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Are Wedding Shows Dead? With Just For Your Occasion · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  Be
• 0:00
  very
• 0:00
  open
• 0:01
  minded
• 0:01
  as
• 0:02
  to
• 0:02
  changing
• 0:03
  how
• 0:04
  you
• 0:04
  work,
• 0:04
  how
• 0:05
  you
• 0:05
  operate
• 0:05
  and
• 0:05
  how
• 0:06
  your
• 0:06
  business
• 0:06
  is
• 0:07
  run.
• 0:07
  Because
• 0:08
  I
• 0:09
  honestly
• 0:09
  feel
• 0:10
  that
• 0:10
  over
• 0:10
  the
• 0:10
  last
• 0:10
  few
• 0:11
  months,
• 0:11
  if
• 0:11
  we
• 0:11
  haven't
• 0:12
  made
• 0:12
  some
• 0:12
  of
• 0:12
  the
• 0:13
  changes
• 0:13
  that
• 0:13
  we've
• 0:14
  made.
• 1:26
  I'm
• 1:27
  Becca
• 1:27
  Poutney,
• 1:27
  wedding
• 1:28
  business
• 1:28
  marketing
• 1:29
  expert,
• 1:29
  speaker
• 1:29
  and
• 1:30
  blogger
• 1:30
  and
• 1:30
  you're
• 1:31
  listening
• 1:31
  to
• 1:31
  the
• 1:31
  Wedding
• 1:31
  Pros
• 1:32
  who
• 1:32
  Are
• 1:32
  Ready
• 1:32
  to
• 1:32
  Grow
• 1:33
  podcast.
• 1:34
  I'm
• 1:34
  here
• 1:35
  to
• 1:35
  share
• 1:35
  with
• 1:35
  you
• 1:35
  actionable
• 1:36
  tips,
• 1:36
  strategies
• 1:37
  and
• 1:37
  real
• 1:37
  life
• 1:37
  examples
• 1:38
  to
• 1:38
  help
• 1:39
  you
• 1:39
  take
• 1:39
  your
• 1:39
  wedding
• 1:40
  business
• 1:40
  to
• 1:40
  the
• 1:40
  next
• 1:40
  level.
• 1:41
  If
• 1:41
  you
• 1:41
  are
• 1:42
  an
• 1:42
  ambitious
• 1:42
  wedding
• 1:43
  business
• 1:43
  owner
• 1:43
  that
• 1:44
  wants
• 1:44
  to
• 1:44
  take
• 1:44
  your
• 1:44
  passion
• 1:45
  and
• 1:45
  use
• 1:45
  it
• 1:45
  to
• 1:45
  build
• 1:46
  a
• 1:46
  profitable,
• 1:46
  sustainable
• 1:47
  business
• 1:48
  doing
• 1:48
  what
• 1:48
  you
• 1:48
  love,
• 1:49
  then
• 1:49
  you're
• 1:49
  in
• 1:49
  the
• 1:49
  right
• 1:49
  place.
• 1:50
  Let's
• 1:51
  get
• 1:51
  going
• 1:51
  with
• 1:51
  today's
• 1:52
  episode.
• 1:53
  Today
• 1:53
  I'm
• 1:54
  chatting
• 1:54
  with
• 1:54
  the
• 1:54
  owners
• 1:55
  of
• 1:55
  Just
• 1:55
  for
• 1:55
  your
• 1:55
  Occasion,
• 1:56
  a
• 1:56
  Yorkshire
• 1:57
  based
• 1:57
  entertainment
• 1:58
  and
• 1:58
  prop
• 1:58
  high
• 1:58
  business
• 1:59
  hiring
• 1:59
  everything
• 1:59
  from
• 2:00
  mini
• 2:00
  golf
• 2:00
  to
• 2:00
  dartboards
• 2:01
  and
• 2:01
  even
• 2:01
  a
• 2:02
  full
• 2:02
  archery
• 2:02
  set.
• 2:03
  Tara
• 2:04
  and
• 2:04
  Adam
• 2:04
  are
• 2:04
  also
• 2:04
  members
• 2:05
  of
• 2:05
  my
• 2:05
  wedding
• 2:05
  Pro
• 2:05
  community,
• 2:06
  the
• 2:06
  Wed
• 2:06
  Pro
• 2:06
  Members
• 2:07
  Lounge
• 2:07
  and
• 2:07
  more
• 2:07
  recently,
• 2:08
  one
• 2:08
  to
• 2:08
  one
• 2:08
  clients.
• 2:09
  I
• 2:10
  absolutely
• 2:10
  love
• 2:11
  getting
• 2:11
  guests
• 2:11
  on
• 2:11
  the
• 2:11
  podcast
• 2:12
  who
• 2:12
  are
• 2:12
  right
• 2:12
  in
• 2:13
  the
• 2:13
  midst
• 2:13
  of
• 2:13
  building
• 2:13
  their
• 2:13
  business
• 2:14
  and
• 2:14
  Tara
• 2:14
  and
• 2:15
  Adam
• 2:15
  are
• 2:15
  definitely
• 2:16
  that.
• 2:16
  I'm
• 2:16
  really
• 2:17
  looking
• 2:17
  forward
• 2:17
  to
• 2:17
  sharing
• 2:17
  their
• 2:18
  story
• 2:18
  with
• 2:18
  you.
• 2:19
  So
• 2:19
  guys,
• 2:19
  welcome
• 2:19
  to
• 2:20
  the
• 2:20
  podcast.
• 2:21
  Thanks
• 2:21
  for
• 2:21
  having
• 2:21
  us.
• 2:22
  Thank
• 2:22
  you.
• 2:22
  Thank
• 2:23
  you
• 2:23
  so
• 2:23
  much
• 2:23
  for
• 2:23
  being
• 2:24
  here.
• 2:24
  Now
• 2:24
  I
• 2:24
  am
• 2:24
  really
• 2:25
  excited
• 2:25
  because
• 2:25
  as
• 2:25
  I
• 2:26
  said
• 2:26
  in
• 2:26
  the
• 2:26
  intro,
• 2:26
  I
• 2:27
  love
• 2:27
  having
• 2:27
  people
• 2:27
  who
• 2:28
  are
• 2:28
  right
• 2:28
  in
• 2:28
  the
• 2:28
  middle
• 2:29
  of
• 2:29
  their
• 2:29
  business
• 2:29
  journey
• 2:30
  because
• 2:30
  it's
• 2:30
  one
• 2:30
  thing
• 2:31
  hearing
• 2:31
  from
• 2:31
  people
• 2:31
  who
• 2:32
  have
• 2:32
  done
• 2:32
  it
• 2:32
  all
• 2:33
  and
• 2:33
  got
• 2:33
  to
• 2:33
  the
• 2:33
  top
• 2:33
  of
• 2:34
  their
• 2:34
  game.
• 2:34
  But
• 2:34
  actually
• 2:35
  most
• 2:35
  of
• 2:35
  my
• 2:35
  listeners
• 2:36
  are
• 2:36
  right
• 2:36
  where
• 2:36
  you
• 2:37
  are,
• 2:37
  which
• 2:37
  is
• 2:37
  right
• 2:38
  in
• 2:38
  the
• 2:38
  middle
• 2:38
  of
• 2:38
  building
• 2:38
  a
• 2:39
  business.
• 2:39
  And
• 2:39
  sometimes
• 2:39
  it's
• 2:40
  helpful
• 2:40
  to
• 2:40
  hear
• 2:40
  from
• 2:40
  people
• 2:41
  who
• 2:41
  are
• 2:41
  doing
• 2:41
  it
• 2:42
  alongside
• 2:43
  them
• 2:43
  right
• 2:44
  here,
• 2:44
  right
• 2:44
  now.
• 2:44
  But
• 2:44
  before
• 2:45
  we
• 2:45
  get
• 2:45
  into
• 2:45
  that,
• 2:46
  what's
• 2:46
  also
• 2:46
  helpful
• 2:47
  for
• 2:47
  people
• 2:47
  is
• 2:48
  to
• 2:48
  hear
• 2:48
  your
• 2:48
  background.
• 2:49
  So
• 2:49
  we're
• 2:49
  going
• 2:49
  to
• 2:49
  go
• 2:49
  through
• 2:50
  each
• 2:50
  of
• 2:50
  you
• 2:50
  individually,
• 2:51
  but
• 2:51
  I
• 2:51
  would
• 2:51
  just
• 2:51
  love
• 2:51
  to
• 2:52
  hear
• 2:52
  about
• 2:52
  what
• 2:53
  you've
• 2:53
  done
• 2:53
  previously
• 2:54
  to
• 2:54
  your
• 2:54
  business,
• 2:54
  what
• 2:55
  career
• 2:55
  you've
• 2:55
  had,
• 2:55
  what
• 2:56
  work
• 2:56
  you've
• 2:56
  had.
• 2:56
  So
• 2:56
  Tara,
• 2:57
  let's
• 2:57
  start
• 2:57
  with
• 2:57
  you.
• 2:58
  Tell
• 2:58
  me
• 2:59
  about
• 2:59
  your
• 2:59
  history.
• 3:00
  So
• 3:01
  I
• 3:01
  am
• 3:02
  actually
• 3:02
  still
• 3:02
  a
• 3:03
  practicing
• 3:03
  nurse
• 3:04
  and
• 3:04
  I
• 3:05
  think
• 3:05
  some
• 3:05
  of
• 3:05
  our
• 3:05
  history
• 3:06
  further
• 3:07
  business
• 3:07
  comes
• 3:07
  back
• 3:08
  to
• 3:08
  in
• 3:08
  2020
• 3:10
  during
• 3:10
  the
• 3:10
  height
• 3:10
  of
• 3:11
  the
• 3:11
  virus,
• 3:11
  I
• 3:12
  were
• 3:12
  actually
• 3:12
  pregnant
• 3:13
  with
• 3:13
  our
• 3:13
  first
• 3:13
  child,
• 3:14
  very
• 3:15
  much
• 3:15
  in
• 3:15
  a
• 3:15
  patient
• 3:16
  facing
• 3:16
  role.
• 3:18
  So
• 3:18
  that's
• 3:19
  what
• 3:19
  made
• 3:19
  us
• 3:20
  try
• 3:20
  and
• 3:20
  divert
• 3:21
  and
• 3:21
  go
• 3:21
  into
• 3:21
  something
• 3:22
  else.
• 3:23
  Okay,
• 3:24
  so
• 3:24
  being
• 3:24
  a
• 3:24
  nurse
• 3:24
  and
• 3:25
  being
• 3:25
  in
• 3:25
  the
• 3:25
  wedding
• 3:25
  industry
• 3:26
  are
• 3:26
  two
• 3:26
  very
• 3:27
  different
• 3:27
  skill
• 3:28
  sets.
• 3:29
  So
• 3:29
  what
• 3:29
  was
• 3:29
  it
• 3:29
  that
• 3:29
  made
• 3:30
  you
• 3:30
  want
• 3:30
  to
• 3:30
  be
• 3:30
  a
• 3:30
  nurse
• 3:30
  in
• 3:30
  the.
• 3:31
  First
• 3:31
  place,
• 3:31
  years
• 3:32
  and
• 3:32
  years
• 3:32
  ago.
• 3:33
  I
• 3:33
  can't
• 3:33
  remember
• 3:33
  how
• 3:34
  old
• 3:34
  I
• 3:34
  was.
• 3:35
  My
• 3:35
  granddad
• 3:36
  was
• 3:36
  on
• 3:37
  intensive
• 3:37
  care
• 3:38
  and
• 3:38
  I
• 3:38
  just
• 3:39
  remember
• 3:39
  like
• 3:40
  looking
• 3:40
  up
• 3:40
  at
• 3:40
  the
• 3:41
  nurses
• 3:41
  thinking,
• 3:42
  oh
• 3:42
  my
• 3:42
  God,
• 3:42
  these
• 3:42
  are
• 3:42
  angels.
• 3:43
  Like
• 3:44
  they
• 3:44
  were
• 3:45
  doing
• 3:45
  miracles
• 3:45
  and
• 3:45
  they
• 3:46
  actually
• 3:47
  kept
• 3:47
  my
• 3:47
  granddad
• 3:48
  alive.
• 3:48
  And
• 3:48
  I
• 3:49
  just
• 3:49
  from
• 3:50
  there
• 3:50
  like
• 3:50
  that's
• 3:51
  just
• 3:51
  always.
• 3:51
  My
• 3:52
  choices
• 3:52
  at
• 3:52
  school
• 3:52
  were
• 3:53
  always
• 3:53
  to
• 3:53
  be
• 3:53
  a
• 3:54
  nurse
• 3:54
  and
• 3:54
  that's
• 3:55
  how
• 3:55
  I
• 3:55
  progressed
• 3:56
  into
• 3:56
  that.
• 3:57
  Well,
• 3:57
  thank
• 3:58
  you
• 3:58
  for
• 3:58
  all
• 3:58
  that
• 3:58
  you
• 3:58
  do
• 3:59
  because
• 3:59
  absolutely
• 4:00
  no
• 4:00
  way
• 4:00
  that
• 4:01
  I
• 4:01
  could
• 4:01
  ever
• 4:01
  work
• 4:01
  in
• 4:02
  the
• 4:02
  medical
• 4:02
  field,
• 4:03
  especially
• 4:03
  during
• 4:04
  the
• 4:04
  pandemic.
• 4:04
  So
• 4:05
  I
• 4:05
  think
• 4:05
  it's
• 4:05
  incredible
• 4:06
  that
• 4:06
  you've
• 4:06
  done
• 4:07
  that.
• 4:07
  But
• 4:07
  I
• 4:07
  also
• 4:07
  understand
• 4:08
  why
• 4:08
  you
• 4:09
  made
• 4:09
  the
• 4:09
  decisions.
• 4:09
  You
• 4:09
  have
• 4:10
  to
• 4:10
  try
• 4:10
  and
• 4:10
  move
• 4:10
  away
• 4:11
  from
• 4:11
  that
• 4:11
  too.
• 4:12
  Adam,
• 4:12
  how
• 4:12
  about
• 4:12
  you,
• 4:12
  are
• 4:13
  you
• 4:13
  medically
• 4:14
  trained?
• 4:14
  What's
• 4:14
  your
• 4:14
  background?
• 4:15
  I'm
• 4:16
  not
• 4:16
  medically
• 4:16
  trained.
• 4:17
  I
• 4:17
  actually
• 4:17
  got
• 4:18
  an
• 4:18
  educational
• 4:18
  background.
• 4:19
  I'm
• 4:19
  an
• 4:19
  ex
• 4:19
  teacher
• 4:21
  myself.
• 4:21
  I
• 4:22
  started
• 4:23
  in
• 4:23
  education
• 4:24
  when
• 4:24
  I
• 4:24
  was
• 4:25
  quite
• 4:25
  young
• 4:25
  actually
• 4:26
  it
• 4:26
  wasn't
• 4:27
  my
• 4:27
  original
• 4:27
  career
• 4:28
  path.
• 4:28
  I
• 4:28
  originally
• 4:29
  wanted
• 4:29
  to
• 4:29
  be
• 4:29
  a
• 4:30
  police
• 4:30
  officer
• 4:31
  when
• 4:31
  I
• 4:31
  was
• 4:31
  younger
• 4:32
  but
• 4:32
  due
• 4:32
  to
• 4:33
  medical
• 4:33
  reasons
• 4:34
  I
• 4:34
  was
• 4:34
  unfortunately
• 4:35
  not
• 4:35
  able
• 4:35
  to
• 4:36
  go
• 4:36
  down
• 4:36
  that
• 4:36
  route.
• 4:37
  So
• 4:37
  that's
• 4:37
  when
• 4:37
  I
• 4:37
  stepped
• 4:38
  into
• 4:40
  working
• 4:40
  in
• 4:40
  education
• 4:41
  from
• 4:42
  the
• 4:42
  age
• 4:42
  of
• 4:42
  19
• 4:43
  onwards
• 4:44
  up
• 4:44
  until
• 4:45
  three
• 4:45
  years
• 4:46
  ago
• 4:46
  where
• 4:46
  I
• 4:47
  left
• 4:47
  teaching
• 4:48
  and
• 4:49
  started
• 4:49
  to
• 4:49
  work
• 4:50
  on,
• 4:50
  just
• 4:50
  for
• 4:50
  occasion
• 4:51
  full
• 4:51
  time.
• 4:52
  Amazing.
• 4:52
  Another
• 4:52
  job
• 4:53
  that
• 4:53
  I
• 4:53
  absolutely
• 4:54
  couldn't
• 4:54
  do
• 4:54
  and
• 4:54
  have
• 4:54
  a
• 4:55
  lot
• 4:55
  of
• 4:55
  admiration
• 4:56
  for
• 4:56
  is
• 4:56
  being
• 4:56
  a
• 4:56
  teacher.
• 4:57
  What
• 4:57
  age
• 4:57
  groups
• 4:58
  did
• 4:58
  you
• 4:58
  teach?
• 4:58
  Was
• 4:58
  it
• 4:58
  secondary?
• 4:59
  Primary?
• 4:59
  I
• 5:00
  taught
• 5:00
  secondary
• 5:01
  and
• 5:02
  college.
• 5:02
  Six
• 5:03
  farm
• 5:03
  egg.
• 5:04
  Wow.
• 5:04
  And
• 5:04
  what
• 5:04
  was
• 5:04
  your
• 5:04
  subject?
• 5:05
  I
• 5:05
  taught
• 5:06
  music.
• 5:06
  Ah,
• 5:07
  music.
• 5:07
  What
• 5:07
  musical
• 5:08
  instruments
• 5:08
  do
• 5:08
  you
• 5:08
  play?
• 5:08
  Musical
• 5:09
  instruments?
• 5:09
  I'm
• 5:10
  a
• 5:10
  percussionist,
• 5:11
  so
• 5:11
  I'm
• 5:11
  initially
• 5:12
  a
• 5:12
  drummer.
• 5:13
  I
• 5:14
  am
• 5:14
  also
• 5:14
  a
• 5:14
  pianist.
• 5:15
  They're
• 5:16
  my
• 5:16
  two
• 5:16
  main
• 5:16
  instruments
• 5:17
  that
• 5:17
  I
• 5:17
  play.
• 5:17
  But
• 5:18
  my
• 5:18
  specialty
• 5:19
  within
• 5:19
  music
• 5:20
  is
• 5:20
  world
• 5:20
  music.
• 5:21
  So
• 5:22
  I
• 5:22
  do
• 5:23
  a
• 5:23
  lot
• 5:23
  of
• 5:23
  music
• 5:24
  surrounding
• 5:25
  the
• 5:25
  African
• 5:27
  genre
• 5:27
  of
• 5:27
  music.
• 5:28
  African
• 5:28
  genre
• 5:29
  of
• 5:29
  world
• 5:29
  music.
• 5:30
  Amazing.
• 5:30
  So
• 5:30
  both
• 5:30
  you
• 5:31
  got
• 5:31
  very
• 5:31
  different
• 5:32
  career
• 5:32
  backgrounds?
• 5:33
  Absolutely.
• 5:34
  Not
• 5:34
  really
• 5:34
  anything
• 5:34
  to
• 5:34
  do
• 5:35
  with
• 5:35
  weddings.
• 5:35
  Although
• 5:35
  I
• 5:35
  can
• 5:36
  definitely
• 5:36
  see
• 5:36
  that
• 5:36
  there's
• 5:36
  skills
• 5:37
  from
• 5:37
  both
• 5:37
  sides
• 5:38
  of
• 5:38
  you
• 5:38
  that
• 5:38
  are
• 5:39
  going
• 5:39
  to
• 5:39
  come
• 5:39
  into
• 5:39
  handy
• 5:39
  when
• 5:40
  you're
• 5:40
  in
• 5:40
  the
• 5:40
  wedding
• 5:41
  industry.
• 5:41
  I
• 5:41
  mean
• 5:41
  especially
• 5:41
  Utah
• 5:42
  as
• 5:42
  a
• 5:42
  nurse.
• 5:43
  When
• 5:43
  we
• 5:43
  met
• 5:43
  up
• 5:44
  to
• 5:44
  do
• 5:44
  a
• 5:44
  one
• 5:44
  to
• 5:44
  one
• 5:44
  which
• 5:44
  we'll
• 5:45
  talk
• 5:45
  about
• 5:45
  later,
• 5:46
  I
• 5:46
  had
• 5:46
  this
• 5:46
  weird
• 5:47
  freeze
• 5:48
  burn
• 5:48
  on
• 5:48
  my
• 5:48
  arm
• 5:48
  and
• 5:49
  I've
• 5:49
  never
• 5:49
  been
• 5:49
  more
• 5:49
  thankful
• 5:50
  that
• 5:50
  there
• 5:50
  was
• 5:50
  a
• 5:51
  nurse
• 5:51
  in
• 5:51
  the
• 5:51
  room
• 5:52
  to
• 5:52
  explain
• 5:53
  to
• 5:53
  me
• 5:53
  why
• 5:53
  I
• 5:54
  suddenly
• 5:54
  had
• 5:54
  this
• 5:54
  massive
• 5:55
  lump
• 5:55
  on
• 5:55
  my
• 5:55
  arm
• 5:56
  caused
• 5:56
  by
• 5:56
  a
• 5:57
  can
• 5:57
  of
• 5:57
  Diet
• 5:57
  Coke.
• 5:58
  So
• 5:58
  you
• 5:58
  never
• 5:58
  know
• 5:58
  when
• 5:59
  you
• 5:59
  might
• 5:59
  need
• 5:59
  a
• 5:59
  nurse
• 6:00
  on
• 6:00
  site.
• 6:01
  But
• 6:01
  it
• 6:01
  is
• 6:01
  very
• 6:01
  different
• 6:02
  to
• 6:02
  the
• 6:02
  wedding
• 6:02
  industry.
• 6:03
  So
• 6:03
  you
• 6:03
  alluded
• 6:03
  to,
• 6:04
  to
• 6:04
  it
• 6:04
  a
• 6:04
  little
• 6:05
  bit,
• 6:05
  Tara.
• 6:05
  But
• 6:05
  why
• 6:06
  did
• 6:06
  you
• 6:06
  start
• 6:06
  thinking,
• 6:07
  you
• 6:07
  know,
• 6:08
  you
• 6:08
  know,
• 6:08
  let's
• 6:08
  go
• 6:08
  and
• 6:09
  hire
• 6:09
  out
• 6:09
  mini
• 6:09
  golf
• 6:10
  courses.
• 6:11
  It
• 6:11
  does
• 6:11
  go.
• 6:12
  So
• 6:12
  when
• 6:12
  we
• 6:13
  were
• 6:13
  pregnant,
• 6:13
  but
• 6:13
  it
• 6:13
  wasn't
• 6:14
  just
• 6:14
  the
• 6:14
  pregnancy
• 6:15
  was.
• 6:16
  It
• 6:16
  ended
• 6:17
  up
• 6:17
  in
• 6:17
  an
• 6:18
  emergency
• 6:18
  C
• 6:18
  section,
• 6:19
  the,
• 6:19
  the
• 6:19
  birth.
• 6:21
  And
• 6:21
  I
• 6:21
  did
• 6:21
  hypnotherap.
• 6:22
  That's
• 6:22
  just
• 6:23
  like
• 6:23
  a
• 6:23
  different
• 6:24
  story.
• 6:24
  But
• 6:25
  basically
• 6:25
  from
• 6:25
  the
• 6:26
  beginning,
• 6:26
  from
• 6:26
  when
• 6:26
  he
• 6:26
  was
• 6:27
  born,
• 6:27
  healthcare
• 6:28
  professionals
• 6:28
  didn't
• 6:28
  really
• 6:29
  listen
• 6:30
  to
• 6:30
  us.
• 6:30
  And
• 6:30
  as
• 6:30
  a
• 6:30
  nurse,
• 6:32
  it
• 6:32
  made
• 6:33
  me
• 6:33
  feel
• 6:33
  like
• 6:34
  really
• 6:34
  inferior.
• 6:35
  Like
• 6:36
  I'm
• 6:36
  not
• 6:36
  a
• 6:36
  children's
• 6:36
  nurse,
• 6:37
  that
• 6:37
  is
• 6:37
  not
• 6:37
  my
• 6:37
  specialty,
• 6:38
  but
• 6:38
  I'm
• 6:38
  not
• 6:39
  uneducated.
• 6:40
  And
• 6:41
  he
• 6:41
  ended
• 6:41
  up
• 6:41
  with
• 6:42
  allergies
• 6:42
  and
• 6:42
  stuff
• 6:43
  like
• 6:43
  that.
• 6:43
  We
• 6:43
  took
• 6:44
  him
• 6:44
  back
• 6:44
  and
• 6:44
  forth
• 6:44
  to
• 6:45
  A
• 6:45
  E
• 6:45
  and
• 6:45
  just
• 6:46
  people
• 6:46
  just
• 6:46
  didn't
• 6:46
  listen
• 6:47
  to
• 6:47
  us.
• 6:47
  And
• 6:47
  it
• 6:47
  ultimately
• 6:48
  led
• 6:48
  me
• 6:48
  to
• 6:48
  being
• 6:49
  developing
• 6:50
  postnatal
• 6:50
  depression
• 6:51
  as
• 6:51
  well
• 6:52
  as
• 6:52
  the
• 6:52
  virus.
• 6:52
  Like
• 6:52
  people
• 6:53
  couldn't
• 6:53
  come
• 6:53
  over,
• 6:53
  they
• 6:54
  couldn't
• 6:54
  help,
• 6:54
  they
• 6:54
  couldn't
• 6:55
  support.
• 6:55
  And
• 6:55
  people
• 6:55
  just
• 6:55
  kept
• 6:56
  seeing
• 6:56
  babies
• 6:57
  cry.
• 6:58
  But
• 6:58
  I
• 6:58
  knew
• 6:58
  it
• 6:58
  wasn't
• 6:59
  right.
• 6:59
  So
• 6:59
  I'd
• 6:59
  spend
• 7:00
  hours
• 7:00
  and
• 7:00
  hours,
• 7:00
  like
• 7:01
  when
• 7:01
  he
• 7:01
  was
• 7:01
  sleeping,
• 7:02
  like
• 7:02
  researching
• 7:02
  it.
• 7:03
  Like
• 7:03
  it
• 7:03
  was
• 7:03
  just
• 7:03
  in
• 7:03
  my
• 7:03
  gut
• 7:04
  that
• 7:04
  something
• 7:04
  goes
• 7:04
  wrong.
• 7:05
  So
• 7:05
  ultimately
• 7:06
  we
• 7:06
  ended
• 7:06
  up
• 7:06
  paying
• 7:07
  privately
• 7:07
  and
• 7:07
  got
• 7:07
  him
• 7:08
  diagnosed.
• 7:08
  And
• 7:08
  when
• 7:08
  as
• 7:09
  soon
• 7:09
  as
• 7:09
  you
• 7:09
  were
• 7:09
  on
• 7:09
  the
• 7:09
  proper
• 7:10
  formula,
• 7:10
  it
• 7:10
  was
• 7:11
  a
• 7:11
  new
• 7:11
  baby
• 7:12
  within
• 7:12
  days,
• 7:13
  but
• 7:13
  the
• 7:13
  damage
• 7:14
  had
• 7:14
  been
• 7:14
  done.
• 7:15
  Like
• 7:15
  some
• 7:16
  healthcare
• 7:16
  professional
• 7:17
  spoke
• 7:17
  to
• 7:17
  me
• 7:17
  like
• 7:18
  dirt.
• 7:18
  And
• 7:18
  that's
• 7:18
  just
• 7:19
  embarrassing
• 7:19
  to
• 7:19
  say.
• 7:20
  That's
• 7:20
  my
• 7:20
  field.
• 7:21
  So
• 7:22
  my
• 7:22
  background,
• 7:23
  the
• 7:23
  ward
• 7:23
  where
• 7:23
  I
• 7:24
  worked
• 7:24
  was
• 7:24
  very
• 7:24
  high
• 7:25
  stress.
• 7:26
  And
• 7:26
  when
• 7:26
  he
• 7:26
  were
• 7:26
  going
• 7:26
  back,
• 7:27
  near
• 7:27
  to
• 7:27
  going
• 7:27
  back,
• 7:27
  I
• 7:28
  just,
• 7:28
  like,
• 7:28
  I
• 7:29
  can't
• 7:29
  do
• 7:29
  it
• 7:29
  anymore.
• 7:30
  Like
• 7:30
  I
• 7:30
  can't
• 7:30
  have
• 7:30
  the
• 7:31
  stress
• 7:31
  at
• 7:31
  home.
• 7:32
  And
• 7:32
  stress,
• 7:33
  even
• 7:33
  though
• 7:33
  it
• 7:33
  settled
• 7:34
  down,
• 7:34
  but
• 7:34
  it
• 7:35
  was
• 7:35
  just
• 7:35
  still
• 7:36
  in
• 7:36
  the
• 7:36
  background,
• 7:38
  like
• 7:38
  it
• 7:38
  took
• 7:38
  a
• 7:38
  while
• 7:39
  to
• 7:39
  get
• 7:39
  over
• 7:39
  the
• 7:39
  postnatal
• 7:40
  depression.
• 7:40
  And
• 7:40
  I'm
• 7:41
  very
• 7:41
  open
• 7:41
  and
• 7:41
  honest
• 7:42
  about
• 7:42
  it,
• 7:43
  so
• 7:43
  I
• 7:43
  just
• 7:44
  wanted
• 7:44
  to
• 7:44
  pivot
• 7:45
  from
• 7:45
  there.
• 7:47
  And
• 7:47
  Adam,
• 7:47
  at
• 7:48
  the
• 7:48
  time
• 7:48
  you
• 7:48
  started
• 7:48
  decorating,
• 7:49
  didn't
• 7:49
  you?
• 7:49
  So
• 7:50
  I
• 7:50
  wanted
• 7:51
  to
• 7:51
  see
• 7:51
  the
• 7:51
  flexibility
• 7:52
  of
• 7:52
  him
• 7:52
  making
• 7:53
  some
• 7:53
  money
• 7:53
  around
• 7:54
  Eli.
• 7:55
  So
• 7:55
  I
• 7:56
  started
• 7:56
  doing
• 7:56
  balloon
• 7:57
  displays.
• 7:57
  So
• 7:57
  it
• 7:58
  meant
• 7:58
  that
• 7:58
  I
• 7:58
  could
• 7:58
  do
• 7:58
  it.
• 7:59
  It's
• 7:59
  something
• 7:59
  fun.
• 8:00
  We're
• 8:00
  like
• 8:01
  choosing
• 8:01
  the
• 8:01
  colors,
• 8:02
  choosing
• 8:02
  the
• 8:02
  pattern,
• 8:02
  seeing
• 8:03
  little
• 8:03
  kids
• 8:03
  faces
• 8:04
  when
• 8:04
  they
• 8:04
  came
• 8:05
  and
• 8:05
  collected
• 8:05
  them,
• 8:06
  like
• 8:06
  that's
• 8:06
  what
• 8:07
  I
• 8:07
  enjoyed.
• 8:07
  But
• 8:08
  we
• 8:08
  had
• 8:08
  garden
• 8:09
  games,
• 8:09
  didn't
• 8:09
  we,
• 8:10
  at
• 8:10
  our
• 8:10
  wedding?
• 8:10
  From
• 8:10
  the
• 8:11
  venue,
• 8:11
  they
• 8:11
  supplied
• 8:12
  them,
• 8:12
  but
• 8:13
  they
• 8:13
  were
• 8:13
  a
• 8:14
  bit
• 8:14
  mismatched.
• 8:14
  But
• 8:14
  the,
• 8:15
  the
• 8:15
  kids
• 8:15
  loved
• 8:16
  them.
• 8:16
  We
• 8:16
  loved
• 8:16
  them.
• 8:17
  And
• 8:17
  then
• 8:17
  we
• 8:17
  just
• 8:18
  started
• 8:18
  planning
• 8:19
  dimling
• 8:20
  building
• 8:20
  of
• 8:21
  a
• 8:21
  month's.
• 8:22
  I
• 8:22
  mean,
• 8:22
  it
• 8:22
  is
• 8:23
  amazing
• 8:23
  how
• 8:23
  priorities
• 8:24
  change
• 8:24
  as
• 8:24
  well.
• 8:24
  When
• 8:25
  you
• 8:25
  have
• 8:25
  kids,
• 8:25
  everything
• 8:26
  shifts
• 8:26
  in
• 8:27
  your
• 8:27
  mindset.
• 8:27
  I
• 8:27
  think,
• 8:27
  particularly
• 8:28
  as
• 8:29
  a
• 8:29
  woman.
• 8:29
  But
• 8:29
  I
• 8:29
  think
• 8:29
  for
• 8:30
  both
• 8:30
  partners
• 8:30
  as
• 8:31
  well,
• 8:31
  it
• 8:31
  can
• 8:31
  change
• 8:31
  because
• 8:32
  all
• 8:32
  of
• 8:32
  a
• 8:32
  sudden
• 8:32
  your
• 8:32
  world
• 8:33
  just
• 8:33
  gets
• 8:33
  tipped
• 8:34
  upside
• 8:34
  down
• 8:34
  and
• 8:34
  what
• 8:35
  you
• 8:35
  wanted
• 8:35
  to
• 8:35
  do
• 8:36
  really
• 8:36
  shifts.
• 8:36
  And
• 8:37
  that's
• 8:37
  why
• 8:37
  we
• 8:37
  see
• 8:37
  so
• 8:37
  many
• 8:38
  people
• 8:38
  starting
• 8:38
  businesses
• 8:39
  on
• 8:39
  maternity
• 8:40
  leave,
• 8:40
  because
• 8:40
  suddenly
• 8:41
  you've
• 8:41
  got
• 8:41
  this
• 8:42
  change
• 8:42
  of
• 8:42
  perspective.
• 8:43
  And
• 8:43
  so
• 8:43
  you
• 8:44
  could
• 8:44
  see
• 8:44
  that
• 8:44
  you
• 8:44
  wanted
• 8:45
  to
• 8:45
  make
• 8:45
  change
• 8:45
  and
• 8:46
  rather
• 8:46
  than
• 8:46
  just
• 8:46
  sitting
• 8:47
  back
• 8:47
  and
• 8:47
  going,
• 8:48
  oh,
• 8:48
  that's
• 8:48
  impossible,
• 8:48
  I'm
• 8:49
  a
• 8:49
  nurse.
• 8:49
  You
• 8:49
  were
• 8:50
  proactive
• 8:50
  and
• 8:50
  you
• 8:50
  went
• 8:51
  into
• 8:51
  balloons
• 8:51
  and
• 8:52
  then
• 8:53
  garden
• 8:53
  games.
• 8:54
  So
• 8:54
  how
• 8:55
  do
• 8:55
  you
• 8:55
  remember
• 8:56
  getting
• 8:56
  your
• 8:56
  first
• 8:57
  booking?
• 8:57
  Do
• 8:57
  you
• 8:58
  remember
• 8:58
  the
• 8:58
  first
• 8:58
  people
• 8:58
  that
• 8:59
  booked
• 8:59
  you?
• 9:00
  I
• 9:00
  do,
• 9:00
  yes.
• 9:01
  It
• 9:01
  was
• 9:02
  from
• 9:02
  our
• 9:03
  first
• 9:03
  wedding
• 9:04
  fair
• 9:05
  that
• 9:05
  we
• 9:06
  did
• 9:06
  at
• 9:06
  Holiday
• 9:07
  Inn
• 9:07
  in
• 9:07
  Wakefield,
• 9:08
  and
• 9:08
  that
• 9:08
  was
• 9:08
  on
• 9:08
  the
• 9:10
  23rd
• 9:10
  of
• 9:11
  June
• 9:11
  or
• 9:11
  May.
• 9:12
  May.
• 9:12
  June
• 9:14
  14th
• 9:14
  of
• 9:14
  June.
• 9:16
  Back
• 9:16
  end
• 9:16
  of
• 9:16
  that
• 9:17
  month.
• 9:17
  Well,
• 9:17
  somewhere
• 9:18
  around
• 9:18
  that
• 9:18
  time,
• 9:19
  we
• 9:20
  actually
• 9:20
  took
• 9:21
  five
• 9:21
  bookings
• 9:21
  from
• 9:22
  that
• 9:22
  fair,
• 9:22
  that
• 9:22
  first
• 9:23
  ever
• 9:23
  fair
• 9:23
  that
• 9:23
  we
• 9:23
  did.
• 9:25
  So
• 9:25
  it's
• 9:25
  quite
• 9:25
  hard
• 9:25
  to
• 9:25
  remember
• 9:26
  the
• 9:26
  first
• 9:26
  person
• 9:27
  who
• 9:27
  actually
• 9:27
  booked
• 9:27
  with
• 9:28
  us
• 9:28
  because
• 9:28
  we
• 9:28
  actually
• 9:29
  took
• 9:29
  five,
• 9:29
  like,
• 9:30
  pretty
• 9:30
  much
• 9:30
  immediately.
• 9:31
  So
• 9:32
  I
• 9:32
  can
• 9:32
  remember
• 9:33
  some
• 9:33
  of
• 9:33
  the
• 9:33
  couples
• 9:33
  that
• 9:33
  booked
• 9:34
  with
• 9:34
  us
• 9:34
  from
• 9:36
  that
• 9:36
  fair
• 9:37
  and
• 9:37
  I
• 9:37
  do
• 9:37
  remember
• 9:37
  one
• 9:38
  in
• 9:38
  particular
• 9:38
  that
• 9:38
  booked
• 9:39
  with
• 9:39
  us
• 9:39
  because
• 9:39
  they
• 9:39
  were
• 9:40
  so
• 9:40
  happy
• 9:40
  that
• 9:40
  they
• 9:40
  saw
• 9:40
  us
• 9:41
  and
• 9:41
  they
• 9:41
  were
• 9:41
  so
• 9:41
  grateful
• 9:42
  after
• 9:43
  the
• 9:43
  wedding.
• 9:44
  So,
• 9:45
  yeah,
• 9:45
  that
• 9:45
  one
• 9:45
  does
• 9:46
  particularly
• 9:46
  stand
• 9:46
  out
• 9:47
  with
• 9:47
  me
• 9:48
  from
• 9:48
  that
• 9:48
  wedding
• 9:49
  fair.
• 9:49
  So
• 9:50
  your
• 9:50
  initial
• 9:50
  strategy,
• 9:51
  then,
• 9:51
  when
• 9:51
  you
• 9:52
  started
• 9:52
  the
• 9:52
  business
• 9:52
  you
• 9:53
  set
• 9:53
  up,
• 9:53
  you
• 9:53
  decided,
• 9:54
  yeah,
• 9:54
  I
• 9:54
  want
• 9:54
  to
• 9:54
  have
• 9:54
  a
• 9:54
  business,
• 9:55
  we're
• 9:55
  going
• 9:55
  to
• 9:55
  do
• 9:55
  some
• 9:55
  garden
• 9:55
  games,
• 9:56
  we're
• 9:56
  going
• 9:56
  to
• 9:56
  do
• 9:56
  some
• 9:56
  balloons,
• 9:57
  was
• 9:58
  to
• 9:58
  go
• 9:58
  to
• 9:58
  wedding
• 9:59
  fairs.
• 9:59
  Is
• 9:59
  that
• 9:59
  how
• 9:59
  you
• 9:59
  decided
• 10:00
  to
• 10:00
  market
• 10:00
  your
• 10:00
  business?
• 10:00
  From
• 10:01
  day
• 10:01
  one,
• 10:01
  we
• 10:01
  started
• 10:02
  marketing
• 10:02
  on
• 10:03
  the
• 10:03
  local
• 10:03
  Facebook
• 10:04
  groups,
• 10:04
  but
• 10:05
  that
• 10:05
  was
• 10:05
  just
• 10:05
  to
• 10:05
  get
• 10:05
  some
• 10:06
  trial
• 10:06
  bookings.
• 10:06
  So
• 10:07
  we
• 10:07
  did
• 10:07
  have
• 10:08
  a
• 10:08
  few
• 10:08
  that
• 10:08
  we
• 10:09
  didn't
• 10:09
  charge
• 10:09
  for,
• 10:09
  just
• 10:10
  to
• 10:10
  get
• 10:10
  some
• 10:10
  photos.
• 10:12
  And
• 10:12
  then
• 10:13
  we
• 10:13
  went.
• 10:13
  You
• 10:14
  researched
• 10:14
  and
• 10:14
  we
• 10:15
  started
• 10:15
  the
• 10:15
  first
• 10:16
  fair
• 10:17
  and
• 10:17
  then
• 10:17
  from
• 10:17
  that
• 10:18
  we.
• 10:18
  We
• 10:18
  met
• 10:18
  loads
• 10:19
  of
• 10:19
  suppliers
• 10:19
  and
• 10:19
  the
• 10:19
  wedding
• 10:20
  fair
• 10:20
  team
• 10:20
  were
• 10:21
  actually
• 10:21
  having
• 10:21
  a
• 10:21
  big
• 10:21
  wedding
• 10:22
  fair
• 10:22
  the
• 10:23
  week
• 10:23
  after
• 10:23
  and
• 10:24
  they're
• 10:24
  like,
• 10:24
  oh,
• 10:24
  would
• 10:24
  you
• 10:25
  be
• 10:25
  interested
• 10:25
  in
• 10:25
  coming?
• 10:26
  And
• 10:26
  we
• 10:26
  were
• 10:26
  like,
• 10:27
  what?
• 10:28
  And
• 10:28
  then,
• 10:28
  yeah,
• 10:29
  we
• 10:29
  just
• 10:29
  went
• 10:29
  to
• 10:29
  that
• 10:29
  and
• 10:30
  then
• 10:30
  we
• 10:30
  didn't
• 10:30
  really
• 10:30
  look
• 10:31
  back,
• 10:31
  did
• 10:31
  we?
• 10:31
  No,
• 10:32
  no,
• 10:32
  it
• 10:32
  just.
• 10:32
  It
• 10:32
  just
• 10:33
  became
• 10:33
  natural
• 10:34
  to
• 10:34
  look
• 10:35
  for
• 10:35
  wedding
• 10:36
  fairs.
• 10:38
  And
• 10:38
  obviously,
• 10:38
  as
• 10:38
  time's
• 10:38
  gone
• 10:39
  on,
• 10:39
  we've
• 10:39
  learned
• 10:40
  more
• 10:41
  about
• 10:41
  fairs,
• 10:41
  we've
• 10:42
  learned
• 10:42
  about
• 10:42
  different
• 10:42
  companies,
• 10:43
  what
• 10:43
  fairs
• 10:43
  work
• 10:43
  for
• 10:44
  us,
• 10:44
  etc.
• 10:44
  Etc.
• 10:46
  It's
• 10:46
  interesting,
• 10:46
  though,
• 10:47
  that
• 10:47
  it's
• 10:47
  been
• 10:47
  such
• 10:47
  a
• 10:48
  strong
• 10:48
  strategy
• 10:49
  for
• 10:49
  you,
• 10:49
  because
• 10:49
  you
• 10:49
  hear
• 10:49
  a
• 10:49
  lot
• 10:49
  of
• 10:50
  people
• 10:50
  now
• 10:50
  in
• 10:50
  the
• 10:50
  industry
• 10:51
  saying,
• 10:51
  oh,
• 10:51
  don't
• 10:52
  bother
• 10:52
  with
• 10:52
  wedding
• 10:52
  fairs
• 10:53
  anymore.
• 10:53
  Wedding
• 10:53
  fairs
• 10:53
  are
• 10:54
  a
• 10:54
  thing
• 10:54
  of
• 10:54
  the
• 10:54
  past,
• 10:55
  but
• 10:55
  I'm
• 10:55
  a
• 10:55
  big
• 10:55
  believer
• 10:56
  that
• 10:56
  they
• 10:56
  can
• 10:57
  still
• 10:57
  work.
• 10:57
  And
• 10:57
  clearly
• 10:58
  you've
• 10:58
  lived
• 10:59
  that.
• 10:59
  Why
• 10:59
  do
• 10:59
  you
• 10:59
  think
• 11:00
  for
• 11:00
  your
• 11:00
  business
• 11:01
  wedding
• 11:01
  fairs
• 11:02
  have
• 11:02
  worked
• 11:02
  so
• 11:03
  well
• 11:03
  for
• 11:03
  you?
• 11:04
  I
• 11:04
  think
• 11:05
  the
• 11:05
  main
• 11:05
  reason
• 11:06
  why
• 11:06
  wedding
• 11:06
  fairs
• 11:07
  have
• 11:07
  worked
• 11:07
  for
• 11:07
  us
• 11:07
  is
• 11:08
  with
• 11:08
  the
• 11:09
  products
• 11:09
  that
• 11:09
  we
• 11:09
  offer.
• 11:11
  The
• 11:11
  reason
• 11:11
  number
• 11:11
  one
• 11:12
  is
• 11:12
  that
• 11:12
  people
• 11:12
  don't
• 11:13
  think
• 11:13
  about
• 11:14
  them
• 11:14
  until
• 11:15
  they
• 11:15
  see
• 11:16
  them.
• 11:16
  That
• 11:16
  could
• 11:17
  be
• 11:17
  for
• 11:17
  a
• 11:17
  number
• 11:17
  of
• 11:17
  reasons.
• 11:18
  Like,
• 11:18
  one,
• 11:18
  it's
• 11:19
  not
• 11:19
  due
• 11:19
  to
• 11:19
  the.
• 11:20
  It's
• 11:20
  not
• 11:21
  part
• 11:21
  of
• 11:21
  the
• 11:21
  traditional,
• 11:23
  let's
• 11:23
  say,
• 11:23
  wedding.
• 11:25
  I
• 11:25
  don't
• 11:25
  know
• 11:25
  how
• 11:25
  to
• 11:26
  word
• 11:26
  it.
• 11:26
  Really,
• 11:27
  because
• 11:27
  it's
• 11:28
  a
• 11:28
  very
• 11:28
  niche
• 11:28
  thing.
• 11:29
  I
• 11:29
  think
• 11:29
  at
• 11:29
  the
• 11:29
  time
• 11:29
  when
• 11:30
  we
• 11:30
  started,
• 11:31
  there
• 11:31
  wasn't
• 11:31
  a
• 11:31
  very
• 11:32
  many
• 11:32
  in
• 11:32
  our
• 11:32
  local
• 11:33
  area.
• 11:33
  There
• 11:33
  has
• 11:33
  been
• 11:34
  more
• 11:34
  since.
• 11:35
  But
• 11:35
  if
• 11:35
  they've
• 11:35
  never
• 11:36
  been
• 11:36
  to
• 11:36
  a
• 11:36
  wedding,
• 11:36
  that
• 11:36
  have
• 11:37
  never
• 11:37
  had
• 11:37
  garden
• 11:37
  games
• 11:38
  and
• 11:38
  golf,
• 11:39
  initially
• 11:39
  when
• 11:39
  they
• 11:40
  saw
• 11:40
  them,
• 11:40
  they
• 11:40
  were
• 11:40
  like,
• 11:40
  oh,
• 11:41
  I
• 11:41
  didn't
• 11:41
  know
• 11:41
  that.
• 11:41
  We
• 11:42
  think,
• 11:42
  yeah,
• 11:43
  it's
• 11:43
  something
• 11:44
  that
• 11:44
  you
• 11:44
  wouldn't
• 11:45
  see
• 11:45
  at
• 11:45
  a
• 11:45
  traditional
• 11:46
  wedding.
• 11:46
  So
• 11:47
  a
• 11:47
  lot
• 11:47
  of
• 11:47
  people
• 11:48
  don't
• 11:48
  think
• 11:48
  about
• 11:48
  it
• 11:49
  until
• 11:50
  they
• 11:50
  actually
• 11:50
  see
• 11:51
  it.
• 11:51
  And
• 11:51
  it's
• 11:51
  also
• 11:52
  the
• 11:52
  second
• 11:52
  point
• 11:53
  of
• 11:53
  that.
• 11:53
  They
• 11:54
  have
• 11:54
  to
• 11:54
  see
• 11:55
  it.
• 11:55
  So
• 11:55
  it's
• 11:55
  sort
• 11:55
  of
• 11:56
  like
• 11:56
  a
• 11:56
  bit
• 11:56
  of
• 11:56
  a
• 11:56
  combination
• 11:57
  of
• 11:57
  the
• 11:57
  two
• 11:57
  in
• 11:57
  a
• 11:57
  sense
• 11:58
  that
• 11:59
  they
• 11:59
  can
• 11:59
  envision
• 12:00
  having
• 12:00
  garden
• 12:00
  games,
• 12:01
  but
• 12:01
  even
• 12:01
  so,
• 12:02
  they
• 12:02
  can
• 12:02
  envision
• 12:02
  it.
• 12:02
  They
• 12:03
  can't
• 12:03
  envision
• 12:04
  it
• 12:04
  properly
• 12:04
  until
• 12:05
  they
• 12:05
  physically
• 12:06
  see
• 12:06
  the
• 12:06
  products
• 12:07
  in
• 12:07
  front
• 12:07
  of
• 12:07
  them.
• 12:07
  So
• 12:08
  that's
• 12:08
  one
• 12:09
  of
• 12:09
  the
• 12:09
  main
• 12:09
  reasons
• 12:09
  why
• 12:09
  we
• 12:10
  do
• 12:10
  fairs,
• 12:11
  because
• 12:11
  it
• 12:11
  does
• 12:12
  allow
• 12:12
  that
• 12:12
  exposure
• 12:13
  to
• 12:14
  the
• 12:14
  couples
• 12:15
  that
• 12:15
  actually
• 12:15
  physically
• 12:16
  need
• 12:16
  to
• 12:16
  see
• 12:17
  what
• 12:17
  we
• 12:17
  offer
• 12:18
  as
• 12:18
  opposed
• 12:18
  to
• 12:18
  just
• 12:19
  seeing
• 12:19
  photos
• 12:19
  online.
• 12:20
  And
• 12:20
  I
• 12:21
  think,
• 12:21
  yeah,
• 12:21
  they
• 12:22
  need
• 12:22
  to
• 12:22
  see
• 12:22
  the
• 12:22
  quality
• 12:23
  of
• 12:23
  the
• 12:23
  items,
• 12:24
  the
• 12:24
  size
• 12:24
  of
• 12:24
  the
• 12:24
  items,
• 12:25
  because
• 12:25
  they're
• 12:25
  very
• 12:26
  much
• 12:26
  different
• 12:26
  than
• 12:27
  what
• 12:27
  you
• 12:27
  can
• 12:27
  buy
• 12:27
  in
• 12:27
  a
• 12:27
  shop.
• 12:28
  They
• 12:28
  are
• 12:29
  large
• 12:29
  items.
• 12:30
  Like
• 12:30
  our
• 12:31
  dartboard
• 12:31
  is
• 12:31
  one
• 12:32
  of
• 12:32
  our
• 12:32
  most
• 12:32
  popular
• 12:33
  hire
• 12:33
  items.
• 12:34
  And
• 12:34
  as
• 12:34
  soon
• 12:34
  as.
• 12:35
  Especially
• 12:35
  a
• 12:36
  lot
• 12:36
  of
• 12:36
  rooms,
• 12:36
  as
• 12:36
  soon
• 12:36
  as
• 12:36
  they
• 12:37
  see
• 12:37
  it,
• 12:37
  they're
• 12:37
  like,
• 12:37
  wow.
• 12:38
  And
• 12:39
  it's
• 12:39
  taller
• 12:39
  than
• 12:39
  Adam,
• 12:40
  so
• 12:40
  it's
• 12:40
  over
• 12:40
  six
• 12:40
  foot.
• 12:41
  So
• 12:42
  it's
• 12:42
  not
• 12:42
  like
• 12:42
  a
• 12:42
  traditional
• 12:44
  thing
• 12:44
  that
• 12:44
  you'd
• 12:44
  see
• 12:44
  at
• 12:45
  a
• 12:45
  wedding.
• 12:45
  And
• 12:46
  we
• 12:46
  found
• 12:47
  that
• 12:47
  the
• 12:47
  more
• 12:47
  modern
• 12:48
  couple,
• 12:49
  they
• 12:49
  just
• 12:49
  want
• 12:49
  a
• 12:49
  bit
• 12:49
  of
• 12:50
  fun.
• 12:50
  Don't
• 12:50
  they
• 12:50
  want.
• 12:51
  They
• 12:51
  don't
• 12:52
  want
• 12:52
  a
• 12:52
  stuffy
• 12:53
  day
• 12:53
  necessarily
• 12:54
  where
• 12:54
  they
• 12:54
  have
• 12:54
  to
• 12:55
  sit
• 12:55
  down.
• 12:55
  Everything
• 12:55
  they
• 12:56
  regimented,
• 12:57
  they
• 12:57
  just
• 12:57
  want
• 12:57
  something
• 12:58
  fun.
• 12:58
  But
• 12:58
  the
• 12:59
  reason
• 12:59
  as
• 12:59
  well
• 13:00
  is
• 13:00
  just
• 13:00
  adding
• 13:00
  on
• 13:00
  to
• 13:01
  that
• 13:01
  for
• 13:01
  why
• 13:02
  couples
• 13:02
  need
• 13:02
  to
• 13:03
  see
• 13:03
  our
• 13:03
  stuff
• 13:03
  is
• 13:03
  because
• 13:04
  we
• 13:04
  build
• 13:05
  our
• 13:05
  products
• 13:06
  in
• 13:06
  a
• 13:06
  certain
• 13:07
  way.
• 13:07
  So
• 13:07
  like
• 13:07
  with
• 13:08
  dartboard
• 13:08
  for
• 13:08
  example,
• 13:09
  the
• 13:09
  reason
• 13:09
  it's
• 13:10
  over
• 13:10
  six
• 13:10
  foot
• 13:11
  is
• 13:11
  because
• 13:11
  the
• 13:11
  dartboard
• 13:12
  needs
• 13:12
  to
• 13:12
  sit
• 13:13
  at
• 13:13
  a
• 13:13
  certain
• 13:13
  height.
• 13:14
  Plus
• 13:14
  with
• 13:14
  our
• 13:15
  dartboard,
• 13:15
  it
• 13:16
  has
• 13:16
  a
• 13:16
  full
• 13:16
  rustic
• 13:17
  frame
• 13:17
  with
• 13:17
  it.
• 13:17
  So
• 13:18
  then
• 13:18
  when
• 13:18
  it
• 13:18
  is
• 13:18
  going
• 13:19
  to
• 13:19
  venues
• 13:19
  and
• 13:20
  it's
• 13:20
  going
• 13:20
  indoors,
• 13:21
  the
• 13:21
  venue
• 13:22
  itself,
• 13:22
  the
• 13:22
  surrounding
• 13:23
  areas
• 13:24
  as
• 13:24
  to
• 13:24
  where
• 13:24
  the
• 13:24
  dartboard
• 13:25
  is,
• 13:25
  is
• 13:25
  protected,
• 13:26
  which
• 13:26
  is
• 13:26
  what
• 13:26
  venues
• 13:27
  want.
• 13:27
  And
• 13:28
  from
• 13:28
  experience,
• 13:29
  we
• 13:29
  have
• 13:29
  heard
• 13:30
  from
• 13:30
  venues
• 13:30
  that
• 13:30
  they
• 13:31
  wouldn't
• 13:31
  allow
• 13:31
  dart
• 13:32
  boards
• 13:32
  initially
• 13:33
  because
• 13:34
  they
• 13:34
  would
• 13:34
  just
• 13:34
  come
• 13:34
  on
• 13:35
  a
• 13:35
  stand
• 13:35
  with
• 13:35
  no
• 13:36
  protection
• 13:37
  surrounding
• 13:37
  it.
• 13:37
  So
• 13:38
  obviously
• 13:38
  from
• 13:38
  a
• 13:38
  venue
• 13:39
  point
• 13:39
  of
• 13:39
  view,
• 13:39
  they
• 13:40
  don't
• 13:40
  want
• 13:40
  a
• 13:41
  thousand
• 13:41
  little
• 13:41
  holes
• 13:42
  in
• 13:42
  their
• 13:42
  wall
• 13:42
  by
• 13:43
  the
• 13:43
  end
• 13:43
  of
• 13:43
  the
• 13:43
  wedding.
• 13:44
  Absolutely.
• 13:44
  You
• 13:44
  don't
• 13:44
  want
• 13:45
  some
• 13:45
  fancy
• 13:46
  manor
• 13:46
  house
• 13:46
  coming
• 13:47
  to
• 13:47
  you
• 13:47
  because
• 13:47
  you've
• 13:48
  managed
• 13:48
  to
• 13:48
  get
• 13:48
  darts
• 13:49
  all
• 13:49
  in
• 13:49
  their
• 13:49
  wall.
• 13:49
  So
• 13:50
  that's
• 13:50
  absolutely
• 13:50
  sensible.
• 13:51
  And
• 13:51
  it's
• 13:51
  interesting,
• 13:52
  isn't
• 13:52
  it,
• 13:52
  because
• 13:52
  I
• 13:52
  think
• 13:53
  you
• 13:53
  are
• 13:53
  in
• 13:53
  that
• 13:53
  category
• 13:54
  of
• 13:54
  almost
• 13:55
  non
• 13:55
  essential
• 13:56
  at
• 13:56
  a
• 13:56
  wedding.
• 13:56
  So
• 13:56
  we
• 13:57
  think
• 13:57
  of
• 13:57
  a
• 13:57
  wedding,
• 13:57
  they
• 13:57
  need
• 13:57
  a
• 13:58
  venue,
• 13:58
  they
• 13:58
  need
• 13:58
  food,
• 13:58
  they
• 13:58
  need
• 13:59
  a
• 13:59
  photographer
• 14:00
  and
• 14:00
  then
• 14:00
  an
• 14:01
  address.
• 14:01
  But
• 14:02
  actually
• 14:02
  your
• 14:02
  business
• 14:03
  is
• 14:04
  an
• 14:04
  add
• 14:04
  on.
• 14:05
  And
• 14:05
  it's
• 14:06
  also
• 14:06
  interesting,
• 14:06
  I
• 14:06
  think
• 14:06
  sometimes
• 14:07
  when
• 14:07
  people
• 14:07
  are
• 14:07
  in
• 14:07
  that
• 14:08
  scenario,
• 14:08
  they
• 14:08
  moan
• 14:09
  about
• 14:09
  it
• 14:09
  also.
• 14:09
  They
• 14:10
  say,
• 14:10
  oh,
• 14:10
  well,
• 14:10
  it's
• 14:11
  really
• 14:11
  hard
• 14:11
  for
• 14:11
  us
• 14:11
  to
• 14:11
  get
• 14:11
  business
• 14:12
  because
• 14:12
  not
• 14:12
  everyone
• 14:13
  wants
• 14:13
  us
• 14:13
  and
• 14:13
  we're
• 14:13
  not
• 14:14
  a
• 14:14
  photographer.
• 14:15
  But
• 14:15
  actually
• 14:16
  what
• 14:16
  you've
• 14:16
  said
• 14:16
  is,
• 14:17
  well,
• 14:17
  we've
• 14:17
  just
• 14:17
  gone
• 14:18
  out
• 14:18
  and
• 14:18
  shown
• 14:18
  people
• 14:19
  why
• 14:20
  they
• 14:20
  should
• 14:20
  have
• 14:20
  us.
• 14:20
  We've
• 14:21
  got
• 14:21
  out
• 14:21
  and
• 14:21
  got
• 14:21
  in
• 14:21
  front
• 14:22
  of
• 14:22
  people.
• 14:22
  And
• 14:22
  that
• 14:22
  is
• 14:22
  marketing.
• 14:23
  That
• 14:23
  is
• 14:23
  what
• 14:23
  it
• 14:23
  is.
• 14:24
  We
• 14:24
  can't
• 14:24
  just
• 14:24
  sit
• 14:25
  behind
• 14:25
  a
• 14:25
  website
• 14:26
  and
• 14:26
  hope
• 14:26
  that
• 14:26
  people
• 14:26
  come
• 14:27
  to
• 14:27
  us.
• 14:27
  We
• 14:27
  have
• 14:28
  to
• 14:28
  show
• 14:28
  people
• 14:29
  what
• 14:29
  we
• 14:29
  do
• 14:30
  and
• 14:30
  why
• 14:31
  they
• 14:31
  should
• 14:31
  consider
• 14:31
  it.
• 14:32
  And
• 14:32
  with
• 14:32
  something
• 14:33
  as
• 14:33
  practical
• 14:33
  and
• 14:34
  fun
• 14:34
  as
• 14:34
  garden
• 14:35
  games,
• 14:35
  of
• 14:35
  course
• 14:35
  they
• 14:36
  want
• 14:36
  to
• 14:36
  see
• 14:36
  them
• 14:36
  in
• 14:37
  the
• 14:37
  flesh
• 14:37
  and
• 14:37
  have
• 14:37
  a
• 14:37
  go
• 14:38
  at
• 14:38
  them
• 14:38
  and
• 14:38
  envisage
• 14:39
  how
• 14:39
  that
• 14:39
  can
• 14:40
  be.
• 14:40
  Like
• 14:41
  how
• 14:41
  that's
• 14:41
  going
• 14:41
  to
• 14:41
  sit
• 14:42
  on
• 14:42
  their
• 14:42
  wedding
• 14:42
  day.
• 14:43
  Has
• 14:43
  your
• 14:43
  wedding
• 14:43
  fair
• 14:43
  strategy
• 14:44
  evolved
• 14:45
  over
• 14:45
  time
• 14:45
  or
• 14:45
  are
• 14:46
  you
• 14:46
  still
• 14:46
  doing
• 14:46
  the
• 14:46
  same
• 14:46
  stuff
• 14:47
  that
• 14:47
  you
• 14:47
  did
• 14:47
  at
• 14:47
  your
• 14:47
  first
• 14:48
  fairs?
• 14:49
  No,
• 14:49
  it
• 14:49
  pretty
• 14:50
  much
• 14:51
  evolves
• 14:52
  week
• 14:52
  in,
• 14:52
  week
• 14:52
  out.
• 14:53
  We're
• 14:53
  constantly
• 14:54
  trying
• 14:54
  new
• 14:55
  things
• 14:55
  all
• 14:56
  the
• 14:56
  time.
• 14:56
  I
• 14:57
  think
• 14:57
  we've
• 14:57
  tried
• 14:57
  that
• 14:58
  many
• 14:58
  different
• 14:59
  things
• 14:59
  and
• 14:59
  ways
• 15:00
  of
• 15:00
  doing
• 15:00
  fairs
• 15:01
  that
• 15:01
  if
• 15:01
  you,
• 15:02
  someone
• 15:02
  asked
• 15:02
  me,
• 15:02
  like,
• 15:03
  what
• 15:03
  did
• 15:03
  you
• 15:03
  do
• 15:04
  like
• 15:04
  two
• 15:05
  years
• 15:05
  ago,
• 15:05
  our
• 15:05
  first
• 15:05
  fair,
• 15:06
  I'd
• 15:06
  be
• 15:06
  like,
• 15:06
  no
• 15:07
  idea.
• 15:08
  Because
• 15:08
  it's,
• 15:08
  we've
• 15:09
  done
• 15:09
  so
• 15:09
  much
• 15:10
  between
• 15:10
  now
• 15:10
  and
• 15:10
  then.
• 15:11
  It's.
• 15:12
  I
• 15:12
  just
• 15:12
  can't,
• 15:13
  I
• 15:13
  can't
• 15:13
  pinpoint
• 15:14
  like
• 15:14
  how
• 15:14
  we,
• 15:15
  how
• 15:15
  our
• 15:15
  initial
• 15:16
  strategy
• 15:16
  was
• 15:16
  at
• 15:17
  our
• 15:17
  first
• 15:17
  fairs
• 15:18
  that
• 15:18
  we
• 15:18
  started
• 15:18
  to
• 15:18
  do.
• 15:19
  I
• 15:19
  think
• 15:20
  some
• 15:20
  of
• 15:20
  it
• 15:20
  is
• 15:20
  the
• 15:21
  first
• 15:21
  fairs,
• 15:22
  we'd
• 15:22
  take
• 15:23
  a
• 15:23
  bit
• 15:23
  of
• 15:23
  everything.
• 15:24
  So
• 15:24
  obviously
• 15:25
  setting
• 15:25
  that
• 15:25
  up
• 15:26
  meant
• 15:26
  we'd
• 15:26
  need
• 15:26
  a
• 15:27
  bigger
• 15:27
  stand.
• 15:28
  It
• 15:28
  means
• 15:28
  it'd
• 15:28
  take
• 15:28
  more
• 15:29
  time
• 15:29
  to
• 15:29
  set
• 15:29
  it
• 15:29
  up
• 15:30
  and
• 15:30
  then
• 15:30
  pack
• 15:30
  down.
• 15:31
  So
• 15:31
  everyone
• 15:32
  else,
• 15:32
  like,
• 15:32
  no
• 15:33
  offense
• 15:33
  to
• 15:33
  photographers,
• 15:34
  but
• 15:34
  they
• 15:34
  could
• 15:34
  just
• 15:35
  take
• 15:35
  a
• 15:35
  box
• 15:35
  and
• 15:35
  a
• 15:36
  little
• 15:36
  stand,
• 15:36
  they'd
• 15:37
  be
• 15:37
  all
• 15:37
  gone
• 15:37
  and
• 15:38
  we'd
• 15:38
  be
• 15:38
  there
• 15:38
  still,
• 15:39
  like,
• 15:40
  lugging
• 15:40
  stuff
• 15:40
  to
• 15:41
  the
• 15:41
  van.
• 15:41
  Well,
• 15:42
  when
• 15:43
  we
• 15:43
  first
• 15:43
  started,
• 15:43
  we
• 15:43
  started
• 15:44
  in
• 15:44
  cars,
• 15:44
  so
• 15:44
  we'd
• 15:45
  have
• 15:45
  to
• 15:45
  take
• 15:45
  two
• 15:45
  cars
• 15:46
  just
• 15:46
  to
• 15:46
  fit
• 15:46
  everything
• 15:47
  in.
• 15:48
  So
• 15:48
  it
• 15:48
  was
• 15:48
  very
• 15:48
  time
• 15:49
  consuming.
• 15:49
  So
• 15:50
  I
• 15:50
  think
• 15:50
  that
• 15:50
  helped
• 15:50
  us
• 15:51
  adapt
• 15:51
  because
• 15:52
  we've
• 15:52
  learned
• 15:52
  actually
• 15:53
  don't
• 15:53
  need
• 15:54
  to
• 15:54
  see
• 15:54
  everything.
• 15:56
  We
• 15:56
  have
• 15:56
  had
• 15:56
  the
• 15:56
  odd
• 15:57
  few
• 15:57
  ask
• 15:57
  if
• 15:57
  they
• 15:57
  can
• 15:58
  come
• 15:58
  and
• 15:58
  see
• 15:58
  our
• 15:59
  arsenal,
• 16:01
  but
• 16:01
  other
• 16:02
  than
• 16:02
  that,
• 16:03
  they
• 16:03
  are
• 16:03
  happy
• 16:04
  just
• 16:04
  to
• 16:04
  see
• 16:04
  a
• 16:04
  few
• 16:04
  odd
• 16:05
  bits,
• 16:05
  aren't
• 16:05
  they?
• 16:05
  And
• 16:05
  the
• 16:05
  quality
• 16:06
  of
• 16:06
  them.
• 16:06
  How
• 16:07
  many
• 16:07
  wedding
• 16:07
  fairs
• 16:07
  do
• 16:07
  you
• 16:08
  think
• 16:08
  you've
• 16:08
  done
• 16:08
  roughly,
• 16:09
  over
• 16:09
  the
• 16:10
  last
• 16:10
  few
• 16:10
  years?
• 16:10
  Because
• 16:10
  you've
• 16:10
  done
• 16:11
  a
• 16:11
  lot.
• 16:12
  We've
• 16:13
  probably
• 16:14
  done.
• 16:16
  In
• 16:17
  2024,
• 16:17
  we
• 16:18
  did.
• 16:18
  How
• 16:18
  many
• 16:18
  did
• 16:18
  we
• 16:18
  do
• 16:18
  to
• 16:18
  do?
• 16:19
  52
• 16:19
  in
• 16:20
  2024
• 16:20
  alone.
• 16:22
  So
• 16:22
  I
• 16:22
  think
• 16:22
  we
• 16:23
  did
• 16:23
  about
• 16:23
  52
• 16:23
  in
• 16:24
  2024
• 16:24
  alone.
• 16:26
  And
• 16:26
  then
• 16:26
  this
• 16:27
  year,
• 16:27
  so
• 16:27
  far,
• 16:28
  we've.
• 16:28
  Yeah,
• 16:29
  we've
• 16:29
  probably
• 16:29
  done
• 16:29
  at
• 16:29
  least
• 16:30
  80
• 16:31
  over
• 16:31
  the
• 16:31
  last.
• 16:32
  Yeah,
• 16:32
  8,
• 16:33
  80.
• 16:34
  I
• 16:34
  think
• 16:34
  we
• 16:35
  can
• 16:35
  safely
• 16:35
  say
• 16:35
  that
• 16:36
  you
• 16:36
  guys
• 16:36
  are
• 16:36
  definitely
• 16:36
  the
• 16:36
  wedding
• 16:37
  fair
• 16:37
  experts,
• 16:38
  having
• 16:38
  done
• 16:39
  so
• 16:39
  many,
• 16:39
  but
• 16:40
  it's
• 16:40
  working
• 16:40
  for
• 16:40
  you.
• 16:41
  So
• 16:41
  obviously,
• 16:41
  why
• 16:41
  wouldn't
• 16:42
  you
• 16:42
  keep
• 16:43
  on
• 16:43
  doing
• 16:43
  them?
• 16:43
  For
• 16:44
  people
• 16:44
  listening
• 16:44
  that
• 16:45
  may
• 16:45
  be
• 16:45
  thinking
• 16:45
  about
• 16:45
  booking
• 16:46
  their
• 16:46
  first
• 16:47
  wedding
• 16:47
  fair
• 16:47
  or
• 16:48
  haven't
• 16:48
  done
• 16:49
  very
• 16:49
  many.
• 16:50
  You
• 16:50
  said
• 16:50
  earlier
• 16:50
  they're
• 16:51
  not
• 16:51
  all
• 16:51
  created
• 16:51
  equal.
• 16:52
  Now,
• 16:52
  when
• 16:52
  you're
• 16:53
  looking
• 16:53
  at
• 16:53
  choosing
• 16:54
  whether
• 16:54
  or
• 16:54
  not
• 16:54
  to
• 16:54
  do
• 16:54
  a
• 16:54
  fair,
• 16:55
  what
• 16:55
  are
• 16:55
  you
• 16:56
  looking
• 16:56
  for
• 16:56
  and
• 16:56
  what
• 16:56
  advice
• 16:57
  would
• 16:57
  you
• 16:57
  give
• 16:57
  to
• 16:57
  someone
• 16:57
  who's
• 16:58
  thinking,
• 16:58
  like,
• 16:58
  how
• 16:59
  do
• 16:59
  they
• 16:59
  decide
• 16:59
  which
• 16:59
  one
• 17:00
  to
• 17:00
  go
• 17:00
  to?
• 17:01
  Definitely,
• 17:02
  if
• 17:02
  you
• 17:02
  know
• 17:03
  some
• 17:03
  suppliers,
• 17:04
  definitely
• 17:04
  lean
• 17:05
  on
• 17:05
  them.
• 17:05
  I
• 17:05
  think
• 17:05
  if
• 17:06
  we
• 17:06
  weren't
• 17:06
  treated
• 17:06
  how
• 17:07
  we
• 17:07
  was
• 17:07
  at
• 17:07
  our
• 17:08
  very
• 17:08
  first
• 17:08
  fair,
• 17:08
  our
• 17:09
  journey
• 17:09
  might
• 17:09
  have
• 17:09
  been
• 17:10
  different.
• 17:10
  But
• 17:11
  our
• 17:11
  first
• 17:11
  fair,
• 17:12
  I
• 17:12
  was
• 17:12
  so
• 17:12
  nervous
• 17:13
  because
• 17:13
  we
• 17:14
  were
• 17:14
  niche,
• 17:15
  we
• 17:15
  were
• 17:15
  unique.
• 17:16
  We
• 17:16
  thought,
• 17:17
  even
• 17:17
  we
• 17:18
  thought
• 17:18
  customers,
• 17:18
  our
• 17:19
  clients
• 17:19
  might
• 17:19
  not
• 17:19
  like
• 17:20
  it.
• 17:20
  So
• 17:20
  we
• 17:21
  didn't
• 17:21
  know
• 17:21
  what
• 17:21
  your
• 17:22
  general.
• 17:22
  Not,
• 17:23
  you
• 17:24
  know,
• 17:24
  the
• 17:24
  other
• 17:24
  suppliers
• 17:25
  would
• 17:25
  think
• 17:25
  of
• 17:25
  us.
• 17:26
  But
• 17:26
  as
• 17:26
  soon
• 17:26
  as
• 17:26
  we.
• 17:27
  We
• 17:27
  went,
• 17:27
  we
• 17:27
  were
• 17:28
  flocked
• 17:28
  by
• 17:28
  a
• 17:29
  venue
• 17:29
  stylist,
• 17:29
  a
• 17:30
  florist,
• 17:31
  another,
• 17:32
  like,
• 17:32
  he
• 17:32
  does
• 17:32
  light
• 17:33
  up
• 17:33
  letters.
• 17:33
  And
• 17:33
  they
• 17:34
  came
• 17:34
  to
• 17:34
  us
• 17:35
  and
• 17:35
  gave
• 17:35
  us
• 17:35
  so
• 17:35
  much,
• 17:36
  so
• 17:36
  much
• 17:36
  advice
• 17:37
  and
• 17:37
  support.
• 17:38
  And
• 17:38
  then
• 17:38
  that's
• 17:38
  in
• 17:39
  turn
• 17:39
  made
• 17:39
  us
• 17:40
  think
• 17:41
  networking
• 17:41
  works.
• 17:42
  So
• 17:43
  we've
• 17:43
  just
• 17:43
  done
• 17:43
  it
• 17:43
  and
• 17:43
  done
• 17:44
  it
• 17:44
  and
• 17:44
  done
• 17:44
  it.
• 17:44
  So
• 17:45
  if,
• 17:46
  well,
• 17:46
  you
• 17:47
  have
• 17:47
  to
• 17:47
  take
• 17:47
  stuff
• 17:47
  with
• 17:47
  a
• 17:48
  pinch
• 17:48
  of
• 17:48
  salt,
• 17:48
  because
• 17:49
  what
• 17:49
  might
• 17:49
  work
• 17:49
  for
• 17:50
  us
• 17:50
  might
• 17:50
  not
• 17:50
  work
• 17:51
  for
• 17:51
  another
• 17:52
  business,
• 17:52
  especially
• 17:53
  in
• 17:54
  the
• 17:54
  same
• 17:54
  niche
• 17:54
  or
• 17:55
  different
• 17:55
  niches.
• 17:56
  So
• 17:56
  it
• 17:57
  is
• 17:57
  trial
• 17:57
  and
• 17:58
  error
• 17:58
  and
• 17:58
  just
• 17:59
  ask
• 17:59
  the
• 17:59
  local
• 17:59
  suppliers
• 18:00
  that
• 18:00
  you
• 18:00
  know
• 18:00
  what
• 18:01
  works
• 18:01
  for
• 18:01
  them,
• 18:02
  what
• 18:02
  would
• 18:02
  they
• 18:02
  recommend?
• 18:03
  Like,
• 18:03
  we've
• 18:03
  got
• 18:03
  a
• 18:04
  big
• 18:04
  fair
• 18:04
  coming
• 18:04
  up
• 18:05
  in
• 18:05
  October
• 18:05
  and
• 18:06
  there's
• 18:06
  a
• 18:06
  new
• 18:06
  supplier
• 18:07
  that
• 18:07
  I've
• 18:07
  met
• 18:07
  yesterday
• 18:08
  and
• 18:09
  she
• 18:09
  said
• 18:09
  this,
• 18:10
  that
• 18:10
  loads
• 18:10
  of
• 18:10
  suppliers
• 18:11
  are
• 18:11
  recommending
• 18:11
  it.
• 18:11
  I'm
• 18:12
  like,
• 18:12
  yes,
• 18:12
  every
• 18:13
  time
• 18:13
  we've
• 18:13
  had
• 18:13
  several
• 18:14
  bookings
• 18:14
  at
• 18:14
  this
• 18:14
  fair,
• 18:15
  lean
• 18:16
  on
• 18:16
  it.
• 18:16
  There's
• 18:16
  so
• 18:17
  many
• 18:17
  experienced
• 18:17
  suppliers
• 18:18
  that
• 18:18
  are
• 18:18
  local
• 18:19
  to
• 18:19
  you
• 18:19
  and
• 18:21
  sometimes
• 18:21
  it
• 18:21
  can
• 18:22
  be
• 18:22
  Cassy,
• 18:22
  but
• 18:23
  for
• 18:23
  the
• 18:23
  most
• 18:23
  part
• 18:24
  it
• 18:24
  is
• 18:24
  a
• 18:24
  very
• 18:24
  supportive
• 18:25
  industry
• 18:25
  that
• 18:25
  we
• 18:26
  found.
• 18:27
  So
• 18:27
  they
• 18:27
  do
• 18:27
  want
• 18:27
  to
• 18:28
  impart
• 18:28
  their
• 18:28
  knowledge
• 18:28
  and
• 18:29
  experience
• 18:29
  that
• 18:30
  some
• 18:30
  people
• 18:30
  don't
• 18:30
  want
• 18:31
  you
• 18:31
  to
• 18:31
  make
• 18:31
  mistakes,
• 18:31
  they
• 18:32
  want
• 18:32
  to
• 18:32
  try
• 18:32
  and
• 18:32
  support
• 18:32
  you.
• 18:33
  So
• 18:33
  just
• 18:33
  lean
• 18:33
  on
• 18:34
  them.
• 18:34
  But
• 18:34
  like
• 18:34
  I
• 18:34
  said,
• 18:35
  do
• 18:35
  take
• 18:35
  stuff
• 18:35
  with
• 18:36
  a
• 18:36
  pinch
• 18:36
  of
• 18:36
  salt,
• 18:36
  because
• 18:37
  not
• 18:37
  everything
• 18:37
  works
• 18:37
  for
• 18:38
  everyone.
• 18:38
  There
• 18:39
  is
• 18:39
  a
• 18:39
  lot
• 18:39
  of
• 18:39
  to
• 18:40
  and
• 18:40
  fro
• 18:40
  in
• 18:40
  at
• 18:40
  the
• 18:41
  beginning
• 18:41
  and
• 18:41
  you
• 18:41
  have
• 18:41
  got
• 18:42
  to
• 18:42
  sort
• 18:42
  of
• 18:43
  throw
• 18:43
  yourself
• 18:43
  out
• 18:44
  there
• 18:45
  and
• 18:45
  expose
• 18:46
  yourself
• 18:46
  essentially
• 18:47
  to
• 18:47
  as
• 18:48
  many
• 18:48
  fairs
• 18:48
  as
• 18:48
  you
• 18:49
  can,
• 18:49
  if
• 18:49
  you
• 18:49
  can
• 18:50
  do
• 18:50
  that.
• 18:51
  I
• 18:51
  think
• 18:51
  one
• 18:52
  of
• 18:52
  the
• 18:52
  crucial
• 18:52
  things
• 18:53
  that
• 18:53
  we've
• 18:54
  learned
• 18:54
  from
• 18:55
  fairs
• 18:56
  is
• 18:56
  that
• 18:57
  venue
• 18:57
  knowledge
• 18:58
  is
• 18:58
  crucial
• 19:00
  for
• 19:00
  us.
• 19:01
  In
• 19:01
  particular
• 19:01
  with
• 19:01
  regarding
• 19:02
  games,
• 19:02
  golf.
• 19:02
  Like,
• 19:03
  we've
• 19:03
  got
• 19:03
  to
• 19:03
  know
• 19:03
  the
• 19:03
  venues
• 19:04
  both
• 19:05
  inside
• 19:05
  and
• 19:06
  out.
• 19:07
  So
• 19:07
  then
• 19:07
  if
• 19:07
  anybody
• 19:08
  asks
• 19:08
  any
• 19:08
  questions
• 19:09
  in
• 19:09
  regards
• 19:10
  to
• 19:12
  where
• 19:12
  would
• 19:13
  it
• 19:13
  be
• 19:13
  set
• 19:13
  up,
• 19:13
  where
• 19:13
  would
• 19:14
  it
• 19:14
  go,
• 19:14
  what
• 19:14
  happens
• 19:14
  if
• 19:15
  it
• 19:15
  rains?
• 19:15
  What
• 19:15
  could
• 19:16
  we
• 19:16
  do?
• 19:16
  We've
• 19:16
  got
• 19:17
  an
• 19:17
  awkward
• 19:17
  day
• 19:19
  and
• 19:19
  now
• 19:20
  it's
• 19:20
  become
• 19:20
  natural
• 19:21
  that
• 19:21
  we
• 19:21
  can
• 19:21
  just
• 19:21
  answer
• 19:22
  those
• 19:22
  questions
• 19:23
  straight
• 19:23
  away
• 19:23
  at
• 19:24
  fairs.
• 19:26
  And
• 19:26
  also
• 19:26
  giving
• 19:27
  couples
• 19:27
  the
• 19:27
  ideas
• 19:28
  of,
• 19:28
  for
• 19:29
  example,
• 19:29
  you
• 19:29
  can
• 19:30
  always
• 19:30
  use
• 19:30
  your
• 19:30
  ceremony
• 19:31
  room
• 19:31
  after
• 19:31
  if
• 19:31
  you're
• 19:31
  not
• 19:32
  using
• 19:32
  it.
• 19:33
  Because
• 19:34
  we've
• 19:34
  noticed
• 19:34
  recently
• 19:34
  that
• 19:35
  there's
• 19:35
  a
• 19:35
  massive.
• 19:37
  There's
• 19:37
  a
• 19:37
  massive
• 19:37
  footfall
• 19:38
  in
• 19:38
  thought
• 19:38
  of
• 19:39
  that
• 19:39
  people.
• 19:39
  Once
• 19:40
  couples
• 19:40
  have
• 19:40
  used
• 19:40
  ceremony
• 19:41
  room,
• 19:41
  they
• 19:42
  don't
• 19:42
  think
• 19:42
  about
• 19:42
  using
• 19:42
  it
• 19:43
  again
• 19:43
  because
• 19:43
  it's
• 19:43
  been
• 19:43
  used
• 19:44
  for
• 19:44
  the
• 19:44
  ceremony.
• 19:45
  So
• 19:47
  we've
• 19:47
  sort
• 19:48
  of
• 19:48
  caught
• 19:48
  them
• 19:48
  onto
• 19:48
  that
• 19:48
  and
• 19:49
  started
• 19:49
  advising
• 19:50
  me,
• 19:50
  look,
• 19:50
  if
• 19:50
  you're
• 19:50
  worried
• 19:51
  about
• 19:51
  space
• 19:51
  or
• 19:51
  weather,
• 19:52
  you
• 19:52
  can
• 19:52
  always
• 19:52
  use
• 19:52
  your
• 19:52
  ceremony
• 19:53
  room
• 19:53
  afterwards
• 19:54
  if
• 19:54
  you're
• 19:54
  not
• 19:54
  using
• 19:54
  it
• 19:55
  again,
• 19:55
  which
• 19:55
  nine
• 19:56
  times
• 19:56
  out
• 19:56
  of
• 19:56
  10,
• 19:56
  a
• 19:56
  lot
• 19:57
  of
• 19:57
  couples
• 19:57
  don't.
• 19:58
  You
• 19:58
  can
• 19:58
  put
• 19:58
  stuff
• 19:59
  in
• 19:59
  there,
• 19:59
  but.
• 20:00
  Yeah,
• 20:00
  but
• 20:01
  overall,
• 20:02
  the
• 20:02
  main
• 20:02
  points
• 20:03
  for
• 20:03
  looking
• 20:04
  at
• 20:04
  fairs
• 20:04
  is
• 20:05
  going
• 20:05
  out
• 20:05
  there,
• 20:06
  trying
• 20:06
  as
• 20:06
  many
• 20:07
  as
• 20:07
  you
• 20:07
  can,
• 20:07
  don't
• 20:08
  be
• 20:08
  sat
• 20:08
  and
• 20:08
  you
• 20:08
  don't
• 20:09
  get
• 20:09
  anything
• 20:10
  from
• 20:10
  it,
• 20:10
  and
• 20:10
  just
• 20:11
  building
• 20:11
  your
• 20:11
  knowledge
• 20:12
  of
• 20:13
  venues.
• 20:14
  Because
• 20:14
  we've.
• 20:15
  We
• 20:15
  still
• 20:15
  do
• 20:16
  Several
• 20:16
  fairs
• 20:16
  a
• 20:17
  weekend
• 20:17
  now
• 20:17
  and
• 20:18
  we
• 20:18
  have
• 20:18
  got
• 20:18
  that
• 20:18
  venue
• 20:19
  knowledge
• 20:19
  there
• 20:20
  behind
• 20:20
  us
• 20:20
  so
• 20:20
  that
• 20:20
  we
• 20:20
  can
• 20:21
  answer
• 20:21
  those
• 20:21
  couples
• 20:22
  questions.
• 20:22
  But
• 20:23
  now
• 20:23
  we've
• 20:23
  done
• 20:24
  a
• 20:24
  lot
• 20:24
  of
• 20:24
  fairs
• 20:25
  over
• 20:25
  nearly
• 20:26
  a
• 20:26
  two
• 20:26
  year
• 20:26
  period.
• 20:27
  Now
• 20:27
  we
• 20:28
  know
• 20:28
  which
• 20:28
  fairs
• 20:29
  work
• 20:29
  for
• 20:30
  us
• 20:30
  in
• 20:31
  regards
• 20:31
  to
• 20:32
  whether
• 20:33
  we
• 20:33
  know
• 20:33
  couples
• 20:34
  will
• 20:34
  book
• 20:34
  the
• 20:35
  products
• 20:35
  that
• 20:35
  we
• 20:36
  offer
• 20:36
  for
• 20:37
  that
• 20:37
  venue
• 20:38
  or
• 20:38
  not.
• 20:39
  Yeah.
• 20:39
  Because
• 20:40
  some
• 20:40
  of
• 20:40
  the
• 20:40
  venues,
• 20:41
  it's
• 20:42
  a
• 20:42
  bit
• 20:42
  pointless
• 20:43
  for
• 20:43
  us
• 20:44
  to
• 20:44
  go
• 20:44
  if
• 20:44
  it's
• 20:44
  not
• 20:44
  our
• 20:44
  type
• 20:45
  of
• 20:45
  clientele.
• 20:46
  So
• 20:46
  it
• 20:46
  is
• 20:46
  about
• 20:47
  knowing
• 20:47
  your
• 20:47
  clients
• 20:48
  as
• 20:48
  well,
• 20:48
  what
• 20:48
  type
• 20:48
  of
• 20:49
  person
• 20:49
  that
• 20:50
  you
• 20:50
  couple,
• 20:50
  what
• 20:51
  you're
• 20:51
  trying
• 20:51
  to
• 20:51
  aim
• 20:52
  for.
• 20:53
  Like
• 20:53
  we
• 20:54
  trying
• 20:54
  to
• 20:54
  aim
• 20:54
  for
• 20:55
  middle
• 20:55
  ground.
• 20:57
  We're
• 20:57
  not
• 20:57
  really
• 20:57
  fussed
• 20:58
  about
• 20:58
  someone
• 20:58
  that's
• 20:59
  really
• 20:59
  wanting
• 20:59
  loads
• 21:00
  of
• 21:00
  luxury
• 21:00
  and
• 21:01
  we
• 21:01
  also
• 21:01
  know
• 21:01
  that
• 21:01
  we're
• 21:02
  not
• 21:02
  necessarily
• 21:02
  for
• 21:03
  the
• 21:03
  budget
• 21:03
  couple.
• 21:04
  We
• 21:04
  need
• 21:05
  someone
• 21:05
  that's
• 21:05
  in
• 21:05
  the
• 21:06
  middle
• 21:06
  ground,
• 21:06
  that
• 21:07
  wants
• 21:07
  a
• 21:07
  bit
• 21:07
  of
• 21:08
  extra
• 21:09
  for
• 21:10
  the
• 21:10
  day.
• 21:10
  So
• 21:11
  then
• 21:11
  it's
• 21:11
  knowing
• 21:12
  how
• 21:12
  the
• 21:12
  venue,
• 21:13
  how
• 21:13
  it
• 21:13
  works.
• 21:14
  And
• 21:14
  I
• 21:14
  think
• 21:14
  by
• 21:15
  doing
• 21:15
  so
• 21:15
  many
• 21:15
  affairs
• 21:16
  we
• 21:16
  have,
• 21:16
  we
• 21:17
  have
• 21:17
  learned
• 21:17
  that
• 21:17
  and
• 21:18
  gained
• 21:18
  the
• 21:19
  knowledge
• 21:19
  of
• 21:19
  them.
• 21:19
  Venues.
• 21:20
  Like
• 21:20
  for
• 21:20
  instance,
• 21:21
  yesterday
• 21:22
  we
• 21:22
  were
• 21:22
  a
• 21:22
  different
• 21:23
  venue
• 21:23
  but
• 21:24
  several
• 21:24
  couples
• 21:24
  were
• 21:24
  getting
• 21:25
  married
• 21:25
  at
• 21:25
  venues
• 21:25
  we've
• 21:26
  had
• 21:26
  bookings
• 21:26
  for.
• 21:27
  We're
• 21:27
  like,
• 21:27
  oh
• 21:27
  yeah,
• 21:28
  we
• 21:28
  can
• 21:28
  show
• 21:28
  you
• 21:28
  the
• 21:28
  photo
• 21:29
  of
• 21:29
  this
• 21:29
  set
• 21:29
  up,
• 21:29
  we
• 21:29
  can
• 21:30
  tell
• 21:30
  you
• 21:30
  what
• 21:30
  we
• 21:30
  do,
• 21:30
  we
• 21:30
  can
• 21:31
  tell
• 21:31
  you
• 21:31
  where
• 21:31
  we
• 21:31
  set
• 21:31
  up
• 21:32
  and
• 21:32
  what
• 21:32
  time
• 21:32
  and
• 21:32
  blah
• 21:32
  blah,
• 21:33
  blah.
• 21:33
  Because
• 21:33
  we
• 21:34
  know
• 21:34
  that.
• 21:35
  So
• 21:35
  what
• 21:35
  I'm
• 21:35
  hearing
• 21:35
  really
• 21:36
  is
• 21:36
  that
• 21:36
  you're
• 21:36
  getting
• 21:37
  so
• 21:37
  much
• 21:37
  out
• 21:37
  of
• 21:38
  doing
• 21:38
  or
• 21:38
  you
• 21:38
  have
• 21:38
  got
• 21:38
  so
• 21:39
  much
• 21:39
  out
• 21:39
  of
• 21:39
  doing
• 21:39
  these
• 21:39
  fares
• 21:40
  because
• 21:40
  not
• 21:40
  only
• 21:40
  have
• 21:41
  you
• 21:41
  got
• 21:41
  couples
• 21:42
  and
• 21:42
  bookings,
• 21:43
  but
• 21:43
  actually
• 21:44
  it's
• 21:44
  far
• 21:45
  reaching
• 21:45
  in
• 21:46
  that
• 21:46
  you've
• 21:46
  also
• 21:46
  built
• 21:47
  relationships
• 21:47
  with
• 21:47
  other
• 21:48
  people
• 21:48
  that
• 21:48
  are
• 21:48
  at
• 21:48
  the
• 21:48
  fairs
• 21:49
  and
• 21:49
  built
• 21:49
  your
• 21:49
  network.
• 21:49
  You've
• 21:50
  got
• 21:50
  to
• 21:50
  know
• 21:50
  the
• 21:50
  venues
• 21:51
  and
• 21:51
  so
• 21:51
  your
• 21:51
  knowledge
• 21:52
  has
• 21:52
  increased.
• 21:52
  So
• 21:52
  therefore
• 21:53
  you're
• 21:53
  giving
• 21:53
  a
• 21:53
  better
• 21:53
  service
• 21:54
  to
• 21:54
  your
• 21:54
  clients.
• 21:55
  But
• 21:55
  also
• 21:55
  the
• 21:56
  venues
• 21:56
  are
• 21:56
  getting
• 21:56
  to
• 21:57
  know
• 21:57
  you
• 21:57
  and
• 21:57
  you're
• 21:58
  getting
• 21:58
  better
• 21:58
  relationships
• 21:59
  with
• 21:59
  the
• 21:59
  venues.
• 22:00
  And
• 22:00
  I
• 22:00
  believe
• 22:00
  a
• 22:01
  lot
• 22:01
  of
• 22:01
  those
• 22:01
  venues
• 22:01
  are
• 22:01
  now
• 22:01
  also
• 22:02
  recommending
• 22:02
  you,
• 22:02
  is
• 22:03
  that
• 22:03
  right?
• 22:03
  Yes.
• 22:04
  We've
• 22:04
  hit
• 22:05
  now
• 22:05
  a
• 22:05
  total
• 22:05
  of
• 22:06
  16
• 22:06
  venues
• 22:07
  that
• 22:07
  we
• 22:07
  are
• 22:07
  recommended.
• 22:08
  So
• 22:08
  suppliers
• 22:09
  at
• 22:09
  now
• 22:09
  and
• 22:10
  that
• 22:10
  we're
• 22:10
  through.
• 22:10
  If
• 22:11
  my
• 22:11
  biggest
• 22:11
  advice,
• 22:12
  if
• 22:12
  someone's
• 22:12
  wanting
• 22:13
  to
• 22:13
  try
• 22:13
  it,
• 22:13
  maybe
• 22:13
  not
• 22:13
  for
• 22:14
  your
• 22:14
  first
• 22:14
  one,
• 22:14
  but
• 22:15
  get
• 22:15
  to
• 22:15
  the
• 22:15
  big
• 22:15
  fairs,
• 22:16
  have
• 22:16
  a
• 22:17
  look
• 22:17
  what
• 22:17
  venues
• 22:18
  are
• 22:18
  there,
• 22:19
  kind
• 22:19
  of
• 22:20
  strategize.
• 22:21
  If
• 22:21
  you're
• 22:22
  a
• 22:22
  florist
• 22:22
  or
• 22:22
  a
• 22:23
  cake
• 22:23
  maker,
• 22:23
  it
• 22:23
  might
• 22:23
  be
• 22:23
  a
• 22:24
  bit
• 22:24
  more
• 22:24
  difficult
• 22:24
  because
• 22:24
  they
• 22:25
  might
• 22:25
  already
• 22:25
  have
• 22:26
  preferred
• 22:26
  suppliers
• 22:27
  like
• 22:27
  that.
• 22:28
  But
• 22:28
  that's
• 22:28
  what
• 22:28
  you
• 22:29
  did.
• 22:29
  You'd
• 22:30
  hunt
• 22:30
  them
• 22:30
  down,
• 22:30
  you'd
• 22:31
  be
• 22:31
  like,
• 22:31
  sounds
• 22:32
  like
• 22:32
  you're
• 22:32
  a
• 22:32
  shark,
• 22:33
  but
• 22:34
  you'd
• 22:34
  write
• 22:34
  what
• 22:35
  venues
• 22:35
  and
• 22:36
  would
• 22:36
  research
• 22:37
  those
• 22:37
  venues,
• 22:37
  see
• 22:37
  if
• 22:38
  they're
• 22:38
  any
• 22:38
  use
• 22:38
  for
• 22:39
  us.
• 22:39
  And
• 22:39
  then
• 22:40
  you'd
• 22:40
  go
• 22:40
  and
• 22:41
  speak
• 22:41
  to
• 22:41
  him
• 22:41
  at
• 22:41
  the
• 22:41
  fair.
• 22:42
  Yeah.
• 22:42
  One
• 22:42
  of
• 22:42
  the
• 22:42
  main
• 22:43
  things
• 22:43
  that
• 22:43
  we
• 22:43
  did
• 22:44
  was
• 22:44
  like
• 22:44
  what
• 22:44
  Tara
• 22:45
  just
• 22:45
  said,
• 22:45
  that
• 22:45
  I
• 22:46
  would
• 22:46
  go
• 22:46
  around
• 22:47
  and
• 22:47
  speak
• 22:47
  to
• 22:48
  the
• 22:48
  venues
• 22:48
  at
• 22:48
  the
• 22:49
  fairs,
• 22:49
  particularly
• 22:50
  when
• 22:50
  we
• 22:50
  first
• 22:50
  started,
• 22:50
  because
• 22:51
  that
• 22:51
  was
• 22:52
  crucial
• 22:52
  for
• 22:53
  us
• 22:53
  to
• 22:53
  get
• 22:53
  on
• 22:53
  board
• 22:53
  with
• 22:54
  venues
• 22:55
  as
• 22:55
  well
• 22:56
  as
• 22:56
  trying
• 22:56
  to
• 22:56
  get
• 22:56
  business
• 22:57
  in
• 22:57
  at
• 22:57
  the
• 22:57
  same
• 22:57
  time.
• 22:58
  Yeah.
• 22:59
  As
• 22:59
  time's
• 23:00
  gone
• 23:00
  on,
• 23:01
  some
• 23:01
  of
• 23:02
  those
• 23:02
  venues
• 23:02
  we
• 23:02
  don't
• 23:03
  work
• 23:03
  with
• 23:03
  now
• 23:04
  because
• 23:04
  as
• 23:04
  we've
• 23:05
  built
• 23:05
  our
• 23:05
  knowledge
• 23:06
  up,
• 23:06
  we
• 23:06
  found
• 23:07
  that,
• 23:07
  look,
• 23:07
  that
• 23:08
  venue
• 23:08
  is
• 23:08
  not
• 23:09
  suitable
• 23:09
  for
• 23:09
  what
• 23:10
  we
• 23:10
  offer.
• 23:10
  Not
• 23:11
  necessarily
• 23:11
  for
• 23:11
  what
• 23:12
  we
• 23:12
  offer,
• 23:12
  but
• 23:12
  from
• 23:13
  a
• 23:13
  more
• 23:13
  practical,
• 23:14
  logistical
• 23:15
  point
• 23:15
  of
• 23:15
  view
• 23:16
  as
• 23:16
  well.
• 23:17
  But
• 23:17
  it's,
• 23:17
  we've,
• 23:18
  we've
• 23:18
  tried
• 23:18
  it
• 23:19
  and
• 23:19
  it's
• 23:19
  just
• 23:20
  like
• 23:20
  we
• 23:20
  said,
• 23:20
  look,
• 23:21
  it's
• 23:21
  not.
• 23:21
  This
• 23:22
  isn't
• 23:22
  going
• 23:22
  to
• 23:22
  work
• 23:23
  at
• 23:23
  this
• 23:23
  venue
• 23:23
  for
• 23:24
  weddings.
• 23:24
  So
• 23:25
  it's.
• 23:25
  Yeah,
• 23:26
  it
• 23:26
  is.
• 23:26
  Again,
• 23:26
  going
• 23:27
  back
• 23:27
  to
• 23:27
  that
• 23:27
  trial
• 23:27
  and
• 23:28
  error
• 23:28
  aspect,
• 23:29
  but
• 23:29
  as
• 23:29
  well,
• 23:30
  go
• 23:30
  around,
• 23:31
  speak
• 23:31
  to.
• 23:31
  Speak
• 23:32
  to
• 23:32
  venues,
• 23:32
  have
• 23:32
  a
• 23:33
  chat
• 23:33
  with
• 23:33
  them.
• 23:33
  But
• 23:34
  again,
• 23:34
  like
• 23:34
  what
• 23:34
  Taris
• 23:35
  said,
• 23:35
  yeah,
• 23:35
  most
• 23:36
  venues
• 23:36
  have
• 23:36
  a
• 23:36
  recommended
• 23:37
  photographer,
• 23:38
  most
• 23:38
  venues
• 23:39
  have
• 23:39
  a
• 23:39
  recommended
• 23:39
  florist
• 23:41
  and
• 23:41
  so
• 23:41
  on.
• 23:42
  But
• 23:42
  there's
• 23:43
  no
• 23:43
  harm
• 23:43
  in
• 23:44
  trying
• 23:44
  to
• 23:45
  build
• 23:45
  some
• 23:46
  knowledge
• 23:46
  of
• 23:46
  that
• 23:47
  venue
• 23:47
  whilst
• 23:48
  you're
• 23:48
  talking
• 23:48
  to
• 23:49
  them.
• 23:49
  Because
• 23:49
  when
• 23:49
  most
• 23:50
  venues
• 23:50
  are
• 23:50
  at
• 23:50
  shows,
• 23:51
  they've
• 23:52
  got
• 23:52
  displays,
• 23:52
  they've
• 23:52
  got
• 23:53
  photos
• 23:53
  of
• 23:53
  the
• 23:54
  venue,
• 23:55
  photos
• 23:56
  that
• 23:56
  other
• 23:56
  photographers
• 23:57
  have
• 23:57
  taken.
• 23:57
  And
• 23:58
  there's
• 23:58
  no
• 23:58
  harm
• 23:58
  in
• 23:59
  just
• 23:59
  looking
• 23:59
  and
• 23:59
  thinking
• 24:00
  that
• 24:00
  could
• 24:00
  work
• 24:01
  for
• 24:01
  me,
• 24:01
  that
• 24:01
  might
• 24:02
  not.
• 24:02
  If
• 24:02
  it
• 24:02
  doesn't
• 24:02
  work,
• 24:03
  then
• 24:03
  that's
• 24:03
  fine,
• 24:04
  it's,
• 24:04
  it's
• 24:04
  okay.
• 24:05
  Move,
• 24:05
  move
• 24:05
  on.
• 24:05
  But
• 24:06
  there's
• 24:06
  still
• 24:06
  no
• 24:07
  harm
• 24:07
  in
• 24:07
  trying
• 24:07
  to
• 24:07
  build
• 24:08
  that
• 24:08
  knowledge
• 24:09
  as
• 24:09
  you
• 24:09
  go
• 24:09
  along.
• 24:09
  What
• 24:10
  I
• 24:10
  was
• 24:10
  going
• 24:11
  to
• 24:11
  say
• 24:11
  is
• 24:11
  when
• 24:11
  we
• 24:11
  first
• 24:12
  started,
• 24:12
  after
• 24:13
  we
• 24:13
  built
• 24:13
  stuff,
• 24:14
  before
• 24:14
  we
• 24:14
  did
• 24:14
  any
• 24:14
  fairs,
• 24:15
  we
• 24:15
  emailed
• 24:16
  probably
• 24:16
  like
• 24:17
  30
• 24:17
  to
• 24:17
  40
• 24:18
  wedding
• 24:19
  venues
• 24:19
  and
• 24:19
  we.
• 24:20
  It
• 24:20
  were
• 24:21
  34
• 24:21
  venues
• 24:22
  and
• 24:22
  we
• 24:22
  heard.
• 24:23
  Back
• 24:23
  from
• 24:23
  maybe
• 24:24
  five
• 24:24
  if
• 24:24
  the
• 24:25
  odd
• 24:25
  two
• 24:25
  might
• 24:25
  have
• 24:26
  been
• 24:26
  interested.
• 24:26
  But
• 24:26
  then
• 24:27
  the
• 24:27
  ghosted
• 24:27
  us
• 24:29
  and
• 24:29
  then
• 24:29
  we
• 24:29
  actually
• 24:29
  found
• 24:30
  during
• 24:30
  the
• 24:30
  big
• 24:30
  fairs,
• 24:31
  some
• 24:31
  of
• 24:31
  these
• 24:32
  venues
• 24:32
  actually
• 24:33
  then
• 24:33
  came
• 24:33
  to
• 24:34
  us
• 24:34
  and
• 24:34
  like,
• 24:34
  oh
• 24:35
  my
• 24:35
  God,
• 24:35
  you're
• 24:36
  amazing.
• 24:36
  Do
• 24:36
  you
• 24:36
  want
• 24:37
  to
• 24:37
  be
• 24:37
  a
• 24:37
  recommended
• 24:37
  supplier
• 24:38
  and
• 24:38
  come
• 24:38
  to
• 24:38
  us?
• 24:39
  So
• 24:40
  sometimes
• 24:41
  some
• 24:41
  of
• 24:41
  it
• 24:41
  could
• 24:41
  have
• 24:42
  gone
• 24:42
  into
• 24:42
  junk
• 24:42
  folders,
• 24:43
  we
• 24:43
  don't
• 24:43
  know.
• 24:43
  But
• 24:44
  I
• 24:44
  think
• 24:44
  actually
• 24:45
  venue
• 24:45
  seeing
• 24:46
  us
• 24:46
  seen
• 24:46
  that
• 24:47
  we,
• 24:47
  we
• 24:47
  were
• 24:47
  serious
• 24:48
  about
• 24:48
  the
• 24:48
  business,
• 24:50
  that
• 24:50
  we
• 24:50
  weren't
• 24:50
  just
• 24:50
  playing
• 24:51
  it,
• 24:51
  I
• 24:51
  think
• 24:51
  it
• 24:52
  helps
• 24:52
  then
• 24:53
  develop
• 24:53
  them,
• 24:54
  then
• 24:54
  relationships
• 24:55
  and
• 24:56
  then
• 24:57
  in
• 24:57
  turn
• 24:57
  we
• 24:57
  got
• 24:58
  bookings
• 24:58
  that
• 24:59
  way.
• 24:59
  So
• 24:59
  I
• 24:59
  do
• 24:59
  definitely
• 25:00
  recommend
• 25:00
  doing
• 25:00
  big
• 25:01
  fairs.
• 25:01
  Yeah.
• 25:01
  And
• 25:02
  it
• 25:02
  is
• 25:02
  like
• 25:03
  with
• 25:03
  the
• 25:03
  venues,
• 25:04
  it
• 25:04
  is
• 25:04
  a
• 25:04
  slow
• 25:05
  burner
• 25:05
  sometimes.
• 25:06
  There's
• 25:06
  some
• 25:06
  venues
• 25:06
  where
• 25:07
  we've
• 25:08
  instantly
• 25:09
  become
• 25:09
  recommended
• 25:10
  suppliers.
• 25:11
  There's
• 25:11
  some
• 25:11
  venues
• 25:11
  that
• 25:12
  we've
• 25:12
  worked
• 25:12
  on
• 25:12
  for
• 25:12
  two
• 25:13
  years
• 25:13
  before
• 25:13
  we've
• 25:14
  even
• 25:14
  been
• 25:15
  asked
• 25:16
  to
• 25:16
  be
• 25:16
  a
• 25:16
  recommended
• 25:17
  supplier.
• 25:18
  So,
• 25:18
  yeah,
• 25:18
  it
• 25:18
  is
• 25:19
  a
• 25:19
  lot
• 25:19
  of
• 25:19
  to
• 25:20
  in
• 25:20
  and
• 25:20
  fro
• 25:20
  in,
• 25:21
  but
• 25:21
  you
• 25:21
  have
• 25:21
  just
• 25:21
  got
• 25:21
  to
• 25:22
  stick
• 25:22
  with
• 25:22
  it.
• 25:22
  But
• 25:23
  we're
• 25:23
  all
• 25:23
  going
• 25:23
  to
• 25:23
  say,
• 25:24
  I
• 25:24
  know
• 25:24
  a
• 25:25
  florist
• 25:25
  that
• 25:26
  she's
• 25:27
  just
• 25:27
  gone
• 25:27
  to
• 25:28
  the
• 25:28
  venues
• 25:28
  that
• 25:28
  are
• 25:28
  local
• 25:29
  and
• 25:29
  just
• 25:29
  showed
• 25:29
  a
• 25:30
  face
• 25:30
  and
• 25:30
  introduced
• 25:31
  themselves.
• 25:31
  And
• 25:31
  then
• 25:32
  that
• 25:32
  meant
• 25:32
  when
• 25:33
  the
• 25:33
  preferred
• 25:34
  suppliers
• 25:34
  had
• 25:34
  to
• 25:35
  step
• 25:35
  back
• 25:35
  for
• 25:35
  whatever
• 25:36
  reason,
• 25:36
  then
• 25:37
  she's
• 25:37
  at
• 25:37
  the
• 25:37
  forefront
• 25:38
  of
• 25:38
  their
• 25:38
  mind.
• 25:39
  Or
• 25:40
  for
• 25:40
  balloons,
• 25:41
  we've
• 25:41
  got
• 25:41
  a
• 25:41
  local
• 25:42
  venue
• 25:43
  that
• 25:43
  they've
• 25:43
  got
• 25:43
  a
• 25:43
  recommended
• 25:44
  supplier
• 25:44
  for
• 25:44
  balloons,
• 25:45
  but
• 25:46
  because
• 25:46
  she
• 25:46
  weren't
• 25:47
  available,
• 25:47
  they
• 25:48
  then
• 25:48
  reached
• 25:48
  out
• 25:48
  to
• 25:49
  us.
• 25:49
  So
• 25:49
  it
• 25:49
  doesn't
• 25:50
  hurt
• 25:50
  to
• 25:50
  them
• 25:51
  still
• 25:51
  show
• 25:51
  your
• 25:51
  face
• 25:52
  and
• 25:52
  build
• 25:52
  social
• 25:52
  relationships,
• 25:53
  especially
• 25:54
  if
• 25:54
  the
• 25:54
  venues
• 25:54
  that
• 25:54
  you're
• 25:55
  interested
• 25:55
  in.
• 25:55
  Yeah,
• 25:56
  absolutely.
• 25:56
  I
• 25:56
  always
• 25:56
  say
• 25:57
  that
• 25:57
  wedding
• 25:57
  fairs
• 25:57
  are
• 25:57
  a
• 25:57
  great
• 25:58
  place
• 25:58
  to
• 25:58
  chat
• 25:58
  with
• 25:58
  venues
• 25:59
  because
• 25:59
  we
• 25:59
  all
• 25:59
  know
• 25:59
  if
• 25:59
  we've
• 26:00
  done
• 26:00
  a
• 26:00
  wedding
• 26:00
  fair,
• 26:00
  there's
• 26:00
  a
• 26:01
  lot
• 26:01
  of
• 26:01
  busy
• 26:02
  time,
• 26:02
  but
• 26:02
  there's
• 26:02
  also
• 26:02
  a
• 26:02
  lot
• 26:02
  of
• 26:03
  downtime,
• 26:03
  especially
• 26:04
  first
• 26:04
  thing
• 26:05
  or
• 26:05
  right
• 26:05
  towards
• 26:05
  the
• 26:05
  end
• 26:06
  of
• 26:06
  the
• 26:06
  day
• 26:06
  when
• 26:06
  people
• 26:06
  are
• 26:06
  starting
• 26:07
  to
• 26:07
  pack
• 26:07
  up.
• 26:07
  And
• 26:08
  actually
• 26:08
  often
• 26:09
  those
• 26:09
  people
• 26:10
  are
• 26:10
  looking
• 26:10
  for
• 26:11
  conversation.
• 26:12
  They're
• 26:12
  maybe
• 26:12
  not
• 26:13
  very
• 26:13
  entertained.
• 26:14
  They've
• 26:14
  still
• 26:14
  got
• 26:14
  to
• 26:14
  stand
• 26:14
  on
• 26:15
  their
• 26:15
  stool.
• 26:15
  It's
• 26:16
  not
• 26:16
  like
• 26:16
  they're
• 26:16
  in
• 26:16
  their
• 26:16
  venue
• 26:17
  doing
• 26:17
  tours,
• 26:17
  doing
• 26:18
  busy
• 26:18
  things.
• 26:18
  Actually,
• 26:19
  it's
• 26:19
  the
• 26:19
  perfect
• 26:19
  time
• 26:19
  to
• 26:20
  go
• 26:20
  and
• 26:20
  have
• 26:20
  a
• 26:20
  conversation,
• 26:20
  whether
• 26:21
  or
• 26:21
  not
• 26:21
  you're
• 26:21
  exhibiting
• 26:21
  at
• 26:22
  that
• 26:22
  fair
• 26:22
  or
• 26:23
  just
• 26:23
  going
• 26:23
  to
• 26:24
  check
• 26:24
  out
• 26:24
  the
• 26:24
  fair
• 26:25
  with
• 26:25
  the
• 26:25
  thought
• 26:25
  of
• 26:25
  exhibiting
• 26:26
  in
• 26:26
  the
• 26:26
  future
• 26:26
  and
• 26:27
  using
• 26:27
  it
• 26:27
  as
• 26:27
  a
• 26:27
  network
• 26:27
  opportunity.
• 26:28
  And
• 26:28
  again,
• 26:29
  you
• 26:29
  guys
• 26:29
  have
• 26:29
  done
• 26:29
  that
• 26:30
  really
• 26:30
  well.
• 26:30
  So
• 26:31
  let's
• 26:31
  talk
• 26:31
  about
• 26:32
  numbers
• 26:32
  and
• 26:32
  the
• 26:32
  business
• 26:33
  then,
• 26:33
  because
• 26:33
  a
• 26:34
  lot
• 26:34
  of
• 26:34
  people
• 26:34
  be
• 26:34
  thinking,
• 26:35
  wow,
• 26:36
  80
• 26:36
  wedding
• 26:36
  fairs,
• 26:37
  that
• 26:37
  sounds
• 26:37
  scary,
• 26:38
  that
• 26:38
  sounds
• 26:38
  like
• 26:38
  a
• 26:38
  lot
• 26:38
  of
• 26:39
  investment.
• 26:39
  But
• 26:40
  it's
• 26:40
  obviously
• 26:40
  paid
• 26:41
  off
• 26:41
  for
• 26:41
  you
• 26:42
  guys.
• 26:42
  So
• 26:42
  I'm
• 26:42
  not
• 26:42
  asking
• 26:43
  for
• 26:43
  your
• 26:43
  in
• 26:43
  depth
• 26:44
  financials,
• 26:44
  but
• 26:45
  how
• 26:45
  does
• 26:46
  it
• 26:46
  look
• 26:46
  from
• 26:46
  a
• 26:47
  business
• 26:47
  perspective
• 26:48
  in
• 26:48
  terms
• 26:48
  of
• 26:48
  how
• 26:49
  many
• 26:49
  bookings
• 26:49
  have
• 26:49
  you
• 26:50
  had
• 26:50
  over
• 26:50
  the
• 26:50
  last
• 26:50
  couple
• 26:50
  of
• 26:51
  years
• 26:51
  as
• 26:51
  a
• 26:51
  result
• 26:51
  of
• 26:52
  all
• 26:52
  of
• 26:52
  the
• 26:52
  marketing
• 26:52
  you've
• 26:53
  done?
• 26:53
  So
• 26:53
  from
• 26:54
  the
• 26:54
  first
• 26:54
  wedding
• 26:55
  fair
• 26:55
  that
• 26:55
  we
• 26:56
  did
• 26:56
  in
• 26:57
  June
• 26:58
  23,
• 26:59
  from
• 26:59
  June
• 26:59
  23
• 27:00
  to
• 27:00
  December
• 27:00
  23,
• 27:02
  I'm
• 27:02
  not
• 27:02
  100%
• 27:02
  sure
• 27:03
  how
• 27:03
  many
• 27:03
  wedding
• 27:03
  fairs
• 27:03
  we
• 27:03
  did,
• 27:04
  but
• 27:04
  we
• 27:04
  did
• 27:04
  10
• 27:05
  bookings.
• 27:06
  Like
• 27:06
  we
• 27:06
  fulfilled
• 27:07
  10
• 27:07
  bookings
• 27:07
  between
• 27:08
  June
• 27:08
  and
• 27:08
  December.
• 27:09
  And
• 27:09
  that's
• 27:09
  people
• 27:09
  that
• 27:10
  had
• 27:10
  booked
• 27:10
  with
• 27:10
  us
• 27:10
  from
• 27:11
  June
• 27:11
  and
• 27:12
  that
• 27:12
  were
• 27:12
  having
• 27:12
  either
• 27:13
  events
• 27:13
  or
• 27:13
  weddings
• 27:14
  from
• 27:14
  June
• 27:15
  to
• 27:15
  December
• 27:15
  2023.
• 27:17
  We
• 27:17
  didn't
• 27:17
  do
• 27:18
  lots
• 27:18
  of
• 27:18
  wedding
• 27:19
  fairs
• 27:19
  between
• 27:19
  that.
• 27:20
  I
• 27:20
  think
• 27:20
  we
• 27:20
  did
• 27:20
  about.
• 27:21
  I
• 27:22
  think
• 27:22
  we
• 27:22
  did
• 27:22
  about
• 27:22
  10
• 27:23
  between
• 27:23
  June
• 27:24
  and
• 27:24
  December
• 27:25
  23.
• 27:27
  When
• 27:27
  we
• 27:28
  hit
• 27:28
  January
• 27:29
  24,
• 27:30
  we
• 27:31
  very
• 27:31
  much
• 27:31
  went
• 27:31
  full
• 27:32
  pelt
• 27:32
  with
• 27:33
  the
• 27:33
  fairs
• 27:33
  that
• 27:33
  we
• 27:34
  did.
• 27:34
  And
• 27:34
  in
• 27:34
  January
• 27:35
  alone
• 27:36
  we
• 27:37
  did
• 27:37
  16
• 27:38
  wedding
• 27:38
  fairs
• 27:39
  in
• 27:39
  January
• 27:40
  2024
• 27:40
  alone
• 27:41
  and
• 27:41
  in
• 27:41
  February
• 27:42
  we
• 27:42
  did
• 27:42
  another
• 27:42
  nine.
• 27:43
  So
• 27:43
  over
• 27:43
  that
• 27:43
  two
• 27:44
  month
• 27:44
  period
• 27:44
  we'd
• 27:44
  done
• 27:45
  20
• 27:45
  free
• 27:45
  wedding
• 27:46
  pairs
• 27:47
  from
• 27:48
  January
• 27:49
  to
• 27:49
  January
• 27:50
  2024
• 27:51
  to
• 27:51
  December
• 27:52
  2024.
• 27:53
  We
• 27:54
  finished
• 27:55
  the
• 27:55
  year
• 27:55
  on
• 27:55
  one
• 27:56
  hundred
• 27:56
  and
• 27:56
  twenty
• 27:57
  one
• 27:57
  bookings
• 27:58
  fulfilled
• 27:59
  in
• 27:59
  2024.
• 28:01
  And
• 28:01
  that
• 28:01
  was
• 28:02
  sort
• 28:02
  of
• 28:02
  our
• 28:02
  first
• 28:03
  proper
• 28:03
  Turnover.
• 28:04
  We
• 28:05
  had
• 28:05
  2025.
• 28:07
  We
• 28:07
  are
• 28:08
  currently
• 28:08
  sitting
• 28:09
  on
• 28:10
  the
• 28:10
  here
• 28:11
  to
• 28:11
  have
• 28:11
  completed,
• 28:11
  completed
• 28:12
  nearly
• 28:12
  190
• 28:14
  bookings
• 28:15
  with
• 28:16
  a
• 28:17
  sales
• 28:18
  increase
• 28:18
  of
• 28:19
  50%
• 28:20
  at
• 28:20
  the
• 28:21
  moment
• 28:21
  compared
• 28:22
  to
• 28:22
  last
• 28:23
  year.
• 28:23
  Wedding
• 28:24
  first,
• 28:24
  don't
• 28:24
  worry.
• 28:25
  Right,
• 28:25
  yeah.
• 28:26
  With
• 28:27
  all
• 28:27
  these
• 28:27
  bookings
• 28:28
  it
• 28:28
  is
• 28:28
  an
• 28:28
  insane
• 28:29
  amount.
• 28:29
  Like
• 28:29
  the
• 28:29
  numbers
• 28:30
  are
• 28:30
  just
• 28:30
  insane.
• 28:30
  There'll
• 28:31
  be
• 28:31
  people
• 28:31
  whose
• 28:31
  heads
• 28:32
  are
• 28:32
  exploding
• 28:32
  hearing
• 28:32
  about
• 28:33
  the
• 28:33
  numbers
• 28:34
  of
• 28:34
  weddings
• 28:34
  that
• 28:34
  you
• 28:35
  guys
• 28:35
  have
• 28:35
  been
• 28:35
  doing
• 28:35
  in
• 28:36
  your
• 28:36
  first
• 28:36
  couple
• 28:36
  of
• 28:37
  years
• 28:37
  of
• 28:37
  business.
• 28:38
  And
• 28:38
  it
• 28:38
  is
• 28:38
  an
• 28:38
  incredible
• 28:39
  testament
• 28:40
  to
• 28:40
  the
• 28:40
  hard
• 28:40
  work
• 28:41
  that
• 28:41
  you've
• 28:41
  put
• 28:41
  in,
• 28:41
  the
• 28:41
  way
• 28:42
  you've
• 28:42
  put
• 28:42
  yourselves
• 28:42
  out
• 28:42
  there,
• 28:43
  the
• 28:43
  way
• 28:43
  you've
• 28:43
  networked,
• 28:44
  the
• 28:44
  way
• 28:44
  you've
• 28:44
  grown
• 28:44
  the
• 28:44
  business.
• 28:45
  At
• 28:45
  what
• 28:46
  point
• 28:46
  then,
• 28:46
  Adam,
• 28:47
  did
• 28:47
  you
• 28:47
  decide
• 28:48
  you
• 28:48
  actually
• 28:48
  needed
• 28:48
  to
• 28:49
  quit
• 28:49
  your
• 28:49
  job
• 28:49
  and
• 28:49
  come
• 28:50
  into
• 28:50
  the
• 28:50
  business
• 28:51
  as
• 28:51
  you're
• 28:51
  full
• 28:51
  time?
• 28:53
  I
• 28:53
  was
• 28:53
  still
• 28:54
  working
• 28:55
  my
• 28:55
  old
• 28:55
  job
• 28:57
  up
• 28:57
  until
• 28:58
  March
• 28:59
  this
• 28:59
  year,
• 29:00
  but
• 29:01
  our
• 29:01
  second
• 29:02
  son,
• 29:02
  Ezra
• 29:03
  came
• 29:04
  six
• 29:04
  weeks
• 29:05
  early
• 29:06
  again
• 29:06
  by,
• 29:07
  well,
• 29:08
  he
• 29:08
  came
• 29:08
  by
• 29:08
  natural
• 29:09
  birth
• 29:09
  in
• 29:09
  time
• 29:10
  compared
• 29:10
  to
• 29:10
  he
• 29:11
  Elijah
• 29:12
  did.
• 29:12
  But
• 29:12
  it
• 29:12
  was
• 29:13
  still
• 29:13
  a
• 29:13
  shock
• 29:13
  that
• 29:13
  he
• 29:13
  came
• 29:14
  six
• 29:14
  weeks
• 29:14
  early,
• 29:16
  especially
• 29:16
  when
• 29:17
  five
• 29:17
  hours
• 29:17
  prior
• 29:18
  we
• 29:18
  were
• 29:18
  sat
• 29:18
  in
• 29:18
  the
• 29:18
  cinema
• 29:19
  watching
• 29:19
  Moana
• 29:19
  too.
• 29:21
  So
• 29:21
  yeah,
• 29:21
  very,
• 29:22
  very
• 29:23
  whirlwind
• 29:23
  moment.
• 29:25
  I
• 29:25
  had
• 29:25
  a
• 29:25
  bit
• 29:25
  of
• 29:25
  an
• 29:25
  epiphany
• 29:26
  at
• 29:26
  that
• 29:26
  point
• 29:27
  as
• 29:27
  soon
• 29:27
  as
• 29:27
  he
• 29:28
  was
• 29:28
  born
• 29:28
  and
• 29:28
  I
• 29:29
  immediately
• 29:30
  said
• 29:30
  I
• 29:30
  need
• 29:30
  to
• 29:31
  get
• 29:31
  onto
• 29:31
  just
• 29:31
  three
• 29:31
  or
• 29:32
  occasion
• 29:32
  full
• 29:32
  time
• 29:33
  as
• 29:33
  soon
• 29:33
  as
• 29:34
  possible.
• 29:34
  And
• 29:35
  I
• 29:35
  don't
• 29:35
  know,
• 29:36
  I
• 29:36
  presume
• 29:37
  it
• 29:37
  was
• 29:37
  from
• 29:37
  them,
• 29:37
  but
• 29:37
  that's
• 29:38
  where
• 29:38
  that
• 29:38
  thought
• 29:38
  process
• 29:39
  came
• 29:39
  from.
• 29:40
  And
• 29:40
  in
• 29:40
  at
• 29:41
  the
• 29:41
  beginning
• 29:41
  of
• 29:42
  April
• 29:43
  25,
• 29:44
  I
• 29:44
  stepped
• 29:45
  away
• 29:45
  from
• 29:45
  my
• 29:45
  business
• 29:46
  and
• 29:46
  I
• 29:46
  closed
• 29:46
  my
• 29:47
  business
• 29:47
  and
• 29:47
  I
• 29:48
  moved
• 29:48
  on
• 29:48
  to
• 29:49
  just
• 29:49
  your
• 29:49
  occasion
• 29:49
  full
• 29:50
  time.
• 29:50
  Because
• 29:50
  I
• 29:50
  think
• 29:51
  the
• 29:51
  big
• 29:51
  thing
• 29:51
  for
• 29:52
  us
• 29:52
  is
• 29:52
  if
• 29:52
  we'd
• 29:53
  not
• 29:53
  had
• 29:53
  kids,
• 29:53
  I
• 29:53
  don't
• 29:54
  think
• 29:54
  we'd
• 29:54
  have
• 29:54
  a
• 29:54
  business.
• 29:55
  So
• 29:55
  we've
• 29:55
  always
• 29:55
  had
• 29:56
  the
• 29:56
  reason
• 29:56
  why
• 29:57
  we
• 29:57
  we
• 29:57
  pushed
• 29:58
  so
• 29:58
  many
• 29:58
  fares
• 29:58
  in
• 29:58
  2024
• 29:59
  is
• 29:59
  because
• 29:59
  we
• 30:00
  Knew
• 30:00
  we
• 30:00
  wanted
• 30:00
  another
• 30:00
  baby.
• 30:01
  We
• 30:01
  knew
• 30:02
  we
• 30:02
  needed
• 30:02
  it
• 30:02
  to
• 30:02
  work.
• 30:02
  We
• 30:03
  bought
• 30:03
  our
• 30:03
  kids
• 30:03
  our
• 30:04
  biggest
• 30:04
  motivational.
• 30:05
  Like,
• 30:05
  we've
• 30:06
  always
• 30:06
  something
• 30:07
  to
• 30:07
  be
• 30:07
  able
• 30:07
  to
• 30:07
  work
• 30:07
  around
• 30:08
  them.
• 30:08
  So
• 30:09
  let's
• 30:09
  talk
• 30:09
  about
• 30:09
  the
• 30:09
  juggle
• 30:10
  then.
• 30:10
  Because
• 30:11
  people,
• 30:11
  again,
• 30:11
  people
• 30:11
  are
• 30:11
  going
• 30:12
  to
• 30:12
  be
• 30:12
  listening
• 30:12
  to
• 30:12
  this
• 30:12
  and
• 30:12
  thinking,
• 30:13
  oh,
• 30:13
  my
• 30:13
  goodness
• 30:14
  me.
• 30:14
  They've
• 30:15
  grown
• 30:15
  this
• 30:15
  massive
• 30:16
  business.
• 30:16
  They've
• 30:16
  done
• 30:16
  all
• 30:17
  these
• 30:17
  fairs,
• 30:17
  they've
• 30:17
  got
• 30:18
  all
• 30:18
  these
• 30:18
  bookings,
• 30:18
  They've
• 30:19
  had
• 30:19
  to
• 30:19
  quit
• 30:19
  their
• 30:19
  job,
• 30:19
  go
• 30:20
  full
• 30:20
  time.
• 30:20
  And
• 30:21
  you've
• 30:21
  also
• 30:21
  talked
• 30:22
  about
• 30:22
  having
• 30:22
  two
• 30:22
  children
• 30:23
  in
• 30:23
  those
• 30:24
  same
• 30:24
  years.
• 30:25
  How
• 30:25
  does
• 30:25
  it
• 30:26
  work
• 30:26
  for
• 30:26
  you
• 30:26
  as
• 30:26
  a
• 30:26
  family?
• 30:27
  How
• 30:27
  are
• 30:27
  you
• 30:27
  managing
• 30:28
  the
• 30:28
  juggle?
• 30:29
  The
• 30:29
  good
• 30:29
  sides
• 30:30
  and
• 30:30
  the
• 30:30
  not
• 30:30
  so
• 30:31
  good
• 30:31
  sides?
• 30:32
  It's
• 30:32
  hard.
• 30:32
  It's
• 30:33
  very
• 30:33
  hard.
• 30:34
  It's.
• 30:36
  We
• 30:36
  can't
• 30:36
  hide
• 30:37
  the
• 30:37
  fact
• 30:37
  that
• 30:37
  it's
• 30:38
  not
• 30:38
  hard.
• 30:39
  The
• 30:39
  amount
• 30:40
  of
• 30:40
  people.
• 30:40
  Even
• 30:41
  yesterday
• 30:41
  when
• 30:42
  we
• 30:42
  started
• 30:42
  doing
• 30:43
  Bears
• 30:43
  again
• 30:43
  for
• 30:44
  this
• 30:44
  season,
• 30:45
  there
• 30:46
  were
• 30:46
  several
• 30:46
  people
• 30:47
  that
• 30:47
  looked
• 30:48
  at
• 30:48
  me
• 30:48
  when
• 30:48
  I
• 30:48
  walk
• 30:48
  in,
• 30:49
  when
• 30:49
  we're
• 30:50
  walking
• 30:50
  past
• 30:50
  each
• 30:50
  other
• 30:50
  and
• 30:51
  said
• 30:51
  to
• 30:51
  me,
• 30:51
  I
• 30:51
  don't
• 30:51
  know
• 30:51
  how
• 30:52
  you
• 30:52
  do
• 30:52
  it
• 30:53
  with
• 30:53
  two
• 30:53
  kids.
• 30:54
  We
• 30:54
  even
• 30:55
  took
• 30:55
  Ezra
• 30:56
  to
• 30:56
  the
• 30:56
  wedding
• 30:56
  fair
• 30:56
  that
• 30:57
  we
• 30:57
  did
• 30:57
  yesterday
• 30:58
  and
• 30:58
  we
• 30:58
  just
• 30:59
  did
• 30:59
  it
• 30:59
  between
• 30:59
  us.
• 31:01
  Yeah.
• 31:01
  And
• 31:01
  several
• 31:02
  people
• 31:02
  walk
• 31:02
  past
• 31:02
  going,
• 31:02
  I
• 31:03
  do
• 31:03
  not
• 31:03
  know
• 31:03
  how
• 31:03
  you
• 31:03
  do
• 31:03
  it.
• 31:04
  Especially
• 31:05
  when
• 31:05
  it's
• 31:06
  just
• 31:06
  pretty
• 31:06
  much
• 31:06
  at
• 31:07
  the
• 31:07
  moment.
• 31:07
  Myself,
• 31:08
  Tara,
• 31:09
  and
• 31:09
  we
• 31:09
  do
• 31:09
  have
• 31:10
  some
• 31:10
  ad
• 31:10
  hoc
• 31:11
  staff
• 31:11
  available.
• 31:12
  But
• 31:13
  it
• 31:13
  does.
• 31:14
  Does
• 31:14
  make
• 31:14
  me
• 31:14
  feel
• 31:15
  proud
• 31:15
  when
• 31:15
  I
• 31:15
  notice
• 31:16
  when
• 31:17
  some
• 31:17
  people
• 31:17
  are
• 31:17
  saying
• 31:18
  to
• 31:18
  us
• 31:18
  that
• 31:18
  I've
• 31:18
  got
• 31:18
  quadruple
• 31:19
  the
• 31:19
  stuff
• 31:19
  that
• 31:20
  we've
• 31:20
  got
• 31:21
  that
• 31:21
  were
• 31:22
  managing.
• 31:22
  So
• 31:23
  it
• 31:23
  does
• 31:23
  make
• 31:23
  me
• 31:23
  feel
• 31:24
  proud
• 31:24
  with
• 31:25
  that.
• 31:25
  But,
• 31:25
  yeah,
• 31:25
  it
• 31:26
  is
• 31:26
  hard.
• 31:27
  It's
• 31:27
  a
• 31:27
  lot
• 31:27
  of
• 31:27
  organizing.
• 31:29
  Yeah.
• 31:29
  And
• 31:30
  it
• 31:30
  isn't
• 31:31
  always
• 31:31
  plain
• 31:31
  sailing,
• 31:32
  is
• 31:32
  it?
• 31:32
  Like
• 31:32
  in
• 31:33
  August,
• 31:33
  we
• 31:33
  had
• 31:34
  53
• 31:34
  bookings,
• 31:36
  so
• 31:36
  to
• 31:36
  say.
• 31:36
  By
• 31:37
  the
• 31:37
  end
• 31:37
  of
• 31:37
  August,
• 31:37
  we
• 31:38
  were
• 31:38
  very,
• 31:38
  very
• 31:39
  burnt
• 31:39
  out.
• 31:39
  Especially
• 31:40
  between
• 31:40
  me
• 31:41
  parenting
• 31:41
  pretty
• 31:42
  much
• 31:42
  on
• 31:42
  my
• 31:42
  own
• 31:42
  and
• 31:43
  you
• 31:43
  out
• 31:44
  sometimes.
• 31:45
  You
• 31:45
  were
• 31:45
  getting
• 31:46
  two
• 31:46
  hours
• 31:46
  sleep,
• 31:46
  weren't
• 31:47
  you?
• 31:47
  Then
• 31:47
  going
• 31:47
  back
• 31:48
  out.
• 31:48
  But
• 31:50
  we've
• 31:50
  managed
• 31:50
  to
• 31:51
  do
• 31:51
  it.
• 31:51
  It's
• 31:51
  meant
• 31:52
  that
• 31:52
  we've
• 31:52
  learned
• 31:52
  a
• 31:52
  lot
• 31:54
  and
• 31:54
  that's
• 31:54
  what
• 31:54
  I
• 31:54
  think
• 31:54
  we're
• 31:55
  always
• 31:55
  doing.
• 31:55
  We're
• 31:56
  always
• 31:56
  learning,
• 31:56
  adapting.
• 31:58
  We've
• 31:58
  reached
• 31:58
  out
• 31:58
  to
• 31:59
  you
• 31:59
  to
• 31:59
  help
• 31:59
  to
• 32:00
  try
• 32:00
  and
• 32:00
  automate
• 32:01
  stuff.
• 32:02
  Just
• 32:03
  trying
• 32:03
  to
• 32:03
  figure
• 32:04
  out
• 32:04
  what
• 32:04
  works
• 32:04
  and
• 32:05
  just
• 32:05
  improving.
• 32:06
  Our
• 32:06
  biggest
• 32:06
  motivation
• 32:07
  is
• 32:07
  that
• 32:07
  we
• 32:08
  want
• 32:08
  it
• 32:08
  to
• 32:08
  succeed.
• 32:09
  So
• 32:09
  if
• 32:10
  something
• 32:10
  goes
• 32:10
  wrong,
• 32:10
  we're
• 32:11
  not.
• 32:11
  We
• 32:11
  don't
• 32:11
  go
• 32:11
  stagnant.
• 32:12
  We
• 32:12
  don't
• 32:12
  go,
• 32:13
  oh,
• 32:13
  that's
• 32:14
  it.
• 32:14
  We
• 32:14
  should
• 32:14
  just
• 32:15
  do
• 32:15
  something.
• 32:15
  We've
• 32:15
  just
• 32:16
  learned
• 32:16
  and
• 32:16
  adapt
• 32:16
  and
• 32:16
  change
• 32:17
  past
• 32:17
  them.
• 32:18
  Yeah.
• 32:18
  If
• 32:18
  anything
• 32:19
  needs
• 32:19
  to
• 32:19
  be
• 32:20
  changed,
• 32:21
  it
• 32:21
  gets
• 32:21
  changed
• 32:22
  immediately.
• 32:23
  We
• 32:24
  don't
• 32:24
  wait
• 32:24
  to
• 32:24
  see
• 32:24
  if,
• 32:25
  oh,
• 32:25
  it
• 32:26
  might
• 32:26
  be
• 32:26
  different
• 32:26
  next
• 32:26
  time.
• 32:27
  No,
• 32:27
  we
• 32:28
  change
• 32:28
  it
• 32:28
  immediately
• 32:29
  because
• 32:30
  we,
• 32:31
  we
• 32:32
  are
• 32:32
  very
• 32:33
  open
• 32:33
  to
• 32:34
  learning,
• 32:35
  especially
• 32:35
  with
• 32:36
  us
• 32:36
  being
• 32:36
  so
• 32:36
  passionate
• 32:37
  about
• 32:37
  the
• 32:38
  business.
• 32:38
  And
• 32:38
  that's
• 32:38
  some
• 32:39
  other
• 32:39
  advice
• 32:39
  I
• 32:39
  would
• 32:39
  give
• 32:40
  to
• 32:40
  other
• 32:40
  suppliers
• 32:41
  out
• 32:41
  there
• 32:41
  is
• 32:41
  that
• 32:41
  be
• 32:42
  very
• 32:42
  open
• 32:42
  minded
• 32:43
  as
• 32:43
  to
• 32:44
  changing
• 32:45
  how
• 32:45
  you
• 32:46
  work,
• 32:46
  how
• 32:46
  you
• 32:46
  operate
• 32:47
  and
• 32:47
  how
• 32:47
  your
• 32:48
  business
• 32:48
  is
• 32:49
  run.
• 32:50
  Because
• 32:50
  if
• 32:51
  I
• 32:51
  honestly
• 32:51
  feel
• 32:52
  that
• 32:52
  over
• 32:52
  the
• 32:52
  last
• 32:53
  few
• 32:53
  months,
• 32:53
  if
• 32:53
  we
• 32:53
  haven't
• 32:53
  have
• 32:54
  made
• 32:54
  some
• 32:54
  of
• 32:55
  the
• 32:55
  changes
• 32:55
  that
• 32:56
  we've
• 32:56
  made
• 32:57
  now,
• 32:57
  like
• 32:57
  openly
• 32:58
  we've
• 32:59
  made
• 32:59
  mistakes
• 32:59
  over
• 33:00
  summer,
• 33:00
  we
• 33:01
  couldn't
• 33:01
  predict
• 33:02
  that
• 33:02
  until
• 33:03
  it
• 33:03
  happened,
• 33:04
  but
• 33:04
  we
• 33:04
  immediately
• 33:05
  changed
• 33:06
  how
• 33:07
  that
• 33:07
  will
• 33:07
  now
• 33:08
  not
• 33:08
  happen
• 33:08
  again.
• 33:09
  And
• 33:09
  it's
• 33:09
  just
• 33:09
  been
• 33:10
  that
• 33:10
  open
• 33:10
  minded
• 33:11
  and
• 33:11
  as
• 33:11
  well,
• 33:12
  going
• 33:12
  back
• 33:12
  to
• 33:13
  when
• 33:13
  we're
• 33:13
  talking
• 33:13
  about
• 33:13
  affairs
• 33:14
  is
• 33:14
  that
• 33:14
  again,
• 33:15
  be
• 33:15
  very
• 33:16
  open
• 33:16
  minded
• 33:16
  about
• 33:17
  how
• 33:17
  you
• 33:17
  can
• 33:17
  do
• 33:17
  things
• 33:18
  differently.
• 33:19
  Like
• 33:19
  and
• 33:20
  just
• 33:20
  be
• 33:20
  really
• 33:20
  open
• 33:21
  about
• 33:21
  learning
• 33:22
  from,
• 33:22
  not
• 33:23
  actual
• 33:23
  in
• 33:24
  the
• 33:24
  wedding
• 33:25
  aspect
• 33:25
  of
• 33:26
  things
• 33:26
  when
• 33:26
  you're
• 33:26
  actually
• 33:26
  at
• 33:27
  the
• 33:27
  wedding,
• 33:27
  just
• 33:27
  learning
• 33:28
  stuff
• 33:28
  from
• 33:28
  that.
• 33:28
  But
• 33:28
  when
• 33:29
  you're
• 33:29
  out
• 33:29
  of
• 33:29
  the
• 33:29
  wedding
• 33:30
  as
• 33:30
  well
• 33:30
  and
• 33:31
  dealing
• 33:31
  with
• 33:31
  customers,
• 33:32
  fairs,
• 33:33
  working
• 33:33
  with
• 33:34
  other
• 33:34
  suppliers
• 33:34
  and
• 33:35
  just,
• 33:35
  yeah,
• 33:35
  just
• 33:36
  being
• 33:36
  very
• 33:36
  open.
• 33:36
  Yeah.
• 33:37
  And
• 33:37
  your,
• 33:37
  your
• 33:38
  business
• 33:38
  has
• 33:38
  grown
• 33:38
  a
• 33:39
  lot
• 33:39
  in
• 33:39
  a
• 33:39
  short
• 33:39
  amount
• 33:39
  of
• 33:39
  time.
• 33:40
  Right.
• 33:40
  And
• 33:40
  so
• 33:40
  you're
• 33:41
  kind
• 33:41
  of
• 33:41
  trying
• 33:41
  to
• 33:41
  keep
• 33:42
  up
• 33:42
  with
• 33:42
  the
• 33:42
  momentum.
• 33:43
  And
• 33:43
  when
• 33:43
  we
• 33:43
  met
• 33:44
  and
• 33:44
  we
• 33:44
  worked
• 33:45
  one
• 33:45
  to
• 33:45
  one,
• 33:46
  I
• 33:46
  just,
• 33:46
  I
• 33:46
  was
• 33:47
  astounded
• 33:48
  by
• 33:48
  the
• 33:48
  fact
• 33:48
  that
• 33:48
  you've
• 33:49
  got
• 33:49
  so
• 33:50
  many
• 33:50
  bookings
• 33:51
  and
• 33:51
  yet
• 33:51
  you
• 33:52
  were
• 33:52
  still
• 33:52
  doing
• 33:53
  so
• 33:53
  much
• 33:53
  manually.
• 33:54
  And
• 33:54
  Tara,
• 33:55
  you
• 33:55
  were
• 33:55
  just
• 33:55
  sending
• 33:55
  emails
• 33:56
  and
• 33:56
  emails
• 33:56
  for
• 33:56
  days
• 33:57
  and
• 33:57
  days
• 33:57
  and
• 33:57
  days
• 33:58
  and
• 33:58
  actually
• 33:59
  just
• 33:59
  realizing,
• 34:00
  right,
• 34:00
  we
• 34:00
  need
• 34:01
  to
• 34:01
  sort
• 34:01
  this
• 34:01
  out,
• 34:01
  we
• 34:01
  need
• 34:02
  to
• 34:02
  get
• 34:02
  some
• 34:02
  automation
• 34:02
  in
• 34:03
  place.
• 34:03
  We
• 34:03
  need
• 34:03
  to
• 34:03
  look
• 34:04
  at
• 34:04
  a
• 34:04
  CRM
• 34:04
  system,
• 34:05
  we
• 34:05
  need
• 34:05
  to
• 34:05
  get
• 34:05
  some
• 34:05
  of
• 34:06
  this
• 34:06
  off
• 34:06
  your
• 34:07
  plate
• 34:07
  is
• 34:08
  an
• 34:08
  example
• 34:08
  of
• 34:09
  realizing,
• 34:09
  okay,
• 34:10
  this
• 34:10
  has
• 34:10
  worked
• 34:11
  for
• 34:11
  us,
• 34:12
  but
• 34:12
  we
• 34:12
  now
• 34:12
  need
• 34:12
  to
• 34:12
  evolve
• 34:13
  before
• 34:14
  this
• 34:14
  doesn't
• 34:14
  work
• 34:14
  for
• 34:15
  us
• 34:15
  anymore.
• 34:15
  Yeah.
• 34:16
  And
• 34:16
  we've
• 34:16
  found
• 34:17
  like
• 34:18
  the
• 34:18
  emailing
• 34:19
  to
• 34:19
  check
• 34:19
  in,
• 34:20
  was
• 34:20
  it
• 34:20
  a
• 34:20
  new
• 34:20
  thing?
• 34:21
  Was
• 34:21
  it
• 34:21
  that
• 34:21
  in
• 34:21
  June
• 34:22
  I
• 34:22
  started
• 34:22
  on
• 34:22
  May
• 34:23
  because
• 34:24
  last
• 34:24
  week,
• 34:25
  sorry,
• 34:25
  I'm.
• 34:25
  Talking
• 34:26
  this
• 34:26
  week
• 34:26
  in
• 34:27
  June,
• 34:27
  you
• 34:27
  started
• 34:27
  that.
• 34:28
  Yeah.
• 34:28
  And
• 34:28
  because
• 34:28
  it
• 34:29
  were
• 34:29
  a
• 34:29
  last
• 34:29
  minute
• 34:30
  thing,
• 34:30
  I
• 34:31
  did
• 34:31
  want
• 34:31
  to
• 34:31
  send
• 34:31
  it
• 34:32
  more
• 34:32
  in
• 34:32
  advance
• 34:33
  but
• 34:33
  I
• 34:33
  found
• 34:33
  I
• 34:34
  could
• 34:34
  only
• 34:34
  keep
• 34:34
  up
• 34:35
  week
• 34:35
  by
• 34:35
  week.
• 34:36
  But
• 34:37
  it
• 34:37
  did
• 34:37
  mean
• 34:38
  that
• 34:38
  then
• 34:39
  people
• 34:39
  were
• 34:39
  a
• 34:39
  bit
• 34:39
  happier
• 34:40
  that
• 34:41
  we've
• 34:41
  kept
• 34:41
  in
• 34:41
  touch
• 34:42
  and
• 34:42
  if
• 34:42
  stuff
• 34:43
  did
• 34:43
  go
• 34:43
  wrong,
• 34:44
  like
• 34:44
  another
• 34:44
  thing
• 34:45
  we
• 34:45
  do
• 34:45
  is
• 34:45
  a
• 34:45
  little
• 34:45
  congratulations
• 34:46
  card
• 34:47
  and
• 34:48
  we
• 34:48
  try
• 34:48
  and
• 34:48
  leave
• 34:49
  a
• 34:49
  little
• 34:49
  gift.
• 34:49
  I
• 34:49
  don't
• 34:49
  want
• 34:49
  to
• 34:50
  say
• 34:50
  too
• 34:50
  much,
• 34:51
  but
• 34:52
  we
• 34:53
  have
• 34:53
  found
• 34:53
  if
• 34:53
  we
• 34:53
  accidentally
• 34:54
  forget
• 34:54
  a
• 34:55
  game
• 34:55
  or
• 34:55
  they've
• 34:56
  swapped
• 34:56
  stuff
• 34:56
  out
• 34:56
  that
• 34:57
  for
• 34:57
  the
• 34:57
  Most
• 34:57
  part,
• 34:58
  a
• 34:58
  lot
• 34:58
  of
• 34:58
  our
• 34:58
  couples
• 34:58
  have
• 34:59
  been
• 34:59
  more
• 34:59
  forgiving
• 34:59
  because
• 35:00
  they
• 35:00
  know
• 35:00
  us,
• 35:01
  they
• 35:01
  know
• 35:02
  that
• 35:02
  we've
• 35:02
  not
• 35:02
  done
• 35:02
  it
• 35:02
  maliciously.
• 35:03
  Yeah.
• 35:03
  Or
• 35:04
  if
• 35:04
  there's
• 35:04
  a
• 35:04
  reason
• 35:05
  why
• 35:05
  we
• 35:05
  couldn't
• 35:05
  provide
• 35:06
  a
• 35:06
  game,
• 35:06
  we
• 35:07
  would
• 35:07
  provide
• 35:07
  something
• 35:08
  else
• 35:08
  immediately.
• 35:09
  Or
• 35:10
  yeah,
• 35:10
  we,
• 35:11
  we
• 35:11
  do
• 35:11
  make
• 35:11
  sure
• 35:11
  that
• 35:12
  we
• 35:12
  provide
• 35:12
  something.
• 35:12
  If
• 35:13
  something's
• 35:14
  happened
• 35:14
  to
• 35:14
  a
• 35:14
  game,
• 35:14
  it's
• 35:15
  got
• 35:15
  broken
• 35:16
  or
• 35:16
  there's
• 35:16
  been
• 35:17
  pieces
• 35:17
  missing
• 35:17
  from
• 35:18
  it.
• 35:18
  So
• 35:18
  we
• 35:18
  can't
• 35:19
  actually,
• 35:19
  we
• 35:19
  could
• 35:19
  physically
• 35:20
  provide
• 35:20
  it,
• 35:20
  but
• 35:20
  we
• 35:20
  can't.
• 35:21
  They
• 35:21
  can't
• 35:21
  actually
• 35:21
  then
• 35:22
  physically
• 35:22
  pay
• 35:22
  the
• 35:22
  gate
• 35:23
  to
• 35:23
  play
• 35:23
  the
• 35:23
  game
• 35:23
  because
• 35:23
  we
• 35:23
  haven't
• 35:24
  got
• 35:24
  the
• 35:24
  accessories
• 35:24
  to
• 35:24
  it.
• 35:25
  So,
• 35:26
  yeah,
• 35:26
  it's
• 35:26
  just,
• 35:27
  again,
• 35:27
  it's
• 35:27
  just
• 35:27
  being
• 35:28
  again,
• 35:28
  open
• 35:29
  minded
• 35:29
  and
• 35:30
  just
• 35:31
  reacting
• 35:31
  to
• 35:32
  it
• 35:32
  quickly
• 35:32
  and
• 35:32
  just
• 35:33
  knowing
• 35:33
  instinctively
• 35:34
  what
• 35:34
  to
• 35:34
  do
• 35:35
  with
• 35:35
  that.
• 35:35
  One
• 35:36
  of
• 35:36
  the
• 35:36
  things
• 35:36
  I
• 35:36
  thought
• 35:36
  was.
• 35:37
  Sorry.
• 35:37
  One
• 35:38
  of
• 35:38
  the
• 35:38
  things
• 35:38
  I
• 35:38
  thought
• 35:38
  was
• 35:38
  really
• 35:39
  interesting
• 35:39
  when
• 35:39
  we
• 35:40
  talked
• 35:40
  was
• 35:40
  that
• 35:41
  you
• 35:41
  identified
• 35:43
  an
• 35:43
  issue
• 35:43
  that
• 35:43
  actually
• 35:44
  a
• 35:44
  lot
• 35:44
  of
• 35:44
  wedding
• 35:44
  pros
• 35:45
  have,
• 35:45
  which
• 35:45
  is
• 35:45
  that
• 35:46
  you
• 35:46
  take
• 35:46
  the
• 35:46
  booking
• 35:47
  and
• 35:47
  then
• 35:47
  sometimes
• 35:48
  you
• 35:48
  don't
• 35:48
  actually
• 35:49
  speak
• 35:49
  to
• 35:49
  these
• 35:49
  people
• 35:49
  for
• 35:50
  6,
• 35:50
  12,
• 35:51
  18
• 35:51
  months,
• 35:52
  2
• 35:52
  years
• 35:53
  until
• 35:53
  the
• 35:54
  wedding
• 35:54
  day
• 35:54
  and
• 35:54
  they
• 35:54
  start
• 35:54
  to
• 35:55
  panic
• 35:55
  and
• 35:55
  then
• 35:55
  that
• 35:55
  actually
• 35:56
  creates
• 35:56
  more
• 35:56
  admin.
• 35:57
  And
• 35:57
  so
• 35:57
  by
• 35:58
  just
• 35:58
  doing
• 35:58
  a
• 35:58
  check
• 35:59
  in
• 35:59
  email
• 35:59
  or
• 35:59
  just
• 35:59
  sending
• 36:00
  something
• 36:00
  which
• 36:01
  eventually
• 36:01
  will
• 36:01
  be
• 36:01
  automated
• 36:02
  so
• 36:02
  you're
• 36:02
  not
• 36:02
  doing
• 36:02
  on
• 36:02
  a
• 36:03
  week
• 36:03
  by
• 36:03
  week
• 36:03
  basis
• 36:04
  already,
• 36:05
  a
• 36:05
  simple
• 36:05
  act
• 36:05
  like
• 36:05
  that
• 36:06
  lowers
• 36:06
  the
• 36:07
  stress
• 36:07
  for
• 36:07
  the
• 36:07
  couple,
• 36:07
  lowers
• 36:08
  the
• 36:08
  amount
• 36:08
  of
• 36:09
  panicked
• 36:09
  admin
• 36:10
  for
• 36:10
  you
• 36:10
  and
• 36:10
  just
• 36:11
  reminds
• 36:11
  people,
• 36:11
  yeah,
• 36:11
  no,
• 36:11
  we're
• 36:12
  on
• 36:12
  it,
• 36:12
  we're
• 36:12
  on
• 36:13
  it,
• 36:13
  it's
• 36:13
  going
• 36:13
  to
• 36:13
  be
• 36:13
  okay.
• 36:14
  Yeah.
• 36:14
  Because
• 36:14
  we've
• 36:14
  actually
• 36:15
  had
• 36:15
  I
• 36:16
  think
• 36:16
  two
• 36:16
  or
• 36:16
  three,
• 36:16
  20,
• 36:17
  28
• 36:17
  inquiries,
• 36:18
  which
• 36:18
  I
• 36:18
  think
• 36:19
  is
• 36:19
  insane
• 36:20
  and
• 36:20
  it's
• 36:21
  very
• 36:21
  organized
• 36:22
  on
• 36:22
  their
• 36:22
  end,
• 36:22
  but
• 36:22
  that's
• 36:23
  three
• 36:23
  years
• 36:23
  away.
• 36:24
  We
• 36:24
  do
• 36:24
  need
• 36:25
  to
• 36:25
  get
• 36:25
  back
• 36:25
  to
• 36:25
  them.
• 36:25
  So
• 36:25
  if
• 36:26
  they
• 36:26
  do
• 36:26
  end
• 36:26
  up
• 36:26
  booking
• 36:27
  like
• 36:27
  for
• 36:27
  three
• 36:28
  years,
• 36:28
  they
• 36:28
  potentially
• 36:29
  might
• 36:29
  not
• 36:29
  hear
• 36:29
  from
• 36:30
  us.
• 36:30
  But
• 36:30
  I
• 36:31
  think
• 36:31
  as
• 36:31
  couples,
• 36:31
  because
• 36:32
  we
• 36:32
  do
• 36:32
  so
• 36:32
  many
• 36:33
  fares,
• 36:33
  it
• 36:33
  gives
• 36:33
  them
• 36:34
  the
• 36:34
  option,
• 36:35
  oh,
• 36:35
  we
• 36:35
  can't
• 36:35
  attend
• 36:36
  them,
• 36:36
  but
• 36:36
  we
• 36:36
  can
• 36:37
  attend
• 36:37
  that
• 36:37
  one.
• 36:37
  So
• 36:37
  we
• 36:38
  can
• 36:38
  come
• 36:38
  and
• 36:38
  check
• 36:38
  in.
• 36:39
  And
• 36:39
  I
• 36:39
  think
• 36:39
  because
• 36:39
  we've,
• 36:40
  we've
• 36:40
  given
• 36:41
  people
• 36:41
  that
• 36:42
  in
• 36:42
  our
• 36:42
  background,
• 36:42
  like
• 36:43
  when
• 36:43
  stuff
• 36:43
  personally,
• 36:44
  like
• 36:44
  when
• 36:45
  Ezra
• 36:45
  ended
• 36:46
  up
• 36:46
  coming
• 36:46
  early,
• 36:47
  people
• 36:48
  then
• 36:48
  come
• 36:48
  to
• 36:49
  fairs
• 36:49
  and
• 36:49
  like
• 36:49
  saying,
• 36:50
  we
• 36:50
  just
• 36:50
  wanted
• 36:50
  to
• 36:50
  come
• 36:50
  and
• 36:51
  support
• 36:51
  you,
• 36:51
  we
• 36:51
  just
• 36:51
  wanted
• 36:51
  to
• 36:52
  come
• 36:52
  and
• 36:52
  see
• 36:52
  you.
• 36:52
  And,
• 36:53
  and
• 36:54
  it
• 36:54
  depends
• 36:55
  what
• 36:55
  you're
• 36:55
  comfortable
• 36:55
  with
• 36:56
  and
• 36:56
  how
• 36:56
  much
• 36:56
  you
• 36:57
  want
• 36:57
  to
• 36:57
  share.
• 36:57
  But
• 36:58
  because
• 36:58
  of
• 36:58
  our
• 36:59
  journey,
• 36:59
  people
• 37:00
  know,
• 37:00
  know
• 37:01
  us
• 37:01
  as
• 37:01
  people
• 37:02
  and
• 37:02
  they
• 37:03
  were
• 37:03
  coming
• 37:03
  to
• 37:04
  support
• 37:04
  us
• 37:04
  and
• 37:04
  say
• 37:04
  it's
• 37:05
  okay.
• 37:06
  Yeah,
• 37:06
  well,
• 37:06
  people
• 37:07
  understand
• 37:07
  that
• 37:07
  we're
• 37:08
  human
• 37:08
  and
• 37:08
  actually
• 37:08
  when
• 37:09
  we
• 37:09
  bring
• 37:09
  the
• 37:09
  Humanness
• 37:10
  and
• 37:10
  the
• 37:10
  personal
• 37:10
  stuff
• 37:11
  to
• 37:11
  the
• 37:11
  forefront
• 37:11
  of
• 37:11
  our
• 37:12
  business.
• 37:13
  Actually,
• 37:13
  people
• 37:13
  resonate
• 37:14
  with
• 37:14
  us.
• 37:14
  I
• 37:14
  think
• 37:15
  where
• 37:15
  we
• 37:15
  make
• 37:15
  mistakes
• 37:16
  is
• 37:16
  when
• 37:16
  we
• 37:17
  try
• 37:17
  and
• 37:17
  act
• 37:17
  as
• 37:17
  if
• 37:18
  everything's
• 37:18
  okay
• 37:18
  and
• 37:18
  that
• 37:19
  we're
• 37:19
  perfect
• 37:20
  and
• 37:20
  then
• 37:21
  we
• 37:21
  let
• 37:21
  people
• 37:21
  down.
• 37:21
  I
• 37:22
  think
• 37:22
  often
• 37:22
  people
• 37:23
  just
• 37:23
  appreciate
• 37:24
  hearing
• 37:25
  your
• 37:25
  genuine
• 37:26
  story
• 37:26
  and
• 37:26
  hearing
• 37:26
  the
• 37:27
  struggles
• 37:27
  and
• 37:27
  hearing
• 37:27
  what's
• 37:28
  going
• 37:28
  on
• 37:28
  and
• 37:29
  you
• 37:29
  being
• 37:29
  open
• 37:29
  and
• 37:29
  honest
• 37:30
  and
• 37:30
  constantly
• 37:31
  trying
• 37:31
  to
• 37:31
  improve
• 37:31
  and
• 37:31
  constantly
• 37:32
  trying
• 37:32
  to
• 37:32
  better
• 37:32
  their
• 37:33
  experience
• 37:33
  by
• 37:34
  going
• 37:34
  above
• 37:35
  and
• 37:35
  beyond.
• 37:36
  Now,
• 37:36
  one
• 37:36
  of
• 37:36
  the
• 37:36
  other
• 37:36
  things
• 37:37
  that
• 37:37
  you
• 37:37
  mentioned
• 37:37
  a
• 37:38
  little
• 37:38
  while
• 37:38
  ago
• 37:38
  is
• 37:39
  that
• 37:39
  for
• 37:39
  you
• 37:39
  it's
• 37:40
  important
• 37:40
  to
• 37:40
  keep
• 37:40
  on
• 37:40
  learning.
• 37:41
  And
• 37:41
  one
• 37:41
  of
• 37:41
  the
• 37:41
  things
• 37:41
  you
• 37:41
  have
• 37:42
  done
• 37:42
  over
• 37:42
  the
• 37:42
  last
• 37:42
  couple
• 37:42
  of
• 37:43
  years
• 37:43
  as
• 37:43
  well
• 37:43
  as
• 37:43
  recently
• 37:43
  working
• 37:44
  one
• 37:44
  to
• 37:44
  one,
• 37:44
  was
• 37:44
  joining
• 37:45
  the
• 37:45
  members
• 37:45
  lounge,
• 37:46
  which
• 37:46
  is
• 37:46
  my
• 37:47
  wedding
• 37:47
  pro
• 37:48
  community
• 37:49
  online
• 37:49
  where
• 37:49
  we
• 37:50
  do
• 37:50
  training
• 37:50
  and
• 37:50
  accountability.
• 37:51
  Monday
• 37:51
  we
• 37:52
  do
• 37:52
  the
• 37:52
  lounge
• 37:52
  calls,
• 37:53
  all
• 37:53
  of
• 37:53
  those
• 37:53
  kind
• 37:53
  of
• 37:53
  things.
• 37:53
  What
• 37:54
  was
• 37:54
  it
• 37:54
  that
• 37:54
  made
• 37:54
  his
• 37:54
  think,
• 37:55
  yeah,
• 37:55
  I
• 37:56
  need
• 37:56
  to
• 37:56
  be
• 37:56
  part
• 37:56
  of.
• 37:56
  A
• 37:56
  community
• 37:57
  like
• 37:57
  that
• 37:58
  over
• 37:58
  the
• 37:59
  time.
• 38:01
  So
• 38:01
  flashback
• 38:02
  to
• 38:02
  when
• 38:02
  Adam
• 38:03
  was
• 38:03
  doing
• 38:04
  his
• 38:04
  decorating.
• 38:04
  There's
• 38:05
  a
• 38:05
  local
• 38:05
  female
• 38:06
  networking
• 38:06
  group
• 38:07
  in
• 38:07
  Wakefield
• 38:08
  and
• 38:09
  I
• 38:09
  actually
• 38:09
  paid
• 38:10
  her
• 38:10
  for
• 38:10
  business
• 38:11
  coaching
• 38:11
  because
• 38:12
  we've
• 38:12
  not
• 38:12
  got
• 38:13
  business
• 38:13
  background
• 38:14
  by
• 38:14
  any
• 38:14
  means.
• 38:15
  We
• 38:15
  literally
• 38:15
  knew
• 38:16
  nothing.
• 38:16
  And
• 38:16
  that
• 38:17
  coaching
• 38:17
  was
• 38:17
  for
• 38:17
  Adam,
• 38:18
  even
• 38:18
  though
• 38:18
  she's
• 38:19
  a
• 38:19
  female
• 38:19
  only.
• 38:20
  And
• 38:20
  because
• 38:20
  of
• 38:20
  that
• 38:21
  she
• 38:21
  said
• 38:21
  I
• 38:22
  could
• 38:22
  come
• 38:22
  to
• 38:22
  the
• 38:22
  networking
• 38:23
  groups
• 38:23
  for
• 38:24
  Adam.
• 38:25
  So
• 38:25
  sometimes
• 38:26
  she
• 38:26
  do
• 38:26
  a
• 38:26
  social
• 38:27
  media
• 38:27
  talk.
• 38:27
  She
• 38:28
  gets
• 38:28
  a
• 38:28
  bit
• 38:28
  like
• 38:29
  what
• 38:29
  you
• 38:29
  do,
• 38:29
  but
• 38:29
  just
• 38:30
  more
• 38:30
  local
• 38:30
  based.
• 38:31
  She
• 38:32
  gets
• 38:32
  local
• 38:32
  women
• 38:32
  in
• 38:33
  business
• 38:33
  that
• 38:33
  does
• 38:33
  talks
• 38:34
  about
• 38:34
  their,
• 38:34
  their
• 38:35
  aspects
• 38:35
  and
• 38:35
  stuff
• 38:36
  like
• 38:36
  that.
• 38:37
  So
• 38:37
  I
• 38:38
  did
• 38:38
  that
• 38:38
  for
• 38:38
  a
• 38:38
  little
• 38:39
  bit
• 38:39
  and
• 38:39
  then
• 38:40
  I
• 38:40
  think
• 38:40
  with
• 38:40
  us
• 38:41
  we're
• 38:41
  very,
• 38:42
  we
• 38:42
  probably
• 38:42
  could
• 38:42
  be
• 38:43
  on
• 38:43
  the
• 38:43
  spectrum
• 38:44
  somewhere
• 38:45
  somehow
• 38:45
  and
• 38:45
  we,
• 38:45
  we
• 38:46
  have
• 38:46
  a
• 38:46
  focus
• 38:47
  and
• 38:47
  we're
• 38:47
  like,
• 38:47
  right,
• 38:48
  well
• 38:48
  how
• 38:48
  can
• 38:48
  we
• 38:48
  improve
• 38:49
  that?
• 38:49
  That's
• 38:50
  what
• 38:50
  we
• 38:50
  always
• 38:51
  do.
• 38:51
  So
• 38:51
  then
• 38:51
  social
• 38:52
  media,
• 38:52
  I
• 38:52
  joined
• 38:52
  a
• 38:53
  social
• 38:53
  media
• 38:53
  group
• 38:54
  for
• 38:54
  a
• 38:54
  little
• 38:54
  bit
• 38:55
  and
• 38:56
  that's
• 38:56
  how
• 38:56
  I
• 38:57
  improve
• 38:57
  social
• 38:57
  media.
• 38:58
  Like
• 38:58
  I
• 38:58
  think
• 38:59
  a
• 38:59
  lot
• 38:59
  of
• 38:59
  it,
• 38:59
  especially
• 38:59
  older
• 39:00
  suppliers,
• 39:00
  think
• 39:01
  that
• 39:01
  we've
• 39:01
  just
• 39:01
  took
• 39:01
  stuff
• 39:02
  naturally,
• 39:02
  but
• 39:02
  we've
• 39:03
  not.
• 39:03
  If
• 39:03
  we
• 39:03
  want
• 39:03
  to
• 39:03
  improve
• 39:04
  something,
• 39:04
  we've
• 39:04
  gone
• 39:04
  out
• 39:05
  and
• 39:05
  been
• 39:05
  like,
• 39:05
  oh,
• 39:06
  how
• 39:06
  can
• 39:06
  I
• 39:06
  improve
• 39:06
  it?
• 39:07
  So
• 39:07
  I've
• 39:07
  been
• 39:08
  to
• 39:08
  social
• 39:08
  media
• 39:08
  classes
• 39:09
  with
• 39:09
  both
• 39:09
  a
• 39:10
  local
• 39:10
  one
• 39:10
  and
• 39:11
  online
• 39:12
  and
• 39:12
  then
• 39:12
  ultimately
• 39:14
  I
• 39:14
  just
• 39:14
  searched
• 39:15
  because
• 39:15
  I
• 39:16
  like
• 39:16
  to
• 39:16
  swim.
• 39:16
  At
• 39:16
  the
• 39:17
  time
• 39:17
  I
• 39:17
  think
• 39:17
  I
• 39:17
  was
• 39:18
  driving
• 39:18
  around
• 39:18
  a
• 39:18
  lot,
• 39:19
  like
• 39:19
  if
• 39:19
  I
• 39:19
  were
• 39:19
  going
• 39:19
  to
• 39:20
  wedding
• 39:20
  fairs.
• 39:21
  So
• 39:21
  I
• 39:21
  just
• 39:21
  searched
• 39:21
  wedding
• 39:22
  podcasts
• 39:23
  and
• 39:23
  then
• 39:23
  started
• 39:24
  came
• 39:24
  across
• 39:25
  your
• 39:25
  podcast
• 39:26
  because
• 39:26
  I
• 39:26
  don't
• 39:26
  know
• 39:26
  about
• 39:27
  anyone
• 39:27
  else
• 39:27
  listening,
• 39:28
  but
• 39:28
  I
• 39:28
  have
• 39:29
  to
• 39:29
  like
• 39:29
  your
• 39:29
  voice
• 39:30
  and
• 39:30
  some,
• 39:31
  some
• 39:31
  of
• 39:31
  the
• 39:31
  podcasts
• 39:32
  that
• 39:32
  you
• 39:32
  come
• 39:33
  across,
• 39:33
  like,
• 39:34
  I
• 39:34
  can't
• 39:34
  I
• 39:35
  can't
• 39:35
  hear.
• 39:35
  I
• 39:36
  can't
• 39:36
  acknowledge
• 39:36
  what
• 39:37
  they're
• 39:37
  saying
• 39:37
  because
• 39:38
  it's
• 39:38
  not
• 39:38
  nice
• 39:39
  voice.
• 39:40
  And
• 39:40
  I
• 39:40
  found
• 39:40
  your
• 39:41
  soothing
• 39:42
  and
• 39:42
  then
• 39:43
  you
• 39:43
  can
• 39:43
  retain
• 39:43
  the
• 39:43
  information.
• 39:45
  So
• 39:45
  then
• 39:45
  after
• 39:46
  listening
• 39:46
  to
• 39:46
  your
• 39:46
  podcast
• 39:47
  that
• 39:47
  the
• 39:47
  free
• 39:48
  and
• 39:48
  so
• 39:48
  invaluable.
• 39:49
  That's
• 39:49
  why
• 39:49
  I'm
• 39:50
  like
• 39:50
  shouting
• 39:50
  about
• 39:51
  you
• 39:51
  all
• 39:51
  the
• 39:51
  time.
• 39:51
  I
• 39:51
  was
• 39:51
  like.
• 39:52
  And
• 39:52
  you
• 39:52
  kept
• 39:52
  mentioning
• 39:53
  the,
• 39:53
  the
• 39:53
  members
• 39:53
  pro
• 39:54
  lounge.
• 39:54
  I'm
• 39:54
  like,
• 39:55
  maybe
• 39:55
  we,
• 39:56
  we
• 39:56
  should
• 39:56
  like
• 39:57
  there's
• 39:57
  only
• 39:57
  so
• 39:58
  much
• 39:58
  you
• 39:58
  can
• 39:58
  get
• 39:58
  from
• 39:58
  the
• 39:58
  podcast,
• 39:59
  but
• 39:59
  there's
• 40:00
  so
• 40:00
  much
• 40:00
  invaluable
• 40:01
  knowledge
• 40:02
  that
• 40:03
  I
• 40:03
  then
• 40:03
  just
• 40:03
  joined.
• 40:04
  Well,
• 40:05
  I'm
• 40:05
  glad
• 40:05
  you
• 40:05
  joined
• 40:05
  and
• 40:05
  I'm
• 40:06
  glad
• 40:06
  you
• 40:06
  like
• 40:06
  the
• 40:06
  sound
• 40:07
  of
• 40:07
  my
• 40:07
  voice.
• 40:07
  My
• 40:07
  husband
• 40:07
  calls
• 40:08
  it
• 40:08
  my
• 40:08
  podcasting
• 40:09
  voice.
• 40:09
  Why
• 40:10
  do
• 40:10
  you
• 40:10
  put
• 40:10
  on
• 40:10
  your
• 40:10
  podcasting
• 40:11
  voice?
• 40:11
  Like,
• 40:12
  because
• 40:12
  it's
• 40:12
  just
• 40:12
  what
• 40:13
  you
• 40:13
  do
• 40:13
  when
• 40:13
  you're
• 40:14
  listening
• 40:14
  on
• 40:14
  a
• 40:14
  podcast.
• 40:15
  But
• 40:15
  I'm
• 40:15
  with
• 40:15
  you.
• 40:15
  If
• 40:16
  I
• 40:16
  don't
• 40:16
  like
• 40:16
  someone's
• 40:17
  voice,
• 40:17
  I
• 40:17
  cannot
• 40:17
  listen
• 40:18
  to
• 40:18
  the
• 40:18
  pod.
• 40:19
  And
• 40:19
  sometimes
• 40:19
  I
• 40:20
  like
• 40:20
  a
• 40:20
  voice
• 40:20
  that's
• 40:20
  soothing
• 40:21
  that
• 40:21
  I
• 40:21
  can
• 40:21
  take
• 40:21
  in
• 40:21
  or
• 40:22
  sends
• 40:22
  me
• 40:22
  to
• 40:23
  sleep,
• 40:23
  depending
• 40:23
  on
• 40:24
  the
• 40:24
  time
• 40:24
  of
• 40:24
  day
• 40:24
  that
• 40:25
  I'm
• 40:25
  trying
• 40:25
  to
• 40:25
  do.
• 40:25
  So
• 40:25
  hopefully
• 40:26
  my
• 40:26
  podcast
• 40:26
  is
• 40:27
  helping
• 40:27
  you
• 40:27
  in
• 40:27
  the
• 40:27
  swimming
• 40:28
  pool,
• 40:28
  not
• 40:28
  sending
• 40:28
  you
• 40:28
  to
• 40:29
  sleep.
• 40:29
  But
• 40:29
  it's
• 40:29
  been
• 40:30
  great
• 40:30
  to
• 40:30
  have
• 40:30
  you.
• 40:30
  And
• 40:30
  I
• 40:30
  think
• 40:30
  the
• 40:31
  thing
• 40:31
  is
• 40:31
  with
• 40:31
  the
• 40:31
  Web
• 40:31
  Pro
• 40:32
  members
• 40:32
  lounge,
• 40:32
  I
• 40:32
  always
• 40:32
  say
• 40:33
  it's
• 40:33
  my
• 40:33
  best
• 40:33
  kept
• 40:33
  secret.
• 40:34
  I
• 40:34
  do
• 40:34
  not
• 40:34
  talk
• 40:34
  about
• 40:34
  it
• 40:35
  enough,
• 40:35
  I
• 40:35
  do
• 40:35
  not
• 40:35
  shout
• 40:36
  about
• 40:36
  it
• 40:36
  enough.
• 40:36
  But
• 40:37
  it
• 40:37
  is
• 40:37
  so
• 40:37
  invaluable
• 40:38
  to
• 40:38
  have
• 40:38
  that
• 40:38
  safe
• 40:39
  space
• 40:39
  of
• 40:40
  other
• 40:40
  people
• 40:40
  that
• 40:41
  understand
• 40:41
  the
• 40:42
  industry
• 40:42
  because
• 40:42
  we
• 40:43
  can
• 40:43
  go
• 40:43
  to
• 40:43
  networking
• 40:43
  groups.
• 40:44
  I've
• 40:44
  been
• 40:44
  to
• 40:44
  loads
• 40:44
  of
• 40:44
  network
• 40:44
  groups
• 40:45
  and
• 40:45
  I
• 40:45
  love
• 40:45
  it.
• 40:46
  But
• 40:46
  the
• 40:46
  wedding
• 40:46
  industry
• 40:46
  is
• 40:46
  a
• 40:47
  different
• 40:47
  beast.
• 40:47
  Like
• 40:47
  the
• 40:48
  way
• 40:48
  it
• 40:48
  operates,
• 40:49
  the
• 40:49
  way
• 40:49
  that
• 40:49
  people
• 40:50
  work
• 40:50
  together,
• 40:50
  just
• 40:51
  everything
• 40:51
  about
• 40:51
  it
• 40:52
  is
• 40:52
  so
• 40:53
  different
• 40:53
  to
• 40:54
  so
• 40:54
  many
• 40:54
  other
• 40:54
  businesses.
• 40:55
  Even
• 40:55
  from
• 40:55
  being
• 40:55
  a
• 40:55
  decorator
• 40:56
  to
• 40:56
  being
• 40:56
  in
• 40:57
  the
• 40:57
  business
• 40:57
  you
• 40:57
  are
• 40:57
  now,
• 40:57
  it's
• 40:58
  a
• 40:58
  totally
• 40:58
  different
• 40:58
  thing.
• 40:59
  And
• 40:59
  we're
• 40:59
  always
• 40:59
  having
• 41:00
  to
• 41:00
  find
• 41:00
  new
• 41:00
  clients
• 41:01
  because
• 41:02
  actually
• 41:02
  we
• 41:02
  can't.
• 41:02
  We
• 41:03
  don't
• 41:03
  often
• 41:03
  have
• 41:04
  very
• 41:04
  much
• 41:04
  repeat
• 41:05
  business.
• 41:05
  And
• 41:06
  so
• 41:06
  I
• 41:06
  do
• 41:06
  think
• 41:07
  if
• 41:07
  anyone's
• 41:07
  listening
• 41:07
  and
• 41:07
  you're
• 41:08
  thinking,
• 41:08
  I'm
• 41:08
  a
• 41:08
  bit
• 41:08
  alone
• 41:09
  in
• 41:09
  business,
• 41:09
  I
• 41:10
  need
• 41:10
  to
• 41:10
  do
• 41:10
  something.
• 41:10
  I
• 41:11
  do
• 41:11
  check
• 41:11
  out
• 41:11
  the
• 41:11
  web
• 41:12
  Pro
• 41:12
  members.
• 41:12
  I
• 41:12
  was
• 41:12
  like
• 41:12
  I
• 41:12
  said
• 41:13
  it's
• 41:13
  my
• 41:13
  best
• 41:13
  kept
• 41:13
  secret.
• 41:13
  I'm
• 41:14
  not
• 41:14
  very
• 41:14
  good
• 41:14
  at
• 41:14
  talking
• 41:14
  about
• 41:14
  it,
• 41:15
  but.
• 41:15
  But
• 41:15
  it
• 41:15
  is
• 41:15
  a
• 41:15
  great
• 41:16
  community
• 41:16
  and
• 41:16
  it's
• 41:16
  a
• 41:16
  great
• 41:17
  place
• 41:17
  to
• 41:17
  share,
• 41:18
  to
• 41:19
  learn,
• 41:19
  to
• 41:19
  get
• 41:20
  new
• 41:20
  knowledge.
• 41:20
  And
• 41:20
  I
• 41:21
  think
• 41:21
  what
• 41:21
  I
• 41:21
  find
• 41:22
  really
• 41:22
  inspiring
• 41:22
  about
• 41:23
  both
• 41:23
  of
• 41:23
  you
• 41:23
  and
• 41:23
  your
• 41:24
  story
• 41:24
  is
• 41:25
  despite
• 41:26
  all
• 41:27
  of
• 41:27
  the
• 41:27
  stuff
• 41:27
  you've
• 41:27
  had
• 41:28
  going
• 41:28
  on
• 41:28
  at
• 41:28
  Home,
• 41:28
  the
• 41:29
  kids
• 41:29
  are
• 41:29
  posting
• 41:30
  a
• 41:30
  depression.
• 41:30
  You've.
• 41:31
  You've
• 41:31
  taken
• 41:32
  all
• 41:32
  of
• 41:32
  that
• 41:32
  stuff
• 41:32
  and
• 41:33
  gone,
• 41:33
  no,
• 41:33
  we
• 41:33
  want
• 41:33
  to
• 41:33
  do
• 41:33
  this.
• 41:34
  And
• 41:34
  you
• 41:34
  have
• 41:35
  done
• 41:35
  everything
• 41:36
  you
• 41:36
  can
• 41:36
  to
• 41:36
  make
• 41:36
  it
• 41:36
  possible.
• 41:37
  I
• 41:37
  meet
• 41:37
  so
• 41:37
  many
• 41:38
  people
• 41:38
  that
• 41:38
  say,
• 41:38
  yeah,
• 41:38
  I
• 41:38
  want
• 41:39
  to
• 41:39
  start
• 41:39
  this
• 41:39
  business.
• 41:39
  We're
• 41:40
  not
• 41:40
  getting
• 41:40
  any
• 41:40
  bookings.
• 41:41
  I
• 41:41
  say,
• 41:41
  well,
• 41:41
  what
• 41:41
  are
• 41:41
  you
• 41:41
  doing
• 41:42
  proactively?
• 41:43
  Nothing,
• 41:44
  you
• 41:44
  know,
• 41:44
  and
• 41:44
  you
• 41:45
  absolutely
• 41:45
  can
• 41:46
  never
• 41:46
  be
• 41:46
  accused
• 41:46
  of
• 41:46
  doing
• 41:47
  nothing
• 41:47
  because
• 41:47
  if
• 41:48
  anything,
• 41:48
  you
• 41:48
  guys
• 41:49
  do
• 41:49
  so
• 41:49
  much,
• 41:50
  probably
• 41:50
  too
• 41:50
  much,
• 41:51
  but
• 41:52
  you've
• 41:52
  seen
• 41:52
  the
• 41:52
  fruit
• 41:53
  of
• 41:53
  your
• 41:53
  labor,
• 41:54
  because
• 41:54
  ultimately,
• 41:55
  business
• 41:55
  comes
• 41:56
  down
• 41:56
  to
• 41:56
  numbers.
• 41:56
  And
• 41:57
  the
• 41:57
  more
• 41:57
  people
• 41:57
  that
• 41:57
  see
• 41:57
  what
• 41:58
  you
• 41:58
  do
• 41:58
  and
• 41:58
  like
• 41:59
  what
• 41:59
  you
• 41:59
  do,
• 41:59
  the
• 42:00
  more
• 42:00
  people
• 42:00
  will
• 42:00
  inquire
• 42:01
  with
• 42:01
  you,
• 42:01
  the
• 42:02
  more
• 42:02
  people
• 42:02
  will
• 42:02
  book
• 42:02
  with
• 42:02
  you
• 42:03
  and
• 42:03
  the
• 42:03
  more
• 42:03
  people
• 42:03
  will
• 42:04
  rave
• 42:04
  about
• 42:04
  you,
• 42:05
  their
• 42:05
  friends.
• 42:05
  So
• 42:05
  I
• 42:05
  think
• 42:05
  for
• 42:06
  people
• 42:06
  listening,
• 42:06
  if
• 42:06
  you
• 42:07
  take
• 42:07
  anything
• 42:08
  from
• 42:08
  today's
• 42:08
  episode,
• 42:09
  it's
• 42:09
  that,
• 42:10
  you
• 42:10
  know,
• 42:10
  any
• 42:10
  form
• 42:11
  of
• 42:11
  marketing
• 42:11
  can
• 42:11
  work,
• 42:12
  any
• 42:12
  form
• 42:12
  of
• 42:12
  learning
• 42:13
  can
• 42:13
  work,
• 42:13
  but
• 42:13
  you
• 42:14
  have
• 42:14
  to
• 42:14
  throw
• 42:14
  yourselves
• 42:15
  into
• 42:15
  it,
• 42:16
  learn
• 42:16
  from
• 42:16
  it,
• 42:16
  and
• 42:17
  not
• 42:17
  wait
• 42:17
  to
• 42:17
  find
• 42:18
  the
• 42:18
  perfect
• 42:18
  wedding
• 42:19
  show
• 42:19
  or
• 42:19
  not
• 42:19
  go,
• 42:20
  I
• 42:20
  don't
• 42:20
  want
• 42:20
  to
• 42:20
  spend
• 42:20
  any
• 42:21
  money
• 42:21
  on
• 42:21
  marketing.
• 42:22
  And
• 42:22
  then
• 42:23
  bemoan
• 42:23
  the
• 42:23
  fact
• 42:23
  you've
• 42:23
  got
• 42:24
  no
• 42:24
  business
• 42:24
  because
• 42:24
  you've
• 42:25
  done
• 42:25
  a
• 42:25
  proven
• 42:26
  strategy,
• 42:26
  which
• 42:26
  is,
• 42:27
  we're
• 42:27
  going
• 42:27
  to
• 42:27
  get
• 42:27
  out
• 42:27
  there,
• 42:27
  we're
• 42:27
  going
• 42:28
  to
• 42:28
  have
• 42:28
  great
• 42:28
  quality
• 42:28
  products,
• 42:29
  we're
• 42:29
  going
• 42:29
  to
• 42:29
  go
• 42:29
  to
• 42:30
  every
• 42:30
  wedding
• 42:30
  fair
• 42:30
  we
• 42:31
  can,
• 42:31
  and
• 42:31
  we're
• 42:32
  going
• 42:32
  to
• 42:32
  shout
• 42:32
  about
• 42:32
  our
• 42:32
  business
• 42:33
  to
• 42:33
  as
• 42:33
  many
• 42:33
  people
• 42:33
  as
• 42:33
  we
• 42:33
  can.
• 42:34
  And
• 42:35
  ultimately,
• 42:36
  now
• 42:36
  you've
• 42:36
  got
• 42:36
  hundreds
• 42:37
  of
• 42:37
  bookings.
• 42:37
  So
• 42:38
  we
• 42:38
  know
• 42:39
  our
• 42:39
  strategy
• 42:39
  isn't
• 42:40
  for
• 42:40
  everyone,
• 42:40
  because
• 42:41
  fairs
• 42:42
  do
• 42:42
  cost
• 42:42
  a
• 42:42
  lot
• 42:42
  of
• 42:42
  money,
• 42:43
  especially
• 42:43
  big
• 42:43
  fare,
• 42:44
  because
• 42:44
  you've
• 42:44
  got
• 42:44
  to
• 42:44
  work
• 42:44
  out
• 42:46
  how
• 42:46
  much
• 42:46
  many
• 42:47
  bookings,
• 42:47
  depending
• 42:48
  what
• 42:48
  you
• 42:48
  do,
• 42:48
  that
• 42:48
  you
• 42:48
  need
• 42:49
  to
• 42:49
  get
• 42:49
  from
• 42:49
  that
• 42:49
  day
• 42:49
  to
• 42:49
  make
• 42:50
  it
• 42:50
  financially
• 42:50
  viable.
• 42:52
  But
• 42:53
  we
• 42:53
  have.
• 42:53
  It
• 42:54
  is
• 42:54
  something
• 42:54
  that's
• 42:55
  worked
• 42:55
  for
• 42:56
  us
• 42:56
  and
• 42:57
  we
• 42:57
  understand
• 42:58
  why
• 42:58
  sometimes
• 42:59
  suppliers
• 42:59
  are
• 42:59
  scared
• 42:59
  of
• 43:00
  it.
• 43:00
  Yeah,
• 43:01
  we
• 43:01
  normally
• 43:01
  set
• 43:02
  like,
• 43:03
  we
• 43:03
  set
• 43:04
  like
• 43:04
  a
• 43:04
  minimum,
• 43:05
  minimum
• 43:06
  number
• 43:06
  of
• 43:06
  bookings
• 43:07
  to
• 43:07
  take
• 43:07
  from
• 43:08
  when
• 43:09
  we
• 43:09
  do
• 43:09
  fares.
• 43:09
  So,
• 43:09
  for
• 43:09
  example,
• 43:10
  when
• 43:10
  we
• 43:10
  do
• 43:10
  a
• 43:10
  small
• 43:10
  fair,
• 43:11
  we
• 43:11
  normally
• 43:12
  say,
• 43:12
  like,
• 43:12
  right,
• 43:13
  we'd
• 43:13
  like
• 43:14
  a
• 43:14
  couple
• 43:14
  of
• 43:15
  bookings
• 43:15
  from
• 43:16
  each
• 43:17
  of
• 43:17
  us
• 43:18
  fares.
• 43:18
  If
• 43:18
  we
• 43:18
  do
• 43:19
  a
• 43:19
  big
• 43:19
  show
• 43:19
  when
• 43:20
  we
• 43:20
  generally
• 43:21
  say,
• 43:21
  right,
• 43:21
  we
• 43:21
  would
• 43:21
  like
• 43:21
  a
• 43:22
  minimum
• 43:22
  of
• 43:22
  four
• 43:23
  bookings
• 43:24
  from
• 43:25
  those
• 43:26
  fares.
• 43:27
  Yeah,
• 43:27
  it
• 43:28
  sounds.
• 43:29
  It
• 43:30
  sounds
• 43:30
  quite
• 43:30
  unrealistic
• 43:31
  sometimes,
• 43:32
  particularly
• 43:32
  when,
• 43:32
  for
• 43:32
  example,
• 43:33
  yesterday
• 43:34
  we
• 43:35
  did
• 43:35
  three
• 43:35
  wedding
• 43:35
  fairs.
• 43:36
  So
• 43:36
  that's
• 43:36
  a
• 43:36
  minimum
• 43:37
  of
• 43:37
  six
• 43:37
  bookings
• 43:38
  across
• 43:38
  all
• 43:40
  those
• 43:40
  fairs.
• 43:43
  We've
• 43:43
  already
• 43:43
  taken
• 43:44
  one
• 43:44
  from
• 43:45
  one
• 43:46
  of
• 43:46
  the
• 43:46
  shows
• 43:46
  that
• 43:46
  we
• 43:46
  did,
• 43:46
  the
• 43:47
  one
• 43:47
  show
• 43:47
  that
• 43:47
  we
• 43:47
  did
• 43:47
  yesterday,
• 43:49
  we've
• 43:49
  had
• 43:49
  five
• 43:49
  inquiries
• 43:50
  from
• 43:50
  one
• 43:51
  other
• 43:51
  show
• 43:51
  that
• 43:51
  we
• 43:51
  did
• 43:52
  yesterday
• 43:53
  and
• 43:53
  we
• 43:53
  haven't
• 43:53
  had
• 43:54
  anything
• 43:54
  from
• 43:54
  the
• 43:54
  third
• 43:54
  yet.
• 43:55
  But
• 43:55
  realistically
• 43:57
  it
• 43:57
  balances
• 43:57
  it
• 43:58
  out
• 43:58
  and
• 43:58
  yeah,
• 43:59
  it
• 43:59
  is,
• 43:59
  it
• 43:59
  is
• 44:00
  achievable.
• 44:01
  It's
• 44:02
  again,
• 44:02
  going
• 44:02
  back
• 44:03
  to
• 44:03
  the
• 44:04
  fairs.
• 44:05
  What
• 44:05
  we're
• 44:05
  talking
• 44:05
  about
• 44:05
  early,
• 44:06
  just
• 44:06
  learning
• 44:06
  from
• 44:07
  what
• 44:08
  you
• 44:08
  actually
• 44:08
  do
• 44:09
  at
• 44:09
  fairs
• 44:09
  and
• 44:10
  knowing
• 44:10
  what,
• 44:11
  what
• 44:11
  works
• 44:12
  and
• 44:12
  what
• 44:12
  doesn't.
• 44:13
  And
• 44:13
  I
• 44:13
  think
• 44:14
  one
• 44:14
  of
• 44:14
  my
• 44:15
  other
• 44:15
  biggest
• 44:16
  tips
• 44:16
  is
• 44:16
  we
• 44:17
  are
• 44:17
  very
• 44:17
  goal
• 44:17
  orientated
• 44:18
  people.
• 44:20
  So
• 44:20
  when
• 44:20
  we
• 44:21
  met
• 44:21
  you,
• 44:21
  I
• 44:21
  brought
• 44:21
  my
• 44:22
  goal
• 44:23
  thing
• 44:23
  for
• 44:23
  2025.
• 44:25
  I
• 44:25
  was
• 44:25
  thinking
• 44:26
  what
• 44:26
  year
• 44:26
  were.
• 44:27
  And
• 44:28
  some
• 44:28
  of
• 44:28
  them
• 44:28
  goals,
• 44:29
  we
• 44:29
  were
• 44:29
  like,
• 44:29
  right,
• 44:29
  this
• 44:30
  would
• 44:30
  not
• 44:30
  be
• 44:30
  achievable,
• 44:31
  not
• 44:31
  in
• 44:31
  a
• 44:31
  million
• 44:32
  years.
• 44:32
  I
• 44:32
  wrote
• 44:33
  150
• 44:33
  bookings
• 44:34
  on
• 44:34
  and
• 44:35
  we've
• 44:35
  surpassed
• 44:36
  that
• 44:36
  by
• 44:37
  nearly
• 44:37
  40.
• 44:38
  So
• 44:39
  have
• 44:40
  realistic
• 44:40
  goals
• 44:41
  in
• 44:41
  mind
• 44:41
  to
• 44:42
  keep
• 44:42
  your
• 44:42
  focus.
• 44:43
  So
• 44:43
  if
• 44:43
  you
• 44:44
  are
• 44:44
  spending
• 44:44
  a
• 44:44
  lot
• 44:44
  of
• 44:44
  money
• 44:45
  on
• 44:46
  money
• 44:46
  on
• 44:46
  fairs,
• 44:47
  you
• 44:47
  can
• 44:48
  keep
• 44:48
  focus
• 44:49
  and
• 44:49
  just
• 44:50
  think,
• 44:50
  right,
• 44:50
  is
• 44:50
  this
• 44:51
  working?
• 44:51
  Is
• 44:51
  this
• 44:51
  worthwhile
• 44:52
  to
• 44:52
  do?
• 44:54
  And
• 44:54
  then
• 44:54
  you
• 44:54
  can
• 44:54
  just
• 44:55
  adjust
• 44:55
  your
• 44:56
  strategy
• 44:57
  instead
• 44:57
  of.
• 44:57
  We
• 44:58
  know
• 44:58
  some
• 44:58
  suppliers
• 44:58
  that
• 44:59
  I
• 44:59
  don't
• 44:59
  think
• 45:00
  really
• 45:00
  have
• 45:00
  goals
• 45:00
  or
• 45:01
  just
• 45:01
  know
• 45:01
  that
• 45:01
  it's
• 45:02
  worked
• 45:02
  before.
• 45:02
  So
• 45:02
  they
• 45:03
  just
• 45:03
  do
• 45:03
  it.
• 45:03
  Yeah.
• 45:04
  And
• 45:04
  just
• 45:04
  keep
• 45:04
  doing
• 45:05
  the
• 45:05
  same
• 45:05
  thing
• 45:06
  over
• 45:06
  and
• 45:07
  over
• 45:07
  again.
• 45:07
  It's
• 45:07
  like
• 45:07
  with
• 45:08
  our
• 45:08
  setups
• 45:08
  at
• 45:08
  fairs,
• 45:09
  we
• 45:09
  never
• 45:10
  take
• 45:10
  the
• 45:11
  same
• 45:11
  setup
• 45:11
  to
• 45:12
  affair
• 45:13
  at
• 45:13
  all.
• 45:14
  It
• 45:14
  will
• 45:14
  be
• 45:14
  different
• 45:15
  week
• 45:15
  in,
• 45:15
  week
• 45:15
  out.
• 45:16
  So,
• 45:16
  for
• 45:16
  example,
• 45:17
  next
• 45:17
  week
• 45:18
  again
• 45:18
  we've
• 45:19
  got
• 45:19
  three
• 45:19
  fairs
• 45:19
  on
• 45:19
  next
• 45:20
  weekend.
• 45:21
  One
• 45:21
  more
• 45:21
  fair,
• 45:21
  it's
• 45:22
  just
• 45:22
  going
• 45:22
  to
• 45:22
  be
• 45:22
  a
• 45:22
  table
• 45:22
  set
• 45:23
  up.
• 45:23
  One
• 45:24
  fair
• 45:24
  there
• 45:25
  is
• 45:25
  going
• 45:25
  to
• 45:25
  be
• 45:26
  one
• 45:26
  of
• 45:27
  the
• 45:27
  golf
• 45:27
  courses
• 45:28
  there
• 45:29
  and
• 45:29
  another
• 45:30
  fair,
• 45:30
  there's
• 45:30
  going
• 45:30
  to
• 45:30
  be
• 45:31
  a
• 45:31
  mixture
• 45:31
  of
• 45:31
  stuff
• 45:32
  there.
• 45:32
  And
• 45:33
  again
• 45:33
  it's
• 45:34
  just
• 45:34
  again
• 45:35
  about
• 45:35
  doing
• 45:35
  things
• 45:35
  differently
• 45:36
  all
• 45:36
  the
• 45:36
  time.
• 45:36
  Just
• 45:37
  don't,
• 45:37
  don't
• 45:38
  be
• 45:38
  predictable,
• 45:39
  don't
• 45:39
  be.
• 45:40
  I
• 45:41
  don't
• 45:41
  know,
• 45:41
  I
• 45:41
  feel
• 45:41
  a
• 45:41
  bit
• 45:41
  routine,
• 45:42
  boring.
• 45:42
  But
• 45:43
  yeah,
• 45:43
  just
• 45:43
  try,
• 45:44
  just
• 45:44
  try.
• 45:44
  Spice
• 45:45
  things
• 45:45
  up
• 45:45
  a
• 45:45
  bit.
• 45:46
  Like
• 45:46
  with
• 45:47
  our,
• 45:47
  like
• 45:47
  we,
• 45:47
  we
• 45:48
  had
• 45:48
  customers
• 45:48
  playing
• 45:49
  games
• 45:49
  yesterday,
• 45:50
  we
• 45:50
  only
• 45:50
  took
• 45:51
  three
• 45:51
  games
• 45:51
  with
• 45:51
  us.
• 45:52
  But
• 45:52
  just
• 45:52
  taking
• 45:53
  those
• 45:53
  particular
• 45:53
  games
• 45:54
  allowed
• 45:54
  customers
• 45:55
  to
• 45:55
  play.
• 45:56
  So
• 45:57
  again,
• 45:58
  it
• 45:58
  worked.
• 45:59
  And
• 45:59
  it's
• 45:59
  just
• 45:59
  about
• 45:59
  trying
• 46:00
  things
• 46:00
  differently.
• 46:00
  Yeah.
• 46:01
  And
• 46:01
  keep
• 46:01
  on
• 46:01
  improving
• 46:02
  every,
• 46:02
  all
• 46:02
  the
• 46:02
  time.
• 46:03
  Trying
• 46:03
  to
• 46:03
  make
• 46:03
  everything
• 46:03
  1%
• 46:04
  better.
• 46:04
  Even
• 46:04
  if
• 46:04
  wedding
• 46:05
  fairs
• 46:05
  are
• 46:05
  working
• 46:05
  for
• 46:05
  you,
• 46:05
  trying
• 46:06
  to
• 46:06
  make
• 46:06
  yourself
• 46:07
  even
• 46:07
  better.
• 46:07
  So
• 46:07
  it
• 46:08
  works
• 46:08
  even
• 46:08
  better.
• 46:08
  How's
• 46:09
  2026
• 46:10
  looking
• 46:10
  in
• 46:10
  terms
• 46:10
  of
• 46:10
  bookings
• 46:11
  right
• 46:11
  now?
• 46:12
  I
• 46:12
  think
• 46:12
  you've
• 46:12
  been
• 46:12
  doing
• 46:13
  admin.
• 46:13
  Not
• 46:13
  me,
• 46:14
  but
• 46:14
  I'm
• 46:14
  not
• 46:14
  a
• 46:15
  numbers
• 46:15
  person.
• 46:16
  That's
• 46:17
  what
• 46:17
  I
• 46:17
  think
• 46:17
  works
• 46:17
  so
• 46:18
  well
• 46:18
  for
• 46:18
  us,
• 46:19
  is
• 46:19
  because
• 46:20
  what
• 46:20
  my
• 46:20
  flaws
• 46:21
  are,
• 46:21
  are
• 46:22
  your
• 46:22
  strengths.
• 46:22
  I'm
• 46:23
  very
• 46:23
  statistical
• 46:24
  and
• 46:24
  I
• 46:24
  know
• 46:24
  it's
• 46:24
  hard
• 46:25
  if
• 46:25
  you
• 46:26
  work
• 46:26
  on
• 46:26
  it
• 46:26
  Just
• 46:26
  your
• 46:26
  own,
• 46:27
  because
• 46:27
  you
• 46:27
  have
• 46:28
  no
• 46:28
  choice
• 46:28
  but
• 46:28
  then
• 46:28
  to
• 46:29
  do
• 46:29
  everything
• 46:29
  on
• 46:29
  your
• 46:29
  own,
• 46:29
  dear.
• 46:30
  But
• 46:30
  I
• 46:30
  think
• 46:31
  we've
• 46:31
  got
• 46:31
  probably
• 46:31
  about
• 46:32
  90,
• 46:32
  which
• 46:33
  is.
• 46:33
  It
• 46:33
  shocked
• 46:34
  us
• 46:34
  because
• 46:35
  for
• 46:35
  the
• 46:36
  last
• 46:36
  two
• 46:36
  years
• 46:36
  we've
• 46:36
  took
• 46:37
  50%
• 46:37
  of
• 46:37
  our
• 46:38
  booking
• 46:38
  for
• 46:38
  that
• 46:38
  year
• 46:39
  from
• 46:39
  January
• 46:39
  to
• 46:39
  March,
• 46:40
  and
• 46:40
  we've
• 46:40
  already
• 46:41
  got
• 46:41
  Saturdays
• 46:42
  that
• 46:42
  we're
• 46:42
  closing.
• 46:43
  Multiple
• 46:44
  Saturdays,
• 46:44
  not
• 46:44
  just
• 46:45
  one,
• 46:45
  the
• 46:45
  odd
• 46:45
  one.
• 46:46
  So
• 46:46
  it
• 46:46
  is
• 46:46
  shocked
• 46:47
  us
• 46:47
  and
• 46:48
  I'm
• 46:48
  not
• 46:48
  sure
• 46:49
  how
• 46:49
  it's
• 46:49
  going
• 46:50
  to
• 46:50
  then
• 46:50
  pan
• 46:50
  out.
• 46:51
  I
• 46:51
  think
• 46:51
  you
• 46:51
  can't
• 46:52
  get
• 46:52
  stagnated.
• 46:53
  I
• 46:53
  think
• 46:53
  you
• 46:53
  have
• 46:54
  to
• 46:54
  keep
• 46:54
  learning
• 46:54
  and
• 46:55
  adapting.
• 46:55
  So
• 46:56
  it
• 46:56
  has
• 46:56
  made
• 46:56
  me
• 46:56
  a
• 46:56
  bit
• 46:57
  worried
• 46:57
  for
• 46:57
  that
• 46:57
  period
• 46:59
  because
• 46:59
  if
• 46:59
  we've
• 46:59
  already
• 46:59
  got
• 47:00
  so
• 47:00
  many
• 47:00
  closed
• 47:00
  dates
• 47:01
  and
• 47:01
  we're.
• 47:01
  How
• 47:02
  many?
• 47:02
  Four
• 47:03
  months
• 47:03
  till
• 47:03
  January.
• 47:04
  Yeah.
• 47:05
  In
• 47:05
  January
• 47:06
  2024
• 47:06
  to
• 47:07
  April
• 47:07
  2024,
• 47:08
  we
• 47:08
  took
• 47:08
  73,
• 47:10
  2024
• 47:11
  alone.
• 47:13
  So
• 47:13
  when
• 47:13
  you
• 47:13
  think
• 47:13
  about
• 47:14
  in
• 47:14
  2024,
• 47:15
  we
• 47:15
  did
• 47:15
  121
• 47:16
  bookings
• 47:16
  across
• 47:16
  the
• 47:16
  board.
• 47:17
  73
• 47:17
  of
• 47:17
  them
• 47:17
  were
• 47:18
  taken
• 47:19
  between
• 47:19
  January
• 47:20
  and
• 47:20
  April.
• 47:21
  So,
• 47:22
  yes,
• 47:22
  again,
• 47:23
  another
• 47:23
  point
• 47:23
  to
• 47:23
  show
• 47:23
  that
• 47:24
  the
• 47:24
  fairs
• 47:24
  do
• 47:24
  work,
• 47:25
  because
• 47:25
  at
• 47:26
  that
• 47:26
  point
• 47:26
  as
• 47:26
  well
• 47:27
  on
• 47:27
  social
• 47:27
  media,
• 47:27
  we
• 47:28
  were
• 47:28
  nowhere
• 47:28
  in
• 47:28
  a
• 47:28
  position
• 47:28
  as
• 47:29
  to
• 47:29
  what
• 47:29
  Tara's
• 47:30
  put
• 47:30
  us
• 47:31
  in
• 47:31
  now.
• 47:31
  But,
• 47:32
  yeah,
• 47:32
  for
• 47:32
  2026
• 47:33
  we
• 47:34
  are.
• 47:35
  Last
• 47:35
  time
• 47:35
  I
• 47:36
  looked
• 47:36
  at,
• 47:37
  unfortunately,
• 47:37
  I
• 47:38
  can't
• 47:38
  do
• 47:38
  a
• 47:38
  lot
• 47:38
  of
• 47:38
  looking
• 47:39
  when
• 47:39
  I'm
• 47:39
  sat
• 47:40
  behind
• 47:40
  a
• 47:41
  transit
• 47:41
  van
• 47:41
  wheel
• 47:42
  for
• 47:42
  most
• 47:42
  of
• 47:42
  the
• 47:43
  weekend.
• 47:44
  We
• 47:44
  are,
• 47:44
  we
• 47:45
  are
• 47:45
  looking
• 47:45
  at
• 47:45
  90
• 47:46
  plus
• 47:46
  bookings
• 47:46
  for
• 47:47
  2026.
• 47:47
  And
• 47:48
  as
• 47:48
  Tara
• 47:48
  said,
• 47:48
  we
• 47:48
  have
• 47:49
  closed
• 47:51
  several
• 47:51
  Saturdays
• 47:52
  off
• 47:52
  already
• 47:53
  now
• 47:53
  for
• 47:53
  2026.
• 47:54
  And
• 47:55
  to
• 47:56
  say
• 47:56
  that
• 47:56
  we've
• 47:56
  not
• 47:56
  even
• 47:57
  done
• 47:57
  this
• 47:57
  part
• 47:57
  of
• 47:58
  the
• 47:58
  wedding
• 47:58
  fair
• 47:58
  season
• 47:59
  and
• 47:59
  got
• 48:00
  into
• 48:00
  January
• 48:00
  2026
• 48:02
  yet
• 48:03
  we
• 48:03
  are
• 48:03
  anticipating
• 48:04
  that
• 48:04
  next
• 48:04
  year
• 48:04
  is
• 48:05
  going
• 48:05
  to
• 48:05
  be
• 48:05
  a
• 48:05
  very,
• 48:05
  very,
• 48:05
  very
• 48:06
  busy
• 48:06
  year.
• 48:07
  Yeah,
• 48:07
  but
• 48:08
  what
• 48:08
  great
• 48:08
  problems
• 48:08
  to
• 48:09
  have.
• 48:09
  I
• 48:09
  mean,
• 48:09
  so
• 48:09
  many
• 48:10
  conversations
• 48:10
  I'm
• 48:10
  having
• 48:11
  with
• 48:11
  people.
• 48:11
  Are
• 48:11
  we
• 48:12
  not
• 48:12
  getting
• 48:12
  the
• 48:12
  dates
• 48:12
  in
• 48:13
  for
• 48:13
  next
• 48:13
  year?
• 48:13
  And
• 48:13
  so
• 48:14
  the
• 48:14
  fact
• 48:14
  that
• 48:14
  you
• 48:14
  can
• 48:14
  close
• 48:15
  bookings
• 48:15
  early,
• 48:16
  yes,
• 48:16
  it
• 48:16
  comes
• 48:17
  with
• 48:17
  its
• 48:17
  own
• 48:17
  set
• 48:17
  of
• 48:18
  challenges.
• 48:18
  And
• 48:19
  yes,
• 48:19
  I
• 48:19
  know
• 48:19
  that
• 48:19
  for
• 48:20
  2026,
• 48:21
  that's
• 48:21
  why
• 48:22
  we're
• 48:22
  looking
• 48:22
  at
• 48:22
  things
• 48:23
  like
• 48:23
  automation,
• 48:24
  making
• 48:24
  sure
• 48:24
  that
• 48:24
  you've
• 48:25
  got
• 48:25
  less
• 48:25
  admin
• 48:25
  to
• 48:25
  do,
• 48:26
  looking
• 48:26
  at
• 48:26
  how
• 48:26
  you
• 48:26
  can
• 48:27
  have
• 48:27
  other
• 48:27
  people
• 48:28
  working
• 48:28
  in
• 48:28
  the
• 48:28
  business
• 48:29
  taking
• 48:29
  some
• 48:29
  of
• 48:29
  that
• 48:30
  work
• 48:30
  off
• 48:30
  you,
• 48:30
  and
• 48:30
  how
• 48:30
  we
• 48:31
  can
• 48:31
  improve
• 48:31
  your
• 48:31
  website
• 48:32
  and
• 48:32
  your
• 48:32
  social
• 48:32
  media
• 48:33
  so
• 48:33
  that
• 48:33
  you
• 48:33
  can
• 48:34
  lessen
• 48:34
  the
• 48:35
  amount
• 48:35
  of
• 48:35
  wedding
• 48:35
  fairs
• 48:36
  that
• 48:36
  you
• 48:36
  go
• 48:36
  to
• 48:36
  as
• 48:37
  part
• 48:37
  of
• 48:37
  your
• 48:37
  strategy.
• 48:37
  But
• 48:38
  that's
• 48:38
  all
• 48:38
  part
• 48:38
  of
• 48:39
  how
• 48:39
  we
• 48:39
  learn,
• 48:39
  how
• 48:40
  we
• 48:40
  evolve
• 48:40
  and
• 48:40
  how
• 48:40
  you
• 48:41
  grow
• 48:41
  the
• 48:41
  business.
• 48:41
  But
• 48:42
  I
• 48:42
  think
• 48:42
  you
• 48:43
  should
• 48:43
  take
• 48:43
  a
• 48:43
  moment
• 48:43
  to
• 48:44
  just
• 48:44
  sit
• 48:44
  back
• 48:44
  in
• 48:45
  that
• 48:45
  fact
• 48:45
  and
• 48:45
  go,
• 48:46
  actually,
• 48:46
  we're
• 48:47
  really
• 48:47
  smashing
• 48:47
  this
• 48:47
  because
• 48:48
  if
• 48:48
  we've
• 48:48
  got
• 48:48
  90
• 48:48
  weddings
• 48:49
  already
• 48:49
  booked
• 48:49
  for
• 48:49
  next
• 48:50
  year
• 48:50
  and
• 48:50
  we've
• 48:50
  not
• 48:51
  got
• 48:51
  into
• 48:51
  wedding
• 48:51
  show
• 48:51
  season,
• 48:52
  what
• 48:52
  a
• 48:52
  privileged
• 48:53
  position
• 48:53
  that
• 48:54
  is
• 48:54
  to
• 48:54
  be
• 48:54
  in.
• 48:55
  And
• 48:55
  a
• 48:55
  testament
• 48:56
  to
• 48:56
  all
• 48:56
  the
• 48:56
  hard
• 48:56
  work
• 48:57
  you've
• 48:57
  done
• 48:57
  so
• 48:57
  far
• 48:58
  and
• 48:58
  the
• 48:58
  fact
• 48:58
  that
• 48:59
  you're
• 48:59
  already
• 48:59
  thinking
• 48:59
  forward.
• 49:00
  And
• 49:00
  that's
• 49:01
  why
• 49:01
  we've
• 49:01
  worked
• 49:01
  together
• 49:01
  to
• 49:02
  think,
• 49:02
  okay,
• 49:03
  we
• 49:03
  can
• 49:03
  see
• 49:03
  this
• 49:03
  is
• 49:04
  coming.
• 49:04
  How
• 49:04
  are
• 49:05
  we
• 49:05
  going
• 49:05
  to
• 49:05
  make
• 49:05
  sure
• 49:05
  we
• 49:05
  get
• 49:06
  ahead
• 49:06
  of
• 49:06
  that
• 49:06
  problem
• 49:07
  and
• 49:07
  keep
• 49:07
  giving
• 49:08
  our
• 49:08
  customers
• 49:09
  great
• 49:09
  customer
• 49:10
  service?
• 49:10
  It's
• 49:11
  been
• 49:11
  such
• 49:11
  a
• 49:11
  pleasure
• 49:11
  to
• 49:12
  talk
• 49:12
  with
• 49:12
  you
• 49:12
  both.
• 49:13
  I
• 49:13
  love
• 49:13
  chatting
• 49:14
  about
• 49:14
  people
• 49:14
  who
• 49:14
  are
• 49:14
  right
• 49:15
  in
• 49:15
  the
• 49:15
  thick
• 49:15
  of
• 49:15
  business.
• 49:16
  Where
• 49:17
  can
• 49:17
  people
• 49:17
  find
• 49:17
  you
• 49:17
  if
• 49:18
  they
• 49:18
  want
• 49:18
  to
• 49:18
  find
• 49:18
  out
• 49:18
  more
• 49:19
  about
• 49:19
  what
• 49:19
  you
• 49:19
  have
• 49:19
  to
• 49:20
  offer
• 49:20
  or
• 49:20
  chat
• 49:20
  to
• 49:21
  you
• 49:21
  or
• 49:21
  even
• 49:21
  get
• 49:21
  your
• 49:21
  advice
• 49:22
  about
• 49:22
  whether
• 49:22
  or
• 49:22
  not
• 49:22
  they
• 49:23
  should
• 49:23
  work
• 49:23
  with
• 49:23
  me
• 49:24
  or
• 49:24
  join
• 49:24
  the
• 49:24
  members
• 49:24
  ads?
• 49:25
  Where
• 49:25
  are
• 49:25
  the
• 49:25
  best
• 49:25
  places
• 49:25
  for
• 49:25
  them
• 49:25
  to
• 49:26
  find
• 49:26
  you?
• 49:26
  And
• 49:27
  probably
• 49:27
  most
• 49:27
  active
• 49:28
  it's
• 49:28
  on
• 49:29
  Instagram,
• 49:29
  but
• 49:30
  at
• 49:30
  Just
• 49:30
  youf
• 49:30
  Pro
• 49:30
  Yard
• 49:31
  occasion.
• 49:32
  Fantastic.
• 49:32
  Well,
• 49:32
  I'll
• 49:33
  make
• 49:33
  sure
• 49:33
  I
• 49:33
  put
• 49:33
  all
• 49:33
  of
• 49:34
  your
• 49:34
  links
• 49:34
  in
• 49:34
  the
• 49:34
  show
• 49:35
  notes.
• 49:35
  If
• 49:35
  you're
• 49:35
  listening
• 49:35
  to
• 49:36
  this
• 49:36
  and
• 49:36
  you're
• 49:36
  inspired
• 49:36
  by
• 49:37
  what
• 49:37
  Adam
• 49:37
  and
• 49:37
  Tara
• 49:37
  have
• 49:38
  to
• 49:38
  say
• 49:38
  or
• 49:38
  you
• 49:38
  want
• 49:39
  to
• 49:39
  just
• 49:39
  find
• 49:39
  out
• 49:39
  more
• 49:39
  about
• 49:39
  their
• 49:40
  business,
• 49:40
  do
• 49:40
  go
• 49:41
  over,
• 49:41
  follow
• 49:41
  them
• 49:41
  on
• 49:42
  Instagram,
• 49:42
  drop
• 49:43
  them
• 49:43
  a
• 49:43
  message
• 49:43
  and
• 49:43
  I'm
• 49:44
  sure
• 49:44
  they
• 49:44
  would
• 49:44
  love
• 49:44
  to
• 49:45
  hear
• 49:45
  from
• 49:45
  you.
• 49:45
  Now
• 49:46
  I
• 49:46
  have
• 49:46
  to
• 49:46
  end
• 49:46
  my
• 49:46
  podcast
• 49:47
  with
• 49:47
  the
• 49:47
  question
• 49:47
  I
• 49:48
  always
• 49:48
  end
• 49:48
  every
• 49:48
  podcast
• 49:49
  with.
• 49:49
  And
• 49:49
  Tara,
• 49:50
  as
• 49:50
  a
• 49:50
  listener
• 49:50
  you
• 49:50
  will
• 49:50
  know
• 49:51
  what
• 49:51
  this
• 49:51
  is
• 49:51
  and
• 49:52
  hopefully
• 49:52
  you've
• 49:52
  got
• 49:52
  a
• 49:52
  great
• 49:53
  answer
• 49:53
  for
• 49:53
  it.
• 49:54
  And
• 49:54
  that's
• 49:54
  what's
• 49:55
  one
• 49:55
  thing
• 49:55
  you
• 49:55
  both
• 49:55
  wish
• 49:56
  you'd
• 49:56
  known
• 49:56
  sooner
• 49:57
  in
• 49:58
  business.
• 49:58
  Tara,
• 49:58
  we'll
• 49:59
  start
• 49:59
  with
• 49:59
  you.
• 49:59
  Honestly
• 50:00
  that
• 50:00
  we're
• 50:00
  going
• 50:00
  to
• 50:00
  be
• 50:01
  okay.
• 50:02
  But
• 50:02
  I
• 50:03
  do,
• 50:03
  I
• 50:03
  do
• 50:03
  have
• 50:04
  probably
• 50:04
  a
• 50:04
  bit
• 50:04
  of
• 50:05
  anxiety.
• 50:05
  It's
• 50:06
  not
• 50:06
  diagnosed
• 50:06
  but
• 50:07
  like
• 50:07
  the
• 50:08
  history.
• 50:08
  But
• 50:08
  it
• 50:09
  was
• 50:09
  so
• 50:09
  nerve
• 50:10
  wracking
• 50:10
  something
• 50:11
  new
• 50:11
  that
• 50:11
  we've
• 50:12
  not
• 50:12
  really
• 50:12
  seen
• 50:12
  much
• 50:12
  on
• 50:13
  the
• 50:13
  market.
• 50:14
  We
• 50:14
  just
• 50:14
  didn't
• 50:15
  know
• 50:15
  how
• 50:16
  people
• 50:16
  were
• 50:16
  going
• 50:17
  to
• 50:17
  take
• 50:17
  to
• 50:17
  it.
• 50:17
  Especially
• 50:18
  because
• 50:18
  we
• 50:18
  invested
• 50:19
  money
• 50:19
  and
• 50:20
  time
• 50:20
  like
• 50:21
  it's
• 50:21
  like
• 50:21
  another
• 50:21
  baby
• 50:22
  in
• 50:22
  it
• 50:22
  because
• 50:22
  you
• 50:22
  built
• 50:23
  it.
• 50:23
  You
• 50:23
  physically
• 50:23
  built,
• 50:24
  built
• 50:24
  it
• 50:24
  and
• 50:24
  designed
• 50:25
  it
• 50:25
  with
• 50:25
  your
• 50:25
  hands.
• 50:26
  Like
• 50:26
  we've
• 50:26
  got
• 50:26
  a
• 50:26
  little
• 50:26
  sketchbook
• 50:27
  that
• 50:27
  we
• 50:27
  drew,
• 50:27
  started
• 50:28
  months
• 50:28
  of
• 50:28
  drawing
• 50:30
  and
• 50:30
  just
• 50:30
  take
• 50:30
  a
• 50:31
  leap
• 50:31
  for
• 50:31
  it.
• 50:31
  Like
• 50:32
  we
• 50:32
  know
• 50:32
  sometimes
• 50:33
  suppliers,
• 50:34
  they're
• 50:34
  a
• 50:34
  bit
• 50:34
  nervous,
• 50:34
  will
• 50:35
  go
• 50:35
  to
• 50:35
  fairs
• 50:35
  and
• 50:35
  have
• 50:35
  a
• 50:36
  look
• 50:36
  round
• 50:36
  before
• 50:36
  they
• 50:36
  actually
• 50:37
  book
• 50:37
  on.
• 50:37
  But
• 50:38
  from
• 50:38
  day
• 50:38
  one
• 50:38
  we've
• 50:39
  just
• 50:39
  jumped
• 50:39
  in
• 50:40
  feet
• 50:40
  first
• 50:40
  and
• 50:41
  just
• 50:42
  thought
• 50:42
  about
• 50:42
  the
• 50:42
  consequences
• 50:43
  afterwards,
• 50:44
  aren't
• 50:44
  we?
• 50:44
  Yeah.
• 50:44
  So
• 50:45
  like
• 50:45
  with
• 50:45
  a
• 50:45
  holiday
• 50:45
  in
• 50:45
  wedding
• 50:46
  fair
• 50:46
  we
• 50:46
  can
• 50:47
  be
• 50:47
  there
• 50:47
  in
• 50:47
  two
• 50:47
  minutes.
• 50:49
  So
• 50:50
  it
• 50:50
  was
• 50:50
  more
• 50:50
  the
• 50:50
  fact
• 50:50
  of,
• 50:51
  like,
• 50:51
  oh,
• 50:51
  that's
• 50:51
  really
• 50:51
  local.
• 50:52
  We'll
• 50:52
  go
• 50:52
  do
• 50:52
  that
• 50:52
  one.
• 50:53
  It
• 50:53
  wasn't.
• 50:53
  We
• 50:53
  didn't
• 50:54
  do
• 50:54
  any,
• 50:54
  like,
• 50:54
  anything
• 50:55
  research
• 50:55
  into
• 50:56
  it.
• 50:56
  Like,
• 50:56
  we
• 50:56
  didn't
• 50:57
  do
• 50:57
  any
• 50:58
  in
• 50:58
  depth
• 50:59
  for.
• 50:59
  In
• 51:00
  any
• 51:00
  way,
• 51:00
  shape
• 51:00
  or
• 51:01
  form
• 51:01
  into.
• 51:01
  It's
• 51:01
  gone.
• 51:02
  Right,
• 51:02
  that's
• 51:03
  two
• 51:03
  minutes
• 51:03
  up
• 51:03
  road.
• 51:03
  We'll
• 51:04
  go
• 51:04
  do
• 51:04
  that
• 51:04
  one.
• 51:04
  And
• 51:05
  I
• 51:05
  think
• 51:06
  because
• 51:07
  we
• 51:07
  have
• 51:07
  very
• 51:08
  career
• 51:08
  backgrounds,
• 51:10
  no
• 51:10
  one
• 51:10
  we
• 51:11
  knew
• 51:11
  were
• 51:11
  very.
• 51:12
  They
• 51:12
  weren't
• 51:12
  not
• 51:13
  supportive,
• 51:13
  but,
• 51:14
  well,
• 51:14
  I
• 51:14
  can
• 51:14
  say
• 51:15
  they
• 51:15
  weren't
• 51:15
  really
• 51:15
  supportive.
• 51:16
  The
• 51:16
  only
• 51:16
  person.
• 51:17
  There
• 51:17
  were
• 51:17
  only
• 51:18
  one
• 51:18
  person
• 51:18
  we
• 51:18
  knew
• 51:18
  that
• 51:19
  was
• 51:19
  supportive.
• 51:19
  A
• 51:19
  lot
• 51:19
  of
• 51:19
  people,
• 51:20
  like,
• 51:20
  why
• 51:20
  do
• 51:20
  you
• 51:20
  want
• 51:20
  to
• 51:21
  start
• 51:21
  your
• 51:21
  own
• 51:21
  business?
• 51:21
  Business,
• 51:22
  Like,
• 51:22
  a
• 51:22
  lot
• 51:22
  of
• 51:23
  my
• 51:23
  friends
• 51:23
  are
• 51:23
  professionals.
• 51:24
  Like,
• 51:24
  they
• 51:25
  didn't
• 51:25
  really
• 51:25
  understand,
• 51:27
  but
• 51:27
  now
• 51:27
  we've
• 51:28
  had
• 51:28
  that
• 51:28
  experience
• 51:28
  and
• 51:29
  knowledge,
• 51:29
  it's
• 51:30
  been
• 51:30
  very
• 51:30
  worthwhile.
• 51:31
  So
• 51:31
  just
• 51:31
  focus
• 51:32
  on
• 51:32
  what
• 51:32
  you
• 51:32
  want
• 51:33
  and
• 51:33
  what's
• 51:33
  best
• 51:33
  for
• 51:34
  you.
• 51:34
  Yeah,
• 51:34
  absolutely.
• 51:34
  Adam,
• 51:35
  is
• 51:35
  yours
• 51:35
  the
• 51:35
  same?
• 51:35
  What's
• 51:36
  one
• 51:36
  thing
• 51:36
  you
• 51:36
  wish
• 51:36
  you'd
• 51:37
  known
• 51:37
  sooner
• 51:37
  in
• 51:37
  business?
• 51:39
  Me
• 51:39
  being
• 51:39
  a
• 51:40
  teacher,
• 51:41
  ex
• 51:41
  teacher,
• 51:42
  I'm
• 51:42
  quite
• 51:42
  adaptable
• 51:43
  to
• 51:43
  most
• 51:43
  things,
• 51:44
  so
• 51:45
  me
• 51:45
  standing
• 51:46
  and
• 51:46
  talking
• 51:46
  to
• 51:46
  couples
• 51:48
  came
• 51:49
  very,
• 51:49
  very
• 51:49
  natural
• 51:49
  to
• 51:50
  me.
• 51:50
  So
• 51:51
  when
• 51:51
  I
• 51:51
  was
• 51:51
  out
• 51:51
  doing
• 51:51
  fairs
• 51:52
  and
• 51:52
  stuff
• 51:52
  and
• 51:53
  talking
• 51:53
  to
• 51:54
  people,
• 51:54
  customers,
• 51:55
  suppliers,
• 51:56
  that
• 51:57
  was
• 51:57
  all
• 51:57
  quite
• 51:57
  natural.
• 51:57
  I
• 51:58
  think
• 51:58
  the
• 51:58
  main
• 51:58
  thing
• 51:58
  for
• 51:58
  me
• 51:59
  was
• 51:59
  actually
• 51:59
  just
• 52:00
  how
• 52:00
  to
• 52:01
  run
• 52:02
  a
• 52:02
  business
• 52:02
  more
• 52:03
  in
• 52:03
  the
• 52:03
  background.
• 52:04
  I
• 52:04
  think
• 52:04
  that's
• 52:05
  been
• 52:05
  the
• 52:05
  big
• 52:05
  thing
• 52:06
  for
• 52:07
  me
• 52:08
  because
• 52:08
  in
• 52:08
  a
• 52:08
  teaching
• 52:09
  aspect,
• 52:09
  yes,
• 52:10
  I
• 52:10
  was
• 52:10
  managing
• 52:11
  my
• 52:11
  own
• 52:11
  time,
• 52:12
  but
• 52:12
  it
• 52:13
  was
• 52:13
  more.
• 52:14
  It
• 52:14
  was
• 52:14
  still
• 52:15
  more
• 52:15
  regimented.
• 52:16
  Whereas
• 52:17
  now,
• 52:17
  yes,
• 52:17
  I
• 52:18
  am
• 52:18
  managing
• 52:18
  my
• 52:18
  own
• 52:19
  time,
• 52:19
  but
• 52:20
  we're
• 52:20
  managing
• 52:21
  everything.
• 52:22
  And
• 52:22
  I
• 52:23
  think,
• 52:23
  yeah,
• 52:23
  I
• 52:24
  think
• 52:24
  if
• 52:24
  I
• 52:24
  had
• 52:24
  a
• 52:24
  bit
• 52:24
  more
• 52:24
  knowledge
• 52:25
  about
• 52:25
  that
• 52:25
  to
• 52:25
  begin
• 52:26
  with,
• 52:26
  it
• 52:26
  would
• 52:27
  have
• 52:27
  helped
• 52:27
  a
• 52:28
  lot.
• 52:28
  Fantastic.
• 52:29
  Well,
• 52:29
  I
• 52:30
  wish
• 52:30
  you
• 52:30
  guys
• 52:30
  all
• 52:31
  the
• 52:31
  success
• 52:31
  for
• 52:32
  the
• 52:32
  coming
• 52:32
  year.
• 52:33
  I'm
• 52:33
  excited
• 52:33
  to
• 52:33
  continue
• 52:34
  to
• 52:34
  work
• 52:34
  alongside
• 52:35
  you
• 52:35
  and
• 52:35
  to
• 52:35
  see
• 52:36
  what
• 52:36
  2026
• 52:37
  brings.
• 52:37
  I'm
• 52:37
  excited
• 52:38
  for
• 52:38
  you
• 52:38
  to
• 52:39
  get
• 52:39
  this
• 52:39
  CRM
• 52:40
  system
• 52:40
  up
• 52:40
  and
• 52:40
  running
• 52:41
  because
• 52:41
  I
• 52:41
  know
• 52:41
  how
• 52:41
  much
• 52:41
  time
• 52:42
  it's
• 52:42
  going
• 52:42
  to
• 52:42
  save
• 52:42
  you
• 52:43
  all.
• 52:43
  And
• 52:44
  hopefully
• 52:44
  you
• 52:44
  can
• 52:44
  continue
• 52:45
  to
• 52:45
  have
• 52:45
  that
• 52:45
  additional
• 52:46
  time
• 52:46
  with
• 52:47
  your
• 52:47
  kids,
• 52:47
  which
• 52:47
  is
• 52:47
  what
• 52:48
  it
• 52:48
  was
• 52:48
  all
• 52:48
  about
• 52:48
  in
• 52:49
  the
• 52:49
  first
• 52:49
  place.
• 52:49
  Adam,
• 52:50
  Tara,
• 52:50
  thank
• 52:51
  you
• 52:51
  so
• 52:51
  much
• 52:51
  for
• 52:51
  being
• 52:52
  guests
• 52:52
  on
• 52:52
  the
• 52:52
  podcast.
• 52:53
  It's
• 52:53
  been
• 52:53
  great
• 52:53
  to
• 52:53
  chat
• 52:54
  to
• 52:54
  you.
• 52:54
  Thank
• 52:55
  you
• 52:55
  for
• 52:55
  having
• 52:55
  us.
• 52:56
  What
• 52:56
  a
• 52:56
  fantastic
• 52:57
  conversation.
• 52:57
  I,
• 52:58
  as
• 52:58
  I
• 52:58
  said
• 52:58
  at
• 52:58
  the
• 52:58
  beginning,
• 52:59
  absolutely
• 52:59
  love
• 53:00
  talking
• 53:00
  to
• 53:00
  people
• 53:00
  who
• 53:00
  are
• 53:01
  right
• 53:01
  in
• 53:01
  the
• 53:01
  midst
• 53:01
  of
• 53:02
  their
• 53:02
  business
• 53:02
  and
• 53:02
  can
• 53:02
  share
• 53:03
  their
• 53:03
  honest
• 53:03
  journey,
• 53:04
  share
• 53:04
  what's
• 53:04
  working,
• 53:05
  share
• 53:05
  some
• 53:05
  of
• 53:05
  the
• 53:05
  struggles
• 53:06
  and
• 53:06
  just
• 53:06
  be
• 53:07
  real
• 53:07
  about
• 53:07
  what's
• 53:07
  going
• 53:08
  on.
• 53:08
  And
• 53:08
  what
• 53:08
  I
• 53:08
  love
• 53:09
  about
• 53:09
  both
• 53:09
  Adam
• 53:09
  and
• 53:09
  Tara,
• 53:10
  is
• 53:10
  that
• 53:10
  they're
• 53:11
  focused.
• 53:11
  They
• 53:11
  know
• 53:11
  what
• 53:11
  they
• 53:11
  want,
• 53:12
  and
• 53:12
  they're
• 53:12
  not
• 53:12
  sitting
• 53:12
  back
• 53:13
  and
• 53:13
  waiting
• 53:13
  for
• 53:13
  it
• 53:13
  to
• 53:13
  come
• 53:14
  to
• 53:14
  them.
• 53:14
  They're
• 53:14
  super
• 53:15
  proactive.
• 53:15
  They're
• 53:15
  getting
• 53:16
  out
• 53:16
  there.
• 53:16
  They're
• 53:17
  doing
• 53:17
  crazy
• 53:17
  amounts
• 53:17
  of
• 53:18
  wedding
• 53:18
  fairs,
• 53:18
  but
• 53:19
  it's
• 53:19
  working,
• 53:19
  and
• 53:20
  the
• 53:20
  numbers
• 53:20
  prove
• 53:21
  it.
• 53:21
  I
• 53:21
  hope
• 53:21
  you've
• 53:21
  been
• 53:22
  inspired
• 53:22
  by
• 53:22
  today's
• 53:23
  episode,
• 53:23
  and
• 53:23
  I'll
• 53:23
  see
• 53:23
  you
• 53:24
  next
• 53:24
  time.