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Bonus - We won - here's our award winning entry! · Wedding Pros who are ready to grow - with Becca Pountney

• 0:01
  I'm
• 0:02
  Becca
• 0:02
  Poutney,
• 0:02
  wedding
• 0:03
  business
• 0:03
  marketing
• 0:03
  expert,
• 0:04
  speaker
• 0:04
  and
• 0:04
  blogger
• 0:05
  and
• 0:05
  you're
• 0:05
  listening
• 0:06
  to
• 0:06
  the
• 0:06
  Wedding
• 0:06
  Pros
• 0:07
  who
• 0:07
  Are
• 0:07
  Ready
• 0:07
  to
• 0:07
  Grow
• 0:08
  podcast.
• 0:09
  I'm
• 0:09
  here
• 0:09
  to
• 0:10
  share
• 0:10
  with
• 0:10
  you
• 0:10
  actionable
• 0:11
  tips,
• 0:11
  strategies
• 0:12
  and
• 0:12
  real
• 0:12
  life
• 0:12
  examples
• 0:13
  to
• 0:13
  help
• 0:14
  you
• 0:14
  take
• 0:14
  your
• 0:14
  wedding
• 0:14
  business
• 0:15
  to
• 0:15
  the
• 0:15
  next
• 0:15
  level.
• 0:16
  If
• 0:16
  you
• 0:16
  are
• 0:17
  an
• 0:17
  ambitious
• 0:17
  wedding
• 0:18
  business
• 0:18
  owner
• 0:18
  that
• 0:19
  wants
• 0:19
  to
• 0:19
  take
• 0:19
  your
• 0:19
  passion
• 0:20
  and
• 0:20
  use
• 0:20
  it
• 0:20
  to
• 0:20
  build
• 0:21
  a
• 0:21
  profitable,
• 0:21
  sustainable
• 0:22
  business
• 0:22
  doing
• 0:23
  what
• 0:23
  you
• 0:23
  love,
• 0:23
  then
• 0:24
  you're
• 0:24
  in
• 0:24
  the
• 0:24
  right
• 0:24
  place.
• 0:25
  Let's
• 0:25
  get
• 0:26
  going
• 0:26
  with
• 0:26
  today's
• 0:26
  episode.
• 0:28
  We
• 0:28
  only
• 0:28
  went
• 0:29
  and
• 0:29
  did
• 0:29
  it
• 0:30
  last
• 0:30
  night.
• 0:31
  I
• 0:31
  was
• 0:31
  at
• 0:31
  the
• 0:31
  O2
• 0:32
  for
• 0:32
  the
• 0:32
  finals
• 0:33
  of
• 0:33
  the
• 0:33
  British
• 0:34
  Podcast
• 0:34
  Awards.
• 0:35
  It
• 0:35
  was
• 0:35
  an
• 0:36
  incredible
• 0:36
  achievement
• 0:37
  for
• 0:37
  us
• 0:37
  as
• 0:37
  my
• 0:37
  small
• 0:38
  team
• 0:38
  to
• 0:39
  even
• 0:39
  be
• 0:39
  shortlisted
• 0:40
  in
• 0:40
  the
• 0:40
  business
• 0:40
  category
• 0:41
  of
• 0:41
  the
• 0:41
  awards.
• 0:42
  When
• 0:42
  we
• 0:42
  saw
• 0:42
  who
• 0:42
  we
• 0:42
  were
• 0:42
  shortlisted
• 0:43
  up
• 0:43
  against,
• 0:44
  people
• 0:44
  including
• 0:45
  the
• 0:45
  Times,
• 0:46
  the
• 0:46
  Economist,
• 0:47
  Bloomberg,
• 0:47
  huge
• 0:47
  media
• 0:48
  corporations,
• 0:49
  we
• 0:49
  never
• 0:50
  thought
• 0:50
  in
• 0:50
  a
• 0:50
  million
• 0:51
  years
• 0:51
  we
• 0:51
  had
• 0:51
  a
• 0:51
  chance
• 0:52
  of
• 0:52
  winning.
• 0:52
  And
• 0:53
  yet
• 0:53
  we
• 0:53
  did
• 0:53
  it.
• 0:54
  We
• 0:54
  took
• 0:54
  away
• 0:55
  the
• 0:55
  the
• 0:55
  gold.
• 0:56
  And
• 0:56
  I
• 0:56
  cannot
• 0:56
  believe
• 0:57
  it.
• 0:57
  In
• 0:57
  fact,
• 0:57
  I
• 0:58
  scream
• 0:58
  so
• 0:58
  loudly
• 0:59
  you
• 0:59
  probably
• 0:59
  heard
• 0:59
  it
• 0:59
  from
• 1:00
  wherever
• 1:00
  you
• 1:00
  are
• 1:00
  based
• 1:01
  in
• 1:01
  the
• 1:01
  country
• 1:01
  or
• 1:01
  even
• 1:02
  the
• 1:02
  world.
• 1:02
  The
• 1:02
  Business
• 1:03
  Podcast
• 1:04
  Gold
• 1:04
  award
• 1:05
  goes
• 1:05
  to.
• 1:06
  Wedding.
• 1:10
  I
• 1:10
  want
• 1:11
  to
• 1:11
  say
• 1:11
  a
• 1:11
  huge
• 1:11
  thank
• 1:11
  you
• 1:12
  to
• 1:12
  my
• 1:12
  small
• 1:12
  but
• 1:12
  mighty
• 1:13
  podcast
• 1:13
  team.
• 1:13
  I
• 1:14
  record
• 1:14
  this
• 1:14
  podcast
• 1:15
  in
• 1:15
  my
• 1:15
  home
• 1:15
  office
• 1:16
  with
• 1:16
  amazing
• 1:17
  guests
• 1:17
  from
• 1:17
  all
• 1:17
  over
• 1:17
  the
• 1:18
  world.
• 1:18
  It
• 1:18
  then
• 1:18
  goes
• 1:18
  to
• 1:19
  Hayden
• 1:19
  Morris,
• 1:19
  my
• 1:20
  incredible
• 1:20
  editor,
• 1:21
  who's
• 1:21
  actually
• 1:21
  a
• 1:22
  university
• 1:22
  student
• 1:22
  studying
• 1:23
  sound
• 1:23
  engineering.
• 1:24
  Like,
• 1:24
  what
• 1:24
  an
• 1:25
  incredible
• 1:25
  moment
• 1:25
  for
• 1:26
  him
• 1:26
  to
• 1:26
  win
• 1:26
  this
• 1:26
  award.
• 1:27
  It's
• 1:27
  him
• 1:27
  who
• 1:27
  makes
• 1:28
  this
• 1:28
  podcast
• 1:28
  sound
• 1:29
  exactly
• 1:29
  as
• 1:29
  it
• 1:29
  does.
• 1:30
  And
• 1:30
  then
• 1:30
  to
• 1:30
  Simona,
• 1:31
  my
• 1:31
  content
• 1:31
  creator,
• 1:32
  who
• 1:32
  takes
• 1:32
  that
• 1:32
  podcast
• 1:33
  and
• 1:33
  puts
• 1:34
  it
• 1:34
  all
• 1:34
  over
• 1:34
  TikTok
• 1:35
  to
• 1:35
  entice
• 1:35
  new
• 1:35
  people
• 1:36
  to
• 1:36
  come
• 1:36
  and
• 1:36
  listen.
• 1:37
  We
• 1:37
  had
• 1:37
  a
• 1:37
  great
• 1:37
  night
• 1:38
  and
• 1:38
  I'm
• 1:38
  so
• 1:38
  thankful
• 1:39
  to
• 1:39
  them
• 1:40
  for
• 1:40
  being
• 1:40
  part
• 1:40
  of
• 1:40
  Team
• 1:41
  Becca
• 1:41
  Pountney.
• 1:42
  To
• 1:42
  celebrate,
• 1:43
  we
• 1:43
  wanted
• 1:43
  to
• 1:43
  release
• 1:43
  this
• 1:43
  special
• 1:44
  bonus
• 1:44
  episode
• 1:45
  where
• 1:45
  we're
• 1:45
  actually
• 1:46
  going
• 1:46
  to
• 1:46
  share
• 1:46
  with
• 1:46
  you
• 1:46
  our
• 1:47
  award
• 1:47
  winning
• 1:47
  entry
• 1:48
  that
• 1:48
  Hayden
• 1:48
  put
• 1:49
  together.
• 1:49
  There
• 1:49
  were
• 1:49
  very
• 1:50
  specific
• 1:50
  criteria
• 1:51
  to
• 1:51
  enter
• 1:51
  these
• 1:51
  awards
• 1:52
  that
• 1:52
  we
• 1:52
  had
• 1:52
  to
• 1:52
  put
• 1:52
  together.
• 1:53
  Episodes
• 1:53
  of
• 1:54
  the
• 1:54
  podcast
• 1:54
  that
• 1:55
  reflected
• 1:55
  exactly
• 1:56
  who
• 1:56
  we
• 1:56
  are
• 1:56
  and
• 1:57
  what
• 1:57
  we
• 1:57
  did.
• 1:57
  And
• 1:57
  so
• 1:58
  we're
• 1:58
  going
• 1:58
  to
• 1:58
  play
• 1:58
  that
• 1:59
  for
• 1:59
  you
• 1:59
  now.
• 1:59
  And
• 2:00
  I
• 2:00
  hope
• 2:00
  you
• 2:00
  can
• 2:00
  see
• 2:01
  why
• 2:01
  the
• 2:01
  wedding
• 2:02
  industry
• 2:02
  podcast
• 2:03
  wedding
• 2:03
  pros
• 2:03
  who
• 2:03
  are
• 2:04
  ready
• 2:04
  to
• 2:04
  grow
• 2:04
  took
• 2:05
  away
• 2:05
  the
• 2:05
  gold
• 2:06
  award.
• 2:06
  That's
• 2:07
  it.
• 2:07
  We're
• 2:07
  the
• 2:07
  best
• 2:08
  business.
• 2:08
  Not
• 2:08
  just
• 2:09
  wedding
• 2:09
  business,
• 2:09
  we
• 2:09
  are
• 2:09
  the
• 2:10
  best
• 2:10
  business
• 2:10
  podcast
• 2:11
  in
• 2:11
  the
• 2:11
  whole
• 2:11
  of
• 2:12
  the
• 2:12
  uk.
• 2:12
  Enjoy.
• 2:13
  This
• 2:13
  is
• 2:13
  what
• 2:13
  is
• 2:13
  happening
• 2:14
  with
• 2:14
  marketing.
• 2:15
  No
• 2:15
  longer
• 2:15
  if
• 2:15
  people
• 2:16
  finding
• 2:16
  you
• 2:16
  in
• 2:17
  one
• 2:17
  place
• 2:17
  and
• 2:17
  walking
• 2:18
  nicely
• 2:18
  through
• 2:18
  this
• 2:18
  funnel.
• 2:19
  There
• 2:19
  is
• 2:20
  a
• 2:20
  lot
• 2:20
  of
• 2:20
  noise,
• 2:20
  there
• 2:20
  is
• 2:21
  a
• 2:21
  lot
• 2:21
  of
• 2:21
  chaos
• 2:21
  and
• 2:22
  they
• 2:22
  are
• 2:22
  taking
• 2:22
  their
• 2:22
  own
• 2:23
  Direction.
• 2:24
  Now
• 2:25
  to
• 2:25
  try
• 2:25
  and
• 2:25
  explain
• 2:25
  to
• 2:26
  you
• 2:26
  what
• 2:26
  my
• 2:26
  marketing
• 2:27
  theme
• 2:27
  park
• 2:27
  is
• 2:28
  all
• 2:28
  about.
• 2:28
  I've
• 2:29
  developed
• 2:29
  an
• 2:29
  acronym
• 2:30
  to
• 2:30
  try
• 2:30
  and
• 2:30
  help
• 2:30
  it
• 2:31
  be
• 2:31
  more
• 2:31
  memorable
• 2:32
  for
• 2:32
  you.
• 2:33
  And
• 2:33
  the
• 2:33
  acronym
• 2:34
  is
• 2:34
  built
• 2:34
  around
• 2:34
  a
• 2:35
  word
• 2:35
  that
• 2:35
  I
• 2:36
  do
• 2:36
  a
• 2:36
  lot
• 2:36
  when
• 2:36
  I'm
• 2:37
  at
• 2:37
  the
• 2:37
  theme
• 2:37
  park,
• 2:37
  and
• 2:38
  that
• 2:38
  is
• 2:38
  scream.
• 2:39
  If
• 2:39
  you've
• 2:39
  ever
• 2:39
  been
• 2:39
  on
• 2:40
  a
• 2:40
  roller
• 2:40
  coaster,
• 2:40
  sat
• 2:41
  next
• 2:41
  to
• 2:41
  me,
• 2:41
  I
• 2:41
  do
• 2:41
  apologize.
• 2:42
  I
• 2:42
  love
• 2:42
  a
• 2:43
  roller
• 2:43
  coaster,
• 2:43
  but
• 2:43
  I
• 2:43
  also
• 2:44
  love
• 2:44
  to
• 2:44
  scream.
• 2:45
  So
• 2:45
  to
• 2:46
  help
• 2:46
  you
• 2:46
  remember
• 2:46
  what
• 2:47
  the
• 2:47
  different
• 2:47
  concepts
• 2:48
  of
• 2:48
  this
• 2:48
  marketing
• 2:48
  theme
• 2:49
  park
• 2:49
  are,
• 2:49
  I'm
• 2:50
  going
• 2:50
  to
• 2:50
  walk
• 2:50
  you
• 2:50
  through
• 2:50
  what
• 2:51
  each
• 2:51
  of
• 2:51
  the
• 2:51
  letters
• 2:51
  in
• 2:52
  the
• 2:52
  words
• 2:52
  scream
• 2:53
  and
• 2:53
  stand
• 2:53
  for.
• 2:54
  And
• 2:54
  once
• 2:54
  we've
• 2:54
  gone
• 2:55
  through
• 2:55
  that
• 2:55
  and
• 2:55
  talked
• 2:55
  about
• 2:56
  the
• 2:56
  implications
• 2:56
  and
• 2:56
  what
• 2:57
  today's
• 2:57
  marketing
• 2:58
  world
• 2:58
  looks
• 2:58
  like,
• 2:59
  I'm
• 2:59
  also
• 2:59
  going
• 2:59
  to
• 2:59
  share
• 3:00
  with
• 3:00
  you
• 3:00
  five
• 3:01
  simple
• 3:01
  things
• 3:01
  that
• 3:02
  I
• 3:02
  think
• 3:02
  this
• 3:02
  impacts
• 3:03
  when
• 3:03
  you're
• 3:03
  thinking
• 3:03
  about
• 3:03
  your
• 3:04
  own
• 3:04
  business.
• 3:05
  Let's
• 3:05
  get
• 3:05
  started
• 3:06
  then,
• 3:06
  with
• 3:06
  the
• 3:07
  letter
• 3:07
  S.
• 3:09
  The
• 3:09
  letter
• 3:09
  S
• 3:10
  in
• 3:10
  Scream
• 3:11
  stands
• 3:11
  for
• 3:11
  Spark
• 3:12
  interest
• 3:13
  in
• 3:14
  2025
• 3:15
  and
• 3:15
  beyond.
• 3:15
  When
• 3:15
  you're
• 3:16
  looking
• 3:16
  at
• 3:16
  your
• 3:17
  marketing
• 3:17
  and
• 3:18
  looking
• 3:18
  at
• 3:18
  the
• 3:18
  brands
• 3:19
  around
• 3:19
  you,
• 3:19
  it's
• 3:20
  incredibly
• 3:20
  important
• 3:21
  that
• 3:21
  you
• 3:21
  spark
• 3:22
  interest.
• 3:23
  Let's
• 3:23
  go
• 3:23
  back
• 3:23
  to
• 3:24
  the
• 3:24
  theme
• 3:24
  park
• 3:24
  again,
• 3:24
  because
• 3:25
  when
• 3:25
  you
• 3:25
  get
• 3:25
  into
• 3:25
  a
• 3:25
  theme
• 3:26
  park
• 3:26
  and
• 3:26
  you're
• 3:26
  presented
• 3:27
  with
• 3:27
  a
• 3:27
  map,
• 3:27
  you
• 3:28
  have
• 3:28
  to
• 3:28
  decide
• 3:28
  where
• 3:29
  to
• 3:29
  go
• 3:29
  first.
• 3:30
  Something
• 3:30
  has
• 3:31
  to
• 3:31
  spark
• 3:31
  your
• 3:31
  interest
• 3:32
  because
• 3:32
  there
• 3:32
  are
• 3:32
  so
• 3:33
  many
• 3:33
  choices
• 3:33
  and
• 3:34
  so
• 3:34
  many
• 3:34
  great
• 3:34
  experiences
• 3:35
  and
• 3:35
  attractions
• 3:36
  that
• 3:36
  you
• 3:36
  could
• 3:36
  go
• 3:36
  on.
• 3:37
  Now,
• 3:37
  it
• 3:37
  may
• 3:38
  be
• 3:38
  that
• 3:38
  you
• 3:38
  want
• 3:38
  to
• 3:38
  go
• 3:39
  on
• 3:39
  the
• 3:39
  roller
• 3:39
  coaster
• 3:39
  that's
• 3:40
  the
• 3:40
  fastest.
• 3:40
  Maybe
• 3:41
  it's
• 3:41
  the
• 3:41
  thing
• 3:41
  that's
• 3:41
  the
• 3:41
  tallest.
• 3:42
  Maybe
• 3:43
  it's
• 3:43
  the
• 3:43
  newest
• 3:44
  thing
• 3:44
  that's
• 3:45
  in
• 3:45
  the
• 3:45
  park.
• 3:46
  But
• 3:46
  something
• 3:46
  about
• 3:46
  it
• 3:47
  has
• 3:47
  to
• 3:47
  spark
• 3:47
  your
• 3:48
  interest
• 3:48
  and
• 3:48
  make
• 3:48
  you
• 3:49
  choose
• 3:49
  to
• 3:49
  go
• 3:49
  there.
• 3:50
  It's
• 3:50
  the
• 3:51
  same
• 3:51
  in
• 3:51
  your
• 3:51
  marketing
• 3:52
  in
• 3:52
  2025.
• 3:53
  There
• 3:53
  are
• 3:54
  so
• 3:54
  many
• 3:54
  different
• 3:55
  people
• 3:55
  that
• 3:55
  people
• 3:55
  can
• 3:56
  choose
• 3:56
  from
• 3:56
  that
• 3:56
  you
• 3:57
  need
• 3:57
  to
• 3:57
  find
• 3:57
  a
• 3:57
  way
• 3:57
  to
• 3:58
  spark
• 3:58
  their
• 3:59
  interest.
• 3:59
  What
• 4:00
  is
• 4:00
  it
• 4:00
  about
• 4:01
  you
• 4:01
  and
• 4:01
  your
• 4:01
  business
• 4:02
  that's
• 4:02
  unique?
• 4:03
  What
• 4:03
  is
• 4:03
  it
• 4:03
  about
• 4:03
  it
• 4:04
  that's
• 4:04
  going
• 4:04
  to
• 4:04
  make
• 4:04
  them
• 4:05
  choose
• 4:05
  you
• 4:05
  over
• 4:06
  any
• 4:06
  of
• 4:06
  your
• 4:06
  competitors?
• 4:07
  So
• 4:07
  the
• 4:08
  first
• 4:08
  thing
• 4:08
  I
• 4:08
  want
• 4:08
  you
• 4:08
  to
• 4:08
  consider
• 4:09
  is
• 4:09
  how
• 4:09
  in
• 4:10
  the
• 4:10
  marketing
• 4:10
  theme
• 4:10
  park
• 4:11
  world,
• 4:11
  you
• 4:11
  can
• 4:11
  spark
• 4:12
  interest.
• 4:13
  Okay,
• 4:14
  let's
• 4:14
  move
• 4:14
  on
• 4:14
  to
• 4:15
  the
• 4:15
  C.
• 4:16
  Now,
• 4:16
  the
• 4:16
  C
• 4:16
  in
• 4:17
  Scream
• 4:17
  is
• 4:18
  standing
• 4:18
  for
• 4:18
  customized
• 4:20
  transparent
• 4:21
  pricing.
• 4:22
  It
• 4:23
  wouldn't
• 4:23
  be
• 4:23
  a
• 4:23
  talk
• 4:23
  from
• 4:24
  me
• 4:24
  without
• 4:24
  me
• 4:25
  talking
• 4:25
  about
• 4:25
  pricing,
• 4:26
  because
• 4:26
  I
• 4:26
  absolutely,
• 4:27
  wholeheartedly
• 4:28
  believe
• 4:28
  in
• 4:28
  2025
• 4:29
  and
• 4:29
  beyond.
• 4:30
  We
• 4:30
  cannot
• 4:30
  get
• 4:30
  away
• 4:31
  with
• 4:31
  hiding
• 4:31
  our
• 4:32
  pricing.
• 4:32
  Consumers
• 4:33
  want
• 4:33
  to
• 4:33
  understand
• 4:33
  how
• 4:34
  much
• 4:34
  things
• 4:34
  cost,
• 4:35
  and
• 4:35
  we
• 4:35
  need
• 4:35
  to
• 4:36
  make
• 4:36
  sure
• 4:36
  we're
• 4:36
  embracing
• 4:37
  that,
• 4:37
  but
• 4:37
  not
• 4:38
  only
• 4:38
  by
• 4:38
  just
• 4:38
  having
• 4:38
  a
• 4:38
  standard
• 4:39
  price,
• 4:39
  but
• 4:40
  having
• 4:40
  customized
• 4:41
  and
• 4:41
  transparent
• 4:41
  pricing.
• 4:42
  Let
• 4:42
  me
• 4:42
  Explain
• 4:43
  what
• 4:43
  I
• 4:43
  mean.
• 4:44
  Again,
• 4:44
  using
• 4:44
  the
• 4:44
  theme
• 4:45
  park.
• 4:45
  So
• 4:45
  when
• 4:45
  you're
• 4:46
  at
• 4:46
  a
• 4:46
  theme
• 4:46
  park,
• 4:46
  you
• 4:47
  can,
• 4:47
  and
• 4:47
  you
• 4:48
  can
• 4:48
  buy
• 4:48
  the
• 4:48
  ticket
• 4:49
  on
• 4:49
  the
• 4:49
  gate
• 4:50
  of
• 4:50
  the
• 4:50
  theme
• 4:50
  park
• 4:50
  or
• 4:50
  you
• 4:51
  can
• 4:51
  buy
• 4:51
  it
• 4:51
  ahead
• 4:51
  of
• 4:51
  time
• 4:51
  and
• 4:52
  it's
• 4:52
  a
• 4:52
  set
• 4:52
  price,
• 4:53
  say
• 4:53
  it's
• 4:53
  50
• 4:54
  pounds
• 4:54
  to
• 4:54
  enter
• 4:54
  the
• 4:55
  theme
• 4:55
  park.
• 4:55
  But
• 4:56
  then
• 4:56
  once
• 4:57
  you're
• 4:57
  in
• 4:57
  the
• 4:57
  theme
• 4:57
  park,
• 4:58
  it
• 4:58
  doesn't
• 4:58
  stop
• 4:59
  there
• 4:59
  because
• 4:59
  there
• 4:59
  are
• 5:00
  different
• 5:00
  pricing
• 5:00
  layers
• 5:01
  for
• 5:01
  different
• 5:01
  people.
• 5:02
  Obviously,
• 5:03
  you
• 5:03
  can
• 5:03
  go
• 5:03
  ahead
• 5:03
  and
• 5:04
  do
• 5:04
  add
• 5:04
  ons,
• 5:04
  you
• 5:05
  can
• 5:05
  go
• 5:05
  and
• 5:05
  play
• 5:05
  on
• 5:05
  some
• 5:05
  of
• 5:05
  the
• 5:06
  games,
• 5:06
  you
• 5:06
  can
• 5:06
  buy
• 5:06
  extra
• 5:06
  food,
• 5:07
  you
• 5:07
  can
• 5:07
  buy
• 5:07
  extra
• 5:08
  merchandise.
• 5:08
  So
• 5:09
  there's
• 5:09
  always
• 5:09
  an
• 5:09
  upsell
• 5:10
  inside
• 5:10
  of
• 5:10
  the
• 5:10
  theme
• 5:11
  park.
• 5:11
  But
• 5:12
  also
• 5:12
  there
• 5:12
  are
• 5:12
  different
• 5:13
  pricing
• 5:13
  levels.
• 5:14
  So,
• 5:14
  for
• 5:14
  example,
• 5:15
  if
• 5:15
  you
• 5:15
  go
• 5:15
  to
• 5:15
  a
• 5:16
  theme
• 5:16
  park,
• 5:16
  you
• 5:16
  may
• 5:16
  be
• 5:16
  able
• 5:17
  to
• 5:17
  pay
• 5:17
  more
• 5:18
  money
• 5:18
  so
• 5:19
  that
• 5:19
  you
• 5:19
  can
• 5:19
  skip
• 5:19
  some
• 5:20
  of
• 5:20
  the
• 5:20
  queues.
• 5:20
  This
• 5:21
  is
• 5:21
  going
• 5:21
  to
• 5:21
  be
• 5:21
  a
• 5:21
  more
• 5:21
  premium
• 5:22
  experience,
• 5:22
  it's
• 5:23
  going
• 5:23
  to
• 5:23
  be
• 5:23
  more
• 5:23
  expensive,
• 5:23
  but
• 5:24
  you're
• 5:24
  not
• 5:24
  going
• 5:24
  to
• 5:24
  have
• 5:24
  to
• 5:24
  stand
• 5:25
  and
• 5:25
  queue
• 5:25
  with
• 5:25
  everybody
• 5:26
  else.
• 5:26
  So
• 5:27
  now
• 5:27
  we've
• 5:27
  got
• 5:27
  our
• 5:27
  base
• 5:28
  price
• 5:28
  and
• 5:29
  we've
• 5:29
  got
• 5:29
  the
• 5:29
  premium
• 5:30
  price
• 5:30
  as
• 5:30
  well.
• 5:31
  But
• 5:31
  often
• 5:31
  it
• 5:32
  doesn't
• 5:32
  stop
• 5:32
  there,
• 5:33
  because
• 5:33
  on
• 5:33
  top
• 5:33
  of
• 5:34
  that,
• 5:34
  there's
• 5:34
  often
• 5:34
  a
• 5:34
  platinum
• 5:35
  or
• 5:35
  VIP
• 5:36
  experience
• 5:36
  too.
• 5:37
  I
• 5:38
  think
• 5:38
  it's
• 5:38
  really
• 5:38
  important
• 5:38
  it's
• 5:39
  that
• 5:39
  couple
• 5:39
  first
• 5:39
  thing,
• 5:40
  because
• 5:40
  actually
• 5:40
  every
• 5:40
  couple
• 5:41
  is
• 5:41
  going
• 5:41
  to
• 5:41
  be
• 5:41
  different.
• 5:41
  Whether
• 5:42
  they're
• 5:42
  Caucasian,
• 5:43
  whether
• 5:43
  they're
• 5:43
  South
• 5:43
  Asian,
• 5:44
  whether
• 5:44
  they're
• 5:44
  any
• 5:44
  other
• 5:44
  culture
• 5:45
  or
• 5:45
  fusion,
• 5:46
  their
• 5:46
  family
• 5:46
  situation,
• 5:47
  their
• 5:47
  beliefs,
• 5:47
  everything
• 5:48
  is
• 5:48
  going
• 5:48
  to
• 5:48
  be
• 5:48
  very
• 5:48
  different.
• 5:49
  And
• 5:49
  so
• 5:49
  whoever
• 5:49
  they
• 5:49
  are,
• 5:50
  we
• 5:50
  ought
• 5:50
  to
• 5:50
  be
• 5:50
  taking
• 5:50
  them
• 5:50
  on
• 5:51
  a
• 5:51
  case
• 5:51
  by
• 5:51
  case
• 5:51
  basis.
• 5:52
  I
• 5:52
  think
• 5:53
  that
• 5:53
  also
• 5:53
  plays
• 5:54
  into
• 5:54
  this
• 5:54
  conversation.
• 5:55
  And
• 5:55
  I
• 5:55
  know
• 5:55
  I've
• 5:56
  talked
• 5:56
  to
• 5:56
  you
• 5:56
  about
• 5:56
  this
• 5:56
  before,
• 5:56
  but
• 5:57
  quite
• 5:57
  often
• 5:57
  I
• 5:57
  hear
• 5:58
  people
• 5:58
  saying,
• 5:58
  particularly
• 5:59
  venues,
• 5:59
  oh,
• 5:59
  I
• 5:59
  want
• 6:00
  to
• 6:00
  move
• 6:00
  into
• 6:00
  more
• 6:00
  of
• 6:00
  a
• 6:00
  multicultural
• 6:01
  space.
• 6:02
  I
• 6:02
  want
• 6:02
  to
• 6:02
  attract
• 6:03
  different
• 6:03
  parts
• 6:03
  of
• 6:03
  the
• 6:04
  market.
• 6:04
  And
• 6:04
  they
• 6:05
  kind
• 6:05
  of
• 6:05
  lump
• 6:05
  it
• 6:05
  all
• 6:06
  together
• 6:06
  as
• 6:06
  this
• 6:07
  one
• 6:07
  big
• 6:08
  thing.
• 6:08
  How
• 6:09
  should
• 6:09
  we
• 6:09
  be
• 6:09
  talking
• 6:10
  about
• 6:10
  this
• 6:10
  stuff?
• 6:10
  How
• 6:10
  should
• 6:10
  we
• 6:11
  be
• 6:11
  talking
• 6:11
  about
• 6:11
  it
• 6:12
  in
• 6:12
  our
• 6:12
  marketing?
• 6:12
  Yeah,
• 6:13
  absolutely.
• 6:13
  I
• 6:13
  think
• 6:14
  with
• 6:14
  marketing,
• 6:14
  one
• 6:15
  of
• 6:15
  the
• 6:15
  most
• 6:15
  important
• 6:16
  things
• 6:16
  is
• 6:17
  imagery.
• 6:17
  I
• 6:18
  think
• 6:18
  we
• 6:18
  live
• 6:18
  in
• 6:18
  a
• 6:18
  generation
• 6:19
  where
• 6:19
  everyone
• 6:19
  is
• 6:20
  extremely
• 6:20
  visual.
• 6:21
  I
• 6:21
  know
• 6:21
  I
• 6:21
  definitely
• 6:22
  am.
• 6:22
  And
• 6:23
  especially
• 6:23
  with
• 6:23
  social
• 6:24
  media,
• 6:24
  that
• 6:24
  is
• 6:24
  the
• 6:24
  first
• 6:25
  thing
• 6:25
  you
• 6:25
  see.
• 6:25
  So
• 6:25
  before
• 6:26
  you
• 6:26
  even
• 6:26
  read
• 6:26
  the
• 6:26
  word
• 6:27
  multicultural
• 6:27
  on
• 6:28
  someone's
• 6:28
  website,
• 6:29
  you
• 6:29
  look
• 6:29
  at
• 6:29
  their
• 6:29
  imagery
• 6:30
  to
• 6:30
  see
• 6:31
  if
• 6:31
  it's
• 6:31
  somewhere
• 6:31
  where
• 6:31
  you
• 6:32
  can
• 6:32
  visualize
• 6:32
  yourself
• 6:32
  getting
• 6:33
  married.
• 6:33
  And
• 6:33
  it's
• 6:33
  very
• 6:33
  natural
• 6:34
  that
• 6:34
  if
• 6:35
  you
• 6:35
  are
• 6:35
  having
• 6:36
  a
• 6:36
  Asian
• 6:36
  wedding
• 6:37
  or
• 6:37
  a
• 6:37
  Chinese
• 6:38
  wedding,
• 6:39
  if
• 6:39
  you
• 6:39
  can
• 6:39
  see
• 6:39
  in
• 6:40
  their
• 6:40
  marketing
• 6:40
  that
• 6:40
  they've
• 6:41
  got
• 6:41
  a
• 6:41
  couple
• 6:42
  from
• 6:43
  that
• 6:43
  specific
• 6:44
  background
• 6:44
  or
• 6:44
  even
• 6:45
  one
• 6:45
  individual
• 6:45
  in
• 6:46
  that
• 6:46
  couple
• 6:46
  from
• 6:46
  that
• 6:47
  background,
• 6:47
  you're
• 6:48
  automatically
• 6:48
  more
• 6:49
  drawn
• 6:49
  to
• 6:49
  it.
• 6:49
  And
• 6:49
  I
• 6:50
  think
• 6:50
  that's
• 6:50
  something
• 6:51
  which
• 6:51
  suppliers
• 6:52
  should
• 6:52
  increasingly
• 6:52
  be
• 6:53
  more
• 6:53
  and
• 6:53
  more
• 6:53
  mindful
• 6:53
  of,
• 6:54
  especially
• 6:54
  if
• 6:54
  it's
• 6:55
  a
• 6:55
  space
• 6:55
  that
• 6:55
  they
• 6:56
  want
• 6:56
  to
• 6:56
  go
• 6:56
  into,
• 6:56
  that
• 6:57
  your
• 6:57
  imagery
• 6:58
  is
• 6:58
  going
• 6:58
  to
• 6:58
  be
• 6:58
  the
• 6:58
  most
• 6:58
  important
• 6:59
  thing
• 6:59
  first.
• 7:00
  Secondary
• 7:01
  to
• 7:01
  that,
• 7:01
  I
• 7:01
  would
• 7:01
  say
• 7:01
  it's
• 7:02
  the
• 7:02
  network.
• 7:02
  We
• 7:03
  are
• 7:03
  a
• 7:03
  relationship
• 7:04
  based
• 7:04
  industry
• 7:05
  and
• 7:05
  I
• 7:05
  think
• 7:06
  really
• 7:06
  trying
• 7:06
  to
• 7:07
  speak
• 7:08
  to
• 7:08
  and
• 7:08
  know
• 7:09
  and
• 7:09
  hear
• 7:09
  from
• 7:09
  as
• 7:10
  many
• 7:10
  suppliers
• 7:11
  who
• 7:11
  operate
• 7:12
  in
• 7:12
  that
• 7:12
  space,
• 7:13
  you'll
• 7:13
  learn
• 7:13
  so
• 7:14
  much
• 7:14
  more.
• 7:14
  So
• 7:14
  I
• 7:14
  know
• 7:14
  that
• 7:14
  even
• 7:15
  through
• 7:15
  our
• 7:15
  conversations,
• 7:16
  I've
• 7:16
  learned
• 7:16
  so
• 7:16
  much
• 7:16
  about
• 7:17
  your
• 7:17
  space
• 7:17
  and
• 7:17
  you've
• 7:17
  learned
• 7:18
  so
• 7:18
  much
• 7:18
  about
• 7:18
  my
• 7:18
  space,
• 7:20
  even
• 7:20
  within
• 7:20
  just
• 7:21
  an
• 7:21
  hour
• 7:21
  or
• 7:22
  half
• 7:22
  an
• 7:22
  hour.
• 7:22
  Zoom
• 7:23
  call.
• 7:23
  And
• 7:24
  so
• 7:24
  I
• 7:24
  think
• 7:24
  that's
• 7:25
  something
• 7:25
  which
• 7:26
  is
• 7:26
  definitely
• 7:26
  sometimes
• 7:27
  overlooked
• 7:27
  because
• 7:27
  naturally
• 7:28
  we're
• 7:28
  also
• 7:28
  busy
• 7:29
  in
• 7:30
  our
• 7:30
  work,
• 7:30
  whether
• 7:30
  it
• 7:30
  be
• 7:31
  through
• 7:31
  wedding
• 7:31
  season.
• 7:32
  Once
• 7:32
  wedding
• 7:32
  season
• 7:33
  finishes,
• 7:33
  we're
• 7:33
  in
• 7:33
  inquiry
• 7:34
  season.
• 7:34
  But
• 7:35
  I
• 7:35
  think
• 7:35
  it's
• 7:35
  really
• 7:35
  important
• 7:36
  to
• 7:36
  take
• 7:36
  that
• 7:36
  time
• 7:37
  out,
• 7:37
  especially
• 7:37
  if
• 7:37
  you
• 7:38
  want
• 7:38
  to
• 7:38
  intentionally
• 7:39
  enter
• 7:39
  a
• 7:39
  specific
• 7:40
  culture.
• 7:42
  They've
• 7:42
  had
• 7:42
  certain
• 7:43
  ways
• 7:43
  of
• 7:43
  doing
• 7:43
  things
• 7:44
  all
• 7:44
  along
• 7:44
  and
• 7:44
  whilst
• 7:44
  they're
• 7:45
  evolving,
• 7:46
  it
• 7:46
  will
• 7:46
  always
• 7:47
  be
• 7:47
  really
• 7:47
  beneficial
• 7:48
  for
• 7:48
  you
• 7:48
  to
• 7:48
  at
• 7:48
  least
• 7:49
  know
• 7:49
  a
• 7:49
  couple
• 7:49
  of
• 7:50
  people
• 7:50
  within
• 7:50
  that
• 7:50
  industry
• 7:51
  and
• 7:51
  at
• 7:51
  least
• 7:51
  rely
• 7:52
  on
• 7:52
  them
• 7:52
  to
• 7:52
  say,
• 7:52
  oh,
• 7:52
  by
• 7:52
  the
• 7:53
  way,
• 7:53
  we
• 7:53
  have
• 7:54
  a
• 7:54
  couple
• 7:54
  coming
• 7:54
  in,
• 7:55
  they're
• 7:55
  of
• 7:55
  this
• 7:55
  background.
• 7:56
  Do
• 7:56
  you
• 7:56
  mind
• 7:57
  if
• 7:57
  I
• 7:57
  just
• 7:57
  ask
• 7:57
  you
• 7:57
  a
• 7:57
  few
• 7:58
  questions?
• 7:58
  Because
• 7:58
  I
• 7:59
  think
• 7:59
  that
• 7:59
  will
• 7:59
  help
• 7:59
  you
• 7:59
  get
• 8:00
  so
• 8:00
  much
• 8:00
  further
• 8:00
  as
• 8:01
  well.
• 8:01
  So
• 8:01
  good.
• 8:02
  So,
• 8:02
  so
• 8:02
  helpful.
• 8:03
  I
• 8:03
  think
• 8:04
  people
• 8:04
  just
• 8:04
  need
• 8:05
  to
• 8:05
  think
• 8:05
  differently
• 8:05
  and
• 8:06
  realize
• 8:06
  that
• 8:06
  couples
• 8:07
  want
• 8:07
  this.
• 8:07
  Like
• 8:07
  they're
• 8:08
  so
• 8:08
  excited
• 8:08
  about
• 8:09
  the
• 8:09
  experience
• 8:09
  of
• 8:09
  their
• 8:09
  day.
• 8:10
  I
• 8:10
  quite
• 8:10
  often
• 8:10
  say
• 8:11
  to
• 8:11
  my
• 8:11
  hotel
• 8:11
  venues
• 8:12
  or
• 8:12
  venues
• 8:12
  I
• 8:12
  work
• 8:13
  with,
• 8:13
  imagine
• 8:14
  when
• 8:14
  your
• 8:14
  couple
• 8:14
  turn
• 8:15
  up
• 8:15
  for
• 8:15
  the
• 8:15
  venue
• 8:15
  tour
• 8:16
  and
• 8:16
  they
• 8:16
  just
• 8:17
  wander
• 8:17
  in,
• 8:17
  they
• 8:17
  don't
• 8:17
  know
• 8:17
  where
• 8:17
  to
• 8:18
  park
• 8:18
  and
• 8:18
  then
• 8:18
  they
• 8:18
  go
• 8:19
  find
• 8:19
  the
• 8:19
  reception
• 8:19
  and
• 8:20
  then
• 8:20
  someone's
• 8:20
  grumpy
• 8:20
  with
• 8:21
  them
• 8:21
  and
• 8:21
  then
• 8:21
  they're
• 8:21
  waiting
• 8:22
  around
• 8:22
  for
• 8:22
  you.
• 8:22
  I
• 8:23
  said,
• 8:23
  you're
• 8:23
  trying
• 8:23
  to
• 8:23
  sell
• 8:23
  them
• 8:24
  the
• 8:24
  wedding
• 8:24
  day
• 8:24
  now.
• 8:24
  On
• 8:25
  the
• 8:25
  wedding
• 8:25
  day,
• 8:25
  I
• 8:26
  guarantee
• 8:26
  you're
• 8:27
  going
• 8:27
  to
• 8:27
  greet
• 8:27
  them
• 8:27
  like
• 8:28
  they're
• 8:28
  the
• 8:28
  King
• 8:28
  and
• 8:28
  Queen
• 8:29
  of
• 8:29
  England
• 8:30
  with
• 8:30
  their
• 8:30
  Prosecco.
• 8:31
  I'm
• 8:31
  like,
• 8:31
  how
• 8:31
  are
• 8:31
  you
• 8:31
  selling
• 8:32
  that
• 8:32
  when
• 8:33
  you're
• 8:33
  not
• 8:33
  giving
• 8:33
  them
• 8:34
  an
• 8:34
  experience
• 8:34
  that's
• 8:35
  anywhere
• 8:35
  close
• 8:36
  to
• 8:36
  that?
• 8:36
  And
• 8:37
  I
• 8:37
  think
• 8:37
  people
• 8:37
  are
• 8:37
  like,
• 8:38
  oh,
• 8:38
  yeah.
• 8:38
  Like,
• 8:39
  it's
• 8:39
  the
• 8:39
  simple
• 8:40
  things
• 8:40
  where
• 8:40
  it's
• 8:41
  like,
• 8:41
  how
• 8:41
  can
• 8:41
  we
• 8:41
  make
• 8:41
  these
• 8:42
  people
• 8:42
  feel
• 8:42
  as
• 8:43
  special
• 8:43
  as
• 8:43
  they
• 8:43
  will
• 8:44
  on
• 8:44
  their
• 8:44
  wedding
• 8:44
  day?
• 8:45
  Some
• 8:45
  great,
• 8:46
  great
• 8:46
  ideas
• 8:46
  in
• 8:46
  there.
• 8:47
  Yeah.
• 8:47
  And
• 8:47
  it's
• 8:47
  really
• 8:47
  about
• 8:48
  finding
• 8:48
  the
• 8:49
  actions.
• 8:50
  You
• 8:50
  know,
• 8:50
  I
• 8:50
  think
• 8:51
  about
• 8:51
  what
• 8:51
  we
• 8:51
  do
• 8:51
  as
• 8:51
  a,
• 8:52
  as
• 8:52
  a
• 8:52
  business
• 8:53
  in
• 8:53
  a
• 8:54
  quadrant,
• 8:54
  right.
• 8:55
  We
• 8:55
  have
• 8:55
  actions
• 8:56
  or
• 8:56
  opportunities
• 8:57
  that
• 8:57
  land
• 8:57
  in
• 8:58
  this
• 8:58
  quadrant.
• 8:58
  And
• 8:59
  I
• 8:59
  always
• 8:59
  want
• 8:59
  to
• 8:59
  find
• 9:00
  the,
• 9:01
  the
• 9:01
  actions
• 9:02
  or
• 9:02
  value
• 9:02
  add
• 9:03
  that's
• 9:03
  going
• 9:03
  to
• 9:03
  fall
• 9:03
  in
• 9:04
  low
• 9:04
  effort
• 9:04
  but
• 9:04
  yield
• 9:05
  the
• 9:05
  highest
• 9:05
  result.
• 9:06
  Something
• 9:06
  as
• 9:06
  shifting
• 9:07
  the
• 9:07
  way
• 9:07
  that
• 9:08
  you
• 9:08
  show
• 9:08
  the
• 9:08
  venue
• 9:09
  is
• 9:09
  low
• 9:09
  effort
• 9:10
  by
• 9:10
  result.
• 9:11
  Right.
• 9:11
  Having
• 9:12
  the
• 9:12
  sample,
• 9:13
  you
• 9:13
  know,
• 9:14
  veil
• 9:15
  hidden
• 9:15
  in
• 9:15
  one
• 9:16
  of
• 9:16
  your
• 9:16
  suites.
• 9:17
  Low
• 9:17
  effort,
• 9:17
  high
• 9:18
  result.
• 9:18
  Right.
• 9:18
  It's
• 9:19
  nothing
• 9:19
  groundbreaking.
• 9:20
  And
• 9:20
  so
• 9:20
  I
• 9:20
  challenge
• 9:21
  anybody
• 9:21
  that's
• 9:21
  listening
• 9:22
  that
• 9:22
  is
• 9:22
  a
• 9:22
  venue
• 9:22
  to
• 9:23
  really
• 9:23
  think
• 9:23
  about
• 9:23
  what
• 9:24
  are
• 9:24
  these
• 9:24
  little
• 9:24
  changes
• 9:25
  that
• 9:25
  I
• 9:25
  can
• 9:25
  make
• 9:25
  to
• 9:25
  add
• 9:26
  to
• 9:26
  the
• 9:26
  experience?
• 9:27
  Is
• 9:27
  it
• 9:27
  something
• 9:27
  as
• 9:27
  simple
• 9:28
  as
• 9:28
  let's
• 9:28
  sit
• 9:28
  down
• 9:29
  and
• 9:29
  chat
• 9:29
  for
• 9:29
  10
• 9:29
  minutes.
• 9:30
  That's
• 9:30
  nothing
• 9:31
  groundbreaking,
• 9:31
  but
• 9:32
  it's
• 9:32
  going
• 9:32
  to
• 9:32
  give
• 9:32
  you
• 9:32
  a
• 9:32
  big
• 9:32
  result.
• 9:34
  Even
• 9:35
  like
• 9:35
  you
• 9:35
  said,
• 9:35
  the
• 9:35
  Prosecco,
• 9:36
  like,
• 9:36
  hey,
• 9:36
  let's
• 9:37
  kick
• 9:37
  things
• 9:37
  off
• 9:37
  right
• 9:38
  at
• 9:38
  the
• 9:38
  beginning
• 9:38
  with
• 9:39
  a
• 9:39
  little
• 9:39
  bit
• 9:39
  of
• 9:39
  celebratory
• 9:40
  toast.
• 9:40
  At
• 9:41
  Madera,
• 9:41
  we
• 9:41
  host
• 9:42
  sangria.
• 9:43
  So
• 9:43
  we
• 9:43
  do
• 9:43
  Sangria
• 9:44
  Saturdays
• 9:44
  for
• 9:44
  our
• 9:45
  tours.
• 9:45
  And
• 9:45
  again,
• 9:45
  it's
• 9:46
  coming
• 9:46
  down
• 9:46
  to
• 9:46
  what
• 9:46
  this
• 9:47
  current
• 9:47
  generation
• 9:47
  wants.
• 9:48
  They
• 9:48
  want
• 9:48
  an
• 9:48
  experience.
• 9:49
  Right.
• 9:49
  We
• 9:49
  want
• 9:50
  to
• 9:50
  tap
• 9:50
  into
• 9:50
  their
• 9:50
  emotions,
• 9:51
  we
• 9:51
  want
• 9:51
  to
• 9:51
  tap
• 9:51
  into
• 9:51
  their
• 9:52
  senses.
• 9:52
  Even
• 9:53
  more
• 9:53
  importantly,
• 9:54
  love
• 9:54
  it.
• 9:54
  So
• 9:55
  many
• 9:55
  great
• 9:55
  ideas.
• 9:55
  I
• 9:55
  know
• 9:55
  people
• 9:56
  listening
• 9:56
  are
• 9:56
  going
• 9:56
  to
• 9:56
  be
• 9:57
  having
• 9:57
  sparks
• 9:58
  flying
• 9:58
  and
• 9:58
  different
• 9:59
  things
• 9:59
  they're
• 9:59
  thinking
• 9:59
  about.
• 10:00
  Now,
• 10:00
  you
• 10:00
  mentioned
• 10:00
  at
• 10:00
  the
• 10:00
  beginning
• 10:01
  that
• 10:01
  you
• 10:01
  also
• 10:01
  have
• 10:02
  another
• 10:02
  business
• 10:03
  venture
• 10:03
  on
• 10:03
  the
• 10:04
  go
• 10:04
  now.
• 10:04
  So
• 10:04
  you
• 10:04
  obviously
• 10:05
  have
• 10:05
  your
• 10:05
  work
• 10:06
  with
• 10:06
  the
• 10:06
  venue,
• 10:06
  you
• 10:06
  have
• 10:07
  your
• 10:07
  speaking,
• 10:07
  but
• 10:08
  I
• 10:08
  believe
• 10:08
  you're
• 10:08
  now
• 10:09
  working
• 10:09
  with
• 10:09
  other
• 10:09
  venue
• 10:10
  owners
• 10:10
  as
• 10:10
  well.
• 10:10
  So
• 10:10
  just
• 10:10
  tell
• 10:11
  me
• 10:11
  a
• 10:11
  bit
• 10:11
  more
• 10:11
  about
• 10:11
  that
• 10:12
  and
• 10:12
  what
• 10:12
  that
• 10:12
  involves.
• 10:13
  Yeah,
• 10:13
  so
• 10:14
  we
• 10:14
  started
• 10:15
  the
• 10:15
  Venue
• 10:15
  help
• 10:16
  desk
• 10:16
  in
• 10:17
  2023.
• 10:18
  Essentially
• 10:19
  what
• 10:19
  venue
• 10:19
  Help
• 10:19
  Desk
• 10:20
  is,
• 10:20
  is
• 10:20
  we
• 10:20
  are
• 10:21
  a
• 10:21
  go
• 10:21
  to
• 10:21
  resource
• 10:22
  for
• 10:22
  venues
• 10:23
  that
• 10:23
  have
• 10:23
  a
• 10:23
  specific
• 10:24
  problem
• 10:24
  and
• 10:25
  then
• 10:25
  we
• 10:25
  point
• 10:25
  them
• 10:26
  in
• 10:26
  the
• 10:26
  direction
• 10:26
  of
• 10:26
  a
• 10:27
  vetted
• 10:27
  solution
• 10:28
  and
• 10:29
  just
• 10:29
  talking.
• 10:29
  About
• 10:29
  it,
• 10:29
  because
• 10:30
  you're
• 10:30
  right,
• 10:30
  as
• 10:30
  I
• 10:30
  say,
• 10:31
  as
• 10:31
  a
• 10:31
  marketer,
• 10:31
  people
• 10:31
  buy
• 10:32
  from
• 10:32
  people.
• 10:32
  People
• 10:32
  want
• 10:32
  to
• 10:32
  understand.
• 10:33
  And
• 10:33
  actually
• 10:33
  your
• 10:34
  couples
• 10:34
  and
• 10:34
  your
• 10:34
  fellow
• 10:35
  suppliers
• 10:35
  will
• 10:35
  also
• 10:36
  feel
• 10:36
  seen
• 10:36
  and
• 10:37
  heard
• 10:37
  in
• 10:37
  that
• 10:37
  because
• 10:37
  they're
• 10:38
  also
• 10:38
  probably
• 10:38
  thinking,
• 10:39
  oh,
• 10:39
  I
• 10:39
  can't
• 10:40
  do
• 10:40
  the
• 10:40
  everything.
• 10:40
  I
• 10:41
  can't
• 10:41
  be
• 10:41
  perfect,
• 10:42
  but
• 10:42
  I
• 10:42
  could
• 10:43
  actually
• 10:43
  do
• 10:43
  that
• 10:43
  one
• 10:44
  little
• 10:44
  thing.
• 10:44
  And
• 10:45
  so,
• 10:45
  and
• 10:45
  so
• 10:45
  has
• 10:45
  given
• 10:46
  me
• 10:46
  permission
• 10:46
  to
• 10:47
  be
• 10:47
  okay
• 10:47
  with
• 10:47
  just
• 10:47
  doing
• 10:48
  that
• 10:48
  thing.
• 10:48
  Now
• 10:48
  that
• 10:48
  actually
• 10:49
  brings
• 10:49
  me
• 10:49
  on
• 10:49
  to
• 10:50
  my
• 10:50
  next
• 10:50
  little
• 10:50
  topic
• 10:50
  of
• 10:51
  conversation
• 10:51
  that
• 10:51
  I
• 10:51
  had
• 10:51
  noted
• 10:52
  down
• 10:52
  here.
• 10:52
  Now,
• 10:53
  I'm
• 10:53
  very
• 10:53
  about
• 10:54
  transparency
• 10:54
  and
• 10:55
  honesty
• 10:55
  on
• 10:56
  this
• 10:56
  podcast
• 10:56
  and
• 10:56
  I
• 10:57
  think
• 10:57
  one
• 10:57
  of
• 10:57
  the
• 10:57
  things
• 10:57
  that
• 10:58
  people
• 10:58
  are
• 10:58
  scared
• 10:59
  of
• 10:59
  and
• 10:59
  I
• 10:59
  will
• 10:59
  include
• 11:00
  myself
• 11:00
  in
• 11:00
  this,
• 11:01
  is
• 11:01
  that
• 11:01
  fear
• 11:01
  of
• 11:02
  judgment,
• 11:03
  of
• 11:03
  saying
• 11:03
  to
• 11:03
  the
• 11:04
  world,
• 11:04
  I'm
• 11:05
  trying
• 11:05
  to
• 11:05
  be
• 11:05
  more
• 11:05
  sustainable
• 11:06
  or
• 11:06
  you
• 11:06
  know,
• 11:07
  putting
• 11:07
  on
• 11:07
  their
• 11:08
  website
• 11:08
  that
• 11:08
  they're
• 11:08
  working
• 11:09
  with
• 11:09
  you
• 11:09
  or,
• 11:09
  you
• 11:10
  know,
• 11:10
  I've
• 11:10
  listened
• 11:10
  to
• 11:10
  the
• 11:10
  sustainability
• 11:11
  podcast,
• 11:11
  whatever
• 11:12
  it
• 11:12
  is,
• 11:12
  and
• 11:13
  then
• 11:13
  they're
• 11:13
  scared
• 11:14
  about
• 11:14
  the
• 11:15
  backlash.
• 11:15
  Now,
• 11:16
  in
• 11:16
  the
• 11:17
  kind
• 11:17
  of
• 11:18
  world
• 11:18
  of
• 11:18
  transparency,
• 11:19
  I'm
• 11:19
  going
• 11:20
  to
• 11:20
  share
• 11:20
  my
• 11:20
  own
• 11:20
  thoughts
• 11:21
  on
• 11:21
  this.
• 11:21
  So
• 11:21
  we're
• 11:22
  going
• 11:22
  to
• 11:22
  talk
• 11:22
  about
• 11:22
  it
• 11:22
  in
• 11:22
  a
• 11:22
  minute.
• 11:23
  But
• 11:23
  I
• 11:23
  am
• 11:23
  going
• 11:24
  to
• 11:24
  be
• 11:24
  coming
• 11:24
  to
• 11:24
  speak
• 11:25
  on
• 11:25
  a
• 11:25
  panel
• 11:26
  for
• 11:26
  you
• 11:26
  at
• 11:26
  your
• 11:27
  sustainable
• 11:28
  conference.
• 11:28
  And
• 11:28
  I'm
• 11:29
  really
• 11:29
  excited
• 11:29
  about
• 11:30
  it.
• 11:30
  I'm
• 11:30
  really
• 11:31
  pleased
• 11:31
  that
• 11:31
  I
• 11:31
  found
• 11:31
  a
• 11:31
  way
• 11:32
  that
• 11:32
  I
• 11:32
  can
• 11:32
  support
• 11:32
  it
• 11:33
  and
• 11:33
  publicly
• 11:33
  talk
• 11:34
  about
• 11:34
  it.
• 11:34
  Because,
• 11:34
  as
• 11:35
  I
• 11:35
  said
• 11:35
  to
• 11:35
  you
• 11:35
  in
• 11:35
  an
• 11:35
  email,
• 11:36
  I
• 11:36
  can't
• 11:36
  talk
• 11:36
  about
• 11:37
  all
• 11:37
  of
• 11:37
  the
• 11:37
  events.
• 11:37
  But
• 11:37
  if
• 11:37
  I'm
• 11:38
  involved
• 11:38
  in
• 11:38
  them,
• 11:38
  if
• 11:38
  I'm
• 11:39
  part
• 11:39
  of
• 11:39
  them,
• 11:39
  then
• 11:40
  I'd
• 11:40
  love
• 11:40
  to
• 11:40
  talk
• 11:40
  about
• 11:40
  it
• 11:40
  and
• 11:41
  share
• 11:41
  about
• 11:41
  it.
• 11:41
  And
• 11:41
  I
• 11:41
  do
• 11:42
  love
• 11:42
  what
• 11:42
  you
• 11:42
  do,
• 11:42
  but
• 11:43
  there's
• 11:43
  that
• 11:43
  little
• 11:43
  bit
• 11:43
  inside
• 11:44
  of
• 11:44
  my
• 11:44
  head
• 11:44
  that
• 11:44
  thinks,
• 11:45
  will
• 11:45
  people
• 11:46
  call
• 11:46
  me
• 11:47
  out
• 11:47
  on
• 11:47
  that
• 11:47
  if
• 11:47
  I
• 11:48
  sit
• 11:48
  on
• 11:48
  that
• 11:48
  stage
• 11:48
  and
• 11:48
  I'm
• 11:49
  talking
• 11:49
  about
• 11:49
  it
• 11:49
  and
• 11:49
  being
• 11:49
  part
• 11:50
  of
• 11:50
  it,
• 11:50
  and
• 11:50
  then
• 11:51
  they
• 11:51
  know
• 11:51
  I'm
• 11:51
  going
• 11:51
  to
• 11:52
  Disney
• 11:52
  World
• 11:52
  on
• 11:52
  an
• 11:52
  airplane
• 11:53
  in
• 11:53
  April,
• 11:53
  will
• 11:54
  people
• 11:54
  be
• 11:54
  like,
• 11:54
  how
• 11:55
  dare
• 11:55
  you
• 11:55
  come
• 11:55
  to
• 11:55
  this
• 11:56
  summit?
• 11:56
  And
• 11:56
  I'm
• 11:57
  sharing
• 11:57
  that
• 11:57
  because
• 11:57
  I
• 11:58
  think
• 11:58
  that
• 11:58
  is
• 11:58
  genuinely
• 11:59
  what
• 11:59
  a
• 11:59
  lot
• 11:59
  of
• 11:59
  suppliers
• 12:00
  and
• 12:00
  people
• 12:00
  in
• 12:00
  the
• 12:00
  real
• 12:01
  world
• 12:01
  think,
• 12:01
  is
• 12:02
  that
• 12:02
  they're
• 12:02
  like,
• 12:02
  I
• 12:02
  want
• 12:02
  to
• 12:02
  take
• 12:02
  these
• 12:03
  steps,
• 12:03
  I
• 12:03
  want
• 12:03
  to
• 12:03
  be
• 12:03
  part
• 12:04
  of
• 12:04
  these
• 12:04
  things.
• 12:04
  I
• 12:04
  want
• 12:04
  to
• 12:04
  help.
• 12:05
  But
• 12:05
  I
• 12:05
  also
• 12:06
  don't
• 12:06
  want
• 12:06
  people
• 12:06
  calling
• 12:07
  me
• 12:07
  out
• 12:07
  and
• 12:07
  saying,
• 12:08
  you
• 12:08
  shouldn't
• 12:08
  be
• 12:08
  doing
• 12:08
  this.
• 12:09
  Absolutely.
• 12:10
  And
• 12:10
  you
• 12:10
  are
• 12:11
  absolutely
• 12:12
  not
• 12:12
  alone,
• 12:12
  for
• 12:12
  sure.
• 12:12
  Yeah.
• 12:13
  Every
• 12:13
  single
• 12:14
  person
• 12:15
  that
• 12:15
  is
• 12:16
  coming
• 12:16
  to
• 12:16
  the
• 12:16
  summit
• 12:17
  is
• 12:17
  on
• 12:18
  their
• 12:18
  own
• 12:18
  sustainable
• 12:19
  journey.
• 12:19
  Like,
• 12:19
  it
• 12:19
  never
• 12:20
  stops.
• 12:20
  We
• 12:20
  are
• 12:21
  on
• 12:21
  our
• 12:21
  own
• 12:21
  sustainable
• 12:22
  journey.
• 12:22
  And
• 12:23
  I
• 12:23
  think
• 12:23
  it's
• 12:24
  really
• 12:24
  important
• 12:24
  to
• 12:25
  acknowledge,
• 12:25
  you
• 12:25
  know,
• 12:25
  we
• 12:26
  have
• 12:26
  been
• 12:26
  running
• 12:26
  this
• 12:26
  summit
• 12:27
  for.
• 12:27
  This
• 12:27
  will
• 12:27
  be
• 12:27
  our
• 12:28
  fourth
• 12:28
  year.
• 12:28
  And
• 12:29
  every
• 12:29
  year
• 12:29
  we
• 12:30
  have
• 12:30
  come
• 12:30
  across
• 12:30
  these
• 12:31
  same
• 12:31
  kind
• 12:31
  of
• 12:31
  concerns
• 12:32
  from
• 12:32
  people.
• 12:32
  You
• 12:32
  know,
• 12:33
  how
• 12:33
  can
• 12:33
  I
• 12:34
  sit
• 12:34
  on
• 12:34
  the
• 12:35
  stage
• 12:35
  and
• 12:35
  talk
• 12:35
  about
• 12:36
  this
• 12:36
  when
• 12:37
  I'm
• 12:37
  not.
• 12:38
  I'm
• 12:38
  not
• 12:38
  far
• 12:38
  along
• 12:39
  in
• 12:39
  my
• 12:39
  journey?
• 12:39
  I
• 12:39
  don't
• 12:40
  have
• 12:40
  the
• 12:40
  answers.
• 12:40
  I,
• 12:41
  you
• 12:41
  know,
• 12:41
  I
• 12:41
  don't
• 12:41
  know
• 12:41
  my
• 12:42
  carbon
• 12:42
  footprint
• 12:42
  as
• 12:43
  a
• 12:43
  business.
• 12:43
  How
• 12:43
  can
• 12:43
  I
• 12:44
  come
• 12:44
  and
• 12:44
  talk
• 12:44
  about,
• 12:44
  you
• 12:45
  know,
• 12:45
  actually
• 12:46
  what
• 12:46
  we
• 12:47
  do
• 12:47
  as
• 12:47
  businesses
• 12:48
  every
• 12:49
  single
• 12:49
  day
• 12:50
  can
• 12:50
  be
• 12:51
  a
• 12:51
  sustainable
• 12:52
  way
• 12:53
  of
• 12:53
  doing
• 12:53
  business.
• 12:54
  We
• 12:54
  don't
• 12:54
  want
• 12:55
  people
• 12:55
  to
• 12:55
  change
• 12:56
  what
• 12:56
  they
• 12:56
  do
• 12:56
  in
• 12:56
  their
• 12:57
  business.
• 12:57
  We
• 12:58
  just
• 12:58
  want
• 12:58
  them
• 12:58
  to
• 12:58
  be
• 12:59
  conscious
• 12:59
  about
• 12:59
  the
• 12:59
  choices
• 13:00
  that
• 13:00
  they
• 13:00
  make.
• 13:01
  So
• 13:01
  marketing
• 13:02
  is
• 13:02
  still
• 13:02
  marketing.
• 13:03
  Sustainable
• 13:04
  marketing
• 13:05
  is.
• 13:05
  Is
• 13:05
  kind
• 13:06
  of.
• 13:06
  It's
• 13:06
  kind
• 13:06
  of
• 13:07
  marketed
• 13:07
  as
• 13:08
  this
• 13:08
  different
• 13:08
  thing,
• 13:09
  like,
• 13:09
  oh,
• 13:09
  you
• 13:10
  need
• 13:10
  a
• 13:10
  sustainable
• 13:10
  marketer
• 13:11
  to
• 13:11
  come
• 13:11
  and
• 13:11
  help
• 13:11
  you
• 13:12
  promote
• 13:12
  your
• 13:12
  sustainable
• 13:12
  story.
• 13:13
  No,
• 13:14
  no,
• 13:14
  you
• 13:14
  don't.
• 13:14
  You
• 13:15
  need
• 13:15
  to
• 13:15
  Understand
• 13:16
  the
• 13:16
  principles
• 13:17
  of
• 13:17
  marketing
• 13:18
  and
• 13:18
  how
• 13:18
  important
• 13:19
  authenticity
• 13:20
  is.
• 13:21
  That's
• 13:21
  what
• 13:22
  you
• 13:22
  need
• 13:22
  to
• 13:22
  understand.
• 13:23
  And
• 13:23
  so
• 13:24
  having
• 13:24
  you
• 13:25
  come
• 13:25
  and
• 13:25
  join
• 13:25
  us
• 13:26
  at
• 13:26
  the
• 13:26
  summit
• 13:27
  and
• 13:27
  for
• 13:27
  you
• 13:27
  to
• 13:27
  come
• 13:28
  and
• 13:28
  talk
• 13:28
  about
• 13:28
  something
• 13:29
  that
• 13:29
  you're
• 13:29
  already
• 13:30
  talking
• 13:30
  to
• 13:30
  your
• 13:30
  audience
• 13:31
  about
• 13:31
  is
• 13:32
  really
• 13:32
  important.
• 13:33
  And
• 13:33
  the
• 13:34
  experience
• 13:34
  and
• 13:35
  the
• 13:35
  journey
• 13:35
  that
• 13:35
  you
• 13:36
  have
• 13:36
  had
• 13:36
  as
• 13:36
  a
• 13:37
  business
• 13:37
  owner,
• 13:38
  you
• 13:38
  have
• 13:38
  come
• 13:39
  up
• 13:39
  against
• 13:39
  these
• 13:39
  experiences.
• 13:40
  You
• 13:41
  have
• 13:41
  seen
• 13:41
  these
• 13:41
  things
• 13:42
  in
• 13:42
  your
• 13:42
  businesses.
• 13:42
  You
• 13:43
  work
• 13:43
  with
• 13:43
  businesses
• 13:44
  on
• 13:44
  a
• 13:44
  daily
• 13:44
  basis
• 13:45
  that
• 13:45
  experience
• 13:47
  the
• 13:47
  same
• 13:47
  things
• 13:48
  that
• 13:48
  our
• 13:48
  audience
• 13:48
  in
• 13:49
  the
• 13:49
  room
• 13:49
  experience.
• 13:50
  And
• 13:50
  so
• 13:51
  it's
• 13:51
  really
• 13:52
  valuable
• 13:53
  to
• 13:53
  have
• 13:54
  that
• 13:54
  knowledge.
• 13:55
  It.
• 13:55
  You
• 13:56
  see,
• 13:57
  I
• 13:57
  think
• 13:57
  pricing
• 13:57
  transparency,
• 13:58
  we
• 13:58
  need
• 13:58
  to
• 13:58
  touch
• 13:59
  on
• 13:59
  that
• 13:59
  a
• 13:59
  little
• 13:59
  bit
• 13:59
  more
• 13:59
  because
• 14:00
  I
• 14:00
  know
• 14:01
  I
• 14:01
  talk
• 14:01
  about
• 14:01
  it
• 14:01
  all
• 14:02
  the
• 14:02
  time,
• 14:02
  people
• 14:02
  who've
• 14:02
  been
• 14:03
  in
• 14:03
  my
• 14:03
  world
• 14:03
  from
• 14:03
  stage
• 14:04
  on
• 14:04
  podcast,
• 14:04
  I
• 14:04
  always
• 14:04
  talk
• 14:05
  about
• 14:05
  how
• 14:05
  important
• 14:05
  it
• 14:05
  is,
• 14:06
  but
• 14:06
  I
• 14:06
  think
• 14:06
  it's
• 14:06
  still
• 14:06
  an
• 14:06
  area
• 14:07
  that
• 14:07
  people
• 14:07
  struggle
• 14:07
  with.
• 14:07
  There's
• 14:08
  an
• 14:08
  old
• 14:08
  school
• 14:08
  way
• 14:08
  of
• 14:08
  thinking
• 14:09
  that
• 14:09
  once
• 14:09
  I
• 14:09
  get
• 14:09
  them
• 14:09
  in
• 14:09
  the
• 14:10
  door,
• 14:10
  then
• 14:10
  I
• 14:10
  can
• 14:10
  sell
• 14:11
  them
• 14:11
  something
• 14:11
  if
• 14:12
  it's,
• 14:12
  if
• 14:12
  there's
• 14:12
  prices
• 14:12
  there,
• 14:13
  they'll
• 14:13
  go
• 14:13
  for
• 14:13
  cheap.
• 14:14
  But
• 14:14
  we,
• 14:14
  I
• 14:15
  don't
• 14:15
  believe
• 14:15
  that
• 14:15
  is
• 14:15
  the
• 14:16
  case.
• 14:16
  We
• 14:16
  can
• 14:16
  see
• 14:17
  for
• 14:17
  the
• 14:17
  data
• 14:17
  set
• 14:18
  that
• 14:18
  you've
• 14:18
  got
• 14:19
  here
• 14:19
  that
• 14:19
  actually
• 14:20
  this
• 14:20
  is
• 14:20
  important.
• 14:20
  People
• 14:21
  are
• 14:21
  telling
• 14:21
  us
• 14:21
  it's
• 14:21
  important.
• 14:22
  I
• 14:22
  really
• 14:22
  like
• 14:23
  this
• 14:23
  thing
• 14:24
  that
• 14:24
  you've
• 14:24
  put
• 14:24
  in
• 14:24
  there
• 14:24
  where
• 14:24
  it
• 14:25
  survey
• 14:25
  feedback
• 14:26
  indicates
• 14:26
  that
• 14:26
  hidden
• 14:27
  costs
• 14:27
  are
• 14:27
  frustrating
• 14:28
  and
• 14:28
  couples
• 14:29
  prefer
• 14:29
  clear
• 14:30
  upfront
• 14:30
  pricing,
• 14:31
  not
• 14:31
  to
• 14:32
  mention
• 14:32
  time
• 14:32
  consuming
• 14:33
  for
• 14:33
  them
• 14:34
  and
• 14:34
  you.
• 14:35
  So
• 14:36
  what
• 14:36
  are
• 14:36
  we
• 14:36
  seeing
• 14:37
  out
• 14:37
  there?
• 14:37
  Are
• 14:37
  you
• 14:37
  still
• 14:37
  seeing
• 14:38
  that
• 14:38
  venues
• 14:39
  are
• 14:39
  resistant
• 14:39
  to
• 14:40
  this
• 14:40
  price
• 14:40
  transparency
• 14:40
  or
• 14:41
  do
• 14:41
  you
• 14:41
  think
• 14:41
  people
• 14:41
  are
• 14:41
  starting
• 14:42
  to
• 14:42
  realize,
• 14:42
  actually
• 14:42
  this
• 14:42
  is
• 14:43
  quite
• 14:43
  important?
• 14:43
  I
• 14:43
  think
• 14:43
  it's,
• 14:44
  it's
• 14:44
  a
• 14:44
  tale
• 14:44
  of
• 14:44
  two
• 14:44
  halves,
• 14:45
  right?
• 14:45
  There
• 14:45
  are
• 14:45
  definitely
• 14:46
  people
• 14:46
  that
• 14:46
  have
• 14:46
  realized,
• 14:47
  yes,
• 14:47
  it's
• 14:47
  important,
• 14:48
  put
• 14:48
  it
• 14:48
  out
• 14:48
  there,
• 14:49
  just
• 14:49
  publish
• 14:49
  the
• 14:49
  prices.
• 14:50
  We
• 14:50
  don't
• 14:50
  want
• 14:50
  to
• 14:50
  be
• 14:51
  busy
• 14:51
  fools
• 14:51
  ourselves.
• 14:52
  We
• 14:52
  want,
• 14:52
  you
• 14:53
  know,
• 14:53
  we
• 14:53
  want
• 14:53
  to
• 14:53
  be
• 14:53
  upfront
• 14:54
  with
• 14:54
  people.
• 14:55
  But
• 14:55
  they're
• 14:55
  absolutely,
• 14:56
  you
• 14:56
  know,
• 14:56
  I
• 14:57
  still
• 14:57
  hear
• 14:58
  from
• 14:58
  venues
• 14:59
  saying
• 15:00
  that,
• 15:00
  you
• 15:01
  know,
• 15:01
  they.
• 15:01
  Exactly
• 15:02
  what
• 15:02
  you
• 15:02
  said
• 15:02
  at
• 15:02
  the
• 15:02
  beginning.
• 15:03
  Let's
• 15:03
  get
• 15:03
  them
• 15:03
  through
• 15:03
  the
• 15:04
  door.
• 15:04
  Let's.
• 15:05
  We
• 15:05
  don't
• 15:05
  want
• 15:05
  to
• 15:05
  show
• 15:05
  the
• 15:06
  prices
• 15:06
  because
• 15:06
  they
• 15:06
  might
• 15:06
  think
• 15:07
  it's
• 15:07
  too
• 15:07
  expensive.
• 15:08
  But
• 15:08
  you
• 15:08
  know,
• 15:09
  30%
• 15:09
  of
• 15:09
  couples
• 15:10
  aren't
• 15:10
  inquiring,
• 15:11
  they
• 15:11
  just
• 15:11
  aren't
• 15:11
  inquiring
• 15:12
  flat.
• 15:12
  You're
• 15:13
  not
• 15:13
  even
• 15:13
  getting
• 15:13
  the
• 15:13
  inquiry.
• 15:14
  Forget
• 15:14
  about
• 15:14
  getting
• 15:15
  them
• 15:15
  through
• 15:15
  the
• 15:15
  door.
• 15:15
  Not
• 15:15
  even
• 15:16
  getting
• 15:16
  the
• 15:16
  inquiry.
• 15:17
  If
• 15:17
  you
• 15:17
  don't
• 15:17
  have
• 15:17
  prices
• 15:18
  on
• 15:18
  your
• 15:18
  website,
• 15:18
  they're
• 15:18
  just
• 15:18
  immediately
• 15:19
  ruling
• 15:19
  you
• 15:20
  out.
• 15:20
  And
• 15:20
  I
• 15:20
  think
• 15:21
  a
• 15:21
  lot
• 15:21
  of
• 15:21
  them
• 15:22
  feel
• 15:22
  like,
• 15:22
  you
• 15:22
  know,
• 15:23
  maybe
• 15:23
  the
• 15:23
  venue
• 15:23
  might
• 15:23
  be
• 15:24
  hiding
• 15:24
  something,
• 15:25
  that
• 15:25
  it
• 15:26
  could
• 15:26
  be
• 15:26
  a
• 15:26
  Waste
• 15:26
  of
• 15:26
  their
• 15:26
  time.
• 15:27
  There
• 15:27
  might
• 15:27
  be
• 15:27
  an
• 15:28
  assumption
• 15:28
  that
• 15:29
  it's
• 15:29
  too
• 15:29
  expensive
• 15:31
  and
• 15:31
  it
• 15:31
  just
• 15:31
  kind
• 15:32
  of
• 15:32
  increases
• 15:33
  uncertainty
• 15:33
  for
• 15:34
  them
• 15:34
  and
• 15:34
  maybe,
• 15:35
  you
• 15:35
  know,
• 15:35
  dare
• 15:36
  I
• 15:36
  say
• 15:36
  it,
• 15:36
  anxiety.
• 15:37
  They
• 15:37
  just
• 15:37
  don't
• 15:37
  want
• 15:37
  to
• 15:37
  put
• 15:37
  themselves
• 15:38
  in
• 15:38
  that
• 15:38
  position.
• 15:38
  So,
• 15:39
  you
• 15:39
  know,
• 15:39
  there's
• 15:39
  plenty
• 15:40
  of.
• 15:40
  Kind
• 15:40
  of
• 15:40
  plenty
• 15:41
  more
• 15:41
  efficient
• 15:41
  to
• 15:41
  see.
• 15:42
  There's
• 15:42
  plenty
• 15:42
  of
• 15:42
  other
• 15:42
  vendors,
• 15:43
  there's
• 15:43
  plenty
• 15:43
  of
• 15:43
  other
• 15:44
  venues
• 15:44
  that
• 15:44
  are
• 15:45
  publishing
• 15:45
  their
• 15:45
  pricing.
• 15:45
  So
• 15:46
  they've
• 15:46
  just.
• 15:46
  They've
• 15:46
  just
• 15:46
  moved
• 15:47
  on.
• 15:47
  You
• 15:47
  know,
• 15:47
  they're
• 15:47
  looking
• 15:48
  for
• 15:48
  a
• 15:48
  way
• 15:48
  to
• 15:49
  cut
• 15:49
  you
• 15:49
  off
• 15:49
  the
• 15:49
  list.
• 15:50
  Yeah.
• 15:50
  And
• 15:50
  I
• 15:50
  think
• 15:51
  it's
• 15:51
  sometimes
• 15:51
  as
• 15:51
  well
• 15:51
  as
• 15:51
  they
• 15:52
  just
• 15:52
  don't
• 15:52
  want
• 15:52
  to
• 15:52
  be
• 15:52
  embarrassed.
• 15:53
  They
• 15:53
  don't
• 15:54
  want
• 15:54
  to
• 15:54
  go
• 15:54
  and
• 15:54
  see
• 15:54
  something
• 15:54
  and
• 15:55
  then
• 15:55
  actually
• 15:55
  have
• 15:55
  to
• 15:55
  say
• 15:56
  that
• 15:56
  they
• 15:56
  can't
• 15:56
  afford
• 15:56
  it.
• 15:57
  Again,
• 15:57
  I
• 15:57
  thought
• 15:57
  it's
• 15:57
  a
• 15:57
  really
• 15:58
  interesting
• 15:58
  kind
• 15:59
  quote
• 15:59
  in
• 16:00
  the
• 16:00
  report
• 16:00
  where
• 16:00
  it
• 16:01
  said,
• 16:01
  it's
• 16:01
  disheartening
• 16:02
  when
• 16:02
  you
• 16:03
  find
• 16:03
  somewhere
• 16:03
  lovely,
• 16:04
  go
• 16:04
  through
• 16:05
  the
• 16:05
  time
• 16:05
  and
• 16:05
  effort
• 16:05
  of
• 16:06
  inquiring
• 16:06
  only
• 16:07
  to
• 16:07
  find
• 16:07
  out
• 16:07
  it's
• 16:08
  out
• 16:08
  of
• 16:08
  budget.
• 16:08
  And
• 16:09
  that.
• 16:09
  That
• 16:09
  just
• 16:09
  one
• 16:10
  sentence
• 16:10
  really
• 16:10
  spoke
• 16:10
  to
• 16:11
  me
• 16:11
  because
• 16:11
  I
• 16:11
  thought,
• 16:11
  that's
• 16:12
  tough.
• 16:12
  Why
• 16:12
  are
• 16:12
  we
• 16:12
  making
• 16:13
  couples
• 16:13
  do
• 16:13
  that?
• 16:13
  Because
• 16:14
  we're
• 16:14
  making
• 16:14
  them
• 16:14
  fall
• 16:15
  in
• 16:15
  love.
• 16:15
  Maybe
• 16:15
  we're
• 16:15
  giving
• 16:16
  them
• 16:16
  an
• 16:16
  amazing
• 16:16
  experience.
• 16:17
  We're
• 16:17
  showing
• 16:17
  them
• 16:17
  around.
• 16:17
  We're
• 16:18
  giving
• 16:18
  them
• 16:18
  Prosecco.
• 16:18
  This.
• 16:19
  They
• 16:19
  can
• 16:19
  see
• 16:19
  how
• 16:20
  amazing
• 16:20
  it
• 16:20
  is.
• 16:20
  They
• 16:21
  love
• 16:21
  it.
• 16:21
  But
• 16:21
  then
• 16:21
  that's
• 16:22
  embarrassing,
• 16:22
  that's
• 16:22
  disheartening.
• 16:23
  When
• 16:23
  they
• 16:23
  realize
• 16:23
  I
• 16:24
  can't
• 16:24
  afford
• 16:24
  it.
• 16:24
  That
• 16:24
  just
• 16:25
  makes
• 16:25
  them
• 16:25
  feel
• 16:25
  small.
• 16:25
  Exactly.
• 16:26
  And
• 16:26
  I
• 16:26
  do
• 16:27
  think,
• 16:27
  you
• 16:27
  know,
• 16:27
  of
• 16:28
  course,
• 16:28
  in
• 16:28
  any
• 16:29
  kind
• 16:29
  of
• 16:29
  business
• 16:30
  transaction,
• 16:30
  there
• 16:31
  be
• 16:31
  an
• 16:31
  opportunity
• 16:32
  to,
• 16:33
  you
• 16:34
  know,
• 16:34
  get
• 16:34
  a
• 16:34
  little
• 16:34
  bit
• 16:35
  more
• 16:35
  for
• 16:35
  people
• 16:35
  or
• 16:35
  get
• 16:35
  people
• 16:36
  on
• 16:36
  a
• 16:36
  higher
• 16:36
  package.
• 16:36
  If
• 16:37
  they
• 16:37
  do
• 16:37
  fall
• 16:37
  in
• 16:37
  love
• 16:37
  with
• 16:38
  it,
• 16:38
  they
• 16:38
  might
• 16:38
  be
• 16:38
  willing
• 16:39
  to
• 16:39
  spend
• 16:39
  more.
• 16:39
  And
• 16:39
  I
• 16:39
  think
• 16:40
  in
• 16:40
  fairness
• 16:41
  to
• 16:41
  some
• 16:41
  of
• 16:41
  the
• 16:41
  businesses
• 16:42
  out
• 16:42
  there,
• 16:42
  you
• 16:42
  know,
• 16:42
  that
• 16:42
  might
• 16:43
  be
• 16:43
  their
• 16:43
  mindset.
• 16:43
  And
• 16:44
  I
• 16:44
  don't
• 16:45
  think
• 16:45
  that's
• 16:45
  incorrect.
• 16:46
  You
• 16:46
  know,
• 16:46
  I
• 16:46
  really
• 16:46
  do
• 16:47
  think
• 16:47
  that
• 16:47
  is
• 16:47
  the
• 16:47
  case.
• 16:48
  But
• 16:48
  you
• 16:48
  have
• 16:48
  to
• 16:48
  give
• 16:48
  people
• 16:49
  at
• 16:49
  least
• 16:49
  a
• 16:49
  guideline,
• 16:50
  even
• 16:50
  just
• 16:51
  a
• 16:51
  range,
• 16:51
  so
• 16:52
  that
• 16:52
  they
• 16:52
  can
• 16:52
  say,
• 16:52
  okay,
• 16:53
  well,
• 16:53
  that's
• 16:53
  in
• 16:53
  my
• 16:53
  ballpark
• 16:54
  at
• 16:54
  least,
• 16:55
  even
• 16:55
  if
• 16:55
  I'm
• 16:55
  at
• 16:55
  the
• 16:55
  lower
• 16:56
  end,
• 16:56
  then
• 16:56
  they
• 16:57
  might
• 16:57
  come
• 16:57
  fall
• 16:57
  in
• 16:58
  love,
• 16:58
  and
• 16:58
  then
• 16:58
  they
• 16:58
  might
• 16:59
  find
• 17:00
  money
• 17:00
  elsewhere.
• 17:01
  So
• 17:01
  that
• 17:01
  was
• 17:01
  it.
• 17:02
  That
• 17:02
  is
• 17:02
  what
• 17:02
  the
• 17:02
  judges
• 17:03
  listened
• 17:03
  to.
• 17:04
  That
• 17:04
  is
• 17:04
  what
• 17:04
  they
• 17:05
  voted
• 17:05
  on.
• 17:05
  That's
• 17:06
  what
• 17:06
  they
• 17:06
  judged
• 17:06
  on.
• 17:07
  It
• 17:07
  went
• 17:07
  through
• 17:07
  multiple
• 17:08
  rounds,
• 17:09
  and
• 17:09
  somehow
• 17:10
  we
• 17:10
  walked
• 17:10
  away
• 17:11
  as
• 17:11
  the
• 17:11
  winners.
• 17:12
  Special
• 17:12
  thanks
• 17:12
  must
• 17:13
  go
• 17:13
  to
• 17:13
  those
• 17:13
  guests
• 17:14
  whose
• 17:14
  podcast
• 17:14
  we
• 17:14
  used
• 17:14
  for
• 17:15
  the
• 17:15
  entry.
• 17:15
  They
• 17:15
  had
• 17:15
  no
• 17:16
  idea
• 17:16
  that
• 17:16
  they
• 17:16
  were
• 17:16
  used.
• 17:17
  So
• 17:17
  thank
• 17:17
  you
• 17:17
  to
• 17:17
  Anshika,
• 17:18
  to
• 17:18
  Ian,
• 17:19
  to
• 17:19
  Michelle,
• 17:20
  and
• 17:20
  to
• 17:20
  Kira.
• 17:21
  You're
• 17:21
  legends
• 17:21
  and
• 17:22
  I
• 17:22
  love
• 17:22
  everything
• 17:22
  you
• 17:23
  have
• 17:23
  to
• 17:23
  say.
• 17:23
  And
• 17:23
  you're
• 17:24
  a
• 17:24
  massive
• 17:24
  part
• 17:24
  of
• 17:24
  this
• 17:25
  win,
• 17:25
  too.
• 17:26
  Hope
• 17:26
  you
• 17:26
  enjoyed
• 17:26
  this
• 17:27
  bonus
• 17:27
  episode.
• 17:27
  Listening
• 17:28
  to
• 17:28
  our
• 17:28
  entry,
• 17:29
  I'm
• 17:29
  sure
• 17:29
  you've
• 17:29
  seen
• 17:29
  all
• 17:30
  of
• 17:30
  my
• 17:30
  content
• 17:30
  all
• 17:31
  over
• 17:31
  social
• 17:31
  media.
• 17:32
  I
• 17:32
  am
• 17:32
  so
• 17:32
  thrilled
• 17:32
  to
• 17:33
  have
• 17:33
  won
• 17:33
  this
• 17:33
  award.
• 17:33
  I'm
• 17:34
  going
• 17:34
  to
• 17:34
  be
• 17:34
  talking
• 17:34
  about
• 17:34
  it
• 17:35
  for
• 17:35
  days,
• 17:35
  weeks,
• 17:36
  months,
• 17:36
  and
• 17:37
  probably
• 17:37
  years.
• 17:37
  We'll
• 17:38
  be
• 17:38
  back
• 17:38
  to
• 17:38
  our
• 17:38
  normal
• 17:39
  episode
• 17:39
  on
• 17:40
  Thursday,
• 17:40
  but
• 17:40
  for
• 17:40
  now,
• 17:41
  I'll
• 17:41
  see
• 17:41
  you
• 17:41
  next
• 17:41
  time.