14:23
  interesting.
• 14:23
  The
• 14:23
  market
• 14:24
  is
• 14:24
  always
• 14:24
  shifting.
• 14:25
  That's
• 14:25
  why
• 14:25
  I
• 14:25
  love
• 14:26
  our
• 14:26
  industry,
• 14:26
  because
• 14:26
  it's
• 14:26
  interesting
• 14:27
  to
• 14:27
  see
• 14:27
  the
• 14:27
  twists
• 14:28
  and
• 14:28
  turns
• 14:28
  it
• 14:28
  takes.
• 14:29
  Now,
• 14:29
  you
• 14:29
  talked
• 14:29
  about
• 14:29
  your
• 14:29
  all
• 14:30
  inclusive
• 14:30
  package.
• 14:31
  So
• 14:31
  one
• 14:31
  of
• 14:31
  the
• 14:32
  things
• 14:32
  that
• 14:32
  I
• 14:32
  know
• 14:33
  my
• 14:33
  listeners
• 14:33
  love
• 14:33
  to
• 14:33
  talk
• 14:34
  about
• 14:34
  is
• 14:34
  the
• 14:35
  venue
• 14:35
  vendor
• 14:35
  relationship.
• 14:36
  Because
• 14:36
  I
• 14:36
  have
• 14:36
  listeners
• 14:37
  who
• 14:37
  are
• 14:37
  venue
• 14:37
  owners
• 14:38
  or
• 14:38
  work
• 14:38
  for
• 14:38
  venues.
• 14:39
  I
• 14:39
  have
• 14:39
  listeners
• 14:39
  who
• 14:39
  are
• 14:40
  the
• 14:40
  DJs,
• 14:40
  the
• 14:40
  florists,
• 14:41
  the
• 14:41
  cake
• 14:41
  makers.
• 14:42
  So
• 14:42
  when
• 14:42
  you're
• 14:42
  working
• 14:42
  with
• 14:43
  vendors
• 14:43
  at
• 14:43
  your
• 14:44
  venue,
• 14:44
  are
• 14:44
  you
• 14:45
  prescriptive
• 14:45
  that
• 14:46
  your
• 14:46
  couples
• 14:46
  can
• 14:46
  only
• 14:47
  use
• 14:47
  one
• 14:47
  cake
• 14:47
  maker,
• 14:48
  or
• 14:48
  do
• 14:48
  you
• 14:48
  have
• 14:48
  a
• 14:48
  set
• 14:48
  list
• 14:49
  or
• 14:49
  are
• 14:49
  they
• 14:49
  included
• 14:49
  in
• 14:50
  the
• 14:50
  package?
• 14:50
  Or
• 14:50
  is
• 14:51
  your
• 14:51
  package
• 14:51
  more
• 14:51
  just
• 14:52
  the
• 14:52
  catering
• 14:53
  and
• 14:53
  the
• 14:53
  venue
• 14:53
  and
• 14:53
  then
• 14:54
  they
• 14:54
  bring
• 14:54
  in
• 14:54
  the
• 14:54
  other
• 14:54
  things?
• 14:55
  Great
• 14:55
  question.
• 14:56
  I
• 14:56
  think
• 14:56
  one
• 14:57
  of
• 14:57
  the
• 14:57
  biggest
• 14:57
  things
• 14:57
  that
• 14:57
  I
• 14:58
  will
• 14:58
  point
• 14:58
  out
• 14:58
  that
• 14:58
  has
• 14:59
  from
• 14:59
  a
• 14:59
  business
• 15:00
  model
• 15:00
  perspective
• 15:01
  here
• 15:01
  in
• 15:01
  the
• 15:01
  States,
• 15:02
  that
• 15:02
  has
• 15:02
  continued
• 15:03
  to
• 15:04
  again,
• 15:05
  the
• 15:05
  pendulum
• 15:05
  swinging
• 15:06
  back
• 15:06
  towards
• 15:07
  all
• 15:07
  inclusive
• 15:07
  is
• 15:08
  that
• 15:08
  venues
• 15:08
  now
• 15:08
  in
• 15:09
  our
• 15:09
  market
• 15:09
  are
• 15:10
  really
• 15:10
  going
• 15:10
  towards
• 15:11
  what
• 15:11
  we
• 15:11
  would
• 15:11
  consider
• 15:12
  optional
• 15:13
  packages
• 15:14
  because
• 15:14
  we're
• 15:15
  trying
• 15:15
  to
• 15:15
  cast
• 15:15
  a
• 15:15
  wider
• 15:16
  net
• 15:16
  to
• 15:16
  couples
• 15:16
  that
• 15:17
  maybe
• 15:17
  potentially
• 15:17
  want
• 15:18
  to
• 15:18
  bring
• 15:18
  in,
• 15:19
  say,
• 15:19
  you
• 15:20
  know,
• 15:20
  they
• 15:20
  have
• 15:20
  a
• 15:20
  contact
• 15:21
  or
• 15:21
  somebody
• 15:21
  in
• 15:21
  their
• 15:21
  network
• 15:22
  that
• 15:22
  is
• 15:22
  a
• 15:22
  cake
• 15:22
  baker.
• 15:24
  So
• 15:24
  really
• 15:24
  these
• 15:25
  optional
• 15:25
  a
• 15:25
  la
• 15:26
  carte
• 15:26
  services
• 15:26
  is
• 15:27
  really
• 15:27
  how
• 15:27
  we
• 15:27
  are
• 15:28
  seeing
• 15:28
  a
• 15:28
  lot
• 15:28
  of
• 15:28
  the
• 15:28
  venues
• 15:29
  in
• 15:29
  my
• 15:29
  market
• 15:29
  move
• 15:30
  towards.
• 15:30
  So
• 15:30
  for
• 15:31
  us
• 15:31
  we
• 15:32
  offer
• 15:33
  catering
• 15:34
  partners.
• 15:35
  So
• 15:35
  we
• 15:35
  have
• 15:35
  three
• 15:35
  catering
• 15:35
  packages
• 15:36
  that
• 15:36
  they
• 15:36
  can
• 15:36
  choose
• 15:37
  from.
• 15:38
  We
• 15:38
  have
• 15:38
  bar
• 15:38
  service
• 15:39
  in
• 15:39
  house.
• 15:39
  So
• 15:39
  in
• 15:40
  Texas
• 15:41
  we
• 15:41
  have
• 15:41
  something
• 15:41
  called
• 15:42
  the
• 15:42
  Texas
• 15:43
  association
• 15:43
  of
• 15:43
  Beverage
• 15:44
  Commission,
• 15:44
  basically
• 15:45
  which
• 15:45
  manages,
• 15:46
  you
• 15:46
  know,
• 15:46
  liquor
• 15:47
  licenses,
• 15:47
  being
• 15:48
  able
• 15:48
  to
• 15:48
  serve
• 15:48
  alcohol.
• 15:49
  And
• 15:49
  so
• 15:49
  we
• 15:50
  have
• 15:50
  a
• 15:50
  TABC
• 15:50
  license.
• 15:51
  So
• 15:51
  the
• 15:52
  bar
• 15:52
  services
• 15:53
  are
• 15:53
  definitely
• 15:53
  a
• 15:53
  big
• 15:54
  revenue
• 15:54
  stream
• 15:54
  for
• 15:55
  us.
• 15:56
  We
• 15:56
  offer
• 15:57
  in
• 15:57
  house
• 15:57
  wedding
• 15:57
  coordination.
• 15:58
  I
• 15:58
  employ
• 15:59
  two
• 15:59
  full
• 15:59
  time
• 15:59
  wedding
• 15:59
  coordinators.
• 16:01
  We
• 16:01
  have
• 16:01
  partners
• 16:02
  for
• 16:02
  cake,
• 16:02
  dj,
• 16:03
  fireworks
• 16:04
  even.
• 16:04
  So
• 16:05
  all
• 16:05
  of
• 16:05
  those,
• 16:06
  we
• 16:06
  have
• 16:06
  commission
• 16:07
  based
• 16:07
  structures
• 16:08
  and
• 16:08
  relationships
• 16:08
  with
• 16:09
  these
• 16:09
  vendors
• 16:09
  that
• 16:09
  I
• 16:10
  mentioned
• 16:10
  that
• 16:11
  can
• 16:11
  be
• 16:11
  included
• 16:12
  in
• 16:12
  the
• 16:12
  package
• 16:12
  package
• 16:13
  for
• 16:13
  our
• 16:13
  clients.
• 16:14
  Now
• 16:15
  there
• 16:15
  is,
• 16:16
  there
• 16:16
  are
• 16:16
  some
• 16:17
  required
• 16:17
  services,
• 16:18
  everything
• 16:18
  from
• 16:19
  the
• 16:19
  bar
• 16:19
  services.
• 16:20
  Legally
• 16:20
  we
• 16:21
  are
• 16:21
  required
• 16:21
  to
• 16:22
  make
• 16:22
  our
• 16:22
  clients
• 16:22
  use
• 16:23
  our
• 16:23
  bar
• 16:23
  services
• 16:24
  and
• 16:24
  then
• 16:24
  our
• 16:24
  in
• 16:24
  house
• 16:25
  coordination
• 16:25
  team.
• 16:26
  And,
• 16:26
  and
• 16:26
  a
• 16:26
  big
• 16:26
  part
• 16:26
  of
• 16:27
  the
• 16:27
  reason
• 16:27
  why
• 16:27
  we
• 16:28
  have
• 16:28
  always
• 16:28
  required
• 16:29
  our
• 16:29
  clients
• 16:29
  to
• 16:30
  use
• 16:30
  our
• 16:30
  in
• 16:30
  house
• 16:30
  coordinators
• 16:31
  is
• 16:31
  it's
• 16:32
  another
• 16:32
  extension
• 16:33
  of
• 16:33
  protection
• 16:34
  for
• 16:34
  you
• 16:34
  as
• 16:35
  the
• 16:35
  venue.
• 16:36
  A
• 16:36
  lot
• 16:37
  of
• 16:37
  venues
• 16:37
  that
• 16:37
  don't
• 16:38
  offer
• 16:38
  that
• 16:39
  in
• 16:39
  house
• 16:40
  wedding
• 16:40
  coordination
• 16:41
  or
• 16:41
  wedding
• 16:42
  day
• 16:42
  planning
• 16:43
  service,
• 16:43
  I
• 16:44
  think
• 16:44
  open
• 16:45
  themselves
• 16:45
  up
• 16:46
  to
• 16:46
  a
• 16:46
  lot
• 16:46
  of
• 16:46
  risk.
• 16:47
  And
• 16:48
  you're
• 16:48
  not
• 16:48
  always
• 16:49
  getting
• 16:49
  the
• 16:49
  same
• 16:49
  person
• 16:50
  in
• 16:50
  there
• 16:50
  that
• 16:51
  knows
• 16:51
  how
• 16:51
  to
• 16:51
  use
• 16:52
  the
• 16:52
  layout
• 16:52
  of
• 16:52
  the
• 16:52
  venue
• 16:53
  very
• 16:53
  well.
• 16:53
  They're
• 16:54
  not
• 16:54
  doing
• 16:54
  things
• 16:54
  to
• 16:55
  your
• 16:55
  liking
• 16:55
  in
• 16:56
  terms
• 16:56
  of
• 16:56
  being
• 16:56
  able
• 16:56
  to
• 16:57
  stick
• 16:57
  to
• 16:57
  your
• 16:57
  policies
• 16:58
  or
• 16:58
  even
• 16:58
  bring
• 16:59
  in
• 16:59
  vendors
• 16:59
  that
• 16:59
  you're
• 17:00
  used
• 17:00
  to.
• 17:01
  So
• 17:01
  those
• 17:01
  are
• 17:01
  really
• 17:02
  why
• 17:02
  we
• 17:02
  require
• 17:02
  those
• 17:03
  two
• 17:03
  services.
• 17:04
  And
• 17:04
  then
• 17:04
  for
• 17:04
  catering,
• 17:05
  we
• 17:05
  do
• 17:05
  charge
• 17:06
  a
• 17:06
  buyout
• 17:06
  fee
• 17:07
  if
• 17:07
  they
• 17:07
  want
• 17:07
  to
• 17:07
  bring
• 17:07
  in
• 17:08
  an
• 17:08
  outside
• 17:09
  caterer.
• 17:09
  And
• 17:10
  for
• 17:10
  me,
• 17:10
  catering
• 17:11
  really
• 17:11
  is
• 17:11
  one
• 17:11
  of
• 17:11
  those
• 17:12
  vendor
• 17:12
  services
• 17:12
  that
• 17:13
  will
• 17:13
  make
• 17:13
  or
• 17:13
  break
• 17:13
  an
• 17:13
  evening.
• 17:14
  And
• 17:15
  we
• 17:15
  don't
• 17:15
  want
• 17:15
  you
• 17:15
  just
• 17:16
  to
• 17:16
  bring
• 17:16
  in,
• 17:16
  you
• 17:16
  know,
• 17:17
  Joe
• 17:17
  Schmo
• 17:17
  off
• 17:18
  the
• 17:18
  street
• 17:18
  to,
• 17:18
  to
• 17:19
  bring
• 17:19
  food
• 17:19
  for
• 17:19
  200
• 17:20
  guests
• 17:21
  because
• 17:21
  it's
• 17:21
  a
• 17:21
  reflection
• 17:22
  on
• 17:22
  us
• 17:22
  as
• 17:22
  the
• 17:22
  venue.
• 17:24
  So
• 17:24
  I
• 17:24
  would
• 17:24
  say
• 17:25
  as
• 17:25
  a
• 17:25
  venue,
• 17:26
  regardless
• 17:26
  if
• 17:27
  it
• 17:27
  is
• 17:27
  being
• 17:28
  sold
• 17:28
  in
• 17:28
  package
• 17:29
  at
• 17:29
  Madera
• 17:29
  or
• 17:30
  if
• 17:30
  it's
• 17:30
  just
• 17:30
  simply
• 17:31
  a
• 17:31
  vendor
• 17:32
  living
• 17:32
  on
• 17:32
  a
• 17:32
  preferred
• 17:33
  vendor
• 17:33
  list.
• 17:34
  I
• 17:34
  think
• 17:34
  the
• 17:34
  most
• 17:34
  important
• 17:35
  recommendation
• 17:35
  that
• 17:36
  I
• 17:36
  would
• 17:36
  have
• 17:36
  to
• 17:36
  any
• 17:36
  vendor
• 17:37
  venue
• 17:38
  relationship
• 17:38
  is
• 17:39
  that
• 17:39
  it's
• 17:39
  mutually
• 17:39
  beneficial
• 17:40
  and
• 17:41
  that
• 17:41
  there's
• 17:41
  a
• 17:42
  benefit
• 17:42
  for
• 17:42
  each
• 17:42
  party
• 17:43
  that's
• 17:43
  involved.
• 17:44
  And
• 17:44
  do
• 17:44
  you
• 17:44
  ever
• 17:45
  look
• 17:45
  at
• 17:45
  new
• 17:45
  suppliers?
• 17:46
  Because
• 17:46
  I
• 17:46
  Think
• 17:46
  I
• 17:46
  see
• 17:47
  it
• 17:47
  from
• 17:47
  both
• 17:47
  sides.
• 17:47
  I
• 17:47
  think
• 17:48
  as
• 17:48
  a
• 17:48
  venue,
• 17:49
  it's
• 17:49
  helpful
• 17:49
  to
• 17:49
  have
• 17:49
  people
• 17:50
  that
• 17:50
  you
• 17:50
  know
• 17:50
  and
• 17:51
  you
• 17:51
  trust
• 17:51
  and
• 17:52
  that
• 17:52
  have
• 17:52
  used
• 17:53
  the
• 17:53
  venue
• 17:53
  before
• 17:53
  and
• 17:54
  you
• 17:54
  know
• 17:54
  you're
• 17:54
  in
• 17:54
  safe
• 17:55
  hands.
• 17:55
  But
• 17:55
  then
• 17:55
  also
• 17:56
  as
• 17:56
  a
• 17:56
  vendor,
• 17:56
  when,
• 17:57
  especially
• 17:57
  when
• 17:57
  people
• 17:57
  are
• 17:57
  newer
• 17:58
  to
• 17:58
  the
• 17:58
  market,
• 17:58
  sometimes
• 17:59
  they
• 17:59
  feel
• 17:59
  like,
• 17:59
  well,
• 18:00
  no
• 18:00
  one
• 18:00
  will
• 18:00
  ever
• 18:01
  want
• 18:01
  to
• 18:01
  work
• 18:01
  with
• 18:01
  me
• 18:01
  because
• 18:01
  I'm
• 18:02
  new
• 18:02
  and
• 18:02
  they've
• 18:02
  already
• 18:02
  got
• 18:03
  their
• 18:03
  favorite
• 18:03
  people.
• 18:04
  So
• 18:04
  do
• 18:04
  you
• 18:04
  ever
• 18:05
  have
• 18:05
  much
• 18:05
  of
• 18:05
  a
• 18:05
  change
• 18:06
  of
• 18:06
  supplier?
• 18:06
  Do
• 18:06
  you
• 18:06
  have
• 18:07
  vendors
• 18:07
  approaching
• 18:08
  you?
• 18:08
  How
• 18:09
  do
• 18:09
  you
• 18:09
  look
• 18:09
  at
• 18:09
  bringing
• 18:10
  newer
• 18:10
  people
• 18:10
  into
• 18:11
  that
• 18:11
  system?
• 18:11
  Great
• 18:12
  question.
• 18:13
  So
• 18:13
  we
• 18:13
  have,
• 18:14
  I'll
• 18:15
  talk
• 18:15
  about
• 18:15
  our
• 18:15
  vendors
• 18:16
  almost
• 18:17
  in
• 18:17
  two
• 18:17
  categories.
• 18:18
  We
• 18:18
  have
• 18:18
  the
• 18:18
  vendors
• 18:19
  that
• 18:19
  we
• 18:21
  sell,
• 18:21
  I
• 18:21
  would
• 18:21
  say
• 18:22
  that
• 18:22
  our
• 18:22
  salespeople
• 18:23
  are
• 18:23
  selling
• 18:23
  the
• 18:23
  catering,
• 18:24
  the
• 18:24
  cake,
• 18:24
  the
• 18:24
  dj,
• 18:24
  the
• 18:25
  fireworks
• 18:25
  as
• 18:25
  I
• 18:26
  referenced.
• 18:26
  And
• 18:27
  then
• 18:27
  we
• 18:28
  have
• 18:28
  really
• 18:28
  the
• 18:28
  vendors
• 18:29
  that
• 18:29
  are
• 18:29
  just
• 18:30
  preferred
• 18:30
  vendor
• 18:30
  status.
• 18:31
  So
• 18:31
  let's
• 18:32
  say
• 18:32
  in
• 18:32
  package
• 18:32
  vendors
• 18:33
  and
• 18:34
  then
• 18:34
  preferred
• 18:34
  vendors,
• 18:35
  those
• 18:35
  are
• 18:35
  the
• 18:35
  two
• 18:36
  vendor
• 18:36
  categories
• 18:37
  that
• 18:37
  we
• 18:37
  work
• 18:37
  in.
• 18:38
  I
• 18:38
  would
• 18:38
  say
• 18:39
  in
• 18:39
  package
• 18:39
  vendors,
• 18:40
  very
• 18:41
  rarely
• 18:41
  do
• 18:42
  we
• 18:43
  make
• 18:43
  a
• 18:43
  change
• 18:44
  unless
• 18:45
  the
• 18:45
  vendor
• 18:46
  is
• 18:46
  no
• 18:46
  longer
• 18:47
  executing
• 18:48
  to
• 18:48
  our
• 18:49
  expectations
• 18:50
  for
• 18:50
  our
• 18:50
  clients.
• 18:51
  And
• 18:51
  as
• 18:52
  a
• 18:52
  venue,
• 18:53
  I
• 18:53
  have
• 18:54
  absolutely
• 18:54
  fired
• 18:55
  vendors
• 18:55
  in
• 18:55
  the
• 18:56
  past
• 18:56
  for
• 18:56
  not
• 18:57
  meeting
• 18:57
  our
• 18:57
  expectations
• 18:58
  or
• 18:58
  not
• 18:59
  meeting
• 18:59
  my
• 18:59
  clients
• 18:59
  expectations.
• 19:01
  One
• 19:02
  of
• 19:02
  my
• 19:02
  catering
• 19:02
  partners,
• 19:03
  we've
• 19:03
  been
• 19:03
  in
• 19:03
  business
• 19:04
  with
• 19:04
  two
• 19:04
  of
• 19:04
  them
• 19:05
  actually
• 19:05
  the
• 19:05
  entire
• 19:05
  13
• 19:06
  years.
• 19:07
  And
• 19:07
  one
• 19:07
  of
• 19:07
  them
• 19:07
  came
• 19:08
  on
• 19:08
  board
• 19:08
  about
• 19:09
  five
• 19:09
  or
• 19:09
  six
• 19:09
  years
• 19:09
  ago.
• 19:10
  And
• 19:11
  that
• 19:11
  was
• 19:11
  kind
• 19:11
  of
• 19:11
  that
• 19:11
  example
• 19:12
  that
• 19:12
  you
• 19:12
  mentioned.
• 19:13
  You
• 19:13
  know,
• 19:13
  I
• 19:13
  always
• 19:14
  want
• 19:14
  to
• 19:14
  be
• 19:14
  open
• 19:15
  and
• 19:15
  accommodating
• 19:16
  to
• 19:16
  newer
• 19:17
  vendors
• 19:17
  that
• 19:17
  come
• 19:17
  into
• 19:18
  the
• 19:19
  industry.
• 19:19
  And
• 19:20
  so
• 19:20
  this
• 19:20
  one
• 19:20
  vendor,
• 19:21
  I
• 19:21
  mean,
• 19:21
  they
• 19:21
  did
• 19:21
  it
• 19:21
  right.
• 19:22
  They
• 19:22
  were
• 19:22
  recording
• 19:22
  me.
• 19:23
  They
• 19:24
  knew
• 19:24
  that
• 19:24
  we
• 19:24
  had
• 19:25
  a
• 19:25
  set
• 19:25
  list
• 19:25
  already
• 19:26
  and
• 19:26
  they
• 19:27
  were
• 19:27
  just
• 19:27
  kind
• 19:27
  of
• 19:27
  always
• 19:27
  there
• 19:28
  in
• 19:28
  the
• 19:28
  wings.
• 19:29
  They
• 19:29
  kept
• 19:29
  messaging
• 19:30
  me,
• 19:30
  sending
• 19:31
  me
• 19:31
  gifts,
• 19:31
  right.
• 19:32
  Networking
• 19:33
  with
• 19:33
  me
• 19:33
  at
• 19:33
  events.
• 19:34
  And
• 19:34
  in
• 19:34
  that
• 19:34
  moment
• 19:35
  when
• 19:35
  I
• 19:35
  needed
• 19:35
  somebody,
• 19:36
  guess
• 19:36
  who
• 19:36
  is
• 19:36
  at
• 19:37
  the
• 19:37
  top
• 19:37
  of
• 19:37
  the
• 19:37
  list?
• 19:37
  When
• 19:37
  I
• 19:37
  fired
• 19:38
  one
• 19:38
  caterer,
• 19:38
  I
• 19:38
  was
• 19:39
  like,
• 19:39
  I
• 19:39
  need
• 19:39
  a
• 19:39
  new,
• 19:39
  a
• 19:39
  new
• 19:40
  third
• 19:40
  caterer.
• 19:41
  That
• 19:41
  was
• 19:41
  the
• 19:41
  person
• 19:41
  that
• 19:41
  I
• 19:42
  brought
• 19:42
  on.
• 19:43
  And
• 19:43
  so
• 19:43
  I've
• 19:44
  done
• 19:44
  that
• 19:44
  with
• 19:44
  all
• 19:44
  of
• 19:44
  our
• 19:45
  in
• 19:45
  package
• 19:45
  vendors.
• 19:46
  There
• 19:46
  has
• 19:47
  been
• 19:47
  a
• 19:47
  change
• 19:47
  over
• 19:47
  the
• 19:48
  years
• 19:48
  in
• 19:48
  some
• 19:48
  of
• 19:48
  them
• 19:49
  and
• 19:49
  ultimately
• 19:49
  it
• 19:50
  just
• 19:50
  depends
• 19:50
  on
• 19:50
  the
• 19:50
  level
• 19:51
  of
• 19:51
  service
• 19:51
  they're
• 19:51
  offering
• 19:52
  our
• 19:52
  clients.
• 19:53
  Now
• 19:53
  with
• 19:54
  our
• 19:54
  in
• 19:54
  package
• 19:55
  services,
• 19:55
  if
• 19:55
  I
• 19:55
  do
• 19:55
  get
• 19:55
  a
• 19:56
  vendor
• 19:56
  that
• 19:56
  reaches
• 19:56
  out
• 19:57
  wanting
• 19:57
  to
• 19:57
  be
• 19:57
  on
• 19:57
  our
• 19:57
  list,
• 19:58
  we
• 19:58
  send
• 19:59
  them
• 19:59
  a
• 19:59
  vendor
• 19:59
  application
• 20:00
  to
• 20:00
  get
• 20:01
  onto
• 20:01
  our
• 20:01
  list
• 20:02
  and
• 20:02
  then
• 20:02
  we
• 20:02
  talk
• 20:02
  to
• 20:02
  them
• 20:02
  with
• 20:03
  ways
• 20:03
  of
• 20:03
  how
• 20:03
  they
• 20:03
  can
• 20:04
  continue
• 20:04
  to
• 20:04
  foster
• 20:05
  the
• 20:05
  relationship
• 20:07
  that
• 20:07
  would
• 20:07
  be
• 20:08
  with
• 20:08
  the
• 20:08
  in
• 20:08
  package
• 20:08
  vendors.
• 20:09
  With
• 20:09
  the
• 20:09
  preferred
• 20:10
  vendors,
• 20:10
  we're
• 20:11
  always
• 20:11
  looking
• 20:12
  for,
• 20:13
  you
• 20:13
  know,
• 20:14
  the
• 20:14
  newest
• 20:14
  and
• 20:14
  coolest
• 20:15
  thing
• 20:15
  in
• 20:15
  the
• 20:15
  industry
• 20:16
  that
• 20:16
  we
• 20:16
  can
• 20:16
  share
• 20:16
  with
• 20:17
  our
• 20:17
  couples.
• 20:18
  I
• 20:18
  think
• 20:19
  I
• 20:19
  absolutely
• 20:20
  am
• 20:20
  one
• 20:20
  of
• 20:20
  those
• 20:21
  venue
• 20:21
  owners
• 20:21
  that
• 20:21
  has
• 20:22
  that
• 20:22
  mindset
• 20:22
  that
• 20:23
  if
• 20:23
  a
• 20:23
  newer
• 20:23
  business
• 20:24
  reaches
• 20:24
  out
• 20:24
  to
• 20:24
  me,
• 20:24
  I
• 20:24
  want
• 20:25
  to
• 20:25
  give
• 20:25
  them
• 20:25
  at
• 20:25
  least
• 20:25
  the
• 20:25
  opportunity
• 20:26
  to
• 20:26
  get
• 20:26
  to
• 20:26
  know
• 20:26
  me.
• 20:27
  I
• 20:27
  never
• 20:27
  want
• 20:28
  to
• 20:28
  just,
• 20:28
  like,
• 20:28
  slam
• 20:28
  the
• 20:29
  door
• 20:29
  because
• 20:29
  you
• 20:29
  never
• 20:30
  know
• 20:30
  who
• 20:31
  may
• 20:31
  be
• 20:31
  able
• 20:31
  to
• 20:31
  help
• 20:32
  you
• 20:32
  in
• 20:32
  the
• 20:32
  future.
• 20:33
  And.
• 20:34
  And
• 20:35
  the
• 20:35
  truth
• 20:35
  is,
• 20:36
  let's
• 20:36
  use
• 20:36
  photography
• 20:37
  as
• 20:37
  an
• 20:37
  example.
• 20:37
  A
• 20:38
  lot
• 20:38
  of
• 20:38
  my
• 20:38
  preferred
• 20:39
  photographers
• 20:39
  have
• 20:39
  been
• 20:39
  on
• 20:40
  my
• 20:40
  list
• 20:40
  for
• 20:40
  13
• 20:41
  years.
• 20:41
  Well,
• 20:41
  guess
• 20:42
  what
• 20:42
  that
• 20:42
  means.
• 20:43
  As
• 20:43
  they
• 20:43
  have
• 20:44
  grown,
• 20:44
  so
• 20:45
  have
• 20:45
  their
• 20:45
  price
• 20:45
  points.
• 20:46
  Right?
• 20:47
  So
• 20:47
  now
• 20:47
  all
• 20:48
  of
• 20:48
  my
• 20:48
  vendors
• 20:48
  that
• 20:48
  have
• 20:48
  been
• 20:48
  on
• 20:49
  my
• 20:49
  preferred
• 20:49
  vendor
• 20:49
  list,
• 20:49
  specifically
• 20:50
  with
• 20:50
  photography,
• 20:51
  have
• 20:51
  all
• 20:52
  raised
• 20:52
  their
• 20:52
  prices
• 20:53
  to
• 20:53
  where
• 20:53
  I
• 20:53
  can't
• 20:54
  accommodate
• 20:54
  some
• 20:54
  of
• 20:54
  my
• 20:55
  couples
• 20:55
  that
• 20:55
  may
• 20:55
  necessarily
• 20:56
  not
• 20:57
  want
• 20:57
  to
• 20:57
  spend
• 20:58
  as
• 20:58
  much
• 20:59
  money.
• 20:59
  At
• 21:00
  Madera,
• 21:00
  we
• 21:00
  call
• 21:00
  it
• 21:01
  fun
• 21:01
  bucks.
• 21:01
  We
• 21:01
  have
• 21:02
  a
• 21:02
  cool
• 21:02
  term
• 21:02
  for
• 21:02
  a
• 21:03
  budget.
• 21:03
  It's
• 21:03
  like,
• 21:03
  how
• 21:03
  do
• 21:03
  you
• 21:04
  want
• 21:04
  to
• 21:04
  spend
• 21:04
  your
• 21:04
  fun
• 21:04
  bucks?
• 21:05
  Right.
• 21:06
  And
• 21:06
  so
• 21:07
  it
• 21:07
  is
• 21:07
  important
• 21:07
  for
• 21:08
  me
• 21:08
  to
• 21:08
  be
• 21:08
  able
• 21:08
  to
• 21:08
  cater
• 21:09
  to
• 21:09
  my
• 21:09
  clients
• 21:10
  that
• 21:10
  maybe
• 21:10
  don't
• 21:11
  have
• 21:11
  a
• 21:11
  budget
• 21:12
  of
• 21:12
  5
• 21:13
  or
• 21:13
  $6,000
• 21:15
  or
• 21:15
  $8,000
• 21:16
  for
• 21:16
  photography,
• 21:17
  but
• 21:17
  rather
• 21:18
  maybe
• 21:18
  their
• 21:18
  budget
• 21:19
  is
• 21:19
  only
• 21:19
  $2,500,
• 21:21
  $3,000.
• 21:22
  And
• 21:23
  newer
• 21:23
  vendors
• 21:24
  tend
• 21:25
  to
• 21:25
  fall
• 21:25
  into
• 21:27
  that
• 21:27
  category
• 21:28
  as
• 21:28
  they're
• 21:28
  starting
• 21:28
  their
• 21:29
  business.
• 21:29
  So
• 21:29
  I
• 21:29
  think
• 21:30
  it
• 21:30
  is
• 21:30
  important
• 21:30
  to
• 21:30
  be
• 21:31
  able
• 21:31
  to
• 21:31
  find
• 21:31
  that
• 21:32
  balance
• 21:32
  of,
• 21:32
  like,
• 21:32
  your
• 21:33
  old
• 21:33
  guard,
• 21:33
  if
• 21:33
  you
• 21:34
  will,
• 21:34
  of
• 21:34
  the
• 21:34
  vendors
• 21:35
  that
• 21:35
  you
• 21:35
  know
• 21:36
  that
• 21:36
  you
• 21:36
  can
• 21:36
  trust,
• 21:37
  but
• 21:37
  then
• 21:37
  also
• 21:38
  having
• 21:38
  some
• 21:38
  newer
• 21:38
  faces
• 21:39
  that
• 21:39
  come
• 21:39
  in
• 21:39
  that
• 21:40
  you
• 21:40
  know,
• 21:40
  really
• 21:41
  truthfully
• 21:41
  bring
• 21:42
  a
• 21:42
  different
• 21:42
  perspective,
• 21:44
  whether
• 21:44
  it
• 21:44
  is
• 21:44
  photography
• 21:45
  or
• 21:45
  cake.
• 21:46
  Right.
• 21:46
  Or
• 21:46
  DJ
• 21:47
  services.
• 21:48
  But,
• 21:48
  yes,
• 21:49
  absolutely,
• 21:49
  we're
• 21:50
  always
• 21:50
  open
• 21:51
  to
• 21:51
  receiving
• 21:52
  those
• 21:52
  new
• 21:52
  inquiries
• 21:53
  and
• 21:53
  then
• 21:54
  fostering
• 21:54
  relationships
• 21:55
  from
• 21:55
  there.
• 21:56
  I
• 21:56
  think
• 21:56
  there's
• 21:56
  something
• 21:56
  that
• 21:57
  can
• 21:57
  be
• 21:57
  learned
• 21:57
  from
• 21:58
  that
• 21:58
  from
• 21:58
  both
• 21:58
  sides
• 21:59
  as
• 21:59
  well.
• 21:59
  I
• 21:59
  think
• 21:59
  there's
• 21:59
  that
• 22:00
  reminder
• 22:00
  to
• 22:00
  the
• 22:00
  people
• 22:01
  who
• 22:01
  are
• 22:01
  on
• 22:02
  lists
• 22:02
  and
• 22:02
  are
• 22:03
  the
• 22:03
  old
• 22:03
  guard
• 22:04
  not
• 22:04
  to
• 22:04
  get
• 22:04
  lazy
• 22:05
  and
• 22:05
  not
• 22:05
  to
• 22:06
  let
• 22:06
  their
• 22:06
  standards
• 22:07
  slip,
• 22:07
  because
• 22:07
  there
• 22:08
  is
• 22:08
  always
• 22:08
  someone
• 22:08
  else
• 22:09
  that's
• 22:09
  waiting
• 22:09
  in
• 22:09
  the
• 22:09
  wings,
• 22:10
  the
• 22:10
  understudy.
• 22:10
  We'll
• 22:11
  go
• 22:11
  back
• 22:11
  to
• 22:11
  our
• 22:11
  theater
• 22:12
  reference.
• 22:13
  There's
• 22:13
  always
• 22:13
  the
• 22:13
  understudy
• 22:14
  waiting
• 22:14
  when
• 22:14
  you
• 22:14
  break
• 22:15
  your
• 22:15
  leg
• 22:15
  to
• 22:15
  come
• 22:15
  on
• 22:16
  and
• 22:16
  take
• 22:16
  your
• 22:16
  place.
• 22:16
  So
• 22:17
  we
• 22:17
  need
• 22:17
  to
• 22:17
  make
• 22:17
  sure
• 22:18
  that
• 22:18
  we're
• 22:18
  keeping
• 22:18
  our
• 22:18
  standards
• 22:19
  high
• 22:19
  so
• 22:19
  that
• 22:20
  the
• 22:20
  other
• 22:20
  people
• 22:20
  don't
• 22:20
  come
• 22:20
  in.
• 22:21
  And
• 22:21
  I
• 22:21
  think
• 22:22
  it's
• 22:22
  encouraging
• 22:22
  for
• 22:23
  newer
• 22:23
  people
• 22:23
  to
• 22:23
  realize
• 22:24
  there
• 22:24
  are
• 22:24
  those
• 22:24
  gaps.
• 22:24
  There
• 22:24
  are
• 22:25
  those.
• 22:25
  Those
• 22:25
  places
• 22:25
  you
• 22:25
  can
• 22:26
  fill,
• 22:26
  but
• 22:26
  you
• 22:26
  need
• 22:26
  to
• 22:26
  look
• 22:26
  at
• 22:27
  what
• 22:27
  you're
• 22:27
  bringing
• 22:27
  that's
• 22:28
  different.
• 22:28
  And
• 22:29
  also
• 22:29
  being
• 22:29
  willing
• 22:30
  to
• 22:30
  keep
• 22:31
  going
• 22:31
  and
• 22:31
  be
• 22:31
  that
• 22:32
  understudy,
• 22:32
  because
• 22:33
  you
• 22:33
  might
• 22:33
  just
• 22:33
  get
• 22:34
  Your
• 22:34
  moment
• 22:34
  eventually.
• 22:34
  And
• 22:35
  I
• 22:35
  think
• 22:35
  a
• 22:35
  lot
• 22:35
  of
• 22:35
  people
• 22:35
  think,
• 22:36
  oh,
• 22:36
  they
• 22:36
  don't
• 22:36
  want
• 22:37
  me
• 22:37
  today.
• 22:37
  I'll
• 22:37
  just
• 22:38
  give
• 22:38
  up.
• 22:38
  Whereas
• 22:38
  actually,
• 22:39
  as
• 22:39
  you
• 22:39
  mentioned,
• 22:39
  your
• 22:39
  caterer
• 22:40
  story,
• 22:40
  they
• 22:41
  were
• 22:41
  persistent
• 22:41
  and
• 22:42
  they
• 22:42
  stayed
• 22:42
  and
• 22:42
  they
• 22:42
  were
• 22:42
  genuine
• 22:43
  and
• 22:43
  eventually
• 22:44
  it
• 22:44
  paid
• 22:44
  off
• 22:44
  for
• 22:44
  them.
• 22:45
  So,
• 22:45
  yeah,
• 22:45
  so
• 22:45
  much
• 22:46
  to
• 22:46
  learn.
• 22:46
  So
• 22:46
  much
• 22:46
  to
• 22:46
  learn.
• 22:47
  Okay,
• 22:47
  I
• 22:47
  want
• 22:48
  to
• 22:48
  move
• 22:48
  on
• 22:48
  and
• 22:48
  talk
• 22:48
  about
• 22:48
  Wedding
• 22:49
  mba,
• 22:49
  because
• 22:50
  I
• 22:50
  mentioned
• 22:50
  it
• 22:50
  at
• 22:51
  the
• 22:51
  start
• 22:51
  that
• 22:52
  that
• 22:52
  is
• 22:52
  where
• 22:52
  we
• 22:53
  met
• 22:53
  in
• 22:53
  person
• 22:54
  this
• 22:54
  year,
• 22:55
  which
• 22:55
  is
• 22:55
  gone
• 22:55
  2024.
• 22:56
  And
• 22:57
  the
• 22:57
  reason
• 22:57
  I
• 22:57
  wanted
• 22:58
  to
• 22:58
  bring
• 22:58
  you
• 22:58
  on
• 22:58
  the
• 22:58
  podcast,
• 22:58
  Ian,
• 22:59
  was
• 22:59
  because
• 22:59
  when
• 22:59
  I
• 22:59
  was
• 23:00
  at
• 23:00
  Wedding
• 23:00
  MBA
• 23:00
  Day
• 23:01
  1,
• 23:01
  I
• 23:01
  go
• 23:01
  round
• 23:02
  and
• 23:02
  I
• 23:02
  interview
• 23:02
  people
• 23:03
  and
• 23:03
  I
• 23:03
  chat
• 23:03
  people
• 23:04
  for
• 23:04
  my
• 23:04
  own
• 23:04
  podcast
• 23:05
  and
• 23:05
  I
• 23:05
  say,
• 23:05
  you
• 23:06
  know,
• 23:06
  you've
• 23:06
  been
• 23:06
  to
• 23:06
  your
• 23:07
  vendor
• 23:07
  specific
• 23:08
  session.
• 23:08
  So
• 23:08
  I
• 23:08
  was
• 23:08
  going
• 23:08
  around
• 23:09
  interviewing
• 23:09
  people.
• 23:09
  What
• 23:09
  have
• 23:10
  you
• 23:10
  learned
• 23:10
  today?
• 23:10
  What
• 23:10
  were
• 23:11
  the
• 23:11
  highlights
• 23:11
  from
• 23:11
  this
• 23:11
  session?
• 23:12
  And
• 23:12
  I
• 23:12
  am
• 23:12
  not
• 23:13
  joking
• 23:13
  when
• 23:13
  I
• 23:13
  say
• 23:14
  I
• 23:14
  was
• 23:14
  doing
• 23:14
  this
• 23:15
  after
• 23:15
  the
• 23:15
  first
• 23:15
  day
• 23:16
  and
• 23:16
  everyone
• 23:16
  was
• 23:17
  saying
• 23:17
  to
• 23:17
  me,
• 23:17
  I
• 23:17
  went
• 23:17
  to
• 23:18
  Ian
• 23:18
  Ramirez
• 23:18
  session.
• 23:19
  It
• 23:19
  was
• 23:19
  amazing.
• 23:19
  I
• 23:20
  loved
• 23:20
  Ian's
• 23:20
  session.
• 23:21
  Ian's
• 23:21
  session
• 23:21
  from
• 23:21
  the
• 23:22
  venue
• 23:22
  track
• 23:22
  was
• 23:22
  amazing
• 23:23
  to
• 23:23
  the
• 23:23
  point
• 23:23
  where
• 23:23
  I
• 23:24
  actually
• 23:24
  had
• 23:24
  to
• 23:24
  start
• 23:24
  saying,
• 23:25
  can
• 23:25
  you
• 23:25
  say
• 23:25
  something
• 23:25
  different?
• 23:26
  Because
• 23:26
  this
• 23:26
  is
• 23:26
  going
• 23:26
  to
• 23:26
  be
• 23:27
  a
• 23:27
  really
• 23:27
  boring
• 23:27
  podcast
• 23:28
  episode
• 23:28
  if
• 23:29
  everyone
• 23:29
  says
• 23:30
  that
• 23:30
  their
• 23:30
  favorite
• 23:30
  thing
• 23:30
  on
• 23:31
  day
• 23:31
  one
• 23:31
  was
• 23:31
  the
• 23:31
  same
• 23:31
  thing.
• 23:32
  So
• 23:32
  I'm
• 23:32
  like,
• 23:33
  I
• 23:33
  need
• 23:33
  to
• 23:33
  chat
• 23:33
  to
• 23:33
  this
• 23:34
  Ian
• 23:34
  guy
• 23:34
  because
• 23:35
  clearly
• 23:35
  he
• 23:35
  has
• 23:36
  something
• 23:36
  good
• 23:36
  to
• 23:36
  say.
• 23:37
  I
• 23:37
  love
• 23:37
  that
• 23:37
  so
• 23:37
  many
• 23:38
  people
• 23:38
  loved
• 23:38
  your
• 23:39
  session.
• 23:39
  So
• 23:40
  I
• 23:40
  wanted
• 23:40
  to
• 23:40
  get
• 23:40
  you
• 23:40
  on
• 23:40
  the
• 23:41
  podcast
• 23:41
  because
• 23:41
  a
• 23:42
  lot
• 23:42
  of
• 23:42
  my
• 23:42
  listeners
• 23:42
  weren't
• 23:43
  able
• 23:43
  to
• 23:43
  get
• 23:43
  out
• 23:43
  to
• 23:43
  Vegas,
• 23:44
  especially
• 23:44
  if
• 23:44
  they're
• 23:44
  based
• 23:45
  here
• 23:45
  in
• 23:45
  the
• 23:45
  uk.
• 23:46
  And
• 23:46
  there
• 23:46
  was
• 23:46
  clearly
• 23:47
  some
• 23:47
  golden
• 23:47
  nuggets
• 23:48
  in
• 23:48
  your
• 23:48
  talk,
• 23:49
  which
• 23:49
  I
• 23:49
  also
• 23:49
  didn't
• 23:50
  come
• 23:50
  to
• 23:50
  you.
• 23:50
  So
• 23:51
  I'm
• 23:51
  hoping
• 23:51
  you
• 23:51
  can
• 23:52
  not
• 23:52
  share
• 23:52
  them
• 23:52
  all,
• 23:52
  but
• 23:53
  just
• 23:53
  share
• 23:53
  a
• 23:53
  little
• 23:53
  taste
• 23:54
  of
• 23:54
  what
• 23:54
  you
• 23:54
  spoke
• 23:54
  about
• 23:55
  and
• 23:55
  why
• 23:56
  everyone
• 23:56
  loved
• 23:56
  it
• 23:56
  so
• 23:57
  much.
• 23:57
  So
• 23:57
  the
• 23:57
  name
• 23:57
  of
• 23:57
  your
• 23:58
  session,
• 23:58
  I've
• 23:58
  got
• 23:58
  my
• 23:58
  Wedding
• 23:59
  MBA
• 23:59
  program
• 24:00
  right
• 24:00
  here,
• 24:01
  was
• 24:01
  the
• 24:02
  unopened
• 24:03
  house.
• 24:03
  So
• 24:04
  the
• 24:04
  little
• 24:04
  tagline
• 24:05
  that
• 24:05
  was
• 24:05
  put
• 24:06
  together
• 24:06
  says
• 24:06
  it's
• 24:07
  time
• 24:07
  to
• 24:07
  say
• 24:07
  goodbye
• 24:07
  to
• 24:08
  the
• 24:08
  traditional
• 24:08
  open
• 24:09
  house.
• 24:09
  So
• 24:10
  first
• 24:10
  of
• 24:10
  all,
• 24:10
  explain
• 24:11
  to
• 24:11
  me
• 24:11
  in
• 24:12
  terms
• 24:12
  that
• 24:12
  English
• 24:13
  people
• 24:13
  would
• 24:13
  understand,
• 24:14
  what
• 24:14
  is
• 24:14
  an
• 24:14
  open
• 24:15
  house
• 24:15
  to
• 24:15
  start
• 24:15
  with?
• 24:16
  And
• 24:16
  then
• 24:16
  explain
• 24:17
  to
• 24:17
  me
• 24:17
  why
• 24:17
  we
• 24:18
  don't
• 24:18
  want
• 24:18
  it
• 24:18
  anymore.
• 24:18
  Okay,
• 24:19
  so
• 24:19
  an
• 24:20
  open
• 24:20
  house
• 24:21
  essentially
• 24:21
  is
• 24:23
  an
• 24:23
  event
• 24:23
  at
• 24:24
  your
• 24:24
  venue
• 24:25
  that
• 24:25
  you
• 24:25
  would
• 24:26
  host
• 24:26
  to
• 24:26
  attract
• 24:27
  prospective
• 24:28
  couples
• 24:29
  that
• 24:29
  may
• 24:29
  want
• 24:30
  to
• 24:30
  book
• 24:30
  their
• 24:30
  wedding
• 24:31
  at
• 24:31
  your
• 24:31
  venue.
• 24:32
  And
• 24:32
  at
• 24:33
  this
• 24:33
  event,
• 24:33
  it
• 24:34
  is
• 24:34
  very
• 24:34
  common
• 24:35
  for
• 24:36
  the
• 24:36
  venue
• 24:36
  to
• 24:36
  invite
• 24:37
  the
• 24:38
  preferred
• 24:38
  vendors.
• 24:39
  So
• 24:39
  caterers,
• 24:40
  cake
• 24:40
  bakers,
• 24:42
  photographers,
• 24:43
  DJs
• 24:44
  to
• 24:44
  be
• 24:44
  in
• 24:45
  attendance
• 24:45
  at
• 24:45
  this
• 24:46
  open
• 24:46
  house.
• 24:47
  So
• 24:47
  that
• 24:47
  the
• 24:47
  couples
• 24:48
  can
• 24:48
  not
• 24:48
  only
• 24:49
  picture
• 24:50
  their
• 24:50
  wedding
• 24:51
  at
• 24:51
  your
• 24:51
  venue,
• 24:52
  oftentimes
• 24:52
  the
• 24:53
  ceremony
• 24:53
  site
• 24:54
  is
• 24:54
  set
• 24:54
  up
• 24:54
  for
• 24:54
  a
• 24:54
  real
• 24:55
  ceremony.
• 24:55
  The
• 24:56
  reception
• 24:57
  hall
• 24:57
  is
• 24:57
  set
• 24:57
  up
• 24:57
  with
• 24:58
  tables
• 24:58
  and
• 24:58
  chairs
• 24:59
  so
• 24:59
  they
• 24:59
  can
• 24:59
  imagine,
• 25:00
  right,
• 25:00
  what
• 25:01
  their
• 25:01
  wedding
• 25:01
  day
• 25:01
  could
• 25:02
  look
• 25:02
  like,
• 25:02
  but
• 25:02
  they
• 25:03
  also
• 25:03
  have
• 25:03
  the
• 25:03
  opportunity
• 25:04
  to
• 25:04
  meet
• 25:04
  a
• 25:04
  bunch
• 25:04
  of
• 25:05
  vendors.
• 25:06
  And
• 25:07
  so
• 25:08
  you're
• 25:08
  really
• 25:09
  as
• 25:09
  a
• 25:09
  venue,
• 25:10
  we
• 25:10
  have
• 25:10
  two
• 25:10
  audiences
• 25:11
  at
• 25:11
  an
• 25:12
  open
• 25:12
  house.
• 25:13
  When
• 25:13
  we
• 25:13
  were
• 25:13
  doing
• 25:13
  our
• 25:14
  open
• 25:14
  houses
• 25:14
  for
• 25:15
  many
• 25:15
  years,
• 25:15
  as
• 25:16
  many
• 25:16
  venues
• 25:16
  still
• 25:17
  do
• 25:17
  today,
• 25:18
  they
• 25:18
  host
• 25:18
  an
• 25:19
  open
• 25:19
  house
• 25:19
  for
• 25:19
  two
• 25:20
  reasons.
• 25:20
  To
• 25:20
  attract
• 25:21
  prospective
• 25:21
  couples,
• 25:22
  right?
• 25:22
  We're
• 25:22
  getting
• 25:22
  new
• 25:23
  couples
• 25:23
  to
• 25:23
  come
• 25:23
  in
• 25:23
  the
• 25:24
  door.
• 25:24
  And
• 25:24
  then
• 25:24
  we
• 25:24
  also
• 25:25
  have
• 25:25
  the
• 25:25
  audience
• 25:26
  of
• 25:26
  our
• 25:26
  booked
• 25:26
  couples,
• 25:27
  our
• 25:27
  couples
• 25:27
  that
• 25:27
  are
• 25:28
  already.
• 25:28
  Their
• 25:28
  contract
• 25:29
  is
• 25:29
  signed,
• 25:30
  they're
• 25:30
  getting
• 25:30
  married
• 25:31
  at
• 25:31
  my
• 25:31
  venue.
• 25:32
  So
• 25:32
  you
• 25:32
  have
• 25:32
  those
• 25:32
  two
• 25:33
  audiences.
• 25:34
  So
• 25:34
  for
• 25:34
  me,
• 25:35
  and
• 25:35
  selfishly,
• 25:36
  my
• 25:36
  focus
• 25:37
  was
• 25:37
  always
• 25:37
  on
• 25:38
  the
• 25:38
  prospective
• 25:38
  couples.
• 25:39
  We
• 25:39
  our
• 25:40
  intention
• 25:40
  of
• 25:40
  doing
• 25:41
  the
• 25:41
  open
• 25:41
  house
• 25:41
  was
• 25:42
  to
• 25:42
  attract
• 25:43
  potential
• 25:43
  couples
• 25:44
  to
• 25:44
  book
• 25:44
  their
• 25:44
  wedding
• 25:45
  at
• 25:45
  Madera
• 25:46
  Estates.
• 25:46
  Well,
• 25:46
  then
• 25:47
  you're
• 25:47
  like,
• 25:47
  okay,
• 25:48
  that's
• 25:48
  great,
• 25:48
  but
• 25:49
  I'm
• 25:49
  ignoring
• 25:50
  my
• 25:50
  current
• 25:50
  couples.
• 25:52
  And
• 25:53
  so
• 25:53
  my
• 25:53
  intention
• 25:54
  with
• 25:54
  them
• 25:54
  was
• 25:55
  to
• 25:55
  essentially
• 25:56
  squeeze
• 25:56
  the
• 25:56
  lemon,
• 25:56
  if
• 25:57
  you
• 25:57
  will,
• 25:57
  to
• 25:58
  generate
• 25:58
  more
• 25:58
  revenue
• 25:59
  off
• 26:00
  of
• 26:00
  my
• 26:00
  booked
• 26:00
  couples.
• 26:01
  So
• 26:01
  we
• 26:01
  would
• 26:02
  upsell
• 26:02
  them
• 26:02
  on
• 26:02
  additional
• 26:03
  services.
• 26:04
  But
• 26:04
  really
• 26:04
  the
• 26:05
  value
• 26:05
  add
• 26:05
  for
• 26:06
  my
• 26:06
  couples
• 26:06
  that
• 26:06
  are
• 26:07
  already
• 26:07
  booked
• 26:07
  at
• 26:07
  Madera
• 26:08
  is
• 26:08
  they
• 26:08
  have
• 26:08
  the
• 26:08
  benefit
• 26:09
  of
• 26:09
  meeting
• 26:09
  all
• 26:10
  of
• 26:10
  our
• 26:10
  preferred
• 26:10
  vendors
• 26:11
  in
• 26:11
  person.
• 26:12
  And
• 26:12
  a
• 26:12
  lot
• 26:12
  of
• 26:13
  my
• 26:13
  preferred
• 26:13
  vendors
• 26:14
  like
• 26:14
  that
• 26:14
  because
• 26:15
  a
• 26:15
  photographer,
• 26:16
  you
• 26:16
  know,
• 26:17
  we're
• 26:17
  spoiled
• 26:17
  venues
• 26:18
  that
• 26:18
  are
• 26:18
  listening
• 26:18
  today
• 26:19
  on
• 26:19
  the
• 26:19
  podcast,
• 26:20
  we
• 26:20
  are
• 26:20
  spoiled
• 26:21
  because
• 26:21
  we
• 26:21
  are
• 26:21
  one
• 26:22
  of
• 26:22
  the
• 26:22
  only
• 26:22
  vendor
• 26:23
  categories,
• 26:23
  save
• 26:24
  maybe
• 26:24
  for
• 26:24
  catering,
• 26:25
  that
• 26:25
  actually
• 26:26
  get
• 26:26
  to
• 26:26
  meet
• 26:26
  prospective
• 26:27
  couples
• 26:27
  in
• 26:28
  person.
• 26:28
  Photographers,
• 26:29
  even
• 26:30
  DJs
• 26:30
  sometimes
• 26:31
  efficient,
• 26:32
  y'all
• 26:32
  are
• 26:32
  doing
• 26:32
  zoom
• 26:33
  calls,
• 26:33
  I
• 26:33
  imagine.
• 26:34
  I
• 26:34
  don't
• 26:34
  know
• 26:34
  how
• 26:34
  many
• 26:34
  of
• 26:34
  you
• 26:35
  that
• 26:35
  are
• 26:35
  listening
• 26:35
  today
• 26:36
  actually
• 26:36
  do
• 26:36
  appointments
• 26:37
  in
• 26:37
  person.
• 26:38
  But
• 26:38
  we
• 26:38
  are
• 26:38
  spoiled
• 26:39
  as
• 26:39
  venues,
• 26:39
  right,
• 26:39
  because
• 26:39
  we
• 26:40
  get
• 26:40
  the
• 26:40
  bodies.
• 26:41
  We
• 26:41
  get
• 26:41
  that
• 26:41
  belly
• 26:41
  to
• 26:41
  belly
• 26:42
  interaction
• 26:42
  when
• 26:42
  we
• 26:43
  meet
• 26:43
  with
• 26:43
  them.
• 26:44
  And
• 26:45
  so
• 26:45
  my
• 26:45
  preferred
• 26:45
  vendors
• 26:46
  loved
• 26:46
  coming
• 26:46
  to
• 26:46
  the
• 26:47
  open
• 26:47
  house
• 26:47
  because
• 26:47
  they
• 26:47
  could
• 26:48
  meet
• 26:48
  my
• 26:48
  couples
• 26:48
  in
• 26:49
  person.
• 26:49
  So
• 26:50
  it
• 26:50
  was
• 26:50
  really
• 26:50
  another
• 26:51
  sales
• 26:51
  opportunity
• 26:52
  for
• 26:52
  them
• 26:52
  to
• 26:53
  get
• 26:53
  in
• 26:53
  front
• 26:53
  of,
• 26:53
  in
• 26:54
  their
• 26:54
  eyes,
• 26:54
  what
• 26:54
  were
• 26:55
  qualified
• 26:55
  leads.
• 26:57
  And
• 26:57
  so
• 26:57
  that
• 26:57
  was
• 26:57
  really
• 26:58
  the
• 26:58
  essence
• 26:58
  of
• 26:59
  why
• 26:59
  we
• 26:59
  hosted
• 27:00
  the
• 27:00
  open
• 27:00
  house.
• 27:00
  Now
• 27:01
  to
• 27:01
  your
• 27:01
  question
• 27:01
  of
• 27:02
  why
• 27:02
  it's
• 27:02
  time
• 27:02
  to
• 27:03
  say
• 27:03
  goodbye
• 27:03
  to
• 27:04
  the
• 27:04
  traditional
• 27:04
  open
• 27:05
  house.
• 27:06
  I
• 27:06
  think
• 27:07
  I'll
• 27:07
  answer
• 27:07
  this
• 27:07
  in
• 27:08
  a
• 27:08
  couple
• 27:08
  of
• 27:08
  ways.
• 27:09
  I
• 27:09
  think
• 27:09
  first
• 27:09
  of
• 27:10
  all,
• 27:10
  if
• 27:10
  you
• 27:10
  are
• 27:11
  a
• 27:11
  newer
• 27:11
  venue
• 27:11
  listening
• 27:13
  and
• 27:14
  you're
• 27:14
  maybe
• 27:14
  in
• 27:14
  year
• 27:15
  one,
• 27:15
  year
• 27:15
  two,
• 27:15
  even
• 27:16
  year
• 27:16
  three
• 27:16
  of
• 27:16
  business,
• 27:17
  oftentimes
• 27:18
  you
• 27:18
  just
• 27:19
  need
• 27:19
  bodies
• 27:20
  in
• 27:20
  the
• 27:20
  door,
• 27:20
  right?
• 27:21
  You
• 27:21
  just
• 27:21
  want
• 27:21
  people
• 27:22
  to
• 27:22
  come
• 27:22
  see
• 27:22
  the
• 27:22
  venue,
• 27:23
  to
• 27:23
  be
• 27:23
  exposed
• 27:23
  to
• 27:23
  the
• 27:23
  venue
• 27:24
  and
• 27:24
  open
• 27:24
  house
• 27:25
  may
• 27:25
  still
• 27:25
  be
• 27:26
  a
• 27:26
  good
• 27:26
  fit
• 27:26
  for
• 27:26
  you,
• 27:27
  but
• 27:27
  after
• 27:28
  being
• 27:28
  in
• 27:28
  the
• 27:28
  industry
• 27:29
  for
• 27:29
  13
• 27:29
  years,
• 27:30
  a
• 27:31
  couple
• 27:31
  of
• 27:31
  things,
• 27:32
  a
• 27:32
  couple
• 27:32
  of
• 27:32
  patterns
• 27:33
  emerged
• 27:34
  for
• 27:34
  us.
• 27:36
  And
• 27:36
  so
• 27:36
  I'll
• 27:37
  start
• 27:37
  it
• 27:37
  with
• 27:37
  the
• 27:39
  data
• 27:40
  that
• 27:40
  I
• 27:40
  shared
• 27:41
  at
• 27:41
  Wedding
• 27:41
  MBA
• 27:42
  at
• 27:42
  the
• 27:42
  very
• 27:42
  beginning
• 27:43
  of
• 27:43
  my
• 27:43
  presentation.
• 27:44
  For
• 27:44
  those
• 27:45
  of
• 27:45
  you
• 27:45
  that
• 27:46
  didn't
• 27:46
  attend
• 27:46
  Wedding
• 27:46
  mba,
• 27:47
  I'm
• 27:47
  very
• 27:47
  dramatic,
• 27:48
  going
• 27:48
  with
• 27:48
  the
• 27:48
  opera
• 27:48
  vibe.
• 27:49
  I
• 27:49
  started
• 27:49
  my
• 27:49
  whole
• 27:50
  presentation
• 27:51
  with
• 27:51
  a,
• 27:52
  a
• 27:52
  eulogy
• 27:53
  to
• 27:53
  the
• 27:54
  open
• 27:54
  house.
• 27:54
  So
• 27:54
  I
• 27:54
  read
• 27:55
  a
• 27:55
  eulogy
• 27:56
  basically
• 27:57
  saying,
• 27:57
  you
• 27:57
  know,
• 27:57
  it's
• 27:58
  time
• 27:58
  to
• 27:58
  put
• 27:58
  them
• 27:58
  to
• 27:58
  rest.
• 27:59
  And
• 27:59
  I
• 27:59
  started
• 28:00
  the
• 28:00
  presentation
• 28:00
  with
• 28:01
  some
• 28:01
  data.
• 28:01
  We
• 28:02
  noticed
• 28:02
  that
• 28:03
  in
• 28:04
  2023
• 28:06
  we
• 28:06
  had
• 28:07
  booked
• 28:07
  15
• 28:08
  weddings
• 28:08
  in
• 28:09
  the
• 28:09
  month
• 28:09
  of
• 28:09
  January,
• 28:10
  which
• 28:10
  was
• 28:10
  very
• 28:11
  common
• 28:11
  for
• 28:11
  us.
• 28:11
  January's
• 28:12
  engagement
• 28:12
  season,
• 28:13
  you
• 28:13
  know,
• 28:13
  it
• 28:14
  was
• 28:14
  our
• 28:14
  highest
• 28:14
  booking
• 28:14
  month
• 28:15
  and
• 28:15
  we
• 28:15
  hosted
• 28:16
  an
• 28:16
  open
• 28:16
  house
• 28:16
  that
• 28:16
  month.
• 28:17
  2023
• 28:18
  in
• 28:18
  July,
• 28:19
  we
• 28:19
  hosted
• 28:19
  an
• 28:20
  open
• 28:20
  house.
• 28:21
  At
• 28:21
  the
• 28:21
  end
• 28:21
  of
• 28:21
  that
• 28:21
  month,
• 28:22
  we
• 28:22
  had
• 28:22
  booked
• 28:22
  seven
• 28:23
  weddings.
• 28:23
  Historically
• 28:24
  pretty
• 28:25
  average,
• 28:25
  right,
• 28:26
  for
• 28:26
  the
• 28:26
  number
• 28:26
  of
• 28:26
  weddings
• 28:27
  that
• 28:27
  we
• 28:27
  had
• 28:27
  booked
• 28:28
  in
• 28:28
  that
• 28:28
  month.
• 28:29
  But
• 28:29
  we
• 28:29
  realized
• 28:29
  we
• 28:30
  were
• 28:30
  putting
• 28:30
  a
• 28:30
  lot
• 28:30
  of
• 28:30
  effort
• 28:31
  into
• 28:31
  the
• 28:31
  open
• 28:32
  house,
• 28:32
  right.
• 28:32
  Particularly
• 28:33
  for
• 28:33
  these
• 28:34
  prospective
• 28:34
  couples
• 28:35
  to
• 28:35
  get
• 28:35
  them
• 28:35
  there.
• 28:36
  Right.
• 28:36
  And
• 28:36
  we
• 28:37
  found
• 28:37
  that
• 28:38
  a
• 28:38
  lot
• 28:39
  of
• 28:39
  patterns
• 28:39
  were
• 28:40
  coming
• 28:40
  about
• 28:40
  that.
• 28:41
  Our
• 28:41
  couples
• 28:42
  that
• 28:42
  were
• 28:42
  touring
• 28:43
  the
• 28:43
  venue
• 28:44
  earlier
• 28:44
  in
• 28:44
  the
• 28:44
  month,
• 28:45
  let's
• 28:45
  say
• 28:45
  at
• 28:45
  the
• 28:45
  beginning
• 28:46
  of
• 28:46
  January,
• 28:46
  they
• 28:47
  toured
• 28:47
  and
• 28:48
  they
• 28:48
  knew
• 28:48
  we
• 28:48
  were
• 28:48
  hosting
• 28:49
  an
• 28:49
  open
• 28:49
  house
• 28:49
  at
• 28:50
  the
• 28:50
  end
• 28:50
  of
• 28:50
  the
• 28:50
  month.
• 28:50
  Well,
• 28:51
  in
• 28:51
  our
• 28:51
  market,
• 28:51
  it's
• 28:52
  very
• 28:52
  common
• 28:52
  for
• 28:52
  the
• 28:52
  venues
• 28:53
  to
• 28:53
  release
• 28:53
  open
• 28:54
  house
• 28:54
  promotions.
• 28:55
  So
• 28:55
  what
• 28:55
  was
• 28:56
  happening
• 28:56
  is
• 28:56
  if
• 28:56
  a
• 28:56
  couple
• 28:57
  came
• 28:57
  at
• 28:57
  the
• 28:57
  beginning
• 28:57
  of
• 28:57
  January
• 28:58
  and
• 28:58
  they
• 28:58
  knew
• 28:59
  we
• 28:59
  were
• 28:59
  hosting
• 28:59
  an
• 29:00
  open
• 29:00
  house
• 29:00
  at
• 29:00
  the
• 29:00
  end
• 29:00
  of
• 29:00
  the
• 29:01
  month,
• 29:01
  they
• 29:01
  would
• 29:01
  actually
• 29:01
  wait
• 29:02
  to
• 29:02
  come
• 29:02
  to
• 29:03
  the
• 29:03
  open
• 29:03
  house
• 29:03
  and
• 29:04
  take
• 29:04
  advantage
• 29:04
  of
• 29:05
  that
• 29:05
  booking
• 29:05
  promotion.
• 29:06
  So
• 29:06
  in
• 29:06
  essence,
• 29:07
  what
• 29:07
  it's
• 29:07
  doing
• 29:07
  is
• 29:07
  it's
• 29:07
  delaying
• 29:08
  the
• 29:09
  sales
• 29:09
  process.
• 29:09
  It's
• 29:10
  taking
• 29:10
  longer
• 29:10
  for
• 29:11
  them
• 29:11
  to
• 29:11
  book.
• 29:11
  On
• 29:11
  the
• 29:12
  other
• 29:12
  side
• 29:12
  of
• 29:12
  the
• 29:12
  coin,
• 29:13
  we
• 29:13
  would
• 29:13
  host
• 29:13
  an
• 29:13
  open
• 29:14
  house
• 29:14
  with
• 29:14
  the
• 29:15
  hope
• 29:15
  of
• 29:15
  attracting
• 29:16
  new
• 29:16
  leads
• 29:16
  and
• 29:17
  new
• 29:17
  clients
• 29:17
  to
• 29:18
  the
• 29:18
  venue.
• 29:18
  We
• 29:19
  did
• 29:19
  that.
• 29:19
  Our
• 29:19
  open
• 29:19
  houses
• 29:20
  in
• 29:20
  January
• 29:21
  saw
• 29:21
  sometimes
• 29:22
  300,
• 29:22
  400
• 29:23
  people.
• 29:23
  We
• 29:23
  noticed
• 29:24
  that
• 29:24
  the
• 29:24
  couples
• 29:24
  that
• 29:24
  were
• 29:24
  interested
• 29:25
  at
• 29:25
  the
• 29:25
  open
• 29:25
  house,
• 29:26
  there
• 29:26
  was
• 29:26
  so
• 29:27
  much
• 29:27
  going
• 29:27
  on,
• 29:27
  it
• 29:27
  was
• 29:28
  very
• 29:28
  hard
• 29:28
  for
• 29:28
  us
• 29:29
  to
• 29:29
  give
• 29:29
  our
• 29:30
  one
• 29:30
  on
• 29:30
  one
• 29:30
  attention
• 29:30
  to
• 29:31
  that
• 29:31
  many
• 29:31
  people
• 29:32
  that
• 29:32
  so
• 29:32
  many
• 29:32
  of
• 29:32
  the
• 29:33
  couples
• 29:33
  had
• 29:33
  to
• 29:34
  schedule
• 29:34
  a
• 29:34
  follow
• 29:35
  up
• 29:35
  tour
• 29:36
  and
• 29:36
  come
• 29:36
  back
• 29:36
  after
• 29:37
  the
• 29:37
  open
• 29:37
  house
• 29:38
  to
• 29:38
  get
• 29:38
  the
• 29:38
  full
• 29:38
  experience.
• 29:39
  And
• 29:39
  so
• 29:40
  we
• 29:40
  were
• 29:40
  like,
• 29:40
  huh,
• 29:40
  we're
• 29:41
  really
• 29:41
  not
• 29:41
  converting
• 29:42
  that
• 29:42
  many
• 29:42
  people
• 29:42
  at
• 29:43
  the
• 29:43
  open
• 29:43
  house.
• 29:43
  They're
• 29:44
  either
• 29:44
  touring
• 29:44
  earlier
• 29:45
  in
• 29:45
  the
• 29:45
  month
• 29:45
  and
• 29:45
  they're
• 29:46
  coming
• 29:46
  to
• 29:46
  book
• 29:46
  because
• 29:47
  of
• 29:47
  the
• 29:47
  open
• 29:47
  house
• 29:47
  promotion
• 29:48
  or
• 29:48
  they're
• 29:49
  finding
• 29:49
  about
• 29:50
  madera
• 29:50
  they're
• 29:50
  coming
• 29:50
  to
• 29:51
  the
• 29:51
  open
• 29:51
  house,
• 29:51
  and
• 29:52
  then
• 29:52
  they
• 29:52
  need
• 29:52
  to
• 29:52
  come
• 29:53
  back
• 29:53
  out
• 29:53
  for
• 29:53
  a
• 29:53
  tour
• 29:54
  afterwards.
• 29:54
  And
• 29:54
  we
• 29:55
  said,
• 29:55
  well,
• 29:55
  why
• 29:55
  don't
• 29:55
  we
• 29:55
  just
• 29:56
  eliminate
• 29:56
  the
• 29:56
  open
• 29:57
  house?
• 29:57
  Because
• 29:58
  touring
• 29:58
  seems
• 29:59
  like
• 29:59
  the
• 29:59
  golden
• 29:59
  nugget,
• 30:00
  right?
• 30:00
  And
• 30:00
  at
• 30:00
  Madera,
• 30:01
  our
• 30:01
  venue
• 30:02
  tours
• 30:02
  are
• 30:02
  like
• 30:03
  90
• 30:03
  minutes
• 30:03
  to
• 30:03
  two
• 30:04
  hours
• 30:04
  long.
• 30:05
  A
• 30:05
  traditional
• 30:05
  open
• 30:06
  house
• 30:06
  in
• 30:07
  our
• 30:07
  market
• 30:07
  is
• 30:07
  anywhere
• 30:08
  from
• 30:08
  maybe
• 30:09
  three,
• 30:09
  four
• 30:10
  hours.
• 30:10
  So
• 30:11
  for
• 30:11
  me
• 30:11
  to
• 30:11
  give
• 30:11
  my
• 30:12
  100%
• 30:13
  of
• 30:13
  a
• 30:13
  venue
• 30:13
  tour
• 30:14
  to
• 30:14
  a
• 30:14
  couple
• 30:15
  at
• 30:15
  an
• 30:15
  open
• 30:15
  house,
• 30:16
  if
• 30:16
  our
• 30:16
  open
• 30:16
  house
• 30:17
  is
• 30:17
  only
• 30:17
  three
• 30:17
  hours
• 30:18
  long,
• 30:18
  that
• 30:18
  means
• 30:18
  I
• 30:19
  can
• 30:19
  see
• 30:19
  maybe,
• 30:20
  maybe
• 30:21
  as
• 30:21
  one
• 30:21
  person,
• 30:21
  two
• 30:22
  people,
• 30:22
  I
• 30:22
  don't
• 30:23
  have
• 30:23
  enough
• 30:23
  salespeople
• 30:23
  to
• 30:24
  accommodate
• 30:24
  the
• 30:24
  300
• 30:25
  people,
• 30:25
  right,
• 30:25
  that
• 30:26
  were
• 30:26
  coming
• 30:26
  to
• 30:26
  the
• 30:26
  open
• 30:26
  house.
• 30:27
  So
• 30:27
  it's
• 30:27
  actually
• 30:27
  creating
• 30:28
  a
• 30:28
  lot
• 30:28
  of
• 30:28
  friction
• 30:28
  because
• 30:29
  people
• 30:29
  would
• 30:29
  get
• 30:29
  frustrated
• 30:30
  that
• 30:30
  they
• 30:30
  didn't
• 30:30
  get
• 30:30
  the
• 30:31
  answers
• 30:31
  that
• 30:31
  they
• 30:31
  needed
• 30:32
  at
• 30:32
  the
• 30:32
  open
• 30:33
  house.
• 30:33
  Case
• 30:33
  in
• 30:34
  point,
• 30:34
  I'll
• 30:34
  drop
• 30:35
  this
• 30:35
  in
• 30:35
  here
• 30:35
  because
• 30:35
  this
• 30:35
  is
• 30:36
  real
• 30:36
  world
• 30:36
  experience.
• 30:37
  I
• 30:37
  gave
• 30:38
  a
• 30:38
  venue
• 30:38
  tour
• 30:38
  to
• 30:39
  a
• 30:39
  potential
• 30:39
  client
• 30:39
  this
• 30:40
  last
• 30:40
  weekend
• 30:40
  that
• 30:41
  said,
• 30:41
  oh
• 30:41
  yeah,
• 30:42
  you
• 30:42
  know,
• 30:42
  we've
• 30:42
  been
• 30:42
  going
• 30:42
  to
• 30:43
  open
• 30:43
  houses
• 30:43
  in
• 30:43
  the
• 30:44
  market.
• 30:44
  And
• 30:44
  she
• 30:44
  said,
• 30:44
  I
• 30:44
  was
• 30:45
  really
• 30:45
  disappointed
• 30:45
  at
• 30:45
  this
• 30:46
  one
• 30:46
  venue
• 30:46
  that
• 30:46
  I
• 30:46
  follow
• 30:47
  that
• 30:47
  I
• 30:47
  really
• 30:47
  love
• 30:48
  because
• 30:48
  I
• 30:48
  went
• 30:48
  to
• 30:48
  the
• 30:48
  open
• 30:49
  house
• 30:49
  and
• 30:49
  there
• 30:49
  was
• 30:49
  no
• 30:50
  one
• 30:50
  there
• 30:50
  to
• 30:50
  answer
• 30:51
  my
• 30:51
  questions.
• 30:51
  And
• 30:52
  this
• 30:52
  is
• 30:52
  like
• 30:52
  a
• 30:53
  level
• 30:53
  venue
• 30:53
  in
• 30:54
  my
• 30:54
  market.
• 30:54
  And
• 30:54
  I
• 30:54
  was
• 30:55
  like,
• 30:55
  wow,
• 30:55
  I'm
• 30:55
  really
• 30:56
  sorry
• 30:56
  that
• 30:56
  that
• 30:56
  happened
• 30:56
  to
• 30:57
  you.
• 30:57
  And
• 30:58
  we
• 30:58
  just
• 30:59
  realized
• 31:00
  that
• 31:01
  we
• 31:01
  needed
• 31:01
  to
• 31:01
  do
• 31:02
  a
• 31:02
  test
• 31:02
  after
• 31:03
  we
• 31:03
  experienced
• 31:03
  that
• 31:03
  in
• 31:03
  2023.
• 31:04
  So
• 31:04
  2024,
• 31:05
  we
• 31:05
  decided
• 31:06
  we
• 31:06
  weren't
• 31:06
  going
• 31:06
  to
• 31:06
  do
• 31:07
  any
• 31:07
  open
• 31:07
  houses.
• 31:08
  No
• 31:08
  open
• 31:08
  house
• 31:08
  in
• 31:09
  January,
• 31:09
  no
• 31:09
  open
• 31:10
  house
• 31:10
  in
• 31:10
  July.
• 31:11
  And
• 31:11
  guess
• 31:11
  what
• 31:11
  happened?
• 31:12
  The
• 31:12
  month
• 31:12
  of
• 31:12
  January
• 31:13
  2024,
• 31:14
  we
• 31:14
  booked
• 31:14
  15
• 31:15
  weddings,
• 31:15
  the
• 31:15
  same
• 31:16
  number
• 31:16
  of
• 31:16
  weddings
• 31:16
  we
• 31:16
  booked
• 31:16
  the
• 31:16
  year
• 31:17
  before.
• 31:17
  In
• 31:17
  July
• 31:18
  of
• 31:18
  2024,
• 31:19
  we
• 31:19
  booked
• 31:19
  eight
• 31:20
  weddings,
• 31:20
  actually
• 31:21
  one
• 31:21
  wedding
• 31:21
  more
• 31:21
  than
• 31:21
  we
• 31:22
  had
• 31:22
  the
• 31:22
  July
• 31:22
  before.
• 31:23
  So
• 31:23
  we
• 31:23
  found
• 31:24
  that
• 31:24
  the
• 31:24
  open
• 31:24
  house
• 31:25
  really
• 31:25
  wasn't
• 31:26
  moving
• 31:26
  the
• 31:26
  needle
• 31:27
  for
• 31:27
  our
• 31:27
  primary
• 31:28
  goal,
• 31:28
  which
• 31:28
  was
• 31:29
  to
• 31:29
  book
• 31:29
  new
• 31:30
  weddings,
• 31:30
  to
• 31:30
  book
• 31:31
  more
• 31:31
  couples.
• 31:33
  And
• 31:33
  so
• 31:33
  with
• 31:33
  that
• 31:34
  data
• 31:34
  in
• 31:34
  mind,
• 31:35
  you
• 31:35
  know,
• 31:35
  there's
• 31:35
  a
• 31:35
  couple
• 31:35
  of
• 31:35
  things
• 31:36
  that
• 31:36
  I
• 31:36
  shared
• 31:36
  during
• 31:36
  my
• 31:37
  presentation
• 31:37
  of
• 31:37
  why
• 31:38
  I
• 31:38
  think
• 31:38
  that
• 31:38
  is
• 31:38
  the
• 31:39
  case.
• 31:39
  A
• 31:39
  part
• 31:40
  of
• 31:40
  it
• 31:40
  I
• 31:40
  already
• 31:40
  shared.
• 31:41
  But
• 31:42
  a
• 31:42
  lot
• 31:42
  of
• 31:42
  it
• 31:42
  comes
• 31:42
  down
• 31:42
  to
• 31:43
  this
• 31:43
  current
• 31:43
  generation
• 31:43
  Gen
• 31:44
  Z
• 31:44
  and
• 31:45
  the
• 31:45
  model
• 31:46
  of
• 31:46
  the
• 31:46
  open
• 31:46
  house.
• 31:47
  Traditionally,
• 31:47
  the
• 31:48
  vendors
• 31:48
  would
• 31:48
  have
• 31:48
  booths
• 31:49
  almost
• 31:49
  around
• 31:50
  your
• 31:50
  venue,
• 31:50
  kind
• 31:51
  of
• 31:51
  like
• 31:51
  a
• 31:51
  wedding
• 31:51
  show.
• 31:52
  So
• 31:52
  when
• 31:53
  couples
• 31:53
  go
• 31:53
  to
• 31:54
  wedding
• 31:54
  shows
• 31:54
  or
• 31:54
  when
• 31:54
  they
• 31:55
  were
• 31:55
  coming
• 31:55
  to
• 31:55
  our
• 31:55
  open
• 31:55
  house,
• 31:56
  they
• 31:56
  feel
• 31:56
  like
• 31:56
  a
• 31:57
  fish
• 31:57
  in
• 31:57
  a
• 31:57
  barrel,
• 31:58
  right?
• 31:58
  The
• 31:58
  vendors
• 31:58
  are
• 31:58
  going
• 31:59
  up.
• 31:59
  Oh,
• 31:59
  my
• 31:59
  gosh.
• 31:59
  Have
• 31:59
  you
• 31:59
  found
• 32:00
  your
• 32:00
  cake
• 32:00
  yet?
• 32:00
  Have
• 32:01
  you
• 32:01
  found
• 32:01
  your
• 32:01
  photographer
• 32:02
  yet?
• 32:02
  And
• 32:02
  what
• 32:02
  does
• 32:02
  that
• 32:03
  do
• 32:03
  to
• 32:03
  the
• 32:03
  couple?
• 32:03
  It
• 32:03
  puts
• 32:04
  them
• 32:04
  in
• 32:04
  the
• 32:04
  mindset
• 32:05
  of
• 32:05
  saying
• 32:05
  no
• 32:06
  instead
• 32:06
  of
• 32:07
  in
• 32:07
  the
• 32:07
  mindset
• 32:07
  of
• 32:07
  saying
• 32:08
  yes.
• 32:08
  And
• 32:08
  in
• 32:09
  my
• 32:09
  opinion,
• 32:10
  if
• 32:10
  any
• 32:10
  vendors
• 32:11
  are
• 32:11
  listening,
• 32:11
  that
• 32:12
  are
• 32:12
  preferred
• 32:12
  vendors
• 32:13
  at
• 32:13
  Madera
• 32:13
  States.
• 32:14
  I'm
• 32:14
  sorry,
• 32:15
  in
• 32:15
  my
• 32:15
  opinion,
• 32:16
  it's
• 32:16
  all
• 32:16
  about
• 32:16
  me.
• 32:17
  The
• 32:17
  open
• 32:17
  house
• 32:18
  was
• 32:18
  all
• 32:18
  about
• 32:18
  showing
• 32:18
  off
• 32:19
  the
• 32:19
  venue,
• 32:19
  right,
• 32:20
  to
• 32:20
  book
• 32:20
  more
• 32:21
  weddings.
• 32:21
  So
• 32:22
  we
• 32:22
  found
• 32:22
  out
• 32:23
  that
• 32:23
  data
• 32:23
  and
• 32:23
  now
• 32:24
  we're
• 32:24
  a
• 32:24
  team,
• 32:24
  no
• 32:24
  open
• 32:25
  house.
• 32:25
  So
• 32:25
  we
• 32:25
  decide
• 32:25
  it's
• 32:26
  time
• 32:26
  to
• 32:26
  say
• 32:26
  goodbye.
• 32:27
  And
• 32:27
  essentially
• 32:28
  what
• 32:28
  we've
• 32:28
  done
• 32:28
  is
• 32:29
  we
• 32:29
  no
• 32:29
  longer
• 32:29
  offer
• 32:30
  the
• 32:30
  open
• 32:30
  house
• 32:30
  to
• 32:30
  prospective
• 32:31
  couples
• 32:32
  and
• 32:32
  we've
• 32:32
  really
• 32:32
  gone
• 32:33
  all
• 32:33
  in
• 32:33
  on
• 32:34
  the
• 32:34
  one
• 32:34
  on
• 32:35
  one
• 32:35
  experience
• 32:36
  during
• 32:36
  the
• 32:36
  venue
• 32:37
  tour
• 32:37
  and
• 32:37
  really
• 32:38
  elevating
• 32:38
  that.
• 32:38
  And,
• 32:39
  and
• 32:39
  for
• 32:39
  me,
• 32:40
  that
• 32:40
  really
• 32:40
  is
• 32:41
  the
• 32:41
  main
• 32:41
  way
• 32:41
  that
• 32:41
  you
• 32:42
  can
• 32:42
  book
• 32:42
  more
• 32:42
  couples
• 32:43
  is
• 32:43
  by
• 32:44
  taking
• 32:44
  your
• 32:44
  venue
• 32:44
  tour
• 32:45
  to
• 32:45
  the
• 32:45
  next
• 32:45
  level.
• 32:46
  And
• 32:46
  then
• 32:46
  we've
• 32:47
  implemented
• 32:49
  what
• 32:49
  I
• 32:50
  call,
• 32:50
  which
• 32:51
  is
• 32:51
  probably
• 32:51
  the
• 32:51
  closest
• 32:52
  thing
• 32:52
  to
• 32:52
  now,
• 32:52
  we
• 32:53
  still
• 32:53
  do
• 32:53
  an
• 32:53
  open
• 32:53
  house.
• 32:54
  We
• 32:54
  call
• 32:54
  it
• 32:54
  a
• 32:54
  VIP
• 32:55
  experience
• 32:55
  for
• 32:55
  our
• 32:55
  current
• 32:56
  booked
• 32:56
  couples.
• 32:57
  So
• 32:57
  that
• 32:57
  hasn't
• 32:58
  gone
• 32:58
  away,
• 32:58
  but
• 32:59
  now
• 32:59
  we
• 32:59
  really
• 32:59
  have
• 32:59
  a
• 33:00
  separate
• 33:00
  day
• 33:00
  that
• 33:00
  I
• 33:01
  can
• 33:01
  add
• 33:01
  value
• 33:02
  to
• 33:02
  my
• 33:02
  current
• 33:02
  clients
• 33:03
  experience.
• 33:03
  They
• 33:03
  come
• 33:04
  meet
• 33:04
  our
• 33:04
  vendors,
• 33:05
  they
• 33:05
  meet
• 33:05
  our
• 33:05
  wedding
• 33:05
  coordinators,
• 33:06
  they
• 33:06
  meet
• 33:06
  our
• 33:07
  team,
• 33:07
  they
• 33:07
  can
• 33:07
  show
• 33:08
  off
• 33:08
  the
• 33:08
  venue
• 33:08
  to
• 33:08
  family
• 33:09
  and
• 33:09
  friends
• 33:09
  and
• 33:10
  I
• 33:10
  can
• 33:10
  also
• 33:11
  maximize
• 33:11
  my
• 33:12
  revenue
• 33:12
  per
• 33:12
  booking
• 33:13
  on
• 33:13
  my
• 33:13
  booked
• 33:14
  clients.
• 33:15
  So
• 33:15
  yeah,
• 33:16
  that's
• 33:16
  kind
• 33:16
  of
• 33:16
  like
• 33:16
  in
• 33:16
  a
• 33:16
  nutshell
• 33:17
  why
• 33:18
  we
• 33:18
  have
• 33:19
  said
• 33:19
  goodbye
• 33:20
  to
• 33:20
  the
• 33:20
  open
• 33:21
  house.
• 33:22
  And
• 33:23
  yeah,
• 33:23
  there's
• 33:24
  so
• 33:24
  much
• 33:24
  I
• 33:24
  love
• 33:24
  about
• 33:24
  that.
• 33:25
  Okay,
• 33:25
  I'm
• 33:25
  already
• 33:25
  seeing
• 33:26
  why
• 33:26
  people
• 33:26
  are
• 33:26
  saying
• 33:26
  they
• 33:27
  loved
• 33:27
  your
• 33:27
  talk
• 33:27
  at
• 33:27
  wedding
• 33:28
  mva,
• 33:28
  because
• 33:29
  I
• 33:29
  can
• 33:29
  see
• 33:29
  that
• 33:29
  there's
• 33:30
  so
• 33:30
  much
• 33:30
  in
• 33:30
  that
• 33:30
  because
• 33:31
  not
• 33:31
  only
• 33:31
  are
• 33:31
  you
• 33:32
  sharing
• 33:32
  your
• 33:32
  own
• 33:32
  story,
• 33:33
  but
• 33:33
  you're
• 33:33
  sharing
• 33:33
  it
• 33:33
  with
• 33:34
  data
• 33:34
  and
• 33:35
  what
• 33:35
  you've
• 33:35
  looked
• 33:35
  at.
• 33:35
  So
• 33:36
  there's,
• 33:36
  you
• 33:36
  know,
• 33:36
  you
• 33:36
  haven't
• 33:37
  just
• 33:37
  gone,
• 33:37
  no,
• 33:37
  I
• 33:37
  don't
• 33:38
  fancy
• 33:38
  this
• 33:38
  anymore,
• 33:38
  so
• 33:38
  we're
• 33:39
  going
• 33:39
  to
• 33:39
  do
• 33:39
  this.
• 33:39
  You've
• 33:39
  got
• 33:39
  kind
• 33:40
  of
• 33:40
  cold
• 33:40
  hard
• 33:40
  facts
• 33:41
  in
• 33:41
  your
• 33:41
  venue
• 33:41
  about
• 33:42
  while
• 33:42
  that's
• 33:42
  worked.
• 33:42
  And
• 33:43
  also
• 33:43
  you
• 33:43
  can
• 33:43
  see
• 33:43
  how
• 33:43
  it's
• 33:44
  tracking
• 33:44
  against
• 33:45
  today's
• 33:45
  generation.
• 33:46
  I
• 33:46
  talk
• 33:46
  a
• 33:46
  lot
• 33:46
  about
• 33:47
  Gen
• 33:47
  Z
• 33:47
  and
• 33:47
  how
• 33:47
  they
• 33:48
  want
• 33:48
  more
• 33:48
  of
• 33:48
  a
• 33:48
  personalized
• 33:49
  experience
• 33:49
  and
• 33:49
  they
• 33:49
  want
• 33:49
  bespoke
• 33:50
  so
• 33:50
  they
• 33:51
  don't
• 33:51
  want
• 33:51
  to
• 33:51
  be
• 33:51
  shoved
• 33:51
  in
• 33:51
  a
• 33:52
  room
• 33:52
  with
• 33:52
  everyone
• 33:52
  else
• 33:53
  and
• 33:53
  no
• 33:53
  one
• 33:53
  to
• 33:53
  answer
• 33:54
  their
• 33:54
  questions.
• 33:54
  It
• 33:54
  just
• 33:54
  doesn't
• 33:55
  work
• 33:55
  anymore.
• 33:56
  The
• 33:56
  one
• 33:56
  bit
• 33:56
  of
• 33:56
  pushback
• 33:57
  I
• 33:57
  know
• 33:57
  I
• 33:57
  would
• 33:57
  get.
• 33:58
  So
• 33:58
  if
• 33:58
  I
• 33:58
  was
• 33:58
  meeting
• 33:59
  one
• 33:59
  to
• 33:59
  one
• 33:59
  with
• 33:59
  a
• 34:00
  client
• 34:00
  here
• 34:00
  in
• 34:00
  the
• 34:00
  UK
• 34:00
  and
• 34:01
  I
• 34:01
  said
• 34:01
  to
• 34:01
  them,
• 34:01
  look,
• 34:01
  I've
• 34:02
  had
• 34:02
  Ian
• 34:02
  on
• 34:02
  my
• 34:02
  podcast,
• 34:03
  he
• 34:03
  says,
• 34:03
  say
• 34:03
  goodbye
• 34:04
  to
• 34:04
  your,
• 34:04
  your
• 34:04
  venue
• 34:05
  Open
• 34:05
  day,
• 34:05
  say
• 34:05
  goodbye
• 34:05
  to
• 34:05
  your
• 34:06
  open
• 34:06
  houses.
• 34:06
  The
• 34:07
  first
• 34:07
  thing
• 34:07
  I
• 34:07
  know
• 34:07
  they
• 34:07
  would
• 34:08
  say
• 34:08
  to
• 34:08
  me,
• 34:08
  and
• 34:08
  I
• 34:08
  wonder
• 34:08
  if
• 34:08
  people
• 34:09
  have
• 34:09
  said
• 34:09
  this
• 34:09
  to
• 34:09
  you,
• 34:09
  is
• 34:09
  I'm
• 34:10
  just
• 34:10
  worried
• 34:10
  it'll
• 34:10
  be
• 34:10
  more
• 34:11
  time
• 34:11
  intensive
• 34:11
  because
• 34:12
  if
• 34:12
  I
• 34:12
  do
• 34:12
  one
• 34:12
  open
• 34:13
  house,
• 34:13
  all
• 34:13
  the
• 34:13
  people
• 34:13
  come
• 34:13
  at
• 34:14
  once,
• 34:14
  whereas
• 34:14
  if
• 34:14
  I
• 34:14
  do
• 34:15
  individual
• 34:15
  tours,
• 34:16
  it's
• 34:16
  going
• 34:16
  to
• 34:16
  be
• 34:16
  an
• 34:16
  hour
• 34:16
  and
• 34:16
  a
• 34:16
  half
• 34:17
  of
• 34:17
  my
• 34:17
  time
• 34:17
  times
• 34:18
  15,
• 34:18
  20,
• 34:19
  30
• 34:19
  people.
• 34:20
  So
• 34:20
  have
• 34:20
  people
• 34:20
  pushed
• 34:21
  back
• 34:21
  with
• 34:21
  that
• 34:21
  and
• 34:21
  what
• 34:22
  would
• 34:22
  you
• 34:22
  say
• 34:22
  to
• 34:22
  them
• 34:23
  in
• 34:23
  response?
• 34:23
  Absolutely.
• 34:25
  So
• 34:25
  I
• 34:25
  think
• 34:26
  and
• 34:26
  there
• 34:26
  may
• 34:26
  be
• 34:26
  a
• 34:27
  difference
• 34:27
  of
• 34:28
  the
• 34:29
  business
• 34:29
  model
• 34:30
  here
• 34:30
  in
• 34:30
  the
• 34:30
  United
• 34:30
  States
• 34:31
  than
• 34:31
  in
• 34:31
  the
• 34:31
  uk.
• 34:32
  In,
• 34:33
  in
• 34:33
  the
• 34:33
  US
• 34:33
  it
• 34:33
  is
• 34:34
  very
• 34:34
  common
• 34:34
  for
• 34:34
  venues
• 34:35
  to
• 34:35
  do
• 34:35
  those
• 34:35
  one
• 34:35
  on
• 34:36
  one
• 34:36
  appointments.
• 34:37
  And
• 34:37
  I
• 34:37
  will
• 34:37
  say
• 34:38
  it
• 34:38
  is
• 34:38
  very
• 34:39
  much
• 34:39
  driven
• 34:39
  by
• 34:40
  exactly
• 34:40
  what
• 34:40
  you
• 34:40
  said,
• 34:41
  Becca,
• 34:41
  in
• 34:41
  terms
• 34:41
  of
• 34:42
  getting
• 34:42
  those
• 34:42
  personalized
• 34:43
  experiences
• 34:45
  when
• 34:45
  you
• 34:45
  were
• 34:46
  doing
• 34:46
  like
• 34:46
  the
• 34:47
  open
• 34:47
  house
• 34:47
  or
• 34:47
  the
• 34:47
  venue
• 34:48
  open
• 34:48
  day
• 34:48
  where
• 34:48
  couples
• 34:49
  just
• 34:49
  come
• 34:49
  and
• 34:49
  tour
• 34:50
  the
• 34:50
  space.
• 34:50
  I
• 34:51
  think
• 34:51
  ultimately
• 34:51
  you
• 34:52
  are
• 34:52
  actually
• 34:52
  saving
• 34:53
  yourself
• 34:53
  time
• 34:54
  from
• 34:54
  having
• 34:54
  to
• 34:55
  put
• 34:55
  all
• 34:55
  of
• 34:55
  that
• 34:55
  effort
• 34:56
  and
• 34:56
  energy
• 34:56
  into
• 34:57
  one
• 34:57
  event.
• 34:58
  You're
• 34:58
  saving
• 34:58
  marketing
• 34:59
  dollars.
• 34:59
  Think
• 34:59
  of
• 34:59
  as
• 35:00
  a
• 35:00
  venue.
• 35:00
  How,
• 35:01
  how
• 35:01
  much
• 35:01
  time
• 35:01
  am
• 35:02
  I
• 35:02
  investing
• 35:02
  and
• 35:03
  putting
• 35:03
  this
• 35:03
  one
• 35:03
  event
• 35:04
  together
• 35:04
  to
• 35:05
  market
• 35:05
  to
• 35:05
  clients?
• 35:06
  How
• 35:06
  much
• 35:06
  money
• 35:06
  am
• 35:07
  I
• 35:07
  spending
• 35:07
  also
• 35:08
  on
• 35:08
  marketing
• 35:08
  dollars
• 35:09
  to
• 35:09
  get
• 35:09
  them
• 35:09
  there
• 35:10
  for
• 35:10
  one
• 35:10
  day?
• 35:11
  Right.
• 35:11
  A
• 35:11
  couple
• 35:12
  that's
• 35:12
  really
• 35:12
  eager,
• 35:13
  that's
• 35:13
  really
• 35:13
  qualified,
• 35:14
  they
• 35:14
  might
• 35:15
  not,
• 35:15
  they
• 35:15
  may
• 35:15
  not
• 35:15
  be
• 35:15
  available
• 35:16
  for
• 35:16
  that
• 35:16
  one
• 35:16
  day.
• 35:17
  And
• 35:18
  so
• 35:18
  for
• 35:18
  us
• 35:19
  it's
• 35:19
  really
• 35:20
  putting
• 35:20
  it
• 35:20
  back
• 35:20
  in
• 35:21
  the
• 35:21
  client's
• 35:21
  shoes
• 35:22
  and
• 35:22
  their
• 35:22
  benefit
• 35:23
  to
• 35:23
  be
• 35:23
  able
• 35:23
  to
• 35:23
  come
• 35:24
  at
• 35:24
  a
• 35:24
  time
• 35:24
  that's
• 35:24
  more
• 35:25
  beneficial
• 35:25
  to
• 35:25
  them.
• 35:26
  But
• 35:26
  I
• 35:26
  think
• 35:26
  as
• 35:26
  a
• 35:26
  venue
• 35:26
  you
• 35:27
  can
• 35:27
  still
• 35:27
  safeguard
• 35:28
  your
• 35:28
  time.
• 35:28
  And
• 35:28
  I
• 35:28
  think
• 35:29
  that's
• 35:29
  really
• 35:29
  where
• 35:29
  a
• 35:29
  lot
• 35:30
  of
• 35:30
  that
• 35:30
  concern
• 35:31
  may
• 35:31
  come
• 35:31
  from,
• 35:32
  from
• 35:32
  other
• 35:32
  venues.
• 35:33
  Right.
• 35:33
  It's
• 35:33
  like
• 35:33
  one,
• 35:34
  I'm
• 35:34
  wasting
• 35:34
  my
• 35:34
  time
• 35:35
  with
• 35:35
  unqualified
• 35:36
  leads.
• 35:37
  Right.
• 35:37
  Which
• 35:37
  none
• 35:37
  of
• 35:37
  us
• 35:38
  want
• 35:38
  to
• 35:38
  deal
• 35:38
  with
• 35:38
  unqualified
• 35:39
  leads.
• 35:39
  And
• 35:39
  so
• 35:40
  for
• 35:40
  us,
• 35:40
  we've
• 35:41
  done
• 35:41
  a
• 35:41
  really
• 35:41
  good
• 35:41
  job
• 35:42
  of
• 35:43
  qualifying
• 35:43
  our
• 35:44
  leads,
• 35:44
  not
• 35:44
  only
• 35:44
  with
• 35:44
  transparent
• 35:45
  pricing
• 35:45
  on
• 35:45
  our
• 35:46
  website,
• 35:46
  but
• 35:46
  through
• 35:47
  our
• 35:47
  sales
• 35:47
  funnel,
• 35:47
  but
• 35:48
  even
• 35:48
  through
• 35:48
  our
• 35:49
  communication
• 35:50
  with
• 35:50
  them.
• 35:50
  If
• 35:50
  we
• 35:51
  sense
• 35:51
  that
• 35:51
  a
• 35:51
  lead
• 35:51
  is
• 35:52
  not
• 35:52
  a
• 35:52
  good
• 35:52
  fit,
• 35:53
  we're
• 35:53
  going
• 35:53
  to
• 35:53
  tell
• 35:53
  them
• 35:54
  that
• 35:54
  they're
• 35:54
  not
• 35:54
  a
• 35:54
  good
• 35:54
  fit
• 35:54
  and
• 35:54
  they
• 35:55
  shouldn't
• 35:55
  come
• 35:55
  out
• 35:55
  for
• 35:55
  a
• 35:55
  venue
• 35:56
  tour.
• 35:56
  And
• 35:56
  so
• 35:56
  I
• 35:56
  think
• 35:57
  that
• 35:57
  is,
• 35:57
  you
• 35:58
  can
• 35:58
  really
• 35:58
  combat
• 35:59
  that
• 35:59
  perspective
• 36:00
  or
• 36:00
  change
• 36:01
  their
• 36:01
  perspective.
• 36:02
  I
• 36:02
  would
• 36:02
  challenge
• 36:02
  anybody
• 36:03
  that
• 36:03
  has
• 36:03
  that
• 36:04
  feeling,
• 36:04
  okay,
• 36:05
  well
• 36:05
  how
• 36:06
  can
• 36:06
  I
• 36:06
  make
• 36:06
  it
• 36:06
  work
• 36:07
  for
• 36:07
  me?
• 36:07
  How
• 36:07
  can
• 36:07
  I
• 36:08
  still
• 36:08
  maximize
• 36:09
  my
• 36:09
  time
• 36:09
  without
• 36:10
  having
• 36:10
  to
• 36:10
  feel
• 36:10
  like
• 36:10
  I'm
• 36:10
  meeting
• 36:11
  with
• 36:11
  all
• 36:11
  these
• 36:11
  individual
• 36:12
  people?
• 36:12
  So
• 36:13
  that's
• 36:13
  what
• 36:13
  I
• 36:13
  would
• 36:13
  do
• 36:14
  is
• 36:14
  really
• 36:14
  get
• 36:14
  focused
• 36:14
  on
• 36:15
  the
• 36:15
  qualification
• 36:16
  process
• 36:16
  before
• 36:17
  just
• 36:17
  inviting
• 36:18
  anybody
• 36:18
  and
• 36:18
  everybody
• 36:19
  out
• 36:19
  to
• 36:19
  see
• 36:19
  your
• 36:20
  space.
• 36:20
  Yes,
• 36:21
  the
• 36:21
  transparent
• 36:21
  pricing
• 36:22
  as
• 36:22
  well.
• 36:22
  I
• 36:22
  just
• 36:23
  have
• 36:23
  to
• 36:23
  highlight
• 36:23
  that
• 36:23
  because
• 36:23
  it's
• 36:24
  something
• 36:24
  I
• 36:24
  talk
• 36:24
  about
• 36:24
  all
• 36:25
  of
• 36:25
  the
• 36:25
  time
• 36:25
  and
• 36:26
  sometimes
• 36:26
  I
• 36:26
  know
• 36:26
  venues
• 36:27
  don't
• 36:27
  like
• 36:27
  to
• 36:27
  do
• 36:27
  that.
• 36:27
  So
• 36:28
  I'm
• 36:28
  all
• 36:28
  on
• 36:28
  board
• 36:29
  with
• 36:29
  that
• 36:29
  because.
• 36:29
  Because
• 36:29
  I
• 36:29
  do
• 36:30
  think
• 36:30
  it,
• 36:30
  it
• 36:30
  does
• 36:31
  make
• 36:31
  sure
• 36:31
  that
• 36:31
  the
• 36:31
  people
• 36:32
  that
• 36:32
  can't
• 36:32
  afford
• 36:32
  to
• 36:33
  come
• 36:33
  or
• 36:33
  it's
• 36:33
  not
• 36:34
  in
• 36:34
  their
• 36:34
  price
• 36:34
  range,
• 36:35
  don't
• 36:35
  waste
• 36:35
  your
• 36:35
  time
• 36:36
  on
• 36:36
  a
• 36:36
  90
• 36:36
  minute
• 36:37
  tour
• 36:37
  when
• 36:37
  they're
• 36:37
  not
• 36:37
  the
• 36:37
  right
• 36:38
  people.
• 36:38
  So
• 36:38
  I'm
• 36:39
  here
• 36:39
  for
• 36:39
  it.
• 36:39
  Okay.
• 36:39
  You
• 36:40
  said
• 36:40
  that
• 36:40
  you
• 36:40
  got
• 36:40
  rid
• 36:40
  of
• 36:40
  your
• 36:41
  open
• 36:41
  house,
• 36:41
  you're
• 36:41
  doing
• 36:42
  these
• 36:42
  tours,
• 36:42
  but
• 36:42
  you
• 36:43
  also
• 36:43
  said
• 36:43
  something
• 36:43
  interesting
• 36:44
  to
• 36:44
  me,
• 36:44
  which
• 36:44
  was
• 36:45
  that
• 36:45
  you're
• 36:45
  making
• 36:45
  them
• 36:45
  more
• 36:45
  personalized,
• 36:46
  interactive.
• 36:47
  I
• 36:47
  can't
• 36:47
  remember
• 36:47
  exactly
• 36:48
  the
• 36:48
  words
• 36:48
  you
• 36:48
  said.
• 36:49
  So
• 36:49
  what
• 36:49
  makes
• 36:49
  your
• 36:50
  venue
• 36:50
  tour
• 36:51
  different
• 36:51
  to
• 36:52
  the
• 36:52
  standard
• 36:52
  venue
• 36:53
  tour
• 36:53
  that
• 36:53
  I
• 36:53
  might
• 36:53
  go
• 36:54
  on?
• 36:54
  So
• 36:54
  I
• 36:54
  think
• 36:55
  there's
• 36:55
  a
• 36:55
  big
• 36:56
  trap,
• 36:57
  if
• 36:57
  you
• 36:57
  will,
• 36:58
  with
• 36:58
  venue
• 36:58
  tours
• 36:59
  in
• 37:00
  that
• 37:00
  owners,
• 37:01
  venue
• 37:02
  managers,
• 37:02
  sales
• 37:03
  rep,
• 37:03
  show
• 37:04
  the
• 37:04
  venue
• 37:05
  like
• 37:05
  a
• 37:05
  real
• 37:05
  estate
• 37:06
  agent
• 37:06
  would
• 37:07
  show
• 37:07
  a
• 37:07
  home,
• 37:08
  right?
• 37:08
  So
• 37:09
  when
• 37:09
  a
• 37:09
  real
• 37:10
  estate
• 37:10
  agent
• 37:10
  shows
• 37:10
  someone's
• 37:11
  a
• 37:11
  home,
• 37:11
  someone
• 37:12
  a
• 37:12
  home,
• 37:12
  they're
• 37:12
  very
• 37:13
  focused
• 37:13
  on
• 37:13
  the
• 37:14
  amenities,
• 37:15
  right?
• 37:15
  Or
• 37:15
  the
• 37:16
  specs
• 37:16
  of
• 37:17
  the
• 37:17
  house.
• 37:17
  It's
• 37:17
  like,
• 37:17
  oh,
• 37:18
  well,
• 37:18
  this
• 37:18
  is
• 37:18
  a
• 37:18
  two
• 37:19
  bedroom
• 37:19
  house
• 37:19
  and
• 37:19
  here's
• 37:20
  the
• 37:20
  vanity
• 37:21
  bath
• 37:21
  and
• 37:21
  here's
• 37:21
  the
• 37:21
  kitchen,
• 37:22
  right.
• 37:22
  And
• 37:22
  here's
• 37:22
  the
• 37:23
  living
• 37:23
  room.
• 37:23
  It's
• 37:24
  all
• 37:24
  just
• 37:24
  blanket
• 37:25
  statements
• 37:26
  and
• 37:26
  features.
• 37:26
  You're
• 37:27
  not
• 37:27
  getting
• 37:27
  a
• 37:27
  chance
• 37:28
  to
• 37:28
  learn
• 37:28
  about
• 37:28
  the
• 37:29
  client
• 37:29
  that
• 37:29
  is
• 37:29
  standing
• 37:30
  in
• 37:30
  front
• 37:30
  of
• 37:30
  you.
• 37:31
  And
• 37:31
  a
• 37:31
  big
• 37:32
  part
• 37:32
  of
• 37:32
  the
• 37:32
  reason
• 37:32
  why
• 37:33
  our
• 37:33
  tours
• 37:34
  are
• 37:34
  so
• 37:34
  long
• 37:35
  is
• 37:35
  we
• 37:35
  actually
• 37:36
  start
• 37:36
  with
• 37:37
  about
• 37:37
  a
• 37:37
  15
• 37:38
  minutes,
• 37:38
  10,
• 37:38
  15
• 37:39
  minute
• 37:39
  pre
• 37:40
  sit
• 37:40
  down
• 37:40
  meeting
• 37:41
  where
• 37:41
  we
• 37:41
  get
• 37:41
  to
• 37:41
  know
• 37:42
  them,
• 37:42
  we
• 37:42
  warm
• 37:42
  them
• 37:43
  up,
• 37:43
  we
• 37:43
  understand,
• 37:44
  you
• 37:44
  know,
• 37:44
  their
• 37:44
  engagement
• 37:45
  story,
• 37:45
  how
• 37:46
  long
• 37:46
  they've
• 37:46
  been
• 37:46
  together,
• 37:48
  what's
• 37:48
  important
• 37:48
  to
• 37:48
  them.
• 37:49
  Because
• 37:49
  if
• 37:49
  I
• 37:49
  don't
• 37:50
  know
• 37:50
  my
• 37:51
  client
• 37:51
  that's
• 37:51
  sitting
• 37:51
  in
• 37:52
  front
• 37:52
  of
• 37:52
  me
• 37:52
  for
• 37:52
  the
• 37:52
  tour,
• 37:53
  how
• 37:53
  can
• 37:53
  I
• 37:53
  even
• 37:53
  try
• 37:53
  to
• 37:54
  sell
• 37:54
  them
• 37:54
  something?
• 37:55
  And
• 37:55
  the
• 37:55
  truth
• 37:55
  is,
• 37:56
  right,
• 37:56
  you
• 37:56
  want
• 37:56
  to
• 37:56
  be
• 37:56
  almost
• 37:57
  like
• 37:57
  the,
• 37:58
  like
• 37:58
  a
• 37:58
  boxer,
• 37:59
  right?
• 37:59
  Anytime
• 38:00
  that
• 38:00
  a
• 38:00
  client
• 38:00
  throws
• 38:01
  a
• 38:01
  job
• 38:01
  one
• 38:01
  way,
• 38:01
  you
• 38:02
  kind
• 38:02
  of
• 38:02
  have
• 38:02
  to
• 38:02
  bob
• 38:02
  and
• 38:02
  weave.
• 38:03
  So
• 38:03
  I
• 38:03
  talk
• 38:03
  about
• 38:03
  the
• 38:03
  venue
• 38:04
  tour
• 38:04
  almost
• 38:04
  as
• 38:05
  like
• 38:05
  being
• 38:05
  on
• 38:05
  your
• 38:05
  feet,
• 38:06
  bobbing
• 38:06
  and
• 38:06
  weaving.
• 38:07
  So
• 38:07
  if
• 38:07
  they
• 38:07
  start
• 38:07
  to
• 38:07
  go
• 38:08
  one
• 38:08
  direction
• 38:08
  with
• 38:09
  their
• 38:09
  vibe
• 38:09
  for
• 38:09
  the
• 38:09
  wedding,
• 38:10
  I'm
• 38:10
  picking
• 38:10
  up
• 38:11
  on
• 38:11
  that
• 38:11
  and
• 38:11
  I'm
• 38:12
  jumping
• 38:12
  on
• 38:12
  their
• 38:12
  bandwagon.
• 38:13
  Maybe
• 38:14
  a
• 38:14
  better
• 38:14
  analogy
• 38:15
  might
• 38:15
  be
• 38:16
  a
• 38:16
  chameleon,
• 38:16
  right?
• 38:17
  We
• 38:17
  can
• 38:17
  kind
• 38:17
  of
• 38:17
  like
• 38:17
  shape
• 38:18
  shift
• 38:18
  and
• 38:18
  change
• 38:19
  our
• 38:19
  colors
• 38:19
  to
• 38:20
  adapt
• 38:20
  to
• 38:20
  the
• 38:21
  client
• 38:21
  that's
• 38:21
  in
• 38:21
  front
• 38:21
  of
• 38:22
  us.
• 38:22
  And
• 38:23
  so
• 38:23
  there's
• 38:23
  there's
• 38:24
  really
• 38:24
  these
• 38:24
  two
• 38:25
  concepts
• 38:25
  when
• 38:25
  it
• 38:26
  comes
• 38:26
  to
• 38:26
  the
• 38:26
  venue
• 38:26
  tour.
• 38:27
  It's
• 38:27
  either,
• 38:28
  you
• 38:28
  know,
• 38:29
  they
• 38:29
  arrive
• 38:29
  and
• 38:30
  you
• 38:30
  go,
• 38:31
  right,
• 38:31
  they
• 38:31
  get
• 38:31
  to
• 38:31
  the
• 38:31
  venue
• 38:32
  and
• 38:32
  you
• 38:32
  start
• 38:32
  touring,
• 38:33
  or
• 38:33
  you
• 38:33
  sit
• 38:33
  down
• 38:34
  and
• 38:34
  you
• 38:34
  get
• 38:34
  to
• 38:34
  know
• 38:34
  them
• 38:35
  just
• 38:35
  a
• 38:35
  little
• 38:35
  bit
• 38:35
  first.
• 38:36
  And
• 38:36
  I'm,
• 38:36
  I'm
• 38:36
  more
• 38:36
  of
• 38:37
  the
• 38:37
  mindset
• 38:37
  of
• 38:37
  doing
• 38:37
  the
• 38:38
  latter.
• 38:39
  But
• 38:39
  my
• 38:39
  experience
• 38:40
  is
• 38:40
  very
• 38:41
  personal.
• 38:41
  It's
• 38:41
  very
• 38:42
  individualized.
• 38:43
  We
• 38:43
  get
• 38:43
  to
• 38:43
  know
• 38:43
  the
• 38:43
  couple
• 38:44
  on
• 38:44
  the
• 38:45
  tour.
• 38:45
  We're
• 38:45
  not
• 38:46
  just
• 38:46
  pointing
• 38:46
  out
• 38:46
  spaces
• 38:47
  and
• 38:47
  amenities.
• 38:48
  I
• 38:49
  continue
• 38:49
  to
• 38:49
  ask
• 38:49
  them
• 38:49
  questions
• 38:50
  and
• 38:50
  get
• 38:50
  to
• 38:50
  know
• 38:51
  them
• 38:51
  and
• 38:51
  I
• 38:52
  paint
• 38:52
  the
• 38:52
  picture
• 38:52
  of
• 38:53
  their
• 38:53
  wedding
• 38:53
  day.
• 38:54
  I
• 38:54
  actually
• 38:54
  make
• 38:55
  it
• 38:55
  interactive.
• 38:56
  And
• 38:56
  so
• 38:56
  you
• 38:56
  mentioned
• 38:57
  one
• 38:57
  of
• 38:57
  those
• 38:57
  ways
• 38:58
  you
• 38:59
  asked,
• 38:59
  how
• 38:59
  do
• 38:59
  I
• 38:59
  make
• 38:59
  it
• 39:00
  interactive
• 39:01
  when
• 39:01
  I
• 39:01
  get
• 39:01
  to
• 39:01
  the
• 39:01
  ceremony
• 39:02
  site,
• 39:02
  instead
• 39:02
  of
• 39:02
  just
• 39:03
  like
• 39:03
  walking
• 39:03
  down
• 39:03
  to
• 39:04
  the
• 39:04
  ceremony
• 39:04
  site
• 39:04
  and
• 39:05
  saying,
• 39:05
  well,
• 39:05
  here
• 39:05
  it
• 39:06
  is,
• 39:06
  this
• 39:06
  is
• 39:06
  where
• 39:06
  you
• 39:07
  get
• 39:07
  married.
• 39:07
  No,
• 39:08
  what
• 39:08
  I
• 39:08
  do
• 39:08
  is
• 39:08
  if
• 39:08
  I
• 39:08
  have
• 39:09
  a
• 39:09
  couple
• 39:09
  that's
• 39:09
  in
• 39:09
  front
• 39:10
  of
• 39:10
  me,
• 39:10
  I
• 39:10
  may
• 39:10
  have
• 39:10
  one
• 39:11
  of
• 39:11
  them
• 39:11
  practice
• 39:11
  walking
• 39:12
  down
• 39:12
  the
• 39:12
  aisle
• 39:12
  first
• 39:13
  and
• 39:13
  then
• 39:13
  I'll
• 39:14
  have
• 39:14
  the
• 39:14
  other
• 39:14
  one
• 39:14
  hang
• 39:14
  back
• 39:15
  and
• 39:15
  watch
• 39:15
  with
• 39:15
  me
• 39:15
  and
• 39:16
  say,
• 39:16
  oh,
• 39:16
  this
• 39:16
  is,
• 39:17
  this
• 39:17
  is
• 39:17
  what
• 39:17
  you
• 39:17
  would
• 39:17
  see
• 39:17
  on
• 39:18
  wedding
• 39:18
  day.
• 39:18
  Your
• 39:18
  partner's
• 39:19
  gonna
• 39:19
  walk
• 39:19
  down
• 39:19
  the
• 39:20
  aisle.
• 39:20
  So
• 39:20
  then
• 39:20
  they
• 39:21
  get
• 39:21
  put
• 39:21
  into
• 39:21
  that
• 39:22
  emotional
• 39:22
  experience
• 39:23
  of
• 39:23
  the
• 39:23
  wedding
• 39:24
  day.
• 39:24
  And
• 39:24
  it's
• 39:25
  something
• 39:25
  that
• 39:25
  I
• 39:25
  like
• 39:25
  to
• 39:26
  call
• 39:26
  I
• 39:27
  geek
• 39:27
  out
• 39:27
  on
• 39:27
  reading.
• 39:28
  I
• 39:28
  read
• 39:28
  a
• 39:28
  lot
• 39:28
  of
• 39:28
  books.
• 39:29
  It's
• 39:29
  called
• 39:29
  the
• 39:29
  co
• 39:29
  creative
• 39:30
  process.
• 39:30
  So
• 39:31
  when
• 39:31
  you're
• 39:31
  doing
• 39:31
  that
• 39:32
  right,
• 39:32
  they're
• 39:32
  actually
• 39:33
  starting
• 39:33
  to
• 39:33
  participate.
• 39:34
  They're
• 39:34
  building
• 39:34
  the
• 39:35
  own,
• 39:35
  their
• 39:35
  own
• 39:36
  story
• 39:36
  in
• 39:36
  their
• 39:36
  own
• 39:37
  mind.
• 39:38
  And
• 39:38
  so
• 39:38
  that's
• 39:39
  how
• 39:39
  I
• 39:39
  engage
• 39:39
  them.
• 39:39
  If,
• 39:40
  if
• 39:40
  I'm
• 39:40
  in
• 39:40
  the
• 39:40
  champagne
• 39:41
  suite,
• 39:41
  for
• 39:41
  example,
• 39:43
  at
• 39:43
  Madera,
• 39:43
  we
• 39:44
  have
• 39:44
  a
• 39:44
  champagne
• 39:44
  su.
• 39:45
  We
• 39:45
  have
• 39:45
  two
• 39:45
  on
• 39:45
  site
• 39:45
  suites
• 39:46
  where
• 39:46
  couples
• 39:46
  get
• 39:46
  ready.
• 39:47
  If
• 39:47
  I
• 39:47
  have,
• 39:47
  let's
• 39:48
  say
• 39:48
  a
• 39:48
  bride
• 39:49
  and
• 39:49
  her
• 39:49
  mom
• 39:49
  is
• 39:50
  there
• 39:50
  with
• 39:50
  me
• 39:50
  on
• 39:50
  the
• 39:50
  tour,
• 39:51
  I
• 39:51
  may
• 39:52
  bring
• 39:52
  out
• 39:52
  a
• 39:52
  practice
• 39:53
  veil
• 39:53
  and
• 39:53
  tell
• 39:53
  the
• 39:54
  mom,
• 39:54
  this
• 39:54
  is
• 39:54
  where
• 39:54
  you're
• 39:54
  going
• 39:54
  to
• 39:54
  put
• 39:55
  the
• 39:55
  veil
• 39:55
  on
• 39:55
  your
• 39:56
  bride
• 39:56
  on
• 39:56
  wedding
• 39:56
  day.
• 39:57
  This
• 39:57
  is
• 39:57
  where
• 39:57
  you're
• 39:57
  going
• 39:57
  to
• 39:58
  help
• 39:58
  her
• 39:58
  button
• 39:58
  up
• 39:58
  her
• 39:59
  dress
• 39:59
  and
• 39:59
  actually
• 40:00
  have
• 40:00
  them
• 40:00
  stand
• 40:01
  where
• 40:01
  they
• 40:01
  would
• 40:01
  be
• 40:01
  on
• 40:02
  wedding
• 40:02
  day.
• 40:02
  And
• 40:03
  so
• 40:03
  it's
• 40:03
  involving
• 40:04
  them
• 40:05
  more
• 40:05
  as
• 40:05
  an
• 40:06
  active
• 40:06
  participant.
• 40:07
  I
• 40:07
  like
• 40:08
  to
• 40:08
  say
• 40:08
  that
• 40:08
  we
• 40:08
  want
• 40:08
  to
• 40:09
  move
• 40:09
  them
• 40:09
  from
• 40:09
  an
• 40:09
  observer
• 40:10
  role,
• 40:10
  right
• 40:11
  where
• 40:11
  I'm
• 40:11
  just
• 40:11
  like,
• 40:11
  like
• 40:12
  looking
• 40:12
  around
• 40:12
  the
• 40:12
  house.
• 40:13
  I'm
• 40:13
  looking
• 40:13
  at
• 40:13
  the
• 40:13
  bedroom,
• 40:14
  number
• 40:14
  one.
• 40:15
  Number
• 40:15
  two,
• 40:15
  I'm
• 40:16
  looking
• 40:16
  at
• 40:16
  the
• 40:16
  venue
• 40:17
  to
• 40:17
  an
• 40:17
  active
• 40:18
  participant.
• 40:18
  So
• 40:18
  how
• 40:18
  can
• 40:19
  you
• 40:19
  twist
• 40:19
  it
• 40:19
  to
• 40:20
  where
• 40:20
  they're
• 40:20
  actually
• 40:20
  involved
• 40:21
  in
• 40:22
  the
• 40:22
  process
• 40:22
  of
• 40:23
  touring
• 40:23
  the
• 40:23
  venue?
• 40:24
  So
• 40:24
  good.
• 40:24
  So,
• 40:25
  so
• 40:25
  helpful.
• 40:26
  I
• 40:26
  think
• 40:26
  people
• 40:27
  just
• 40:27
  need
• 40:27
  to
• 40:27
  think
• 40:28
  differently
• 40:28
  and
• 40:28
  realize
• 40:29
  that
• 40:29
  couples
• 40:29
  want
• 40:29
  this.
• 40:30
  Like,
• 40:30
  they're
• 40:30
  so
• 40:31
  excited
• 40:31
  about
• 40:31
  the
• 40:31
  experience
• 40:32
  of
• 40:32
  their
• 40:32
  day.
• 40:32
  I
• 40:33
  quite
• 40:33
  often
• 40:33
  say
• 40:33
  to
• 40:33
  my
• 40:34
  hotel
• 40:34
  venues
• 40:34
  or
• 40:35
  venues
• 40:35
  I
• 40:35
  work
• 40:35
  with,
• 40:36
  right?
• 40:36
  Imagine
• 40:36
  when
• 40:36
  your
• 40:37
  couple
• 40:37
  turn
• 40:37
  up
• 40:37
  for
• 40:37
  the
• 40:38
  venue
• 40:38
  tour
• 40:38
  and
• 40:39
  they
• 40:39
  just
• 40:39
  wander
• 40:39
  in,
• 40:39
  they
• 40:40
  don't
• 40:40
  know
• 40:40
  where
• 40:40
  to
• 40:40
  park,
• 40:40
  and
• 40:41
  then
• 40:41
  they
• 40:41
  go
• 40:41
  find
• 40:41
  the
• 40:41
  reception,
• 40:42
  and
• 40:42
  then
• 40:42
  someone's
• 40:43
  grumpy
• 40:43
  with
• 40:43
  them,
• 40:43
  and
• 40:43
  then
• 40:43
  they're
• 40:44
  waiting
• 40:44
  around
• 40:44
  for
• 40:45
  you.
• 40:45
  I
• 40:45
  said,
• 40:45
  you're
• 40:45
  trying
• 40:46
  to
• 40:46
  sell
• 40:46
  them
• 40:46
  the
• 40:46
  wedding
• 40:46
  day.
• 40:47
  Now.
• 40:47
  On
• 40:47
  the
• 40:47
  wedding
• 40:47
  day,
• 40:48
  I
• 40:48
  guarantee
• 40:49
  you're
• 40:49
  gonna
• 40:49
  greet
• 40:50
  them
• 40:50
  like
• 40:50
  they're
• 40:50
  the
• 40:51
  King
• 40:51
  and
• 40:51
  Queen
• 40:51
  of
• 40:52
  England
• 40:52
  with
• 40:53
  their
• 40:53
  Prosecco.
• 40:53
  I'm
• 40:53
  like,
• 40:54
  how
• 40:54
  are
• 40:54
  you
• 40:54
  selling
• 40:54
  that
• 40:55
  when
• 40:55
  you're
• 40:55
  not
• 40:56
  giving
• 40:56
  them
• 40:56
  an
• 40:56
  experience
• 40:57
  that's
• 40:57
  anywhere
• 40:58
  close
• 40:58
  to
• 40:59
  that?
• 40:59
  And
• 40:59
  I
• 40:59
  think
• 40:59
  people
• 41:00
  are
• 41:00
  like,
• 41:00
  oh,
• 41:00
  yeah.
• 41:01
  Like,
• 41:01
  it's
• 41:01
  the
• 41:02
  simple
• 41:02
  things
• 41:03
  where
• 41:03
  it's
• 41:03
  like,
• 41:03
  how
• 41:03
  can
• 41:04
  we
• 41:04
  make
• 41:04
  these
• 41:04
  people.
• 41:04
  People
• 41:05
  feel
• 41:05
  as
• 41:05
  special
• 41:06
  as
• 41:06
  they
• 41:06
  will
• 41:06
  on
• 41:06
  their
• 41:06
  wedding
• 41:07
  day?
• 41:07
  I
• 41:07
  think
• 41:07
  you've
• 41:08
  got
• 41:08
  some
• 41:08
  great,
• 41:08
  great
• 41:08
  ideas
• 41:09
  in
• 41:09
  there.
• 41:09
  Yeah.
• 41:09
  And
• 41:10
  it's
• 41:10
  really
• 41:10
  about
• 41:10
  finding
• 41:11
  the
• 41:11
  actions.
• 41:12
  You
• 41:13
  know,
• 41:13
  I
• 41:13
  think
• 41:13
  about
• 41:13
  what
• 41:14
  we
• 41:14
  do
• 41:14
  as
• 41:14
  a.
• 41:14
  As
• 41:15
  a
• 41:15
  business
• 41:15
  in
• 41:16
  a
• 41:16
  quadrant,
• 41:17
  right.
• 41:17
  We
• 41:18
  have
• 41:18
  actions
• 41:19
  or
• 41:19
  opportunities
• 41:20
  that
• 41:20
  land
• 41:20
  in
• 41:20
  this
• 41:20
  quadrant.
• 41:21
  And
• 41:21
  I
• 41:21
  always
• 41:21
  want
• 41:22
  to
• 41:22
  find
• 41:23
  the.
• 41:23
  The
• 41:24
  actions
• 41:24
  or
• 41:24
  value
• 41:25
  add
• 41:25
  that's
• 41:25
  going
• 41:26
  to
• 41:26
  fall
• 41:26
  in
• 41:26
  low
• 41:26
  effort,
• 41:27
  but
• 41:27
  yield
• 41:27
  the
• 41:27
  highest
• 41:28
  result.
• 41:28
  Something
• 41:29
  as
• 41:29
  shifting
• 41:30
  the
• 41:30
  way
• 41:30
  that
• 41:30
  you
• 41:30
  show
• 41:31
  the
• 41:31
  venue
• 41:31
  is
• 41:32
  low
• 41:32
  effort,
• 41:33
  high
• 41:33
  result,
• 41:33
  Right.
• 41:34
  Having
• 41:35
  the
• 41:35
  sample,
• 41:36
  you
• 41:36
  know,
• 41:37
  veil
• 41:37
  hidden
• 41:38
  in
• 41:38
  one
• 41:38
  of
• 41:38
  your
• 41:38
  suites.
• 41:39
  Low
• 41:39
  effort,
• 41:40
  high
• 41:40
  result,
• 41:41
  right.
• 41:41
  It's
• 41:41
  nothing
• 41:41
  groundbreaking.
• 41:42
  And
• 41:42
  so
• 41:43
  I
• 41:43
  challenge
• 41:43
  anybody
• 41:44
  that's
• 41:44
  listening
• 41:44
  that
• 41:44
  is
• 41:44
  a
• 41:44
  venue
• 41:45
  to
• 41:45
  really
• 41:45
  think
• 41:46
  about,
• 41:46
  what
• 41:46
  are
• 41:46
  these
• 41:46
  little
• 41:47
  changes
• 41:47
  that
• 41:47
  I
• 41:47
  can
• 41:48
  make
• 41:48
  to
• 41:48
  add
• 41:48
  to
• 41:48
  the
• 41:48
  experience?
• 41:49
  Is
• 41:49
  it
• 41:50
  something
• 41:50
  as
• 41:50
  simple
• 41:50
  as
• 41:51
  let's
• 41:51
  sit
• 41:51
  down
• 41:51
  and
• 41:51
  chat
• 41:52
  for
• 41:52
  10
• 41:52
  minutes?
• 41:52
  That's
• 41:53
  nothing
• 41:53
  groundbreaking,
• 41:54
  but
• 41:54
  it's
• 41:54
  going
• 41:54
  to
• 41:54
  give
• 41:54
  you
• 41:55
  a
• 41:55
  big
• 41:55
  result.
• 41:57
  Even,
• 41:57
  like
• 41:57
  you
• 41:57
  said,
• 41:58
  the
• 41:58
  Prosecco,
• 41:58
  like,
• 41:58
  like,
• 41:59
  hey,
• 41:59
  let's
• 41:59
  kick
• 41:59
  things
• 42:00
  off
• 42:00
  right
• 42:00
  at
• 42:00
  the
• 42:00
  beginning
• 42:01
  with
• 42:01
  a
• 42:01
  little
• 42:01
  bit
• 42:02
  of
• 42:02
  celebratory
• 42:02
  toast.
• 42:03
  At
• 42:03
  Madera,
• 42:04
  we
• 42:04
  host
• 42:04
  Sangria,
• 42:05
  so
• 42:05
  we
• 42:05
  do
• 42:06
  Sangria
• 42:06
  Saturdays
• 42:07
  for
• 42:07
  our
• 42:07
  tours.
• 42:08
  And
• 42:08
  again,
• 42:08
  it's
• 42:08
  coming
• 42:08
  down
• 42:09
  to
• 42:09
  what
• 42:09
  this
• 42:09
  current
• 42:09
  generation
• 42:10
  wants.
• 42:10
  They
• 42:10
  want
• 42:11
  an
• 42:11
  experience,
• 42:11
  right.
• 42:12
  We
• 42:12
  want
• 42:12
  to
• 42:12
  tap
• 42:12
  into
• 42:13
  their
• 42:13
  emotions.
• 42:13
  We
• 42:13
  want
• 42:13
  to
• 42:13
  tap
• 42:14
  into
• 42:14
  their
• 42:14
  senses.
• 42:15
  Even
• 42:15
  more
• 42:16
  importantly,
• 42:16
  love
• 42:17
  it.
• 42:17
  So
• 42:17
  many
• 42:17
  great
• 42:17
  ideas.
• 42:18
  I
• 42:18
  know
• 42:18
  people
• 42:18
  listening
• 42:19
  are
• 42:19
  going
• 42:19
  to
• 42:19
  be
• 42:19
  having
• 42:19
  sparks
• 42:20
  flying
• 42:21
  and
• 42:21
  different
• 42:21
  things
• 42:21
  they're
• 42:21
  thinking
• 42:22
  about.
• 42:22
  Now,
• 42:22
  you
• 42:23
  mentioned
• 42:23
  at
• 42:23
  the
• 42:23
  beginning
• 42:23
  that
• 42:23
  you
• 42:24
  also
• 42:24
  have
• 42:24
  another
• 42:25
  business
• 42:25
  venture
• 42:26
  on
• 42:26
  the
• 42:26
  go
• 42:26
  now.
• 42:27
  So
• 42:27
  you
• 42:27
  obviously
• 42:27
  have
• 42:28
  your
• 42:28
  work
• 42:28
  with
• 42:28
  the
• 42:28
  venue.
• 42:29
  You
• 42:29
  have,
• 42:29
  you're
• 42:29
  speaking,
• 42:30
  but
• 42:30
  I
• 42:30
  believe
• 42:31
  you're
• 42:31
  now
• 42:31
  working
• 42:31
  with
• 42:32
  other
• 42:32
  venue
• 42:32
  owners
• 42:32
  as
• 42:32
  well.
• 42:33
  So
• 42:33
  just
• 42:33
  tell
• 42:33
  me
• 42:33
  a
• 42:33
  bit
• 42:33
  more
• 42:34
  about
• 42:34
  that
• 42:34
  and
• 42:34
  what
• 42:35
  that
• 42:35
  involves.
• 42:35
  Yeah,
• 42:36
  so
• 42:36
  we
• 42:37
  started
• 42:37
  the
• 42:38
  Venue
• 42:38
  help
• 42:38
  desk
• 42:39
  in
• 42:39
  2023.
• 42:41
  Essentially
• 42:41
  what
• 42:41
  venue
• 42:42
  Help
• 42:42
  Desk
• 42:42
  is,
• 42:42
  is
• 42:43
  we
• 42:43
  are
• 42:43
  a
• 42:43
  go
• 42:44
  to
• 42:44
  resource
• 42:44
  for
• 42:45
  venues
• 42:45
  that
• 42:45
  have
• 42:46
  a
• 42:46
  specific
• 42:46
  problem
• 42:47
  and
• 42:47
  then
• 42:47
  we
• 42:48
  point
• 42:48
  them
• 42:48
  in
• 42:48
  the
• 42:48
  direction
• 42:49
  of
• 42:49
  a
• 42:49
  vetted
• 42:49
  solution.
• 42:51
  And
• 42:51
  ultimately
• 42:51
  our
• 42:52
  goals
• 42:53
  are
• 42:53
  to
• 42:53
  help
• 42:53
  you
• 42:54
  attract
• 42:54
  more
• 42:55
  leads,
• 42:56
  convert
• 42:56
  more
• 42:56
  of
• 42:57
  those
• 42:57
  tours
• 42:57
  into
• 42:58
  bookings
• 42:58
  and
• 42:59
  help
• 42:59
  you
• 42:59
  optimize
• 43:00
  your
• 43:00
  operation.
• 43:01
  And
• 43:01
  so
• 43:01
  we
• 43:02
  have
• 43:02
  a
• 43:02
  couple
• 43:02
  different
• 43:02
  ways
• 43:03
  that
• 43:03
  then
• 43:03
  you
• 43:03
  Help
• 43:03
  Desk
• 43:04
  helps
• 43:04
  venues.
• 43:05
  Number
• 43:05
  one,
• 43:05
  it
• 43:06
  would
• 43:06
  be
• 43:06
  through
• 43:07
  our
• 43:07
  educational
• 43:08
  arm,
• 43:08
  venueversity.
• 43:09
  So
• 43:10
  we
• 43:10
  do
• 43:10
  have
• 43:11
  online
• 43:12
  recordings
• 43:13
  for
• 43:14
  courses.
• 43:14
  Tour
• 43:15
  to
• 43:15
  yes,
• 43:15
  Success
• 43:16
  was
• 43:16
  one
• 43:16
  of
• 43:16
  our
• 43:16
  most
• 43:16
  recent
• 43:17
  courses
• 43:17
  that
• 43:17
  we
• 43:18
  launched
• 43:18
  that
• 43:19
  will
• 43:19
  be
• 43:19
  coming
• 43:19
  back
• 43:19
  this
• 43:20
  year
• 43:20
  by
• 43:20
  popular
• 43:20
  demand.
• 43:21
  So
• 43:21
  if
• 43:22
  anybody
• 43:22
  is
• 43:22
  looking
• 43:22
  to
• 43:23
  elevate
• 43:23
  their
• 43:23
  tour
• 43:23
  experience,
• 43:24
  be
• 43:24
  on
• 43:24
  the
• 43:24
  lookout
• 43:25
  for
• 43:25
  that
• 43:25
  launching.
• 43:26
  We
• 43:26
  also
• 43:27
  have
• 43:27
  the
• 43:27
  lead
• 43:27
  conversion
• 43:28
  Lab
• 43:29
  which
• 43:29
  is
• 43:29
  really
• 43:29
  helping
• 43:30
  venues
• 43:31
  convert
• 43:31
  more
• 43:31
  of
• 43:32
  those
• 43:32
  inquiries.
• 43:33
  Right,
• 43:33
  those
• 43:33
  precious
• 43:34
  inquiries
• 43:34
  that
• 43:34
  are
• 43:34
  coming
• 43:35
  in,
• 43:35
  helping
• 43:35
  you
• 43:35
  take
• 43:36
  them
• 43:36
  from
• 43:36
  initial
• 43:36
  inquiry
• 43:37
  and
• 43:37
  converting
• 43:38
  them
• 43:38
  into
• 43:38
  booked
• 43:39
  appointments.
• 43:40
  And
• 43:40
  then
• 43:40
  outside
• 43:41
  of
• 43:41
  the
• 43:41
  courses,
• 43:42
  we
• 43:42
  also
• 43:42
  have
• 43:43
  our
• 43:43
  online
• 43:43
  shop.
• 43:44
  So
• 43:44
  we're
• 43:44
  a
• 43:44
  big
• 43:44
  believer
• 43:45
  in
• 43:45
  sharing
• 43:45
  the
• 43:46
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• 43:46
  and
• 43:46
  knowledge.
• 43:47
  If
• 43:47
  you
• 43:47
  go
• 43:47
  to
• 43:48
  venuehelpdesk.com,
• 43:49
  you'll
• 43:49
  see
• 43:49
  our
• 43:50
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• 43:50
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• 43:53
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• 43:53
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• 43:53
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• 43:54
  and
• 43:54
  then
• 43:54
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• 43:54
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• 43:54
  some
• 43:55
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• 43:55
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• 43:56
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• 43:56
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• 43:56
  host,
• 43:57
  still
• 43:57
  host
• 43:58
  open
• 43:58
  houses.
• 43:59
  We
• 43:59
  just
• 43:59
  released
• 44:00
  our
• 44:00
  open
• 44:00
  house
• 44:01
  marketing
• 44:01
  playbook.
• 44:02
  For
• 44:02
  those
• 44:02
  of
• 44:02
  you
• 44:02
  that
• 44:02
  just
• 44:03
  can't
• 44:03
  let
• 44:03
  go,
• 44:04
  you
• 44:04
  can't
• 44:04
  put
• 44:04
  it
• 44:05
  to
• 44:05
  rest,
• 44:06
  there's
• 44:06
  that
• 44:07
  resource
• 44:07
  for
• 44:07
  you.
• 44:08
  And
• 44:08
  then
• 44:08
  we
• 44:08
  do
• 44:09
  have
• 44:09
  our
• 44:09
  trusted
• 44:10
  Helper
• 44:10
  guide
• 44:11
  which
• 44:11
  essentially
• 44:12
  is
• 44:13
  a
• 44:13
  list
• 44:13
  of
• 44:14
  vetted
• 44:14
  industry
• 44:14
  professionals
• 44:15
  that
• 44:15
  we
• 44:16
  like
• 44:16
  to
• 44:16
  work
• 44:16
  with
• 44:17
  and
• 44:17
  trust.
• 44:17
  So
• 44:18
  we've
• 44:18
  either
• 44:18
  used
• 44:18
  them
• 44:19
  personally
• 44:19
  in
• 44:19
  our
• 44:19
  own
• 44:19
  business
• 44:20
  at
• 44:20
  Madera
• 44:20
  Estates
• 44:21
  or
• 44:21
  we
• 44:22
  have
• 44:22
  vetted
• 44:22
  them
• 44:22
  and
• 44:23
  worked
• 44:23
  with
• 44:23
  other
• 44:23
  venues
• 44:24
  that
• 44:24
  know
• 44:25
  like
• 44:25
  and
• 44:25
  trust
• 44:26
  those
• 44:26
  services.
• 44:27
  So
• 44:27
  if
• 44:27
  you
• 44:27
  need
• 44:27
  help
• 44:27
  with
• 44:28
  SEO,
• 44:28
  we've
• 44:29
  got
• 44:29
  a
• 44:29
  go
• 44:29
  to
• 44:29
  recommendation
• 44:30
  for
• 44:30
  SEO.
• 44:31
  If
• 44:31
  you
• 44:31
  need
• 44:31
  help
• 44:32
  with
• 44:32
  Google
• 44:32
  Ads,
• 44:32
  TikTok
• 44:33
  Ads,
• 44:33
  we've
• 44:34
  got
• 44:34
  our
• 44:34
  recommendation
• 44:34
  for
• 44:35
  that
• 44:35
  as
• 44:35
  well.
• 44:36
  So
• 44:36
  really
• 44:36
  being
• 44:36
  that
• 44:37
  one
• 44:37
  stop
• 44:37
  shop
• 44:37
  for
• 44:38
  venues
• 44:38
  when
• 44:38
  they
• 44:39
  have
• 44:39
  a
• 44:40
  specific
• 44:40
  problem
• 44:40
  and
• 44:41
  we
• 44:41
  can
• 44:41
  help
• 44:41
  them
• 44:41
  find
• 44:42
  that
• 44:42
  one
• 44:42
  solution.
• 44:43
  I
• 44:43
  just
• 44:43
  had
• 44:43
  a
• 44:43
  really
• 44:44
  funny
• 44:44
  thought.
• 44:44
  When
• 44:44
  you
• 44:44
  were
• 44:45
  sharing
• 44:45
  through
• 44:45
  all
• 44:46
  of
• 44:46
  those
• 44:46
  things
• 44:46
  and
• 44:46
  you
• 44:46
  were
• 44:46
  talking
• 44:47
  about
• 44:47
  your,
• 44:48
  your
• 44:48
  program
• 44:48
  where
• 44:48
  people
• 44:49
  could
• 44:49
  still
• 44:49
  buy
• 44:50
  the
• 44:50
  resources
• 44:50
  to
• 44:51
  help
• 44:51
  them
• 44:51
  with
• 44:51
  their
• 44:51
  venue
• 44:51
  open
• 44:52
  house,
• 44:52
  I
• 44:52
  was
• 44:52
  like,
• 44:52
  wouldn't
• 44:52
  it
• 44:52
  be
• 44:53
  funny
• 44:53
  if
• 44:53
  that
• 44:53
  they
• 44:53
  paid
• 44:54
  to
• 44:54
  download
• 44:54
  it?
• 44:54
  And
• 44:55
  then
• 44:55
  it
• 44:55
  was
• 44:55
  just
• 44:55
  you
• 44:55
  reading
• 44:56
  the
• 44:56
  eulogy
• 44:56
  and
• 44:57
  explaining
• 44:57
  why
• 44:57
  the
• 44:57
  open
• 44:58
  house
• 44:58
  is
• 44:58
  dead
• 44:58
  and
• 44:58
  they
• 44:59
  shouldn't
• 44:59
  do
• 44:59
  it
• 44:59
  anymore.
• 45:00
  Stop
• 45:00
  it.
• 45:01
  That's
• 45:01
  going
• 45:01
  to
• 45:01
  be
• 45:01
  amazing.
• 45:02
  I'm
• 45:02
  adding
• 45:02
  that
• 45:02
  to
• 45:03
  my
• 45:03
  list
• 45:03
  of
• 45:03
  things
• 45:03
  to
• 45:04
  do.
• 45:04
  Just
• 45:04
  don't
• 45:05
  do
• 45:05
  it.
• 45:05
  Don't
• 45:05
  do
• 45:06
  it.
• 45:06
  Like
• 45:07
  we
• 45:07
  know
• 45:07
  you,
• 45:07
  you
• 45:08
  want
• 45:08
  to
• 45:08
  do
• 45:08
  it.
• 45:08
  But
• 45:08
  even
• 45:09
  now
• 45:09
  you've
• 45:09
  purchased
• 45:09
  this
• 45:09
  thing,
• 45:10
  we're
• 45:10
  still
• 45:10
  going
• 45:10
  to
• 45:10
  tell
• 45:10
  you
• 45:10
  why
• 45:11
  you
• 45:11
  shouldn't
• 45:11
  do
• 45:11
  it.
• 45:11
  Absolutely
• 45:12
  love
• 45:12
  it.
• 45:12
  So
• 45:12
  many
• 45:12
  great
• 45:12
  things.
• 45:13
  Before
• 45:13
  we
• 45:13
  kind
• 45:14
  of
• 45:14
  come
• 45:14
  on
• 45:14
  to
• 45:14
  the
• 45:14
  closing
• 45:15
  part
• 45:15
  of
• 45:15
  the
• 45:15
  podcast
• 45:16
  us,
• 45:16
  I'd
• 45:16
  love
• 45:17
  to
• 45:17
  just
• 45:17
  know
• 45:17
  from
• 45:17
  your
• 45:18
  point
• 45:18
  of
• 45:18
  view
• 45:18
  because
• 45:18
  you
• 45:18
  obviously
• 45:19
  work
• 45:19
  with
• 45:19
  a
• 45:19
  lot
• 45:19
  of
• 45:19
  venues
• 45:20
  across
• 45:20
  the
• 45:21
  spectrum,
• 45:21
  particularly
• 45:22
  in
• 45:22
  the
• 45:22
  states.
• 45:22
  Is
• 45:23
  there
• 45:23
  one
• 45:23
  particular
• 45:24
  thing
• 45:24
  that
• 45:24
  you
• 45:24
  see
• 45:25
  a
• 45:25
  lot
• 45:25
  of
• 45:25
  venues
• 45:25
  doing
• 45:26
  that
• 45:26
  you
• 45:26
  would
• 45:26
  say
• 45:27
  is
• 45:27
  a
• 45:27
  mistake
• 45:27
  or
• 45:28
  where
• 45:28
  they're
• 45:28
  really
• 45:28
  struggling?
• 45:29
  A
• 45:29
  common
• 45:30
  theme.
• 45:30
  Yeah,
• 45:31
  I
• 45:31
  would
• 45:31
  say
• 45:31
  really
• 45:32
  the,
• 45:32
  the
• 45:32
  number
• 45:33
  one
• 45:33
  mistake
• 45:33
  that
• 45:33
  I
• 45:33
  see
• 45:34
  a
• 45:34
  lot
• 45:34
  of
• 45:34
  venues
• 45:34
  make.
• 45:35
  Can
• 45:35
  I,
• 45:35
  can
• 45:35
  I
• 45:36
  give
• 45:36
  two?
• 45:36
  I'm
• 45:36
  gonna
• 45:36
  give
• 45:37
  two.
• 45:37
  You
• 45:37
  can.
• 45:37
  I
• 45:37
  think
• 45:38
  number
• 45:38
  one
• 45:39
  is
• 45:39
  coming
• 45:40
  back
• 45:40
  to
• 45:40
  what
• 45:40
  is,
• 45:41
  what
• 45:41
  is
• 45:41
  going
• 45:41
  to
• 45:42
  help
• 45:42
  you
• 45:42
  move
• 45:43
  the
• 45:43
  needle
• 45:43
  in
• 45:43
  terms
• 45:43
  of
• 45:44
  sales.
• 45:44
  And
• 45:45
  at
• 45:45
  the
• 45:45
  end
• 45:45
  of
• 45:45
  the
• 45:45
  day
• 45:46
  it
• 45:46
  comes
• 45:46
  down
• 45:48
  individual
• 45:48
  tours.
• 45:49
  You
• 45:49
  may
• 45:49
  be
• 45:49
  coming
• 45:50
  after
• 45:50
  me,
• 45:50
  right?
• 45:51
  Because
• 45:51
  some
• 45:51
  of
• 45:51
  you
• 45:52
  are
• 45:52
  used
• 45:52
  to
• 45:52
  doing
• 45:52
  those
• 45:52
  open
• 45:53
  house
• 45:53
  style
• 45:53
  events
• 45:54
  where
• 45:54
  you're
• 45:54
  doing
• 45:54
  group
• 45:55
  tours
• 45:55
  or
• 45:55
  a
• 45:55
  lot
• 45:55
  of
• 45:56
  people
• 45:56
  coming
• 45:56
  in.
• 45:57
  But
• 45:57
  this
• 45:57
  current
• 45:57
  generation
• 45:58
  wants
• 45:58
  one
• 45:58
  on
• 45:59
  one
• 45:59
  experiences.
• 46:00
  And
• 46:01
  so
• 46:01
  if
• 46:01
  I
• 46:01
  were
• 46:02
  to
• 46:02
  go
• 46:02
  back
• 46:02
  and
• 46:03
  to
• 46:03
  focus
• 46:03
  on
• 46:03
  how
• 46:04
  I
• 46:04
  would
• 46:04
  grow
• 46:04
  my
• 46:05
  business
• 46:05
  differently,
• 46:05
  then
• 46:06
  it
• 46:06
  would
• 46:06
  be
• 46:06
  go
• 46:07
  all
• 46:07
  in
• 46:07
  on
• 46:07
  the
• 46:08
  venue
• 46:08
  tour
• 46:08
  experience.
• 46:09
  Our
• 46:09
  tour
• 46:10
  when
• 46:10
  I
• 46:10
  first
• 46:10
  started
• 46:10
  at
• 46:11
  Madera
• 46:11
  was
• 46:11
  an
• 46:11
  hour
• 46:12
  long.
• 46:12
  I
• 46:12
  was
• 46:13
  doing
• 46:13
  exactly
• 46:14
  what,
• 46:14
  what
• 46:14
  the
• 46:14
  realtor
• 46:15
  does
• 46:15
  and
• 46:15
  just
• 46:16
  like
• 46:16
  pointing
• 46:16
  out
• 46:17
  rooms
• 46:17
  in
• 46:17
  the
• 46:17
  house,
• 46:18
  right?
• 46:19
  Fast
• 46:19
  forward
• 46:19
  to
• 46:20
  2025.
• 46:21
  Our
• 46:21
  venue
• 46:22
  tours
• 46:22
  now
• 46:22
  are
• 46:22
  regularly
• 46:23
  two
• 46:23
  hours
• 46:24
  long.
• 46:24
  And
• 46:25
  listeners
• 46:25
  today,
• 46:25
  you
• 46:25
  may
• 46:25
  be
• 46:26
  like,
• 46:26
  oh
• 46:26
  my
• 46:26
  God,
• 46:26
  that's
• 46:27
  a
• 46:27
  lot
• 46:27
  of
• 46:27
  time.
• 46:27
  But
• 46:28
  think
• 46:28
  about
• 46:28
  the
• 46:28
  investment
• 46:29
  that
• 46:29
  some
• 46:29
  of
• 46:29
  these
• 46:29
  couples
• 46:30
  are
• 46:30
  making.
• 46:30
  I
• 46:31
  just
• 46:31
  sold
• 46:31
  a
• 46:31
  couple
• 46:31
  that
• 46:32
  spent
• 46:32
  almost
• 46:32
  $60,000
• 46:34
  with
• 46:34
  us.
• 46:34
  Don't
• 46:35
  you
• 46:35
  think
• 46:35
  it
• 46:36
  deserves
• 46:36
  that
• 46:36
  amount
• 46:37
  of
• 46:37
  time
• 46:37
  to
• 46:37
  go
• 46:37
  over
• 46:38
  all
• 46:38
  of
• 46:38
  the
• 46:38
  details
• 46:39
  for
• 46:39
  their
• 46:39
  wedding?
• 46:40
  So
• 46:40
  that
• 46:40
  would
• 46:40
  be
• 46:40
  number
• 46:41
  one
• 46:41
  biggest
• 46:42
  mistake,
• 46:42
  mistake
• 46:42
  that
• 46:43
  venues
• 46:43
  make
• 46:43
  is
• 46:44
  that
• 46:44
  they
• 46:44
  don't
• 46:44
  take
• 46:45
  stock
• 46:45
  and
• 46:45
  inventory
• 46:46
  of
• 46:46
  what's
• 46:46
  really
• 46:46
  going
• 46:47
  to
• 46:47
  be
• 46:47
  able
• 46:47
  to
• 46:47
  help
• 46:47
  them
• 46:47
  make
• 46:48
  more
• 46:48
  sales.
• 46:48
  And
• 46:48
  that
• 46:48
  is
• 46:48
  the
• 46:49
  venue
• 46:49
  tour,
• 46:49
  Right.
• 46:49
  It
• 46:50
  is
• 46:50
  vital
• 46:50
  to
• 46:50
  the
• 46:51
  success
• 46:51
  of
• 46:51
  your
• 46:51
  venue.
• 46:52
  And
• 46:52
  then
• 46:52
  I
• 46:52
  would
• 46:53
  say
• 46:53
  number
• 46:53
  two
• 46:54
  is
• 46:55
  really
• 46:55
  looking
• 46:56
  at
• 46:57
  when
• 46:57
  you
• 46:57
  make
• 46:57
  decisions
• 46:58
  at
• 46:58
  your
• 46:58
  venue
• 46:59
  when
• 46:59
  it
• 46:59
  comes
• 46:59
  to
• 47:00
  making
• 47:00
  renovations.
• 47:01
  If
• 47:02
  you're
• 47:02
  an
• 47:02
  older
• 47:02
  venue
• 47:03
  or
• 47:03
  if
• 47:03
  it's
• 47:03
  buying
• 47:04
  new
• 47:04
  inventory.
• 47:05
  Make
• 47:05
  decisions
• 47:06
  with
• 47:06
  the
• 47:06
  concept
• 47:07
  in
• 47:07
  your
• 47:07
  head
• 47:07
  of
• 47:07
  Follow
• 47:08
  the
• 47:08
  money,
• 47:08
  right?
• 47:09
  Before
• 47:09
  you
• 47:09
  decide
• 47:10
  to
• 47:10
  invest
• 47:10
  in
• 47:10
  anything
• 47:11
  at
• 47:11
  your
• 47:11
  venue,
• 47:12
  what
• 47:12
  is
• 47:12
  the
• 47:12
  return
• 47:13
  going
• 47:13
  to
• 47:13
  be
• 47:14
  once
• 47:14
  you've
• 47:14
  made
• 47:15
  that
• 47:15
  decision?
• 47:15
  So
• 47:16
  I
• 47:16
  use
• 47:17
  this
• 47:17
  example
• 47:17
  of
• 47:18
  a
• 47:18
  lot.
• 47:18
  If,
• 47:18
  if.
• 47:19
  If
• 47:19
  it
• 47:19
  comes
• 47:19
  down
• 47:20
  to
• 47:20
  a
• 47:20
  new
• 47:21
  rental
• 47:21
  item
• 47:21
  that
• 47:21
  a
• 47:21
  lot
• 47:22
  of
• 47:22
  your
• 47:22
  couples,
• 47:22
  you
• 47:22
  know
• 47:23
  are
• 47:23
  gonna
• 47:23
  rent.
• 47:24
  Let's
• 47:24
  say
• 47:25
  new
• 47:25
  chairs,
• 47:26
  right?
• 47:26
  Or
• 47:27
  is
• 47:27
  it
• 47:27
  landscaping
• 47:28
  on
• 47:28
  a
• 47:29
  portion
• 47:29
  of
• 47:29
  your
• 47:29
  business?
• 47:30
  Which
• 47:30
  one
• 47:30
  is
• 47:30
  gonna
• 47:31
  get
• 47:31
  you
• 47:31
  money
• 47:31
  faster?
• 47:32
  Right?
• 47:32
  Maybe
• 47:33
  the
• 47:33
  landscaping
• 47:34
  will
• 47:34
  be
• 47:34
  attracting
• 47:35
  to
• 47:35
  the
• 47:35
  new
• 47:35
  tourists
• 47:35
  that
• 47:35
  come
• 47:36
  in.
• 47:36
  Or
• 47:36
  is
• 47:37
  it
• 47:37
  the
• 47:37
  chairs?
• 47:37
  Right.
• 47:38
  Maybe
• 47:38
  couples
• 47:39
  want
• 47:39
  to
• 47:39
  rent
• 47:39
  the
• 47:39
  chairs.
• 47:40
  So
• 47:40
  I'm
• 47:40
  not
• 47:40
  going
• 47:40
  to
• 47:40
  tell
• 47:40
  you
• 47:41
  the
• 47:41
  answer
• 47:41
  here,
• 47:41
  but
• 47:42
  think
• 47:42
  for
• 47:42
  yourself.
• 47:43
  How
• 47:43
  am
• 47:43
  I
• 47:44
  going
• 47:44
  to
• 47:45
  make
• 47:45
  money
• 47:45
  faster?
• 47:46
  So
• 47:46
  before
• 47:46
  you
• 47:46
  make
• 47:46
  any
• 47:47
  decision,
• 47:47
  I
• 47:47
  want
• 47:48
  you
• 47:48
  to
• 47:48
  live
• 47:48
  by
• 47:48
  the
• 47:48
  mantra,
• 47:49
  follow
• 47:49
  the
• 47:50
  money.
• 47:50
  So
• 47:50
  important.
• 47:51
  And
• 47:51
  I
• 47:51
  think
• 47:51
  that
• 47:51
  translates
• 47:52
  across
• 47:52
  the
• 47:53
  spectrum
• 47:53
  of
• 47:53
  all
• 47:53
  vendors
• 47:54
  when
• 47:54
  they're
• 47:54
  running
• 47:54
  their
• 47:55
  businesses
• 47:55
  is
• 47:56
  that
• 47:56
  exact
• 47:56
  thing.
• 47:57
  What
• 47:57
  is
• 47:57
  the
• 47:57
  return
• 47:57
  on
• 47:57
  investment?
• 47:58
  Where
• 47:58
  are
• 47:58
  you
• 47:59
  going
• 47:59
  to
• 47:59
  follow
• 47:59
  the
• 47:59
  money?
• 47:59
  Love
• 48:00
  it,
• 48:00
  love
• 48:00
  it,
• 48:00
  love
• 48:00
  it.
• 48:00
  Ian,
• 48:01
  this
• 48:01
  has
• 48:01
  been
• 48:01
  fantastic.
• 48:02
  I'm
• 48:02
  so
• 48:03
  glad
• 48:03
  I
• 48:03
  followed
• 48:04
  up
• 48:04
  on
• 48:04
  the
• 48:04
  advice
• 48:04
  of
• 48:05
  all
• 48:05
  of
• 48:05
  those
• 48:05
  people
• 48:05
  that
• 48:05
  I
• 48:06
  interviewed
• 48:06
  at
• 48:06
  Wedding
• 48:06
  MVA
• 48:07
  and
• 48:07
  got
• 48:07
  you
• 48:07
  on
• 48:07
  the
• 48:07
  podcast.
• 48:08
  Chat
• 48:08
  to
• 48:08
  you
• 48:09
  now.
• 48:09
  I
• 48:09
  always
• 48:09
  end
• 48:09
  my
• 48:10
  podcast
• 48:10
  with
• 48:10
  the
• 48:10
  same
• 48:10
  question,
• 48:11
  so
• 48:11
  I'm
• 48:11
  going
• 48:11
  to
• 48:11
  pose
• 48:12
  that
• 48:12
  to
• 48:12
  you
• 48:12
  now.
• 48:12
  And
• 48:12
  it's.
• 48:13
  What's
• 48:13
  one
• 48:13
  thing
• 48:13
  you
• 48:14
  personally
• 48:14
  wish
• 48:14
  you'd
• 48:15
  known
• 48:15
  sooner
• 48:15
  in
• 48:15
  your
• 48:16
  own
• 48:16
  business?
• 48:16
  One
• 48:16
  thing
• 48:17
  that
• 48:17
  I
• 48:17
  wish
• 48:17
  I
• 48:17
  knew
• 48:18
  sooner
• 48:18
  was
• 48:19
  setting
• 48:20
  boundaries
• 48:20
  with
• 48:21
  my
• 48:21
  clients.
• 48:22
  I
• 48:22
  think
• 48:22
  when
• 48:22
  I
• 48:23
  started
• 48:23
  in
• 48:24
  the
• 48:24
  industry,
• 48:25
  I
• 48:25
  had
• 48:25
  a
• 48:25
  different
• 48:26
  perspective
• 48:27
  or
• 48:27
  thought
• 48:27
  process
• 48:28
  of
• 48:28
  what
• 48:28
  customer
• 48:29
  service
• 48:29
  was
• 48:29
  and
• 48:30
  what
• 48:30
  hospitality
• 48:31
  meant.
• 48:32
  And
• 48:33
  I
• 48:33
  have
• 48:33
  a
• 48:33
  new
• 48:33
  appreciation
• 48:34
  for
• 48:35
  the
• 48:35
  way
• 48:36
  that
• 48:36
  we
• 48:36
  run
• 48:36
  our
• 48:36
  business
• 48:37
  now.
• 48:38
  And
• 48:38
  so
• 48:38
  that.
• 48:38
  That
• 48:39
  is
• 48:39
  one
• 48:39
  thing
• 48:39
  that
• 48:39
  I
• 48:40
  think
• 48:40
  I
• 48:40
  wish
• 48:41
  I
• 48:41
  had
• 48:41
  known
• 48:42
  when
• 48:42
  I
• 48:42
  started.
• 48:42
  Love
• 48:43
  it.
• 48:43
  Ian,
• 48:43
  it's
• 48:44
  been
• 48:44
  so
• 48:44
  fun
• 48:44
  to
• 48:45
  talk
• 48:45
  to
• 48:45
  you.
• 48:46
  You
• 48:46
  said
• 48:46
  you
• 48:46
  like
• 48:46
  reading
• 48:46
  a
• 48:47
  book,
• 48:47
  so
• 48:47
  I'm
• 48:47
  gonna
• 48:47
  send
• 48:48
  you
• 48:48
  a
• 48:48
  copy
• 48:48
  of
• 48:48
  my
• 48:48
  book,
• 48:49
  so
• 48:49
  make
• 48:49
  sure
• 48:49
  you
• 48:49
  send
• 48:49
  me
• 48:50
  your
• 48:50
  address.
• 48:50
  Thank
• 48:51
  you.
• 48:51
  After
• 48:51
  this
• 48:52
  because
• 48:52
  my
• 48:52
  book
• 48:52
  last
• 48:53
  year
• 48:53
  came
• 48:53
  out
• 48:53
  just
• 48:53
  before
• 48:54
  Wedding
• 48:54
  MBA
• 48:54
  last
• 48:54
  year.
• 48:54
  It's
• 48:55
  called
• 48:55
  Done
• 48:55
  is
• 48:55
  Better
• 48:55
  than
• 48:55
  Perfect
• 48:56
  Building
• 48:56
  a
• 48:56
  Successful
• 48:57
  Wedding
• 48:57
  Business.
• 48:57
  I'll
• 48:58
  send
• 48:58
  it
• 48:58
  over
• 48:58
  to
• 48:58
  you
• 48:58
  and
• 48:58
  you
• 48:59
  can
• 48:59
  read
• 48:59
  it
• 48:59
  because
• 49:00
  not
• 49:00
  only
• 49:00
  is
• 49:01
  there
• 49:01
  some
• 49:01
  musical
• 49:01
  theater
• 49:02
  references
• 49:02
  in
• 49:02
  there,
• 49:03
  there
• 49:03
  is
• 49:03
  also
• 49:03
  a
• 49:03
  QR
• 49:04
  code
• 49:04
  that
• 49:04
  you
• 49:04
  can.
• 49:04
  You
• 49:04
  can
• 49:04
  scan
• 49:05
  inside
• 49:05
  my
• 49:05
  book
• 49:06
  and
• 49:06
  it
• 49:06
  gives
• 49:06
  you
• 49:06
  a
• 49:06
  musical
• 49:07
  theater
• 49:07
  playlist
• 49:07
  to
• 49:08
  listen
• 49:08
  to
• 49:08
  while
• 49:09
  you
• 49:09
  read
• 49:09
  it.
• 49:09
  So
• 49:09
  that
• 49:10
  is
• 49:10
  coming
• 49:10
  your
• 49:11
  way.
• 49:12
  And
• 49:12
  if
• 49:12
  you
• 49:12
  come
• 49:13
  to
• 49:13
  London
• 49:13
  again
• 49:13
  soon,
• 49:14
  let's
• 49:14
  go
• 49:15
  together
• 49:15
  and
• 49:15
  watch
• 49:16
  something
• 49:16
  in
• 49:16
  the
• 49:16
  West
• 49:17
  End,
• 49:17
  because
• 49:17
  I
• 49:17
  would
• 49:18
  absolutely
• 49:18
  love
• 49:18
  that.
• 49:19
  Let's
• 49:19
  do
• 49:19
  it.
• 49:19
  Thank
• 49:19
  you
• 49:19
  so
• 49:20
  much.
• 49:20
  Amazing.
• 49:20
  Thank
• 49:21
  you
• 49:21
  so
• 49:21
  much
• 49:21
  for
• 49:21
  being
• 49:21
  here.
• 49:22
  Take
• 49:22
  care.
• 49:22
  Bye.
• 49:23
  Such
• 49:24
  a
• 49:24
  fantastic
• 49:24
  conversation.
• 49:25
  I
• 49:25
  knew
• 49:26
  when
• 49:26
  I
• 49:26
  interviewed
• 49:26
  all
• 49:26
  those
• 49:26
  people
• 49:27
  on
• 49:27
  the
• 49:27
  first
• 49:27
  day
• 49:28
  of
• 49:28
  Wedding,
• 49:28
  NBA
• 49:28
  and
• 49:29
  Ian
• 49:29
  Zane
• 49:29
  kept
• 49:29
  coming
• 49:29
  up
• 49:30
  that
• 49:30
  I
• 49:30
  absolutely
• 49:31
  had
• 49:31
  to
• 49:31
  invite
• 49:31
  him
• 49:31
  onto
• 49:32
  the
• 49:32
  podcast.
• 49:32
  And
• 49:32
  I'm
• 49:33
  so
• 49:33
  glad
• 49:33
  he
• 49:33
  did.
• 49:34
  Not
• 49:34
  only
• 49:34
  is
• 49:35
  he
• 49:35
  a
• 49:35
  kindred
• 49:35
  musical
• 49:36
  theater
• 49:36
  fan
• 49:37
  and
• 49:37
  opera
• 49:37
  singer
• 49:38
  performer,
• 49:38
  but
• 49:38
  he
• 49:39
  also
• 49:39
  really
• 49:39
  knows
• 49:39
  his
• 49:40
  stuff
• 49:40
  when
• 49:40
  it
• 49:40
  comes
• 49:40
  to
• 49:41
  his
• 49:41
  venues
• 49:41
  and
• 49:41
  what
• 49:42
  they
• 49:42
  should
• 49:42
  be
• 49:42
  doing
• 49:42
  with
• 49:42
  their
• 49:43
  marketing.
• 49:43
  See
• 49:43
  you
• 49:43
  next
• 49:44
  time.