Latest / Wedding Pros who are ready to grow - with Becca Pountney / Booked and Busy - How to increase your conversion rate with Simon Clarke

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Booked and Busy - How to increase your conversion rate with Simon Clarke · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  And
• 0:01
  I
• 0:01
  think
• 0:01
  responsiveness.
• 0:02
  So
• 0:03
  getting
• 0:03
  back
• 0:03
  to
• 0:03
  them
• 0:03
  quickly
• 0:04
  is
• 0:04
  key.
• 0:05
  Getting
• 0:05
  back
• 0:06
  to
• 0:06
  them
• 0:06
  with
• 0:06
  the
• 0:06
  relevant
• 0:07
  information
• 0:08
  also
• 0:08
  helps.
• 0:09
  So
• 0:09
  don't
• 0:09
  write
• 0:10
  them
• 0:10
  a
• 0:10
  huge
• 0:10
  email,
• 0:11
  don't
• 0:11
  send
• 0:12
  them
• 0:12
  loads
• 0:12
  of
• 0:12
  links.
• 0:14
  I'm
• 0:14
  Becca
• 0:15
  Poutney,
• 0:15
  wedding
• 0:15
  business
• 0:16
  marketing
• 0:16
  expert,
• 0:17
  speaker
• 0:17
  and
• 0:17
  blogger
• 0:18
  and
• 0:18
  you're
• 0:18
  listening
• 0:18
  to
• 0:18
  the
• 0:19
  Wedding
• 0:19
  Pros
• 0:19
  who
• 0:19
  Are
• 0:20
  Ready
• 0:20
  to
• 0:20
  Grow
• 0:20
  podcast.
• 0:22
  I'm
• 0:22
  here
• 0:22
  to
• 0:22
  share
• 0:22
  with
• 0:23
  you
• 0:23
  actionable
• 0:23
  tips,
• 0:24
  strategies
• 0:24
  and
• 0:25
  real
• 0:25
  life
• 0:25
  examples
• 0:26
  to
• 0:26
  help
• 0:26
  you
• 0:26
  take
• 0:27
  your
• 0:27
  wedding
• 0:27
  business
• 0:27
  to
• 0:27
  the
• 0:28
  next
• 0:28
  level.
• 0:28
  If
• 0:29
  you
• 0:29
  are
• 0:29
  an
• 0:29
  ambitious
• 0:30
  wedding
• 0:30
  business
• 0:30
  owner
• 0:31
  that
• 0:31
  wants
• 0:31
  a
• 0:32
  take
• 0:32
  your
• 0:32
  passion
• 0:32
  and
• 0:32
  use
• 0:33
  it
• 0:33
  to
• 0:33
  build
• 0:33
  a
• 0:33
  profitable,
• 0:34
  sustainable
• 0:35
  business
• 0:35
  doing
• 0:35
  what
• 0:36
  you
• 0:36
  love,
• 0:36
  then
• 0:36
  you're
• 0:37
  in
• 0:37
  the
• 0:37
  right
• 0:37
  place.
• 0:38
  Let's
• 0:38
  get
• 0:38
  going
• 0:38
  with
• 0:39
  today's
• 0:39
  episode.
• 0:40
  Today
• 0:40
  I'm
• 0:41
  chatting
• 0:41
  with
• 0:41
  Simon
• 0:42
  from
• 0:42
  Hampshire
• 0:42
  event
• 0:43
  DJs.
• 0:43
  With
• 0:44
  a
• 0:44
  30
• 0:44
  year
• 0:44
  background
• 0:45
  in
• 0:45
  radio
• 0:45
  and
• 0:45
  having
• 0:46
  DJed
• 0:46
  the
• 0:46
  club
• 0:46
  circuit
• 0:47
  in
• 0:47
  Birmingham,
• 0:47
  he
• 0:48
  now
• 0:48
  runs
• 0:48
  an
• 0:48
  entertainment
• 0:49
  brand
• 0:49
  consisting
• 0:50
  of
• 0:50
  14
• 0:50
  DJs
• 0:51
  working
• 0:51
  events
• 0:52
  across
• 0:52
  the
• 0:52
  South.
• 0:53
  And
• 0:53
  more
• 0:53
  recently,
• 0:53
  he's
• 0:54
  entered
• 0:54
  the
• 0:54
  world
• 0:54
  of
• 0:55
  technology
• 0:56
  with
• 0:56
  our
• 0:56
  shared
• 0:57
  radio
• 0:57
  background.
• 0:57
  I've
• 0:58
  wanted
• 0:58
  to
• 0:58
  get
• 0:58
  Simon
• 0:58
  on
• 0:59
  the
• 0:59
  podcast
• 0:59
  for
• 0:59
  ages,
• 1:00
  so
• 1:00
  I'm
• 1:00
  glad
• 1:00
  today
• 1:01
  we're
• 1:01
  finally
• 1:01
  making
• 1:02
  it
• 1:02
  happen.
• 1:02
  So
• 1:03
  Simon,
• 1:03
  welcome
• 1:03
  to
• 1:04
  the
• 1:04
  podcast.
• 1:04
  Hi.
• 1:04
  It's
• 1:05
  so
• 1:05
  good
• 1:05
  to
• 1:05
  have
• 1:05
  you
• 1:06
  here.
• 1:06
  We
• 1:06
  have
• 1:06
  been
• 1:06
  talking
• 1:06
  about
• 1:07
  doing
• 1:07
  this
• 1:07
  for
• 1:07
  far
• 1:08
  too
• 1:08
  long,
• 1:08
  but
• 1:08
  we
• 1:09
  finally
• 1:09
  managed
• 1:09
  to
• 1:10
  coordinate
• 1:10
  and
• 1:10
  you
• 1:10
  are
• 1:11
  finally
• 1:11
  here.
• 1:12
  So
• 1:12
  we're
• 1:12
  going
• 1:12
  to
• 1:12
  start
• 1:13
  by
• 1:13
  going
• 1:13
  right
• 1:13
  back
• 1:14
  to
• 1:14
  the
• 1:14
  beginning
• 1:14
  of
• 1:14
  your
• 1:14
  career
• 1:15
  because
• 1:16
  we
• 1:16
  have
• 1:16
  this
• 1:16
  shared
• 1:17
  thing
• 1:17
  that
• 1:17
  we've
• 1:18
  both
• 1:18
  worked
• 1:18
  in
• 1:18
  radio,
• 1:19
  we've
• 1:19
  both
• 1:19
  worked
• 1:19
  for
• 1:20
  the
• 1:20
  same
• 1:20
  radio
• 1:20
  brand,
• 1:20
  global
• 1:21
  radio,
• 1:21
  and
• 1:22
  I
• 1:22
  think
• 1:22
  there's
• 1:22
  lots
• 1:22
  that
• 1:22
  we
• 1:23
  can
• 1:23
  learn
• 1:23
  from
• 1:23
  that.
• 1:24
  So
• 1:24
  when
• 1:24
  you
• 1:25
  finish
• 1:25
  school,
• 1:25
  did
• 1:25
  you
• 1:26
  always
• 1:26
  want
• 1:26
  to
• 1:26
  be
• 1:27
  a
• 1:27
  radio
• 1:27
  DJ
• 1:28
  or
• 1:28
  work
• 1:28
  in
• 1:28
  radio
• 1:29
  or
• 1:29
  was
• 1:29
  DJing
• 1:30
  events
• 1:31
  what
• 1:31
  you
• 1:31
  wanted
• 1:31
  to
• 1:31
  be
• 1:31
  doing?
• 1:31
  So
• 1:32
  my,
• 1:32
  my
• 1:32
  desire
• 1:33
  was
• 1:33
  radio
• 1:33
  production.
• 1:34
  I
• 1:34
  always
• 1:34
  wanted
• 1:35
  to
• 1:35
  be
• 1:35
  off
• 1:35
  the
• 1:35
  air
• 1:35
  working
• 1:36
  behind
• 1:36
  the
• 1:36
  scenes
• 1:37
  and
• 1:37
  unfortunately
• 1:37
  in
• 1:38
  commercial
• 1:38
  radio
• 1:38
  where
• 1:39
  I
• 1:39
  was
• 1:39
  in
• 1:39
  Northampton,
• 1:40
  there
• 1:40
  weren't
• 1:40
  a
• 1:40
  lot
• 1:40
  of
• 1:40
  behind
• 1:40
  the
• 1:41
  scenes
• 1:41
  jobs.
• 1:42
  So
• 1:42
  I
• 1:43
  ended
• 1:43
  up
• 1:44
  finishing
• 1:44
  my
• 1:45
  college
• 1:45
  course
• 1:46
  and
• 1:47
  I
• 1:47
  had
• 1:47
  an
• 1:47
  opportunity
• 1:48
  to
• 1:48
  go
• 1:48
  to
• 1:48
  uni
• 1:49
  or
• 1:49
  I
• 1:49
  had
• 1:49
  an
• 1:49
  opportunity
• 1:49
  to
• 1:49
  hang
• 1:50
  around
• 1:50
  the
• 1:50
  local
• 1:50
  radio
• 1:50
  station
• 1:51
  over
• 1:51
  the
• 1:51
  summer
• 1:51
  and
• 1:51
  do
• 1:52
  all
• 1:52
  the
• 1:52
  rubbish
• 1:52
  jobs.
• 1:53
  So
• 1:53
  I
• 1:53
  did
• 1:53
  that
• 1:53
  and
• 1:54
  I'd
• 1:54
  only
• 1:54
  been
• 1:54
  there
• 1:54
  a
• 1:55
  couple
• 1:55
  of
• 1:55
  weeks
• 1:55
  when
• 1:55
  the
• 1:56
  boss
• 1:56
  said
• 1:56
  to
• 1:56
  me
• 1:56
  we
• 1:57
  need
• 1:57
  someone
• 1:57
  to
• 1:57
  do
• 1:57
  the
• 1:57
  overnight
• 1:58
  this
• 1:58
  weekend.
• 1:59
  It's
• 1:59
  one
• 1:59
  till
• 1:59
  six
• 2:00
  in
• 2:00
  the
• 2:00
  morning,
• 2:00
  do
• 2:00
  you
• 2:00
  want
• 2:00
  to
• 2:01
  have
• 2:01
  a
• 2:01
  go?
• 2:01
  So,
• 2:01
  so
• 2:01
  I
• 2:01
  did
• 2:02
  and
• 2:02
  then
• 2:02
  they
• 2:02
  had
• 2:02
  me
• 2:02
  back
• 2:03
  the
• 2:03
  next
• 2:03
  week
• 2:03
  and
• 2:03
  then
• 2:04
  had
• 2:04
  me
• 2:04
  back
• 2:04
  the
• 2:04
  next
• 2:04
  week
• 2:04
  and
• 2:05
  the
• 2:05
  group
• 2:05
  of
• 2:05
  radio
• 2:05
  stations
• 2:06
  I
• 2:06
  was
• 2:06
  working
• 2:06
  for
• 2:06
  actually
• 2:06
  had
• 2:07
  Six
• 2:07
  different
• 2:07
  stations
• 2:07
  around
• 2:08
  the
• 2:08
  country.
• 2:09
  So
• 2:09
  there
• 2:09
  was
• 2:10
  a
• 2:10
  lot
• 2:10
  of
• 2:10
  holiday
• 2:10
  cover
• 2:11
  to
• 2:11
  do
• 2:11
  during
• 2:11
  the
• 2:11
  summer.
• 2:12
  And
• 2:12
  they
• 2:12
  got
• 2:12
  to
• 2:12
  the
• 2:12
  point
• 2:13
  where
• 2:13
  the
• 2:13
  bloke
• 2:13
  who
• 2:13
  normally
• 2:14
  did
• 2:14
  through
• 2:14
  the
• 2:14
  night
• 2:14
  was
• 2:15
  doing
• 2:15
  Driving
• 2:16
  Gloucester
• 2:17
  and
• 2:17
  they
• 2:17
  needed
• 2:17
  someone
• 2:18
  else
• 2:18
  to
• 2:18
  do
• 2:18
  some
• 2:18
  cover.
• 2:19
  And
• 2:19
  they
• 2:19
  obviously
• 2:19
  thought
• 2:19
  I
• 2:19
  was
• 2:20
  okay
• 2:20
  because
• 2:20
  then
• 2:20
  asked
• 2:20
  me
• 2:21
  if
• 2:21
  I'd
• 2:21
  go
• 2:21
  and
• 2:21
  do
• 2:22
  mid
• 2:22
  morning
• 2:23
  somewhere
• 2:23
  else.
• 2:23
  And
• 2:24
  such
• 2:25
  was
• 2:25
  the
• 2:25
  way
• 2:25
  back
• 2:25
  then
• 2:26
  in
• 2:26
  the
• 2:26
  industry.
• 2:27
  The
• 2:27
  more
• 2:27
  you
• 2:27
  said
• 2:28
  yes
• 2:28
  to,
• 2:28
  the
• 2:28
  more
• 2:28
  opportunities
• 2:29
  presented
• 2:30
  and
• 2:30
  the
• 2:31
  further
• 2:31
  your
• 2:31
  career
• 2:32
  went.
• 2:32
  In
• 2:32
  fact,
• 2:32
  I've
• 2:32
  just
• 2:32
  had
• 2:33
  a
• 2:33
  notification
• 2:33
  come
• 2:33
  up
• 2:33
  on
• 2:34
  my
• 2:34
  phone
• 2:34
  and
• 2:35
  it's
• 2:35
  32
• 2:36
  years
• 2:37
  tomorrow
• 2:37
  since
• 2:37
  I
• 2:38
  did
• 2:38
  my
• 2:38
  first
• 2:38
  show.
• 2:39
  Wow.
• 2:39
  And
• 2:40
  I
• 2:40
  think
• 2:40
  what's
• 2:41
  exciting
• 2:41
  about
• 2:41
  working
• 2:42
  radio
• 2:42
  and
• 2:42
  I
• 2:43
  always
• 2:43
  talk
• 2:43
  about
• 2:43
  the
• 2:43
  heyday
• 2:44
  of
• 2:44
  commercial
• 2:44
  radio
• 2:44
  when
• 2:45
  I
• 2:45
  was
• 2:45
  there,
• 2:45
  back
• 2:46
  2011
• 2:46
  to
• 2:47
  2014,
• 2:47
  when
• 2:48
  it
• 2:48
  was
• 2:48
  still
• 2:48
  like
• 2:49
  this
• 2:49
  big
• 2:50
  thing
• 2:50
  is
• 2:51
  there's
• 2:51
  nothing
• 2:51
  like
• 2:52
  the
• 2:52
  excitement
• 2:52
  of
• 2:52
  going
• 2:53
  live
• 2:53
  and
• 2:53
  having
• 2:54
  to
• 2:54
  do
• 2:54
  something
• 2:55
  first
• 2:55
  time.
• 2:55
  Like
• 2:56
  there
• 2:56
  is
• 2:56
  no
• 2:56
  replay.
• 2:57
  At
• 2:57
  least
• 2:57
  on
• 2:57
  this
• 2:57
  podcast,
• 2:58
  we
• 2:58
  can
• 2:58
  edit
• 2:58
  it
• 2:58
  out.
• 2:58
  If
• 2:58
  we
• 2:59
  make
• 2:59
  a
• 2:59
  mistake,
• 2:59
  we
• 2:59
  can
• 2:59
  edit
• 3:00
  it.
• 3:00
  When
• 3:00
  you're
• 3:00
  live
• 3:01
  on
• 3:01
  the
• 3:01
  radio,
• 3:02
  it
• 3:02
  just
• 3:02
  happens.
• 3:02
  And
• 3:03
  that's
• 3:03
  very
• 3:03
  similar
• 3:03
  to
• 3:03
  our
• 3:04
  wedding
• 3:04
  day.
• 3:04
  We
• 3:04
  don't
• 3:04
  have
• 3:04
  a
• 3:04
  practice
• 3:05
  run.
• 3:05
  Whatever
• 3:06
  we
• 3:06
  do
• 3:06
  on
• 3:06
  the
• 3:06
  day
• 3:07
  happens.
• 3:07
  How
• 3:08
  did
• 3:08
  you
• 3:08
  kind
• 3:09
  of
• 3:09
  overcome
• 3:09
  that?
• 3:09
  Or
• 3:09
  do
• 3:09
  you
• 3:10
  just
• 3:10
  thrive
• 3:10
  on
• 3:10
  the
• 3:10
  adrenaline
• 3:11
  of
• 3:11
  doing
• 3:11
  it
• 3:11
  live?
• 3:12
  I
• 3:12
  think
• 3:13
  you
• 3:13
  realize
• 3:14
  that
• 3:14
  you've
• 3:14
  got
• 3:15
  one
• 3:15
  chance
• 3:15
  to
• 3:15
  get
• 3:15
  it
• 3:15
  right
• 3:16
  and
• 3:16
  if
• 3:16
  you
• 3:17
  don't
• 3:17
  get
• 3:17
  it,
• 3:17
  just
• 3:18
  move
• 3:18
  on
• 3:18
  quickly.
• 3:18
  Because
• 3:19
  people
• 3:19
  soon
• 3:19
  forget
• 3:20
  if
• 3:20
  you
• 3:20
  make
• 3:20
  a
• 3:20
  big
• 3:20
  deal
• 3:21
  out
• 3:21
  of
• 3:21
  a
• 3:21
  mistake,
• 3:21
  it
• 3:22
  draws
• 3:22
  attention
• 3:22
  to
• 3:22
  it,
• 3:23
  whereas
• 3:23
  if
• 3:23
  you
• 3:24
  just
• 3:24
  roll
• 3:24
  on
• 3:24
  into
• 3:24
  the
• 3:25
  next
• 3:25
  thing,
• 3:26
  hopefully
• 3:26
  people
• 3:27
  haven't
• 3:27
  clocked
• 3:27
  that
• 3:27
  you've
• 3:28
  made
• 3:28
  a
• 3:28
  mistake.
• 3:29
  So
• 3:29
  I
• 3:29
  would
• 3:29
  always
• 3:30
  say
• 3:30
  that's
• 3:30
  the
• 3:30
  best
• 3:30
  way
• 3:30
  to
• 3:31
  do
• 3:31
  it.
• 3:31
  But
• 3:32
  the
• 3:32
  good
• 3:32
  thing
• 3:33
  about
• 3:33
  commercial
• 3:33
  radio
• 3:34
  over
• 3:34
  the
• 3:34
  years,
• 3:34
  and
• 3:34
  it
• 3:34
  has
• 3:35
  changed
• 3:35
  a
• 3:35
  lot
• 3:35
  from
• 3:36
  when
• 3:36
  I
• 3:36
  first
• 3:36
  started
• 3:36
  in
• 3:37
  93
• 3:37
  to
• 3:38
  where
• 3:38
  I
• 3:38
  am
• 3:38
  now,
• 3:39
  is
• 3:39
  the
• 3:39
  discipline
• 3:40
  that
• 3:40
  it
• 3:41
  instills
• 3:41
  in
• 3:41
  you.
• 3:42
  Understanding
• 3:43
  word
• 3:43
  economy,
• 3:44
  understanding
• 3:44
  as
• 3:45
  a
• 3:45
  presenter,
• 3:45
  how
• 3:45
  to
• 3:46
  position
• 3:46
  what
• 3:46
  it
• 3:47
  is
• 3:47
  you're
• 3:47
  trying
• 3:47
  to
• 3:47
  say
• 3:47
  to
• 3:48
  people
• 3:48
  so
• 3:48
  that
• 3:48
  you
• 3:48
  get
• 3:49
  their
• 3:49
  attention
• 3:50
  and
• 3:50
  then
• 3:50
  give
• 3:50
  them
• 3:51
  the
• 3:51
  message
• 3:51
  they
• 3:51
  want.
• 3:52
  That's
• 3:52
  one
• 3:52
  set
• 3:53
  of
• 3:53
  skills
• 3:53
  that
• 3:53
  I
• 3:53
  had
• 3:53
  in
• 3:54
  commercial
• 3:54
  radio
• 3:54
  which
• 3:54
  have
• 3:55
  really
• 3:55
  helped
• 3:55
  me
• 3:55
  trying
• 3:55
  to
• 3:56
  set
• 3:56
  up
• 3:56
  and
• 3:56
  establish
• 3:57
  a
• 3:57
  business.
• 3:57
  Yeah.
• 3:58
  And
• 3:58
  I
• 3:58
  think
• 3:58
  all
• 3:58
  of
• 3:58
  us
• 3:59
  learn
• 3:59
  so
• 3:59
  many
• 3:59
  skills
• 4:00
  from
• 4:00
  the
• 4:00
  careers
• 4:00
  and
• 4:01
  the
• 4:01
  jobs
• 4:01
  that
• 4:01
  we've
• 4:01
  had
• 4:02
  previously
• 4:02
  before
• 4:02
  we
• 4:03
  go
• 4:03
  into
• 4:03
  the
• 4:03
  wedding
• 4:03
  industry.
• 4:04
  And
• 4:04
  I
• 4:04
  talk
• 4:04
  a
• 4:04
  lot
• 4:04
  about
• 4:05
  the
• 4:05
  things
• 4:05
  I
• 4:05
  learned
• 4:06
  working
• 4:06
  in
• 4:06
  tv,
• 4:06
  working
• 4:07
  radio.
• 4:07
  So
• 4:08
  I
• 4:08
  also
• 4:08
  worked
• 4:08
  for
• 4:09
  Global
• 4:09
  Radio,
• 4:09
  which
• 4:09
  owns
• 4:10
  the
• 4:10
  brand's
• 4:10
  Heart
• 4:11
  Smooth
• 4:11
  Classic.
• 4:12
  And
• 4:12
  there
• 4:12
  are
• 4:12
  so
• 4:12
  many
• 4:13
  things
• 4:13
  I
• 4:13
  still
• 4:13
  talk
• 4:13
  about
• 4:14
  in
• 4:14
  my
• 4:14
  business
• 4:14
  today
• 4:15
  and
• 4:15
  that
• 4:15
  I
• 4:15
  still
• 4:15
  teach
• 4:16
  about,
• 4:16
  that
• 4:16
  I
• 4:17
  learned
• 4:17
  during
• 4:17
  those
• 4:18
  years
• 4:18
  in
• 4:19
  radio,
• 4:19
  because
• 4:19
  just
• 4:20
  the
• 4:20
  whole
• 4:20
  way
• 4:20
  the
• 4:20
  business
• 4:21
  model
• 4:21
  worked,
• 4:21
  the
• 4:22
  way
• 4:22
  that
• 4:23
  they
• 4:23
  had
• 4:23
  these
• 4:23
  different
• 4:24
  brands
• 4:24
  under
• 4:24
  one
• 4:25
  big
• 4:25
  kind
• 4:25
  of
• 4:26
  umbrella
• 4:26
  and
• 4:26
  it
• 4:26
  all
• 4:26
  seamlessly
• 4:27
  worked
• 4:27
  together,
• 4:27
  the
• 4:28
  way
• 4:28
  that
• 4:28
  you
• 4:28
  got
• 4:29
  experience
• 4:29
  working
• 4:30
  with
• 4:30
  the
• 4:30
  big
• 4:30
  brands
• 4:31
  that
• 4:31
  were
• 4:31
  doing
• 4:31
  the
• 4:32
  marketing,
• 4:32
  all
• 4:32
  of
• 4:32
  that
• 4:32
  stuff,
• 4:33
  there's
• 4:33
  so
• 4:33
  much
• 4:33
  I've
• 4:34
  learned
• 4:34
  from
• 4:34
  that.
• 4:35
  Are
• 4:35
  there
• 4:35
  things
• 4:35
  that
• 4:36
  you
• 4:36
  look
• 4:37
  at
• 4:37
  and
• 4:37
  think,
• 4:37
  I
• 4:38
  learned
• 4:38
  this
• 4:38
  because
• 4:38
  I
• 4:39
  worked
• 4:39
  in
• 4:39
  radio
• 4:39
  and
• 4:40
  now
• 4:40
  I
• 4:40
  use
• 4:40
  it
• 4:40
  in
• 4:40
  my
• 4:40
  business?
• 4:41
  Well,
• 4:41
  the
• 4:41
  first
• 4:42
  thing
• 4:42
  that
• 4:42
  I'm
• 4:42
  going
• 4:42
  to
• 4:43
  flag
• 4:43
  up,
• 4:43
  and
• 4:43
  you
• 4:43
  may
• 4:44
  remember
• 4:44
  this
• 4:44
  if
• 4:44
  you
• 4:44
  ever
• 4:45
  visited
• 4:45
  Leicester
• 4:45
  Square,
• 4:46
  was
• 4:46
  that
• 4:46
  big
• 4:46
  mural
• 4:47
  on
• 4:47
  the
• 4:47
  wall
• 4:47
  in
• 4:48
  reception,
• 4:48
  which
• 4:48
  was
• 4:49
  a
• 4:49
  famous
• 4:49
  quote,
• 4:50
  which
• 4:50
  is,
• 4:50
  people
• 4:51
  may
• 4:51
  not
• 4:51
  remember
• 4:52
  what
• 4:52
  you
• 4:52
  say,
• 4:53
  but
• 4:53
  they'll
• 4:53
  always
• 4:54
  remember
• 4:54
  how
• 4:54
  you
• 4:54
  make
• 4:54
  them
• 4:55
  feel.
• 4:55
  And
• 4:55
  that's
• 4:56
  something
• 4:56
  that
• 4:57
  we
• 4:57
  have
• 4:57
  carried
• 4:58
  forward
• 4:58
  into
• 4:58
  the
• 4:59
  business.
• 5:00
  You
• 5:00
  know,
• 5:00
  how
• 5:01
  you
• 5:01
  make
• 5:01
  people
• 5:01
  feel
• 5:02
  on
• 5:02
  the
• 5:02
  biggest
• 5:02
  day
• 5:03
  of
• 5:03
  their
• 5:03
  life
• 5:03
  is
• 5:04
  possibly
• 5:05
  the
• 5:05
  most
• 5:05
  important
• 5:06
  thing
• 5:06
  you
• 5:06
  could
• 5:06
  do
• 5:06
  if
• 5:06
  you
• 5:07
  work
• 5:07
  in
• 5:07
  this
• 5:07
  industry.
• 5:08
  So
• 5:08
  even
• 5:08
  if
• 5:09
  you've
• 5:09
  got
• 5:09
  someone
• 5:09
  in
• 5:09
  front
• 5:09
  of
• 5:09
  you
• 5:10
  who's
• 5:10
  not
• 5:10
  very
• 5:10
  happy,
• 5:11
  try
• 5:11
  and
• 5:11
  make
• 5:12
  them
• 5:12
  feel
• 5:13
  better
• 5:13
  about
• 5:13
  what
• 5:13
  you're
• 5:14
  going
• 5:14
  to
• 5:14
  do
• 5:14
  to
• 5:14
  resolve
• 5:15
  that
• 5:15
  issue
• 5:15
  for
• 5:15
  them,
• 5:16
  because
• 5:16
  they'll
• 5:16
  remember
• 5:17
  how
• 5:17
  you
• 5:17
  made
• 5:17
  them
• 5:17
  feel.
• 5:18
  So
• 5:18
  always
• 5:19
  try
• 5:19
  and
• 5:19
  leave
• 5:19
  that
• 5:20
  feeling
• 5:20
  as
• 5:20
  a
• 5:20
  positive.
• 5:22
  There's
• 5:22
  a
• 5:23
  lot
• 5:23
  about
• 5:23
  commercial
• 5:24
  radio
• 5:24
  that
• 5:24
  I've
• 5:25
  applied
• 5:25
  to
• 5:25
  our
• 5:25
  DJ
• 5:26
  business,
• 5:26
  the
• 5:26
  brand
• 5:27
  being
• 5:27
  the
• 5:27
  most
• 5:27
  important
• 5:28
  thing.
• 5:28
  If
• 5:28
  you.
• 5:29
  If
• 5:29
  you
• 5:29
  remember,
• 5:29
  30
• 5:30
  years
• 5:30
  ago,
• 5:30
  there
• 5:30
  were
• 5:30
  radio
• 5:31
  stations
• 5:31
  all
• 5:31
  over
• 5:31
  the
• 5:31
  country
• 5:32
  that
• 5:32
  had
• 5:32
  different
• 5:32
  names.
• 5:33
  And
• 5:33
  now
• 5:33
  most
• 5:34
  radio
• 5:34
  stations
• 5:34
  share
• 5:35
  one
• 5:35
  or
• 5:36
  another
• 5:36
  of
• 5:36
  the
• 5:36
  national
• 5:37
  brand
• 5:37
  names.
• 5:38
  So
• 5:39
  we
• 5:39
  decided
• 5:39
  quite
• 5:40
  early
• 5:40
  on
• 5:40
  that
• 5:41
  being
• 5:41
  a
• 5:42
  brand
• 5:42
  was
• 5:42
  going
• 5:42
  to
• 5:42
  be
• 5:42
  a
• 5:43
  bit
• 5:43
  of
• 5:43
  a
• 5:43
  winner
• 5:43
  for
• 5:43
  us,
• 5:44
  because
• 5:44
  if
• 5:44
  you're
• 5:44
  a
• 5:44
  one
• 5:44
  person,
• 5:45
  there's
• 5:45
  only
• 5:45
  so
• 5:45
  much
• 5:46
  work
• 5:46
  you
• 5:46
  can
• 5:46
  do.
• 5:46
  Now,
• 5:47
  originally
• 5:48
  I
• 5:48
  DJ
• 5:49
  clubs
• 5:49
  in
• 5:49
  Birmingham.
• 5:50
  When
• 5:50
  I
• 5:50
  moved
• 5:50
  to
• 5:50
  the
• 5:50
  south
• 5:50
  coast
• 5:51
  to
• 5:51
  work
• 5:51
  for
• 5:51
  a
• 5:51
  station
• 5:52
  called
• 5:52
  Wave,
• 5:52
  people
• 5:53
  kept
• 5:53
  asking
• 5:53
  me
• 5:53
  to
• 5:54
  do
• 5:54
  stuff.
• 5:54
  And
• 5:55
  after
• 5:55
  a
• 5:55
  short
• 5:55
  period
• 5:56
  of
• 5:56
  time,
• 5:56
  I
• 5:57
  had
• 5:57
  a
• 5:57
  friend
• 5:57
  of
• 5:57
  a
• 5:57
  friend
• 5:58
  reach
• 5:58
  out
• 5:58
  to
• 5:58
  me
• 5:58
  to
• 5:59
  say
• 5:59
  he
• 5:59
  was
• 6:00
  running
• 6:00
  another
• 6:00
  radio
• 6:00
  station
• 6:01
  in
• 6:01
  Salisbury.
• 6:02
  And
• 6:02
  he
• 6:02
  said,
• 6:02
  I
• 6:03
  quite
• 6:03
  fancy
• 6:03
  having
• 6:03
  a
• 6:04
  go
• 6:04
  at
• 6:04
  what
• 6:04
  you're
• 6:04
  doing.
• 6:04
  Do
• 6:04
  you
• 6:04
  mind
• 6:04
  if
• 6:05
  I
• 6:05
  come
• 6:05
  along
• 6:05
  one
• 6:05
  night?
• 6:06
  So
• 6:06
  we
• 6:06
  went
• 6:06
  and
• 6:06
  did
• 6:07
  a
• 6:07
  40th
• 6:07
  birthday
• 6:08
  for
• 6:08
  a
• 6:08
  friend
• 6:08
  of
• 6:08
  mine
• 6:08
  in
• 6:09
  Cheltenham.
• 6:09
  I
• 6:10
  paid
• 6:10
  for
• 6:10
  his
• 6:10
  hotel
• 6:10
  room,
• 6:11
  he
• 6:11
  helped
• 6:11
  me
• 6:11
  set
• 6:11
  up,
• 6:12
  we
• 6:12
  went
• 6:12
  through
• 6:12
  the
• 6:12
  evening
• 6:12
  together.
• 6:13
  At
• 6:13
  the
• 6:13
  end
• 6:13
  of
• 6:13
  it,
• 6:13
  in
• 6:13
  the
• 6:13
  car
• 6:14
  on
• 6:14
  the
• 6:14
  way
• 6:14
  home,
• 6:14
  he
• 6:14
  said,
• 6:15
  I
• 6:15
  could
• 6:15
  do
• 6:15
  this.
• 6:16
  I
• 6:16
  said,
• 6:16
  absolutely,
• 6:16
  you
• 6:17
  could
• 6:17
  do
• 6:17
  this.
• 6:17
  You've
• 6:17
  got
• 6:17
  that
• 6:18
  radio
• 6:18
  Background,
• 6:19
  which
• 6:19
  makes
• 6:19
  the
• 6:19
  music
• 6:20
  second
• 6:20
  nature
• 6:21
  to
• 6:21
  you.
• 6:21
  And
• 6:22
  all
• 6:23
  I'll
• 6:23
  say
• 6:23
  is,
• 6:23
  if
• 6:23
  you're
• 6:23
  going
• 6:23
  to
• 6:23
  do
• 6:24
  it,
• 6:24
  go
• 6:24
  and
• 6:24
  buy
• 6:24
  the
• 6:24
  same
• 6:24
  equipment
• 6:25
  I've
• 6:25
  got.
• 6:25
  Because
• 6:25
  if
• 6:26
  we
• 6:26
  go
• 6:26
  out
• 6:26
  as
• 6:26
  a
• 6:26
  brand,
• 6:27
  then
• 6:28
  the
• 6:28
  hotels
• 6:28
  will
• 6:29
  know
• 6:29
  when
• 6:29
  we
• 6:29
  walk
• 6:29
  through
• 6:30
  the
• 6:30
  door
• 6:30
  exactly
• 6:30
  what
• 6:30
  they're
• 6:31
  going
• 6:31
  to
• 6:31
  get.
• 6:31
  And
• 6:31
  that
• 6:32
  was
• 6:32
  the
• 6:32
  original
• 6:32
  plan.
• 6:33
  And
• 6:33
  another
• 6:34
  12
• 6:34
  DJs
• 6:34
  later,
• 6:35
  Martin's
• 6:36
  still
• 6:36
  with
• 6:36
  me.
• 6:36
  And
• 6:37
  we've
• 6:37
  got
• 6:37
  relationships
• 6:38
  with
• 6:38
  venues
• 6:38
  all
• 6:39
  across
• 6:39
  the
• 6:39
  south
• 6:39
  of
• 6:40
  England.
• 6:40
  The
• 6:40
  venues
• 6:41
  love
• 6:41
  us
• 6:41
  because
• 6:41
  they.
• 6:41
  They
• 6:41
  know
• 6:42
  what's
• 6:42
  going
• 6:42
  to
• 6:42
  walk
• 6:42
  through
• 6:43
  the
• 6:43
  door.
• 6:43
  They
• 6:43
  know
• 6:43
  it's
• 6:44
  going
• 6:44
  to
• 6:44
  be
• 6:44
  quality.
• 6:44
  They
• 6:44
  know
• 6:45
  that
• 6:45
  we
• 6:45
  will
• 6:45
  be
• 6:45
  one
• 6:45
  less
• 6:46
  moving
• 6:46
  part
• 6:46
  for
• 6:46
  them
• 6:46
  to
• 6:47
  worry
• 6:47
  about
• 6:47
  on
• 6:47
  the
• 6:47
  day.
• 6:48
  And
• 6:48
  it
• 6:48
  also
• 6:48
  makes
• 6:48
  it
• 6:49
  really
• 6:49
  easy
• 6:49
  for
• 6:49
  customers
• 6:49
  to
• 6:50
  visualize
• 6:50
  what
• 6:50
  they're
• 6:50
  going
• 6:50
  to
• 6:50
  get
• 6:51
  as
• 6:51
  well.
• 6:51
  Because
• 6:51
  if
• 6:51
  we
• 6:52
  say,
• 6:52
  looks
• 6:52
  like
• 6:53
  this
• 6:53
  might
• 6:53
  have
• 6:53
  a
• 6:54
  different
• 6:54
  name
• 6:54
  on
• 6:54
  the
• 6:54
  front,
• 6:54
  it
• 6:55
  might
• 6:55
  be
• 6:55
  branded
• 6:55
  for
• 6:56
  the
• 6:56
  venue,
• 6:56
  or
• 6:56
  it
• 6:56
  might
• 6:56
  be
• 6:56
  a
• 6:56
  custom
• 6:57
  bit
• 6:57
  of
• 6:57
  branding
• 6:57
  that
• 6:57
  you've
• 6:58
  decided.
• 6:58
  But
• 6:59
  having
• 6:59
  that
• 6:59
  consistent
• 7:00
  approach,
• 7:01
  which
• 7:01
  is
• 7:01
  something
• 7:01
  that's
• 7:02
  very
• 7:02
  prevalent
• 7:02
  in
• 7:02
  radio
• 7:03
  these
• 7:03
  days,
• 7:03
  has
• 7:04
  really
• 7:04
  helped
• 7:04
  us
• 7:05
  thrive.
• 7:05
  Yeah,
• 7:05
  that's
• 7:06
  so
• 7:06
  true.
• 7:06
  And
• 7:06
  I
• 7:06
  remember
• 7:07
  them
• 7:07
  changing
• 7:07
  all
• 7:08
  of
• 7:08
  the
• 7:08
  Hart
• 7:08
  radio
• 7:09
  stations
• 7:09
  to
• 7:09
  Hart
• 7:10
  because
• 7:10
  they
• 7:10
  were
• 7:10
  called
• 7:11
  all
• 7:11
  of
• 7:11
  these
• 7:11
  different
• 7:11
  things
• 7:12
  like
• 7:12
  GWR
• 7:13
  in
• 7:13
  Swindon,
• 7:13
  and
• 7:14
  then
• 7:14
  they
• 7:14
  all
• 7:14
  became
• 7:14
  that
• 7:14
  one
• 7:15
  brand.
• 7:15
  And
• 7:16
  it
• 7:16
  is
• 7:16
  much
• 7:16
  more
• 7:17
  powerful
• 7:17
  when
• 7:17
  everyone's
• 7:18
  singing
• 7:18
  from
• 7:18
  the
• 7:18
  same
• 7:18
  hymn
• 7:19
  sheet.
• 7:19
  So
• 7:19
  I
• 7:19
  love
• 7:19
  that
• 7:19
  you've
• 7:19
  taken
• 7:20
  that
• 7:20
  into
• 7:20
  your
• 7:20
  business.
• 7:20
  One
• 7:21
  of
• 7:21
  the
• 7:21
  things
• 7:21
  I've
• 7:21
  taken
• 7:21
  from
• 7:22
  radio
• 7:22
  actually
• 7:22
  as
• 7:23
  well
• 7:23
  was
• 7:23
  how
• 7:24
  much
• 7:24
  they
• 7:24
  cared
• 7:25
  about
• 7:25
  brand
• 7:25
  and
• 7:25
  things
• 7:26
  like
• 7:26
  brand
• 7:26
  colors.
• 7:27
  I
• 7:27
  talk
• 7:27
  about
• 7:27
  this
• 7:27
  in
• 7:27
  my
• 7:27
  book
• 7:28
  because
• 7:28
  I
• 7:28
  remember
• 7:29
  the
• 7:29
  lady
• 7:29
  in
• 7:29
  my
• 7:30
  office
• 7:30
  who
• 7:30
  was
• 7:30
  in
• 7:30
  charge
• 7:30
  of
• 7:30
  the
• 7:31
  Heart
• 7:31
  branded
• 7:32
  merchandise,
• 7:32
  and
• 7:33
  whenever
• 7:33
  she
• 7:33
  ordered
• 7:34
  a
• 7:34
  beach
• 7:34
  ball
• 7:34
  or
• 7:35
  some
• 7:35
  pens
• 7:35
  or
• 7:35
  whatever,
• 7:35
  she
• 7:35
  was
• 7:36
  so
• 7:36
  particular
• 7:37
  about
• 7:37
  making
• 7:37
  sure
• 7:38
  she
• 7:38
  had
• 7:38
  the
• 7:38
  right
• 7:38
  hand
• 7:39
  tone
• 7:39
  for
• 7:39
  the
• 7:39
  Heart
• 7:40
  brand.
• 7:40
  And
• 7:40
  that's
• 7:40
  something
• 7:41
  I've
• 7:41
  taken
• 7:41
  into
• 7:41
  my
• 7:41
  business.
• 7:42
  We
• 7:42
  were
• 7:42
  talking
• 7:42
  just
• 7:43
  before
• 7:43
  we
• 7:43
  went
• 7:43
  live
• 7:43
  about
• 7:43
  the
• 7:43
  wall
• 7:44
  behind
• 7:44
  me.
• 7:44
  And
• 7:45
  I'm
• 7:46
  so
• 7:46
  careful
• 7:46
  about
• 7:46
  the
• 7:47
  color
• 7:47
  and
• 7:47
  making
• 7:47
  sure
• 7:48
  everything
• 7:48
  matches
• 7:49
  because
• 7:49
  I
• 7:49
  remember
• 7:50
  her
• 7:50
  caring
• 7:51
  so
• 7:51
  much
• 7:51
  about
• 7:51
  it.
• 7:51
  And
• 7:51
  I
• 7:51
  thought,
• 7:52
  well,
• 7:52
  if
• 7:52
  it's
• 7:52
  good
• 7:52
  enough
• 7:52
  for
• 7:52
  her,
• 7:53
  it's
• 7:53
  good
• 7:53
  enough
• 7:53
  for
• 7:53
  Becca
• 7:54
  Pountney.
• 7:54
  So
• 7:54
  if
• 7:55
  I
• 7:55
  want
• 7:55
  to
• 7:55
  be
• 7:55
  consistent,
• 7:56
  I
• 7:56
  can't
• 7:56
  just
• 7:56
  use
• 7:57
  turquoise.
• 7:57
  I
• 7:57
  need
• 7:58
  to
• 7:58
  use
• 7:58
  what
• 7:58
  I
• 7:58
  now
• 7:58
  call
• 7:59
  the
• 7:59
  Becca
• 7:59
  Blue
• 8:00
  in
• 8:00
  everything
• 8:01
  I
• 8:01
  do.
• 8:01
  So
• 8:02
  I
• 8:02
  just
• 8:02
  love
• 8:02
  how
• 8:02
  there's
• 8:03
  things
• 8:03
  that
• 8:03
  we.
• 8:03
  We
• 8:03
  learn
• 8:04
  in
• 8:04
  our
• 8:04
  careers
• 8:04
  that
• 8:04
  we
• 8:04
  don't
• 8:05
  think
• 8:05
  are
• 8:05
  necessarily
• 8:05
  relevant,
• 8:06
  but
• 8:06
  definitely
• 8:07
  make
• 8:07
  us
• 8:08
  better
• 8:08
  business
• 8:08
  people
• 8:08
  down
• 8:09
  the
• 8:09
  line.
• 8:09
  One
• 8:09
  of
• 8:09
  the
• 8:10
  other
• 8:10
  things
• 8:10
  that
• 8:10
  we
• 8:10
  do
• 8:11
  is
• 8:11
  we
• 8:11
  have
• 8:11
  Operation
• 8:12
  Sheets
• 8:13
  for
• 8:13
  every
• 8:14
  event
• 8:14
  we
• 8:14
  do.
• 8:15
  So
• 8:15
  the
• 8:15
  DJ
• 8:15
  knows
• 8:16
  who
• 8:17
  they're
• 8:17
  working
• 8:17
  for,
• 8:18
  where
• 8:18
  they're
• 8:18
  working,
• 8:19
  what
• 8:19
  the
• 8:19
  access
• 8:19
  of
• 8:20
  the
• 8:20
  venue
• 8:20
  is
• 8:20
  like,
• 8:21
  the
• 8:22
  color
• 8:22
  of
• 8:22
  the
• 8:22
  up
• 8:22
  lighting
• 8:23
  they
• 8:23
  want
• 8:23
  for
• 8:23
  the
• 8:23
  room,
• 8:24
  who
• 8:24
  the
• 8:24
  photographer
• 8:25
  is,
• 8:25
  who
• 8:25
  the
• 8:26
  point
• 8:26
  of
• 8:26
  contact
• 8:26
  when
• 8:27
  they
• 8:27
  arrive
• 8:27
  is,
• 8:27
  what
• 8:27
  time
• 8:28
  they're
• 8:28
  setting
• 8:28
  up,
• 8:28
  what
• 8:28
  time
• 8:28
  they're
• 8:29
  starting,
• 8:29
  what
• 8:29
  time
• 8:29
  they're
• 8:30
  finishing,
• 8:30
  what's
• 8:30
  the
• 8:31
  first
• 8:31
  dance?
• 8:31
  Is
• 8:32
  there
• 8:32
  a
• 8:32
  father
• 8:32
  daughter
• 8:33
  dance,
• 8:33
  a
• 8:33
  mother
• 8:33
  son
• 8:34
  dance,
• 8:34
  a
• 8:34
  second
• 8:34
  song,
• 8:35
  a
• 8:35
  specific
• 8:35
  track
• 8:36
  they
• 8:36
  want
• 8:36
  to
• 8:36
  end
• 8:36
  the
• 8:36
  night
• 8:37
  on?
• 8:37
  If
• 8:37
  they
• 8:37
  don't,
• 8:37
  by
• 8:37
  the
• 8:38
  way,
• 8:38
  give
• 8:38
  us
• 8:38
  a
• 8:38
  specific
• 8:38
  song
• 8:39
  they
• 8:39
  want
• 8:39
  to
• 8:39
  on
• 8:39
  the
• 8:39
  the
• 8:40
  night
• 8:40
  on,
• 8:40
  we
• 8:40
  always
• 8:40
  end
• 8:41
  up
• 8:41
  playing
• 8:42
  either
• 8:42
  their
• 8:42
  first
• 8:42
  dance
• 8:43
  or
• 8:43
  finding
• 8:44
  out
• 8:44
  what
• 8:44
  their
• 8:44
  ceremony
• 8:45
  exit
• 8:45
  music
• 8:45
  was
• 8:46
  and
• 8:46
  then
• 8:46
  playing
• 8:46
  that
• 8:47
  as
• 8:47
  the
• 8:47
  last
• 8:47
  song
• 8:47
  of
• 8:47
  the
• 8:48
  night
• 8:48
  because
• 8:48
  that
• 8:48
  brings
• 8:48
  the
• 8:49
  whole
• 8:49
  day
• 8:49
  back
• 8:50
  around
• 8:50
  to
• 8:50
  them.
• 8:50
  And
• 8:50
  so
• 8:51
  many
• 8:51
  people
• 8:51
  mention
• 8:51
  that
• 8:51
  when
• 8:52
  they
• 8:52
  leave
• 8:52
  us
• 8:52
  a
• 8:52
  review,
• 8:53
  that
• 8:53
  it
• 8:53
  was
• 8:53
  completely
• 8:54
  unexpected
• 8:55
  but
• 8:55
  really
• 8:55
  wonderful
• 8:56
  way
• 8:56
  to
• 8:56
  end
• 8:56
  the
• 8:57
  day.
• 8:57
  Okay,
• 8:58
  so
• 8:58
  you've
• 8:58
  talked
• 8:58
  to
• 8:58
  me
• 8:58
  about
• 8:59
  going
• 8:59
  down
• 8:59
  to
• 8:59
  the
• 9:00
  south
• 9:00
  coast
• 9:00
  and
• 9:01
  starting
• 9:01
  the
• 9:02
  DJ
• 9:02
  side
• 9:02
  of
• 9:03
  your
• 9:03
  business,
• 9:03
  but
• 9:03
  let
• 9:03
  me
• 9:04
  just
• 9:04
  go
• 9:04
  a
• 9:04
  few
• 9:04
  steps
• 9:05
  back.
• 9:05
  When
• 9:05
  you
• 9:05
  first
• 9:05
  moved
• 9:06
  down
• 9:06
  and
• 9:06
  you
• 9:06
  were
• 9:06
  going
• 9:06
  to
• 9:06
  weddings
• 9:07
  and
• 9:07
  events,
• 9:07
  were
• 9:07
  you
• 9:07
  originally
• 9:08
  going
• 9:08
  out
• 9:08
  as
• 9:09
  you
• 9:09
  as
• 9:09
  your
• 9:10
  name
• 9:10
  or
• 9:10
  did
• 9:10
  you
• 9:10
  from
• 9:11
  day
• 9:11
  one
• 9:11
  go
• 9:12
  out
• 9:12
  as
• 9:12
  this
• 9:13
  brand
• 9:13
  Hampshire
• 9:13
  event
• 9:14
  dj?
• 9:14
  So
• 9:14
  originally
• 9:15
  it
• 9:15
  was
• 9:15
  just
• 9:15
  me
• 9:15
  and
• 9:16
  then
• 9:16
  people
• 9:16
  would
• 9:17
  ask,
• 9:17
  oh,
• 9:17
  could
• 9:18
  you
• 9:18
  do
• 9:18
  this,
• 9:18
  could
• 9:18
  you
• 9:19
  do
• 9:19
  that?
• 9:19
  And
• 9:19
  I
• 9:19
  would
• 9:20
  be
• 9:20
  already
• 9:20
  booked,
• 9:21
  so
• 9:22
  I'd
• 9:22
  say,
• 9:22
  oh,
• 9:23
  I
• 9:23
  can't
• 9:23
  do
• 9:23
  that,
• 9:23
  but
• 9:23
  I've
• 9:24
  got
• 9:24
  an
• 9:24
  associate
• 9:24
  who
• 9:25
  can.
• 9:25
  Now,
• 9:26
  couples
• 9:26
  are
• 9:26
  naturally
• 9:26
  averse
• 9:27
  to
• 9:28
  other
• 9:28
  people
• 9:29
  subbing
• 9:29
  at
• 9:29
  last
• 9:29
  minute
• 9:30
  because
• 9:30
  there
• 9:30
  are
• 9:30
  some
• 9:30
  horror
• 9:31
  stories
• 9:31
  of
• 9:31
  people
• 9:31
  booking
• 9:32
  a
• 9:32
  DJ
• 9:32
  who
• 9:33
  two
• 9:33
  days
• 9:34
  before
• 9:34
  suddenly
• 9:34
  remembers
• 9:35
  it's
• 9:35
  his
• 9:35
  daughter's
• 9:35
  birthday
• 9:36
  so
• 9:36
  he
• 9:36
  can't
• 9:36
  come,
• 9:36
  but
• 9:37
  he's
• 9:37
  got
• 9:37
  a
• 9:37
  mate
• 9:37
  who's
• 9:38
  coming
• 9:38
  and
• 9:39
  they're
• 9:39
  worried
• 9:40
  that
• 9:40
  that's
• 9:40
  going
• 9:41
  to
• 9:41
  be
• 9:41
  an
• 9:41
  issue.
• 9:42
  So
• 9:43
  I
• 9:43
  thought,
• 9:43
  all
• 9:43
  right,
• 9:43
  well,
• 9:44
  rather
• 9:44
  than
• 9:44
  trade
• 9:44
  as
• 9:44
  an
• 9:45
  individual,
• 9:45
  if
• 9:45
  we
• 9:45
  trade
• 9:45
  as
• 9:46
  a
• 9:46
  brand,
• 9:47
  the
• 9:47
  success
• 9:47
  and
• 9:48
  the
• 9:48
  feedback
• 9:48
  that
• 9:48
  we
• 9:48
  collect
• 9:49
  for
• 9:49
  being
• 9:49
  good
• 9:50
  will
• 9:50
  be
• 9:50
  brand
• 9:51
  related
• 9:51
  and
• 9:52
  not
• 9:52
  individual
• 9:52
  related.
• 9:53
  So
• 9:53
  as
• 9:53
  long
• 9:53
  as
• 9:53
  I've
• 9:54
  recruited
• 9:54
  people
• 9:54
  who
• 9:54
  will
• 9:55
  sing
• 9:55
  from
• 9:55
  the
• 9:55
  same
• 9:55
  hymn
• 9:55
  sheet,
• 9:56
  it
• 9:56
  doesn't
• 9:56
  matter
• 9:57
  which
• 9:57
  one
• 9:57
  of
• 9:58
  us
• 9:58
  represents,
• 9:59
  we've
• 9:59
  all
• 9:59
  got
• 9:59
  the
• 9:59
  same,
• 10:00
  we've
• 10:00
  all
• 10:00
  bought
• 10:01
  into
• 10:01
  the
• 10:01
  brand,
• 10:01
  we've
• 10:02
  all
• 10:02
  brought
• 10:02
  into
• 10:02
  the
• 10:02
  approach
• 10:03
  and
• 10:03
  the
• 10:03
  work
• 10:04
  ethic.
• 10:04
  So
• 10:05
  it'll
• 10:05
  be
• 10:05
  a
• 10:05
  great
• 10:06
  result
• 10:06
  regardless
• 10:07
  of
• 10:07
  which
• 10:07
  one
• 10:07
  of
• 10:07
  us
• 10:07
  represents.
• 10:08
  And
• 10:08
  that
• 10:08
  also
• 10:09
  gives
• 10:09
  us
• 10:09
  another
• 10:09
  nice
• 10:10
  little
• 10:10
  sell,
• 10:10
  which
• 10:11
  is
• 10:11
  worst
• 10:12
  case
• 10:12
  scenario
• 10:12
  if
• 10:13
  someone's
• 10:13
  ill,
• 10:13
  we've
• 10:13
  got
• 10:14
  backup
• 10:14
  in
• 10:14
  our
• 10:14
  team
• 10:15
  and
• 10:16
  it
• 10:16
  doesn't
• 10:17
  matter
• 10:17
  who
• 10:17
  turns
• 10:18
  up,
• 10:18
  because
• 10:18
  they'll
• 10:18
  have
• 10:18
  the
• 10:19
  same
• 10:19
  op
• 10:19
  sheet
• 10:19
  that
• 10:19
  your
• 10:20
  DJ
• 10:20
  would
• 10:20
  have
• 10:20
  been
• 10:20
  working
• 10:21
  from.
• 10:21
  And
• 10:21
  we've
• 10:22
  only
• 10:22
  had
• 10:22
  two
• 10:22
  instances
• 10:23
  where
• 10:23
  we've
• 10:23
  had
• 10:23
  to
• 10:24
  put
• 10:24
  subs
• 10:24
  out
• 10:25
  in
• 10:25
  the
• 10:26
  seven
• 10:27
  years
• 10:27
  that
• 10:27
  we've
• 10:27
  been
• 10:28
  working
• 10:28
  together
• 10:28
  as
• 10:28
  a
• 10:28
  team
• 10:28
  officially.
• 10:29
  One
• 10:29
  was
• 10:30
  last
• 10:30
  September
• 10:31
  when
• 10:31
  one
• 10:31
  of
• 10:32
  my
• 10:32
  guys
• 10:32
  got
• 10:32
  Covid
• 10:33
  and
• 10:33
  we
• 10:33
  had
• 10:33
  to
• 10:33
  send
• 10:34
  a
• 10:34
  sub
• 10:34
  out
• 10:34
  with
• 10:34
  48
• 10:35
  hours
• 10:35
  notice.
• 10:35
  And
• 10:35
  the
• 10:35
  other
• 10:36
  was
• 10:36
  a
• 10:36
  bit
• 10:36
  more
• 10:36
  extreme.
• 10:37
  And
• 10:37
  that
• 10:37
  was
• 10:37
  in
• 10:37
  summer
• 10:38
  23,
• 10:38
  when
• 10:38
  one
• 10:39
  of
• 10:39
  my
• 10:39
  guys
• 10:39
  was
• 10:39
  diagnosed
• 10:40
  with
• 10:40
  brain
• 10:40
  tumor
• 10:40
  and
• 10:42
  he
• 10:42
  was
• 10:42
  doing
• 10:43
  15
• 10:43
  weddings
• 10:44
  in
• 10:44
  the
• 10:44
  August.
• 10:45
  And
• 10:45
  because
• 10:45
  we
• 10:46
  had
• 10:46
  a
• 10:46
  deep
• 10:46
  bench,
• 10:46
  we
• 10:47
  were
• 10:47
  able
• 10:47
  to
• 10:47
  cover
• 10:48
  that
• 10:48
  off.
• 10:48
  And
• 10:49
  there's
• 10:49
  a
• 10:49
  happy
• 10:49
  ending
• 10:49
  to
• 10:49
  that
• 10:50
  story
• 10:50
  as
• 10:50
  well.
• 10:50
  Because
• 10:50
  they
• 10:51
  operated
• 10:51
  within
• 10:51
  48
• 10:52
  hours,
• 10:52
  they
• 10:53
  removed
• 10:53
  all
• 10:54
  bar
• 10:54
  one
• 10:54
  mil
• 10:54
  of
• 10:55
  the
• 10:55
  tumor
• 10:55
  and
• 10:55
  we
• 10:55
  had
• 10:56
  him
• 10:56
  out
• 10:56
  DJ
• 10:56
  again
• 10:57
  three
• 10:57
  weeks
• 10:57
  later.
• 10:58
  Just
• 10:58
  because
• 10:58
  I
• 10:59
  can
• 10:59
  only
• 10:59
  imagine
• 10:59
  if
• 10:59
  you're
• 11:00
  28
• 11:01
  and
• 11:01
  you've
• 11:01
  DJed
• 11:02
  all
• 11:02
  your
• 11:02
  life
• 11:02
  and
• 11:03
  all
• 11:03
  of
• 11:03
  a
• 11:03
  sudden
• 11:03
  some
• 11:04
  big
• 11:04
  life
• 11:04
  changing
• 11:04
  event
• 11:05
  like
• 11:05
  that
• 11:05
  comes
• 11:05
  along.
• 11:05
  It
• 11:06
  was
• 11:06
  really
• 11:06
  important
• 11:06
  for
• 11:06
  me
• 11:07
  to
• 11:07
  give
• 11:07
  him
• 11:07
  some
• 11:07
  kind
• 11:07
  of
• 11:08
  normality.
• 11:08
  So
• 11:09
  I
• 11:09
  said,
• 11:09
  how
• 11:09
  are
• 11:09
  you
• 11:10
  feeling?
• 11:10
  Do
• 11:10
  you
• 11:10
  think
• 11:11
  you
• 11:11
  could
• 11:11
  do
• 11:11
  this?
• 11:11
  Would
• 11:11
  you
• 11:12
  like
• 11:12
  to
• 11:12
  do
• 11:12
  this?
• 11:12
  Because
• 11:13
  the
• 11:13
  couple
• 11:13
  would
• 11:13
  love
• 11:13
  to
• 11:13
  see
• 11:13
  you,
• 11:14
  the
• 11:14
  venue
• 11:14
  would
• 11:14
  love
• 11:14
  to
• 11:14
  see
• 11:15
  you.
• 11:15
  I'll
• 11:15
  be
• 11:15
  five
• 11:15
  minutes
• 11:16
  down
• 11:16
  the
• 11:16
  road
• 11:16
  if
• 11:16
  you
• 11:16
  don't
• 11:17
  feel
• 11:17
  up
• 11:17
  to
• 11:17
  it.
• 11:17
  And
• 11:18
  yeah,
• 11:19
  we
• 11:19
  had
• 11:19
  him
• 11:19
  back
• 11:19
  out
• 11:19
  within
• 11:19
  three
• 11:20
  weeks.
• 11:20
  And
• 11:20
  through
• 11:21
  a
• 11:21
  very
• 11:21
  complicated
• 11:22
  network
• 11:22
  of
• 11:22
  relatives,
• 11:23
  his
• 11:24
  fiance
• 11:24
  and
• 11:25
  some
• 11:25
  of
• 11:25
  our
• 11:25
  team,
• 11:26
  we
• 11:26
  managed
• 11:26
  to
• 11:27
  keep
• 11:27
  him
• 11:27
  going
• 11:27
  and
• 11:27
  keep
• 11:27
  him
• 11:28
  busy
• 11:28
  for
• 11:28
  12
• 11:28
  months
• 11:29
  until
• 11:29
  he
• 11:29
  got
• 11:29
  his
• 11:29
  license
• 11:30
  back
• 11:30
  and
• 11:30
  the
• 11:30
  all
• 11:31
  clear.
• 11:31
  So,
• 11:32
  yeah,
• 11:32
  there's
• 11:33
  a
• 11:33
  happy
• 11:33
  ending
• 11:33
  there.
• 11:33
  But.
• 11:34
  But
• 11:34
  that
• 11:35
  was
• 11:35
  the.
• 11:35
  That
• 11:35
  was
• 11:36
  possibly
• 11:36
  the
• 11:36
  ultimate
• 11:37
  test
• 11:37
  to
• 11:37
  our
• 11:37
  resilience.
• 11:38
  And
• 11:39
  luckily
• 11:40
  as
• 11:40
  a
• 11:40
  business,
• 11:40
  we
• 11:40
  got
• 11:41
  through
• 11:41
  it.
• 11:41
  But
• 11:41
  more
• 11:41
  importantly
• 11:42
  as
• 11:42
  an
• 11:42
  individual,
• 11:42
  he
• 11:43
  sailed
• 11:43
  through
• 11:43
  it.
• 11:43
  In
• 11:43
  fact,
• 11:44
  he
• 11:44
  just
• 11:44
  got
• 11:44
  married
• 11:44
  last
• 11:45
  weekend,
• 11:45
  which
• 11:45
  was
• 11:45
  quite
• 11:46
  sweet.
• 11:46
  That
• 11:46
  is
• 11:46
  a
• 11:46
  lovely
• 11:47
  happy
• 11:47
  ending
• 11:47
  to
• 11:47
  the
• 11:48
  story.
• 11:48
  And
• 11:48
  I
• 11:48
  think
• 11:48
  the
• 11:48
  thing
• 11:49
  is
• 11:49
  there'll
• 11:49
  be
• 11:49
  some
• 11:50
  worry
• 11:50
  going
• 11:50
  on
• 11:50
  in
• 11:50
  Lilissa's
• 11:51
  mind
• 11:51
  because
• 11:52
  a
• 11:52
  lot
• 11:52
  of
• 11:52
  people
• 11:52
  in
• 11:52
  the
• 11:52
  wedding
• 11:53
  industry
• 11:53
  are
• 11:54
  just
• 11:54
  them.
• 11:55
  And
• 11:55
  actually
• 11:55
  if
• 11:56
  something
• 11:56
  like
• 11:56
  that
• 11:56
  happened
• 11:57
  to
• 11:57
  them,
• 11:58
  they
• 11:58
  wouldn't
• 11:58
  have
• 11:58
  that
• 11:59
  depth
• 11:59
  and
• 11:59
  breadth
• 12:00
  of
• 12:00
  people
• 12:00
  behind
• 12:01
  them
• 12:01
  that
• 12:01
  you've
• 12:01
  got
• 12:01
  and
• 12:02
  that
• 12:02
  you've
• 12:02
  just
• 12:02
  explained
• 12:03
  in
• 12:03
  order
• 12:03
  to
• 12:03
  come
• 12:04
  in
• 12:04
  and
• 12:04
  just
• 12:04
  take
• 12:04
  the
• 12:04
  booking
• 12:04
  for
• 12:05
  them.
• 12:05
  They
• 12:05
  may
• 12:05
  have
• 12:05
  friends
• 12:06
  who
• 12:06
  work
• 12:06
  in
• 12:06
  the
• 12:06
  industry
• 12:07
  that
• 12:07
  they
• 12:07
  could
• 12:07
  pass
• 12:07
  it
• 12:07
  on.
• 12:08
  But
• 12:08
  what
• 12:08
  you're
• 12:08
  saying
• 12:08
  is
• 12:09
  that
• 12:09
  in
• 12:09
  your
• 12:09
  model,
• 12:10
  actually
• 12:11
  it
• 12:11
  doesn't
• 12:11
  matter
• 12:11
  because
• 12:11
  they're
• 12:12
  going
• 12:12
  out
• 12:12
  as
• 12:13
  your
• 12:13
  brand,
• 12:13
  whether
• 12:13
  it's
• 12:14
  person
• 12:14
  X
• 12:14
  or
• 12:14
  person
• 12:15
  Y.
• 12:15
  I.
• 12:16
  Don't
• 12:16
  think
• 12:16
  as
• 12:16
  a
• 12:16
  business
• 12:16
  you
• 12:17
  can
• 12:17
  afford
• 12:17
  to
• 12:17
  be
• 12:18
  insular.
• 12:19
  Say,
• 12:19
  for
• 12:19
  example,
• 12:19
  you're
• 12:20
  a
• 12:20
  venue
• 12:20
  dresser.
• 12:20
  There's
• 12:21
  one
• 12:21
  venue
• 12:21
  in
• 12:22
  the
• 12:22
  New
• 12:22
  Forest
• 12:22
  that
• 12:22
  we
• 12:22
  work
• 12:23
  at
• 12:23
  quite
• 12:23
  a
• 12:23
  lot
• 12:24
  and
• 12:24
  it's
• 12:24
  served
• 12:24
  by
• 12:25
  several
• 12:26
  different
• 12:26
  companies
• 12:26
  that
• 12:27
  do
• 12:27
  venue
• 12:27
  dressing.
• 12:28
  Now,
• 12:28
  if
• 12:28
  company
• 12:28
  A
• 12:29
  are
• 12:29
  in
• 12:29
  there
• 12:29
  on
• 12:29
  Friday
• 12:30
  and
• 12:30
  Sunday
• 12:30
  and
• 12:30
  they've
• 12:30
  got
• 12:31
  fairy
• 12:31
  lights
• 12:31
  up
• 12:32
  and
• 12:32
  company
• 12:32
  B
• 12:33
  are
• 12:33
  in
• 12:33
  there
• 12:33
  on
• 12:33
  the
• 12:33
  Saturday,
• 12:34
  rather
• 12:34
  than
• 12:35
  company
• 12:35
  A,
• 12:36
  string
• 12:36
  the
• 12:36
  lights,
• 12:37
  take
• 12:37
  them
• 12:37
  down
• 12:37
  Saturday
• 12:38
  morning,
• 12:38
  go
• 12:38
  back
• 12:39
  on
• 12:39
  the
• 12:39
  Sunday,
• 12:39
  put
• 12:39
  them
• 12:39
  up
• 12:39
  again.
• 12:40
  Why
• 12:40
  don't
• 12:40
  you
• 12:41
  just
• 12:41
  have
• 12:41
  an
• 12:41
  arrangement
• 12:42
  where
• 12:42
  company
• 12:42
  A's
• 12:43
  lights
• 12:43
  will
• 12:43
  stay
• 12:44
  up
• 12:44
  and
• 12:44
  company
• 12:44
  B
• 12:45
  won't
• 12:45
  have
• 12:45
  to
• 12:45
  do
• 12:46
  it?
• 12:46
  It's
• 12:46
  a
• 12:46
  lot
• 12:46
  easier
• 12:47
  for
• 12:47
  everyone
• 12:47
  and
• 12:48
  you
• 12:48
  know,
• 12:49
  it
• 12:49
  is
• 12:49
  a
• 12:49
  small
• 12:49
  industry,
• 12:50
  so
• 12:51
  getting
• 12:51
  on
• 12:51
  well
• 12:51
  with
• 12:51
  everyone
• 12:52
  is
• 12:52
  really,
• 12:52
  really
• 12:53
  important,
• 12:53
  I
• 12:53
  think,
• 12:54
  because
• 12:54
  you
• 12:54
  never
• 12:54
  know
• 12:54
  when
• 12:55
  you
• 12:55
  might
• 12:55
  need
• 12:55
  that
• 12:55
  help.
• 12:55
  Yeah,
• 12:56
  absolutely.
• 12:56
  And
• 12:56
  it's
• 12:57
  definitely
• 12:57
  all
• 12:57
  about
• 12:58
  collaborating
• 12:58
  rather
• 12:59
  than
• 12:59
  competing
• 12:59
  against
• 13:00
  each
• 13:00
  other
• 13:00
  for
• 13:00
  sure.
• 13:01
  Now,
• 13:01
  I
• 13:01
  can
• 13:01
  already
• 13:02
  hear
• 13:02
  some
• 13:02
  people
• 13:02
  will
• 13:03
  have
• 13:03
  some
• 13:03
  objections
• 13:04
  to
• 13:04
  this
• 13:04
  idea,
• 13:05
  so
• 13:05
  I'm
• 13:05
  going
• 13:05
  to
• 13:05
  pose
• 13:05
  some
• 13:05
  of
• 13:06
  them
• 13:06
  to
• 13:06
  you
• 13:06
  or
• 13:06
  just
• 13:06
  find
• 13:06
  out
• 13:07
  a
• 13:07
  bit
• 13:07
  more
• 13:07
  about
• 13:07
  how
• 13:07
  you
• 13:08
  get
• 13:08
  through
• 13:08
  those.
• 13:08
  So
• 13:09
  the
• 13:09
  first
• 13:09
  thing
• 13:09
  is,
• 13:09
  how
• 13:10
  does
• 13:10
  the
• 13:10
  relationship
• 13:11
  work
• 13:11
  between
• 13:11
  the
• 13:12
  person
• 13:12
  inquiring
• 13:13
  and
• 13:13
  the
• 13:13
  dj?
• 13:13
  Do
• 13:14
  they
• 13:14
  know
• 13:14
  who's
• 13:14
  going
• 13:15
  to
• 13:15
  be
• 13:15
  their
• 13:15
  DJ
• 13:15
  from
• 13:15
  the
• 13:16
  start?
• 13:16
  Do
• 13:16
  they
• 13:16
  build
• 13:17
  a
• 13:17
  relationship
• 13:17
  over
• 13:18
  the
• 13:18
  booking
• 13:18
  process
• 13:19
  or
• 13:19
  do
• 13:19
  they
• 13:19
  build
• 13:19
  that
• 13:19
  relationship
• 13:20
  with
• 13:20
  the
• 13:21
  brand?
• 13:22
  So
• 13:22
  they
• 13:22
  will
• 13:23
  inquire
• 13:23
  via
• 13:23
  the
• 13:24
  website
• 13:24
  and
• 13:25
  I
• 13:25
  will
• 13:25
  respond
• 13:26
  to
• 13:26
  the
• 13:26
  inquiry
• 13:27
  pretty
• 13:28
  quickly.
• 13:28
  In
• 13:28
  fact,
• 13:28
  my
• 13:29
  average
• 13:29
  response
• 13:29
  time
• 13:30
  via
• 13:30
  hitched
• 13:30
  is
• 13:30
  32
• 13:31
  minutes.
• 13:31
  So
• 13:31
  I'm
• 13:32
  very
• 13:32
  happy
• 13:32
  with
• 13:32
  that.
• 13:34
  And
• 13:34
  then
• 13:34
  we'll
• 13:34
  talk
• 13:35
  them
• 13:35
  through
• 13:35
  the
• 13:35
  process.
• 13:35
  I
• 13:36
  will
• 13:36
  do
• 13:36
  a
• 13:36
  zoom
• 13:37
  consultation
• 13:37
  with
• 13:37
  them
• 13:38
  where
• 13:38
  I
• 13:38
  tell
• 13:38
  them
• 13:38
  a
• 13:38
  bit
• 13:38
  about
• 13:38
  the
• 13:39
  business.
• 13:40
  We
• 13:40
  allocate
• 13:41
  the
• 13:41
  DJs
• 13:41
  normally
• 13:42
  based
• 13:42
  on
• 13:43
  geography
• 13:43
  because
• 13:43
  Hampshire
• 13:44
  is
• 13:44
  a
• 13:44
  big
• 13:44
  patch.
• 13:44
  We've
• 13:45
  got
• 13:45
  three
• 13:45
  lads
• 13:46
  in
• 13:46
  South
• 13:46
  Sea,
• 13:46
  few
• 13:47
  guys
• 13:47
  up
• 13:47
  by
• 13:47
  Basingstoke.
• 13:48
  Everyone
• 13:48
  else
• 13:48
  is
• 13:48
  sort
• 13:48
  of
• 13:49
  centrally
• 13:49
  based.
• 13:50
  If
• 13:50
  a
• 13:50
  job
• 13:50
  comes
• 13:51
  in
• 13:51
  that
• 13:51
  is
• 13:51
  a
• 13:51
  bit
• 13:52
  niche,
• 13:52
  like
• 13:53
  for
• 13:53
  example,
• 13:53
  one
• 13:53
  of
• 13:53
  our
• 13:53
  guys
• 13:54
  used
• 13:54
  to
• 13:54
  be
• 13:54
  a
• 13:54
  house
• 13:54
  and
• 13:54
  techno
• 13:55
  DJ
• 13:55
  in
• 13:55
  London
• 13:55
  for
• 13:56
  30
• 13:56
  years.
• 13:56
  So
• 13:57
  if
• 13:57
  there's
• 13:57
  a
• 13:57
  dance
• 13:57
  heavy
• 13:58
  job
• 13:58
  that
• 13:58
  comes
• 13:58
  in,
• 13:59
  we
• 13:59
  always
• 13:59
  put
• 13:59
  Craig
• 14:00
  on
• 14:00
  that
• 14:00
  because
• 14:00
  we
• 14:00
  know
• 14:00
  he's
• 14:01
  going
• 14:01
  to
• 14:01
  love
• 14:01
  it
• 14:01
  and
• 14:01
  he'll
• 14:02
  dance
• 14:02
  for
• 14:02
  five
• 14:02
  hours
• 14:03
  solid
• 14:03
  and
• 14:03
  take
• 14:03
  a
• 14:03
  towel
• 14:03
  with
• 14:04
  him
• 14:04
  because
• 14:04
  he's
• 14:04
  got
• 14:04
  so
• 14:05
  much
• 14:05
  energy
• 14:05
  when
• 14:05
  it
• 14:06
  comes
• 14:06
  to
• 14:06
  that
• 14:06
  kind
• 14:06
  of
• 14:06
  thing.
• 14:07
  So
• 14:07
  we'll
• 14:08
  explain
• 14:08
  all
• 14:08
  this
• 14:08
  to
• 14:08
  the
• 14:08
  client
• 14:09
  and
• 14:09
  the
• 14:09
  client
• 14:09
  normally
• 14:10
  are
• 14:10
  pretty
• 14:11
  chilled.
• 14:11
  Google
• 14:12
  reviews
• 14:13
  mention
• 14:13
  everybody
• 14:14
  by
• 14:14
  name,
• 14:15
  so
• 14:15
  that
• 14:16
  hopefully
• 14:16
  reassures
• 14:16
  them
• 14:17
  that
• 14:17
  it
• 14:17
  doesn't
• 14:17
  matter
• 14:18
  who
• 14:18
  they
• 14:18
  get
• 14:18
  they're
• 14:19
  going
• 14:19
  to
• 14:19
  be
• 14:19
  in
• 14:19
  for
• 14:19
  a
• 14:20
  great
• 14:20
  experience.
• 14:21
  And
• 14:21
  then
• 14:22
  about
• 14:24
  six
• 14:24
  weeks
• 14:24
  out
• 14:24
  from
• 14:24
  the
• 14:25
  wedding,
• 14:25
  they
• 14:25
  get
• 14:25
  a
• 14:25
  meet
• 14:25
  your
• 14:26
  DJ
• 14:26
  email
• 14:26
  which
• 14:26
  will
• 14:27
  have
• 14:27
  a
• 14:27
  photo
• 14:27
  and
• 14:27
  a
• 14:27
  few
• 14:27
  lines
• 14:28
  about
• 14:28
  them.
• 14:28
  And
• 14:29
  then
• 14:29
  our
• 14:30
  secret
• 14:30
  weapon,
• 14:30
  about
• 14:31
  a
• 14:31
  week
• 14:31
  before
• 14:31
  the
• 14:31
  wedding
• 14:32
  they
• 14:32
  receive
• 14:32
  a
• 14:32
  postcard,
• 14:33
  handwritten
• 14:33
  postcard,
• 14:34
  saying,
• 14:34
  have
• 14:35
  an
• 14:35
  amazing
• 14:35
  day
• 14:35
  on
• 14:36
  Friday.
• 14:36
  Matt
• 14:37
  can't
• 14:37
  wait
• 14:37
  to
• 14:37
  party
• 14:38
  with
• 14:38
  you.
• 14:38
  Craig
• 14:39
  can't
• 14:39
  wait
• 14:39
  to
• 14:39
  party
• 14:39
  with
• 14:40
  you.
• 14:40
  Charlie
• 14:40
  can't
• 14:41
  wait
• 14:41
  to
• 14:41
  party
• 14:41
  with
• 14:41
  you.
• 14:42
  And
• 14:42
  that
• 14:42
  reminds
• 14:42
  them
• 14:42
  of
• 14:43
  the
• 14:43
  name
• 14:43
  of
• 14:43
  the
• 14:43
  dj.
• 14:44
  It
• 14:44
  gets
• 14:44
  them
• 14:44
  a
• 14:44
  little
• 14:45
  bit
• 14:45
  more
• 14:45
  excited
• 14:45
  about
• 14:45
  their
• 14:46
  big
• 14:46
  day.
• 14:46
  They
• 14:46
  know
• 14:47
  that
• 14:47
  we're
• 14:47
  excited
• 14:47
  about
• 14:48
  it
• 14:48
  too
• 14:48
  because
• 14:48
  as
• 14:48
  DJs,
• 14:49
  we
• 14:49
  don't
• 14:50
  really
• 14:50
  have
• 14:50
  a
• 14:50
  lot
• 14:50
  to
• 14:50
  do
• 14:51
  with
• 14:51
  the
• 14:51
  client.
• 14:51
  We
• 14:52
  take
• 14:52
  the
• 14:52
  booking,
• 14:53
  we
• 14:53
  send
• 14:54
  them
• 14:54
  a
• 14:54
  login
• 14:54
  to
• 14:54
  our
• 14:54
  client
• 14:55
  platform
• 14:55
  six
• 14:55
  months
• 14:56
  out,
• 14:56
  we
• 14:56
  obviously
• 14:57
  send
• 14:57
  them
• 14:57
  a
• 14:57
  couple
• 14:57
  of
• 14:58
  invoices.
• 14:58
  We
• 14:58
  might
• 14:59
  answer
• 14:59
  some
• 14:59
  questions,
• 15:00
  but
• 15:00
  quite
• 15:01
  often
• 15:01
  we,
• 15:02
  we
• 15:02
  have
• 15:02
  a
• 15:02
  very
• 15:02
  soft
• 15:03
  touch
• 15:03
  with
• 15:03
  the
• 15:03
  couple.
• 15:04
  So
• 15:04
  little
• 15:04
  things
• 15:05
  like
• 15:05
  that
• 15:05
  do
• 15:05
  make
• 15:06
  a
• 15:06
  difference.
• 15:06
  And
• 15:07
  I
• 15:07
  think
• 15:07
  postcards
• 15:08
  in
• 15:08
  particular
• 15:08
  are
• 15:08
  one
• 15:08
  of
• 15:08
  the
• 15:08
  reasons
• 15:09
  why
• 15:09
  we
• 15:09
  do
• 15:09
  so
• 15:09
  well
• 15:09
  with
• 15:10
  our
• 15:10
  Google
• 15:10
  reviews.
• 15:11
  Yeah,
• 15:11
  absolutely.
• 15:12
  I'm
• 15:12
  a
• 15:12
  big
• 15:12
  fan
• 15:12
  of
• 15:12
  the
• 15:13
  postcard.
• 15:13
  I've
• 15:13
  made
• 15:13
  my
• 15:14
  own
• 15:14
  branded
• 15:14
  postcards
• 15:15
  that
• 15:15
  I
• 15:15
  just
• 15:15
  randomly
• 15:15
  send
• 15:16
  to
• 15:16
  people
• 15:16
  sometimes
• 15:16
  because
• 15:17
  we
• 15:17
  get
• 15:17
  so
• 15:17
  little
• 15:18
  nice
• 15:19
  post.
• 15:19
  We
• 15:19
  either
• 15:19
  get
• 15:20
  bills
• 15:20
  or
• 15:20
  nothing.
• 15:21
  It
• 15:21
  definitely
• 15:22
  breaks
• 15:22
  through
• 15:22
  and
• 15:23
  lots
• 15:23
  of
• 15:23
  people
• 15:23
  talk
• 15:24
  about
• 15:24
  doing
• 15:24
  it,
• 15:24
  but
• 15:25
  you're
• 15:25
  one
• 15:25
  of
• 15:25
  the
• 15:25
  very
• 15:26
  few
• 15:26
  people
• 15:26
  that
• 15:26
  actually
• 15:27
  does
• 15:27
  it
• 15:27
  because
• 15:28
  I
• 15:28
  think
• 15:28
  people
• 15:28
  see
• 15:28
  it
• 15:29
  as,
• 15:29
  oh,
• 15:29
  it's
• 15:30
  time
• 15:30
  intensive
• 15:30
  to
• 15:30
  send
• 15:31
  out
• 15:31
  a
• 15:31
  postcard
• 15:31
  or
• 15:31
  to
• 15:32
  go
• 15:32
  to
• 15:32
  the
• 15:32
  post
• 15:32
  office.
• 15:32
  But
• 15:33
  actually
• 15:33
  I
• 15:34
  think
• 15:34
  the
• 15:34
  return
• 15:34
  on
• 15:35
  investment
• 15:35
  of
• 15:35
  time
• 15:36
  is
• 15:36
  so
• 15:36
  much
• 15:36
  greater
• 15:37
  than
• 15:37
  the
• 15:37
  time
• 15:37
  you
• 15:37
  would
• 15:38
  spend
• 15:38
  making
• 15:38
  a
• 15:38
  big
• 15:38
  long
• 15:39
  Instagram
• 15:39
  reel.
• 15:39
  For
• 15:39
  example,
• 15:40
  it's
• 15:40
  worth
• 15:41
  the
• 15:41
  extortion
• 15:42
  of
• 15:42
  the
• 15:42
  price
• 15:42
  of
• 15:42
  postage
• 15:43
  stamps.
• 15:43
  But
• 15:43
  just
• 15:44
  do
• 15:44
  it
• 15:44
  a
• 15:45
  week
• 15:45
  in
• 15:45
  advance,
• 15:45
  second
• 15:45
  class.
• 15:46
  That's
• 15:46
  all
• 15:46
  I'll
• 15:46
  say.
• 15:46
  Yeah,
• 15:47
  that's
• 15:47
  me.
• 15:47
  I'm
• 15:47
  always,
• 15:47
  I'm
• 15:48
  always
• 15:48
  putting
• 15:48
  second
• 15:48
  class
• 15:49
  stamps
• 15:49
  on
• 15:49
  things
• 15:49
  and
• 15:49
  then
• 15:49
  thinking,
• 15:50
  I
• 15:50
  hope
• 15:50
  they
• 15:50
  don't
• 15:50
  mind
• 15:50
  that
• 15:50
  I
• 15:51
  said
• 15:51
  this
• 15:51
  second
• 15:51
  class.
• 15:51
  But
• 15:52
  I
• 15:52
  don't
• 15:52
  look
• 15:52
  at
• 15:52
  what
• 15:53
  someone
• 15:53
  sends
• 15:53
  me
• 15:53
  stuff
• 15:54
  as.
• 15:54
  So
• 15:54
  hopefully
• 15:55
  it's
• 15:55
  all
• 15:55
  good.
• 15:55
  Okay,
• 15:56
  that's
• 15:56
  my
• 15:56
  first
• 15:56
  objection
• 15:57
  then,
• 15:57
  so
• 15:57
  that
• 15:57
  you've
• 15:58
  answered
• 15:58
  that.
• 15:58
  So
• 15:58
  really
• 15:58
  they're
• 15:59
  buying
• 15:59
  into
• 15:59
  the
• 15:59
  brand
• 16:00
  and
• 16:00
  then
• 16:00
  later
• 16:00
  down
• 16:01
  the
• 16:01
  line
• 16:01
  they're
• 16:01
  buying
• 16:01
  into
• 16:02
  the
• 16:02
  individual
• 16:02
  and
• 16:02
  you're
• 16:03
  doing
• 16:03
  that
• 16:03
  personalized
• 16:04
  meet
• 16:04
  up
• 16:04
  and
• 16:05
  chat
• 16:05
  with
• 16:05
  them.
• 16:05
  So
• 16:06
  then
• 16:06
  how
• 16:06
  are
• 16:06
  you
• 16:06
  finding
• 16:07
  the
• 16:07
  right
• 16:07
  people?
• 16:07
  Because
• 16:07
  I
• 16:08
  think
• 16:08
  one
• 16:08
  of
• 16:08
  the
• 16:08
  other
• 16:08
  big
• 16:09
  things
• 16:09
  that
• 16:09
  scares
• 16:10
  people
• 16:11
  about
• 16:11
  kind
• 16:11
  of
• 16:12
  stretching
• 16:12
  their
• 16:12
  brand
• 16:13
  out
• 16:13
  in
• 16:13
  this
• 16:13
  way
• 16:14
  is
• 16:14
  well,
• 16:14
  what
• 16:14
  if
• 16:15
  those
• 16:15
  other
• 16:15
  DJs
• 16:15
  don't
• 16:16
  show
• 16:16
  up
• 16:16
  up
• 16:16
  in
• 16:16
  the
• 16:16
  same
• 16:17
  way
• 16:17
  that
• 16:17
  I
• 16:17
  do?
• 16:18
  What
• 16:18
  if
• 16:18
  they
• 16:18
  aren't
• 16:19
  as
• 16:19
  good
• 16:19
  as
• 16:19
  me?
• 16:20
  It
• 16:20
  is
• 16:20
  absolutely
• 16:21
  100%
• 16:22
  all
• 16:22
  about
• 16:23
  finding
• 16:23
  the
• 16:23
  right
• 16:23
  people
• 16:24
  and
• 16:24
  then
• 16:24
  looking
• 16:25
  after
• 16:25
  those
• 16:25
  people.
• 16:26
  So
• 16:27
  62%
• 16:28
  of
• 16:29
  what
• 16:29
  a
• 16:29
  client
• 16:29
  pays
• 16:30
  us
• 16:30
  goes
• 16:31
  to
• 16:31
  the
• 16:31
  DJ.
• 16:31
  I
• 16:32
  pay
• 16:32
  way
• 16:33
  above
• 16:33
  the
• 16:33
  industry
• 16:33
  rates,
• 16:34
  but
• 16:34
  I've
• 16:34
  got
• 16:34
  great
• 16:35
  people.
• 16:35
  They've
• 16:36
  invested
• 16:36
  in
• 16:36
  the
• 16:36
  equipment,
• 16:37
  they've
• 16:37
  invested
• 16:38
  in
• 16:39
  the
• 16:39
  business
• 16:39
  and
• 16:40
  the
• 16:40
  brand,
• 16:40
  so
• 16:41
  I
• 16:41
  look
• 16:41
  after
• 16:41
  them
• 16:42
  and
• 16:42
  I
• 16:43
  make
• 16:43
  their
• 16:43
  jobs
• 16:43
  as
• 16:43
  easy
• 16:44
  as
• 16:44
  possible.
• 16:44
  They
• 16:45
  get
• 16:45
  well,
• 16:46
  they're
• 16:46
  well
• 16:46
  paid,
• 16:47
  so
• 16:47
  they
• 16:48
  will
• 16:48
  never
• 16:48
  let
• 16:48
  me
• 16:49
  down
• 16:49
  to
• 16:49
  go
• 16:49
  and
• 16:49
  chase
• 16:49
  money
• 16:50
  somewhere
• 16:50
  else.
• 16:50
  Quite
• 16:51
  often
• 16:51
  if
• 16:51
  you've
• 16:52
  spent
• 16:52
  £350
• 16:53
  on
• 16:53
  a
• 16:53
  DJ,
• 16:54
  they'll
• 16:54
  be
• 16:54
  sending
• 16:54
  that
• 16:55
  work
• 16:55
  out
• 16:55
  to
• 16:55
  someone
• 16:55
  for
• 16:56
  £200.
• 16:57
  And
• 16:57
  the
• 16:57
  challenge
• 16:57
  with
• 16:57
  a
• 16:57
  £200
• 16:58
  DJ
• 16:58
  is
• 16:58
  if
• 16:59
  they
• 16:59
  get
• 16:59
  offered
• 16:59
  250,
• 17:00
  they're
• 17:00
  gone.
• 17:01
  So
• 17:02
  you
• 17:02
  need
• 17:02
  to
• 17:02
  look
• 17:03
  after
• 17:03
  the
• 17:03
  people
• 17:03
  that
• 17:03
  work
• 17:03
  for
• 17:04
  you.
• 17:04
  So
• 17:04
  originally
• 17:05
  Martin
• 17:06
  came
• 17:06
  along,
• 17:06
  then
• 17:06
  Dan
• 17:07
  who
• 17:07
  was
• 17:07
  doing
• 17:07
  Drive
• 17:08
  on
• 17:08
  Heart
• 17:08
  south
• 17:08
  coast,
• 17:09
  then
• 17:09
  Jono
• 17:10
  who
• 17:10
  was
• 17:10
  doing
• 17:10
  Capital
• 17:11
  Breakfast.
• 17:12
  And
• 17:12
  the
• 17:12
  thing
• 17:12
  is,
• 17:12
  we,
• 17:13
  we
• 17:13
  knew
• 17:13
  the
• 17:13
  end
• 17:14
  was
• 17:14
  nigh
• 17:14
  for
• 17:14
  local
• 17:15
  commercial
• 17:15
  radio
• 17:16
  anyway,
• 17:16
  so
• 17:16
  this
• 17:16
  was
• 17:17
  very
• 17:17
  much
• 17:17
  a
• 17:17
  backup
• 17:18
  plan
• 17:18
  for
• 17:18
  a
• 17:19
  lot
• 17:19
  of
• 17:19
  people.
• 17:21
  Then
• 17:21
  Charlie
• 17:21
  joined
• 17:22
  us,
• 17:22
  he
• 17:22
  was
• 17:22
  DJing
• 17:23
  in
• 17:23
  the
• 17:23
  new
• 17:23
  Forest
• 17:23
  and
• 17:24
  then
• 17:24
  we
• 17:24
  just
• 17:25
  picked
• 17:25
  up
• 17:25
  people
• 17:26
  here
• 17:26
  and
• 17:26
  there.
• 17:26
  I
• 17:26
  put
• 17:26
  an
• 17:27
  ad
• 17:27
  out
• 17:27
  in
• 17:28
  a
• 17:28
  Facebook
• 17:28
  group,
• 17:28
  interviewed
• 17:29
  77
• 17:30
  DJs,
• 17:31
  took
• 17:31
  two
• 17:31
  on.
• 17:32
  One
• 17:32
  of
• 17:32
  them
• 17:32
  was
• 17:32
  another
• 17:33
  ex
• 17:33
  commercial
• 17:33
  radio
• 17:34
  person.
• 17:35
  And
• 17:35
  then
• 17:35
  from
• 17:36
  that
• 17:36
  point
• 17:36
  people
• 17:36
  found
• 17:37
  us,
• 17:37
  like
• 17:37
  Craig,
• 17:38
  the
• 17:38
  guy
• 17:38
  I
• 17:38
  was
• 17:38
  talking
• 17:38
  about
• 17:39
  earlier,
• 17:39
  who's
• 17:39
  the
• 17:39
  house
• 17:39
  and
• 17:40
  techno
• 17:40
  dj.
• 17:41
  He
• 17:41
  relocated
• 17:42
  from
• 17:42
  London
• 17:42
  to
• 17:42
  Winchester,
• 17:43
  did
• 17:43
  a
• 17:43
  bit
• 17:43
  of
• 17:43
  sleuthing
• 17:44
  online,
• 17:44
  found
• 17:44
  our
• 17:45
  website,
• 17:45
  reached
• 17:45
  out,
• 17:46
  introduced
• 17:46
  himself
• 17:47
  and,
• 17:48
  and
• 17:49
  said,
• 17:49
  I'm
• 17:50
  going
• 17:50
  to
• 17:50
  miss
• 17:50
  house
• 17:50
  and
• 17:50
  techno,
• 17:51
  but
• 17:51
  I'm
• 17:51
  going
• 17:51
  to
• 17:51
  Ms.
• 17:52
  DJing
• 17:52
  more.
• 17:52
  I
• 17:53
  don't
• 17:53
  mind
• 17:53
  playing
• 17:53
  the
• 17:53
  killers.
• 17:54
  So
• 17:54
  we
• 17:54
  lent
• 17:55
  him
• 17:55
  our
• 17:55
  spare
• 17:55
  set
• 17:55
  of
• 17:55
  kit.
• 17:56
  He
• 17:56
  did
• 17:56
  a
• 17:56
  couple
• 17:56
  of
• 17:56
  parties,
• 17:57
  smashed
• 17:57
  it
• 17:57
  out
• 17:57
  the
• 17:58
  park
• 17:58
  and
• 17:58
  then
• 17:59
  before
• 17:59
  I
• 17:59
  knew
• 17:59
  where
• 17:59
  I
• 18:00
  was,
• 18:00
  he'd
• 18:00
  gone
• 18:00
  out
• 18:00
  and
• 18:01
  bought
• 18:01
  everything
• 18:02
  and
• 18:02
  we
• 18:02
  put
• 18:02
  him
• 18:03
  on
• 18:03
  the
• 18:03
  road
• 18:03
  to
• 18:03
  in
• 18:03
  the
• 18:03
  April.
• 18:04
  He
• 18:04
  was
• 18:04
  washing
• 18:04
  his
• 18:04
  face
• 18:05
  by
• 18:05
  the
• 18:05
  September
• 18:06
  and
• 18:06
  now
• 18:06
  it's
• 18:07
  a
• 18:07
  nice
• 18:07
  little
• 18:08
  pension
• 18:08
  builder
• 18:09
  in
• 18:09
  addition
• 18:09
  to
• 18:09
  his
• 18:10
  day
• 18:10
  job.
• 18:10
  The
• 18:11
  last
• 18:11
  person
• 18:11
  to
• 18:12
  join
• 18:12
  us
• 18:12
  was
• 18:12
  another
• 18:12
  Craig,
• 18:13
  he
• 18:14
  was
• 18:14
  a
• 18:14
  DJ
• 18:15
  in
• 18:15
  London,
• 18:16
  doing
• 18:16
  lots
• 18:16
  of
• 18:16
  big
• 18:17
  corporate
• 18:17
  stuff
• 18:18
  at
• 18:18
  the
• 18:18
  Savoy
• 18:19
  and
• 18:19
  in
• 18:19
  Mayfair
• 18:20
  and
• 18:20
  stuff
• 18:20
  like
• 18:20
  that.
• 18:20
  But
• 18:21
  he'd
• 18:21
  moved
• 18:21
  out
• 18:21
  to
• 18:21
  Farnham,
• 18:22
  didn't
• 18:22
  want
• 18:22
  3am
• 18:23
  finishes
• 18:23
  anymore,
• 18:24
  has
• 18:24
  another
• 18:25
  job
• 18:25
  that
• 18:25
  he's
• 18:26
  just
• 18:26
  started
• 18:26
  and
• 18:27
  found
• 18:28
  us
• 18:28
  online,
• 18:29
  rang
• 18:29
  me
• 18:30
  up,
• 18:30
  we
• 18:30
  chatted
• 18:30
  for
• 18:31
  about
• 18:31
  half
• 18:31
  an
• 18:31
  hour.
• 18:31
  And
• 18:31
  I
• 18:31
  said,
• 18:32
  what
• 18:32
  are
• 18:32
  you
• 18:32
  doing
• 18:32
  next
• 18:32
  Wednesday?
• 18:32
  And
• 18:33
  he
• 18:33
  said,
• 18:33
  well,
• 18:33
  nothing.
• 18:33
  Why?
• 18:33
  I
• 18:34
  said,
• 18:34
  why
• 18:34
  don't
• 18:34
  you
• 18:34
  come
• 18:34
  and
• 18:34
  have
• 18:34
  pizza
• 18:35
  with
• 18:35
  the
• 18:35
  rest
• 18:35
  of
• 18:35
  the
• 18:35
  team?
• 18:35
  We're
• 18:35
  having
• 18:36
  our
• 18:36
  pre
• 18:36
  season
• 18:36
  kickoff
• 18:37
  in
• 18:37
  Winchester.
• 18:38
  Come
• 18:38
  and
• 18:38
  meet
• 18:38
  everybody.
• 18:39
  Everybody
• 18:40
  loved
• 18:40
  him.
• 18:40
  He
• 18:40
  was
• 18:40
  obvious
• 18:41
  he
• 18:41
  was
• 18:41
  going
• 18:41
  to
• 18:41
  be
• 18:42
  an
• 18:42
  asset
• 18:42
  to
• 18:42
  us.
• 18:43
  And
• 18:43
  by
• 18:43
  the
• 18:43
  time
• 18:43
  he
• 18:43
  left
• 18:44
  that
• 18:44
  night,
• 18:44
  we'd
• 18:44
  already
• 18:44
  got
• 18:45
  half
• 18:45
  a
• 18:45
  dozen
• 18:45
  dates
• 18:45
  in
• 18:46
  the
• 18:46
  diary
• 18:46
  for.
• 18:47
  So
• 18:47
  we
• 18:48
  are
• 18:48
  never
• 18:48
  in
• 18:49
  the
• 18:49
  situation
• 18:50
  where
• 18:50
  we
• 18:50
  have
• 18:50
  to
• 18:51
  go
• 18:51
  on
• 18:51
  a
• 18:51
  Facebook
• 18:51
  group
• 18:52
  and
• 18:52
  say,
• 18:53
  has
• 18:53
  anyone
• 18:53
  got
• 18:54
  any
• 18:54
  availability
• 18:55
  tonight
• 18:55
  or
• 18:56
  next
• 18:56
  week?
• 18:57
  Because
• 18:57
  we
• 18:57
  only
• 18:57
  take
• 18:58
  bookings
• 18:58
  for
• 18:59
  the
• 18:59
  people
• 18:59
  that
• 18:59
  we've
• 18:59
  got
• 19:00
  on
• 19:00
  the
• 19:00
  road
• 19:00
  to
• 19:01
  do
• 19:01
  the
• 19:01
  work.
• 19:02
  If
• 19:02
  we
• 19:02
  don't
• 19:02
  have
• 19:02
  the
• 19:02
  people,
• 19:03
  we
• 19:03
  don't
• 19:03
  take
• 19:03
  the
• 19:03
  bookings.
• 19:04
  And
• 19:04
  the
• 19:04
  important
• 19:04
  thing
• 19:05
  that's
• 19:05
  coming
• 19:05
  out
• 19:05
  of
• 19:06
  that
• 19:06
  is
• 19:06
  for
• 19:06
  me
• 19:06
  is
• 19:07
  that
• 19:07
  you're
• 19:07
  really
• 19:08
  taking
• 19:08
  that
• 19:08
  job
• 19:08
  seriously.
• 19:09
  So
• 19:09
  it's
• 19:09
  relationship
• 19:10
  builder
• 19:10
  for
• 19:10
  you,
• 19:11
  making
• 19:11
  sure
• 19:11
  that
• 19:11
  they've
• 19:11
  got
• 19:12
  the
• 19:12
  same
• 19:12
  similar
• 19:12
  ethos
• 19:13
  and
• 19:13
  that
• 19:13
  they're
• 19:13
  behind
• 19:14
  the
• 19:14
  brand
• 19:14
  in
• 19:14
  the
• 19:14
  same
• 19:15
  way
• 19:15
  that
• 19:15
  you
• 19:15
  are,
• 19:16
  so
• 19:16
  that
• 19:16
  you
• 19:16
  can
• 19:16
  trust
• 19:17
  them.
• 19:17
  And
• 19:18
  also
• 19:18
  the
• 19:18
  other
• 19:18
  important
• 19:19
  thing
• 19:19
  is
• 19:19
  that
• 19:19
  you're
• 19:19
  not
• 19:19
  just
• 19:20
  looking
• 19:20
  for
• 19:20
  people
• 19:20
  who
• 19:20
  will
• 19:21
  do
• 19:21
  it
• 19:21
  for
• 19:21
  cheap.
• 19:21
  Because
• 19:22
  we
• 19:22
  all
• 19:22
  know
• 19:22
  buy
• 19:22
  cheap,
• 19:23
  buy
• 19:23
  twice.
• 19:23
  But
• 19:23
  sometimes
• 19:24
  it's
• 19:24
  tempting
• 19:24
  as
• 19:24
  the
• 19:25
  business
• 19:25
  owner
• 19:25
  to
• 19:26
  look
• 19:26
  for
• 19:26
  the
• 19:26
  cheapest
• 19:26
  option.
• 19:27
  But
• 19:27
  actually
• 19:28
  you're
• 19:28
  right,
• 19:28
  because
• 19:28
  if
• 19:28
  you
• 19:29
  want
• 19:29
  high
• 19:29
  quality
• 19:29
  people
• 19:29
  who
• 19:30
  won't
• 19:30
  let
• 19:30
  you
• 19:30
  down,
• 19:30
  you've
• 19:31
  got
• 19:31
  to
• 19:31
  reward
• 19:31
  them.
• 19:32
  And
• 19:32
  it
• 19:32
  sounds
• 19:32
  like
• 19:32
  you've
• 19:33
  got
• 19:33
  other
• 19:33
  ways
• 19:33
  of
• 19:33
  rewarding
• 19:33
  them
• 19:34
  too,
• 19:34
  like
• 19:34
  you're
• 19:34
  getting
• 19:35
  together
• 19:35
  and
• 19:35
  doing
• 19:35
  social
• 19:36
  things
• 19:36
  too.
• 19:36
  So
• 19:37
  if
• 19:37
  you're
• 19:37
  going
• 19:37
  to
• 19:37
  build
• 19:37
  a
• 19:37
  team,
• 19:38
  you
• 19:38
  can't
• 19:38
  just
• 19:38
  have
• 19:38
  names
• 19:39
  in
• 19:39
  a
• 19:39
  WhatsApp
• 19:39
  group.
• 19:39
  They
• 19:40
  need
• 19:40
  to
• 19:40
  know
• 19:40
  each
• 19:40
  other.
• 19:40
  So
• 19:41
  twice
• 19:41
  a
• 19:41
  year
• 19:41
  we,
• 19:42
  we,
• 19:42
  we
• 19:42
  go
• 19:42
  out,
• 19:43
  I
• 19:43
  buy
• 19:43
  them
• 19:43
  pizza
• 19:43
  and
• 19:44
  beer
• 19:44
  and
• 19:44
  we
• 19:45
  have
• 19:45
  a
• 19:45
  chat.
• 19:45
  And
• 19:46
  that
• 19:47
  way,
• 19:47
  I
• 19:48
  think
• 19:48
  when
• 19:48
  Charlie
• 19:49
  was
• 19:49
  ill
• 19:49
  two
• 19:49
  years
• 19:49
  ago,
• 19:50
  if
• 19:50
  they
• 19:50
  didn't
• 19:50
  know
• 19:50
  Charlie,
• 19:51
  if
• 19:51
  they
• 19:51
  hadn't
• 19:52
  met
• 19:52
  him
• 19:52
  and
• 19:52
  known
• 19:53
  him
• 19:53
  personally,
• 19:53
  they'd
• 19:54
  have
• 19:54
  probably
• 19:54
  been
• 19:54
  a
• 19:55
  bit
• 19:55
  less
• 19:55
  reluctant
• 19:55
  to
• 19:56
  want
• 19:56
  to
• 19:56
  help
• 19:56
  him
• 19:56
  when
• 19:57
  he
• 19:57
  needed
• 19:58
  and
• 19:58
  we
• 19:58
  needed
• 19:59
  them
• 19:59
  to
• 19:59
  answer
• 20:00
  the
• 20:00
  call.
• 20:00
  So,
• 20:01
  yeah,
• 20:01
  I
• 20:01
  mean
• 20:02
  it's,
• 20:02
  it's
• 20:03
  probably
• 20:03
  a
• 20:03
  unique
• 20:04
  way
• 20:04
  of
• 20:04
  working
• 20:04
  and
• 20:04
  I
• 20:05
  don't
• 20:05
  think
• 20:05
  many
• 20:06
  DJ
• 20:06
  agencies
• 20:07
  or
• 20:07
  brands
• 20:07
  work
• 20:08
  this
• 20:08
  way.
• 20:08
  But
• 20:09
  find
• 20:09
  some
• 20:09
  people
• 20:10
  who
• 20:10
  buy
• 20:10
  into
• 20:11
  what
• 20:11
  you're
• 20:11
  doing,
• 20:12
  look
• 20:12
  after
• 20:12
  them
• 20:13
  and
• 20:14
  you'll
• 20:15
  absolutely
• 20:15
  be
• 20:15
  fine.
• 20:16
  I
• 20:16
  mean,
• 20:16
  we
• 20:16
  have
• 20:18
  487
• 20:19
  five
• 20:19
  star
• 20:20
  Google
• 20:20
  reviews
• 20:21
  and
• 20:21
  three
• 20:22
  four
• 20:22
  star
• 20:22
  Google
• 20:23
  reviews.
• 20:23
  If
• 20:23
  you
• 20:23
  read
• 20:24
  the
• 20:24
  four
• 20:24
  stars,
• 20:25
  you'll
• 20:25
  go,
• 20:25
  hang
• 20:25
  on
• 20:25
  a
• 20:25
  minute,
• 20:26
  why
• 20:26
  didn't
• 20:26
  they
• 20:26
  give
• 20:26
  them
• 20:26
  fives
• 20:27
  maybe
• 20:27
  they
• 20:28
  work
• 20:28
  in
• 20:28
  management
• 20:28
  and
• 20:29
  they
• 20:29
  find
• 20:29
  giving
• 20:30
  someone
• 20:30
  top
• 20:31
  marks,
• 20:31
  you
• 20:31
  know,
• 20:32
  impossible.
• 20:32
  But
• 20:33
  the
• 20:33
  point
• 20:34
  is
• 20:34
  we
• 20:34
  wouldn't
• 20:34
  have
• 20:35
  such
• 20:35
  a
• 20:35
  strong
• 20:36
  reputation
• 20:36
  online
• 20:37
  if
• 20:37
  we
• 20:37
  didn't
• 20:38
  use
• 20:38
  great
• 20:39
  people
• 20:39
  who
• 20:39
  were
• 20:40
  all
• 20:40
  on
• 20:40
  the
• 20:40
  same
• 20:40
  page
• 20:41
  and
• 20:41
  all
• 20:41
  heading
• 20:42
  in
• 20:42
  the
• 20:42
  same
• 20:42
  direction.
• 20:42
  So
• 20:43
  for
• 20:43
  those
• 20:43
  people,
• 20:43
  then
• 20:44
  going
• 20:44
  a
• 20:44
  bit
• 20:44
  in
• 20:44
  depth
• 20:45
  again,
• 20:45
  for
• 20:46
  those
• 20:46
  people
• 20:46
  that
• 20:46
  are
• 20:46
  working
• 20:47
  under
• 20:47
  your
• 20:47
  brand,
• 20:48
  are
• 20:48
  they
• 20:48
  also
• 20:48
  then
• 20:49
  able
• 20:49
  to
• 20:49
  go
• 20:49
  out
• 20:49
  and
• 20:50
  work
• 20:50
  individual
• 20:50
  as
• 20:51
  their
• 20:51
  individual
• 20:51
  brands
• 20:52
  or
• 20:52
  are
• 20:52
  they
• 20:52
  only
• 20:52
  contracted
• 20:53
  to
• 20:53
  work
• 20:53
  with
• 20:53
  you?
• 20:54
  So
• 20:54
  some
• 20:54
  of
• 20:54
  my
• 20:55
  guys
• 20:55
  like
• 20:56
  Matt
• 20:56
  and
• 20:57
  Charlie
• 20:57
  have
• 20:58
  their
• 20:58
  own
• 20:58
  businesses
• 20:59
  and
• 20:59
  some
• 21:00
  of
• 21:00
  my
• 21:00
  guys
• 21:00
  have
• 21:00
  day
• 21:01
  jobs
• 21:01
  and
• 21:01
  just
• 21:01
  want
• 21:01
  to
• 21:02
  work
• 21:02
  on
• 21:02
  a
• 21:02
  Saturday
• 21:02
  or
• 21:02
  a
• 21:02
  Friday
• 21:03
  night
• 21:03
  to
• 21:03
  earn
• 21:04
  some
• 21:04
  extra
• 21:04
  money.
• 21:04
  Like
• 21:05
  say,
• 21:05
  for
• 21:05
  example,
• 21:06
  they've
• 21:06
  just
• 21:06
  bought
• 21:06
  a
• 21:06
  new
• 21:06
  house
• 21:06
  and
• 21:07
  want
• 21:07
  to
• 21:07
  pay
• 21:07
  for
• 21:07
  the
• 21:07
  extension
• 21:08
  or,
• 21:09
  or
• 21:09
  stuff
• 21:10
  like
• 21:10
  that.
• 21:10
  And
• 21:10
  for
• 21:11
  them
• 21:11
  going
• 21:12
  out
• 21:12
  two
• 21:12
  Saturdays
• 21:13
  a
• 21:13
  month,
• 21:14
  possibly
• 21:14
  even
• 21:14
  three
• 21:15
  when
• 21:15
  it
• 21:15
  gets
• 21:15
  really
• 21:15
  busy,
• 21:16
  is,
• 21:16
  is
• 21:17
  a
• 21:17
  means
• 21:17
  to
• 21:17
  an
• 21:17
  end.
• 21:18
  And
• 21:18
  especially
• 21:18
  as
• 21:18
  they're
• 21:19
  good
• 21:19
  at
• 21:19
  what
• 21:19
  they
• 21:19
  do
• 21:19
  and
• 21:20
  especially
• 21:20
  as
• 21:20
  I
• 21:20
  provide
• 21:21
  them
• 21:21
  with
• 21:21
  everything
• 21:21
  they
• 21:21
  need,
• 21:22
  it's
• 21:22
  a
• 21:22
  bit
• 21:23
  of
• 21:23
  a
• 21:23
  no
• 21:23
  brainer.
• 21:25
  Charlie,
• 21:25
  for
• 21:25
  example,
• 21:26
  has
• 21:26
  put
• 21:26
  a
• 21:27
  flag
• 21:27
  in
• 21:27
  the
• 21:27
  ground
• 21:27
  in
• 21:27
  Berkshire
• 21:28
  and
• 21:28
  now
• 21:28
  we've
• 21:28
  launched
• 21:29
  Berkshire
• 21:29
  event
• 21:29
  DJs
• 21:30
  too.
• 21:30
  Now
• 21:30
  that's
• 21:30
  his
• 21:31
  baby.
• 21:31
  But
• 21:32
  it's
• 21:32
  the
• 21:32
  same
• 21:33
  marketing,
• 21:33
  it's
• 21:34
  the
• 21:34
  same
• 21:34
  materials,
• 21:35
  it's
• 21:35
  the
• 21:35
  same
• 21:36
  business
• 21:36
  approach.
• 21:37
  What's
• 21:37
  orange
• 21:38
  for
• 21:38
  us
• 21:38
  is
• 21:38
  blue
• 21:38
  for
• 21:39
  him
• 21:39
  and
• 21:40
  he's
• 21:41
  obviously
• 21:41
  started
• 21:41
  to
• 21:41
  establish
• 21:42
  himself
• 21:42
  up
• 21:42
  there
• 21:43
  quite
• 21:43
  nicely.
• 21:43
  And
• 21:43
  the
• 21:43
  good
• 21:44
  thing
• 21:44
  about
• 21:44
  that
• 21:44
  is
• 21:44
  the
• 21:45
  DJs
• 21:45
  we
• 21:45
  have
• 21:45
  in
• 21:45
  the
• 21:46
  north
• 21:46
  of
• 21:46
  Hampshire
• 21:46
  can
• 21:46
  also
• 21:47
  work
• 21:47
  for
• 21:48
  him.
• 21:48
  So
• 21:48
  as
• 21:48
  his
• 21:49
  workflow
• 21:49
  increases,
• 21:50
  then
• 21:51
  he'll
• 21:51
  be
• 21:52
  sharing
• 21:52
  resources.
• 21:53
  And
• 21:54
  if
• 21:54
  someone
• 21:54
  new
• 21:55
  comes
• 21:55
  my
• 21:55
  way
• 21:55
  who
• 21:56
  I
• 21:56
  think
• 21:56
  would
• 21:56
  be
• 21:56
  a
• 21:56
  good
• 21:57
  fit
• 21:57
  for
• 21:57
  him,
• 21:57
  then
• 21:57
  I'll
• 21:57
  send
• 21:58
  him
• 21:58
  his
• 21:58
  way
• 21:58
  as
• 21:58
  well.
• 21:58
  Like
• 21:58
  Craig
• 21:59
  in
• 21:59
  Farnum,
• 21:59
  for
• 21:59
  example,
• 22:00
  who's
• 22:00
  just
• 22:00
  joined
• 22:00
  us
• 22:00
  in
• 22:01
  the
• 22:01
  last
• 22:01
  year.
• 22:02
  He's
• 22:02
  going
• 22:02
  to
• 22:02
  be
• 22:02
  working
• 22:02
  for
• 22:03
  both
• 22:03
  brands
• 22:04
  as
• 22:04
  we
• 22:04
  expand,
• 22:05
  and
• 22:05
  we
• 22:05
  don't
• 22:05
  really
• 22:05
  want
• 22:06
  to
• 22:06
  expand
• 22:06
  any
• 22:06
  more
• 22:06
  than
• 22:06
  we
• 22:07
  have
• 22:07
  done,
• 22:07
  we'll
• 22:07
  be
• 22:07
  able
• 22:08
  to
• 22:08
  share
• 22:08
  the
• 22:08
  resources.
• 22:09
  And
• 22:09
  the
• 22:09
  good
• 22:09
  thing
• 22:10
  that
• 22:10
  is
• 22:11
  we
• 22:11
  can
• 22:11
  keep
• 22:11
  Craig
• 22:11
  busy
• 22:12
  because
• 22:13
  there
• 22:13
  are
• 22:13
  two
• 22:13
  places
• 22:14
  he
• 22:14
  can
• 22:14
  get
• 22:14
  the
• 22:14
  work
• 22:14
  from.
• 22:15
  Fantastic.
• 22:15
  Okay,
• 22:16
  let's
• 22:16
  talk
• 22:16
  about
• 22:16
  marketing
• 22:17
  then
• 22:17
  and
• 22:17
  how
• 22:17
  this
• 22:18
  works.
• 22:18
  So
• 22:18
  how
• 22:19
  are
• 22:19
  you
• 22:19
  reaching
• 22:20
  couples
• 22:21
  in
• 22:21
  Hampshire?
• 22:22
  What
• 22:22
  is
• 22:22
  working
• 22:22
  for
• 22:22
  you
• 22:23
  right
• 22:23
  now?
• 22:23
  Where
• 22:23
  do
• 22:23
  most
• 22:24
  of
• 22:24
  your
• 22:24
  inquiries
• 22:24
  come
• 22:25
  from?
• 22:25
  Because
• 22:25
  a
• 22:25
  lot
• 22:25
  of
• 22:25
  what
• 22:26
  people
• 22:26
  do
• 22:26
  from
• 22:26
  a
• 22:26
  marketing
• 22:27
  perspective
• 22:27
  is
• 22:28
  very
• 22:28
  personal
• 22:29
  brand
• 22:29
  led.
• 22:30
  So
• 22:30
  I'm
• 22:30
  Becca,
• 22:31
  work
• 22:31
  with
• 22:31
  me.
• 22:31
  I'm
• 22:32
  Becca.
• 22:32
  Whereas
• 22:32
  you're
• 22:33
  doing
• 22:33
  brand
• 22:33
  led
• 22:33
  marketing.
• 22:34
  So
• 22:34
  what
• 22:34
  is
• 22:35
  working?
• 22:35
  What
• 22:35
  is
• 22:35
  generating
• 22:36
  new
• 22:36
  inquiries?
• 22:37
  So
• 22:37
  a
• 22:37
  third
• 22:37
  of
• 22:37
  Our
• 22:37
  inquiries
• 22:38
  come
• 22:38
  from
• 22:38
  showcases.
• 22:39
  We
• 22:39
  only
• 22:39
  do
• 22:40
  showcases
• 22:40
  at
• 22:40
  venues
• 22:41
  that
• 22:41
  recommend
• 22:41
  us
• 22:41
  exclusively.
• 22:42
  That
• 22:42
  way,
• 22:43
  on
• 22:43
  the
• 22:43
  day,
• 22:43
  we're
• 22:44
  the
• 22:44
  only
• 22:44
  DJs
• 22:44
  in
• 22:44
  them.
• 22:45
  We've
• 22:46
  got
• 22:46
  our
• 22:46
  new
• 22:47
  client
• 22:47
  platform,
• 22:47
  which
• 22:48
  I'll
• 22:48
  talk
• 22:48
  about
• 22:48
  a
• 22:48
  bit
• 22:48
  later,
• 22:49
  and
• 22:49
  that
• 22:50
  is
• 22:50
  a
• 22:50
  massive
• 22:51
  win
• 22:51
  for
• 22:51
  us
• 22:51
  because
• 22:51
  that
• 22:52
  gives
• 22:52
  customers
• 22:52
  exactly
• 22:53
  what
• 22:53
  they
• 22:53
  want,
• 22:54
  it
• 22:54
  reduces
• 22:55
  choice
• 22:55
  and
• 22:55
  it
• 22:55
  makes
• 22:56
  it
• 22:56
  easier
• 22:56
  for
• 22:56
  them
• 22:56
  to
• 22:56
  curate
• 22:57
  lists
• 22:57
  of
• 22:57
  music.
• 22:58
  So
• 22:58
  a
• 22:58
  third
• 22:59
  of
• 22:59
  our
• 22:59
  stuff
• 22:59
  comes
• 22:59
  from
• 22:59
  showcases.
• 23:01
  Google
• 23:01
  works
• 23:02
  really
• 23:02
  well
• 23:02
  for
• 23:02
  us
• 23:03
  because
• 23:03
  we've
• 23:03
  invested
• 23:04
  the
• 23:04
  time
• 23:04
  and
• 23:04
  effort
• 23:05
  in
• 23:05
  getting
• 23:05
  our
• 23:05
  Google
• 23:05
  reviews
• 23:06
  up
• 23:06
  and
• 23:06
  running.
• 23:07
  Something
• 23:07
  we
• 23:08
  do
• 23:08
  every
• 23:08
  year
• 23:09
  in
• 23:10
  the
• 23:11
  third
• 23:11
  quarter
• 23:12
  is
• 23:12
  a
• 23:12
  below
• 23:12
  the
• 23:13
  line
• 23:13
  competition.
• 23:14
  So
• 23:15
  we
• 23:15
  don't
• 23:15
  always
• 23:15
  get
• 23:15
  Google
• 23:15
  reviews
• 23:16
  from
• 23:16
  people
• 23:16
  we
• 23:16
  work
• 23:16
  with.
• 23:17
  Sometimes
• 23:17
  if
• 23:17
  they've
• 23:18
  got
• 23:18
  a
• 23:18
  Gmail
• 23:18
  account,
• 23:19
  it's
• 23:19
  really
• 23:19
  easy
• 23:20
  to
• 23:20
  use
• 23:20
  a
• 23:20
  bit
• 23:20
  of
• 23:20
  nudge
• 23:21
  to
• 23:21
  get
• 23:21
  them
• 23:21
  to
• 23:21
  leave
• 23:22
  a
• 23:22
  review.
• 23:22
  But
• 23:23
  whether
• 23:23
  they
• 23:23
  have
• 23:23
  a
• 23:23
  Gmail
• 23:24
  account
• 23:24
  or
• 23:24
  not,
• 23:25
  life's
• 23:25
  maths
• 23:26
  will
• 23:26
  still
• 23:26
  get
• 23:26
  in
• 23:27
  the
• 23:27
  way.
• 23:27
  Especially
• 23:27
  post
• 23:28
  wedding.
• 23:28
  There's
• 23:28
  so
• 23:28
  much
• 23:29
  stuff
• 23:29
  to
• 23:29
  catch
• 23:29
  up
• 23:29
  on.
• 23:29
  It's
• 23:30
  really
• 23:30
  easy
• 23:30
  to
• 23:31
  drop
• 23:31
  off
• 23:31
  someone's
• 23:31
  radar.
• 23:32
  So
• 23:33
  every
• 23:33
  September
• 23:34
  we
• 23:34
  do
• 23:34
  a
• 23:34
  below
• 23:34
  the
• 23:34
  line
• 23:35
  competition
• 23:35
  where
• 23:36
  we
• 23:36
  email
• 23:36
  everyone
• 23:37
  who
• 23:37
  hasn't
• 23:37
  left
• 23:37
  us
• 23:37
  a
• 23:38
  Google
• 23:38
  review
• 23:38
  already
• 23:39
  and
• 23:39
  we
• 23:39
  offer
• 23:40
  them
• 23:40
  the
• 23:40
  chance
• 23:40
  to
• 23:40
  win
• 23:40
  a
• 23:40
  500
• 23:41
  pound
• 23:41
  Amazon
• 23:42
  voucher.
• 23:42
  If
• 23:42
  you
• 23:42
  if
• 23:42
  they
• 23:43
  leave
• 23:43
  us
• 23:43
  a
• 23:43
  Google
• 23:43
  review
• 23:43
  by
• 23:44
  the
• 23:44
  end
• 23:44
  of
• 23:44
  October,
• 23:46
  that
• 23:46
  works
• 23:46
  really
• 23:47
  well
• 23:47
  for
• 23:47
  us.
• 23:47
  Normally
• 23:48
  about
• 23:48
  an
• 23:48
  extra
• 23:48
  40
• 23:48
  Google
• 23:49
  reviews
• 23:49
  a
• 23:49
  year.
• 23:50
  Now
• 23:50
  these
• 23:50
  are
• 23:51
  people
• 23:51
  who
• 23:51
  we
• 23:51
  work
• 23:52
  for.
• 23:52
  They're
• 23:53
  not
• 23:53
  just
• 23:53
  blind
• 23:54
  strangers
• 23:55
  we're
• 23:55
  asking
• 23:55
  to
• 23:56
  leave
• 23:56
  a
• 23:56
  Google
• 23:56
  review.
• 23:56
  They're
• 23:57
  couples
• 23:57
  that
• 23:57
  we've
• 23:57
  worked
• 23:58
  with
• 23:58
  who
• 23:58
  we've
• 23:59
  asked
• 23:59
  for
• 23:59
  review
• 24:00
  and
• 24:00
  perhaps
• 24:01
  they
• 24:01
  forgot
• 24:01
  or
• 24:02
  they
• 24:02
  were
• 24:02
  busy
• 24:02
  doing
• 24:02
  something
• 24:03
  else.
• 24:04
  So
• 24:04
  of
• 24:04
  the
• 24:05
  80
• 24:05
  to
• 24:06
  100
• 24:06
  people
• 24:06
  we
• 24:06
  direct
• 24:07
  email,
• 24:07
  we'll
• 24:08
  get
• 24:08
  about
• 24:08
  40
• 24:08
  people
• 24:09
  who
• 24:09
  will
• 24:09
  then
• 24:09
  leave
• 24:09
  us
• 24:09
  a
• 24:10
  review
• 24:10
  and
• 24:10
  then
• 24:10
  we
• 24:10
  do
• 24:10
  a
• 24:11
  proper
• 24:12
  fully
• 24:12
  terms
• 24:12
  and
• 24:13
  conditions
• 24:13
  online
• 24:13
  number,
• 24:14
  random
• 24:14
  generated
• 24:15
  draw
• 24:16
  which
• 24:17
  we
• 24:17
  film
• 24:18
  compliance.
• 24:18
  This
• 24:19
  is
• 24:19
  what
• 24:19
  we
• 24:19
  have
• 24:19
  to
• 24:19
  do
• 24:20
  in
• 24:20
  radio
• 24:20
  just
• 24:20
  to
• 24:21
  make
• 24:21
  sure
• 24:21
  that
• 24:21
  we're
• 24:21
  totally
• 24:22
  across
• 24:22
  at
• 24:22
  everything.
• 24:23
  And
• 24:23
  you
• 24:24
  know,
• 24:25
  it
• 24:25
  could
• 24:25
  be
• 24:26
  that
• 24:26
  that's
• 24:26
  a
• 24:26
  500
• 24:26
  pound
• 24:27
  Amazon
• 24:27
  voucher
• 24:27
  to
• 24:27
  buy
• 24:28
  the
• 24:28
  luggage
• 24:28
  for
• 24:28
  your
• 24:28
  honeymoon
• 24:29
  that
• 24:29
  you're
• 24:29
  having
• 24:29
  in
• 24:29
  November
• 24:30
  that
• 24:30
  you
• 24:30
  didn't
• 24:30
  have
• 24:30
  in
• 24:31
  the
• 24:31
  summer.
• 24:31
  Or
• 24:31
  a
• 24:32
  500
• 24:32
  pound
• 24:32
  Amazon
• 24:33
  voucher
• 24:33
  that's
• 24:33
  going
• 24:33
  to
• 24:33
  come
• 24:33
  in
• 24:34
  handy
• 24:34
  with
• 24:34
  Christmas
• 24:34
  around
• 24:34
  the
• 24:35
  corner.
• 24:35
  So
• 24:36
  we
• 24:36
  don't
• 24:36
  talk
• 24:36
  about
• 24:36
  that
• 24:37
  on
• 24:37
  any
• 24:37
  of
• 24:37
  our
• 24:37
  socials,
• 24:38
  we
• 24:38
  just
• 24:38
  keep
• 24:38
  that
• 24:38
  below
• 24:38
  the
• 24:39
  line
• 24:39
  and
• 24:39
  do
• 24:39
  that
• 24:39
  direct.
• 24:39
  And
• 24:40
  that
• 24:40
  always
• 24:40
  works
• 24:40
  for
• 24:41
  us.
• 24:41
  We
• 24:41
  find
• 24:42
  that
• 24:42
  Millennials
• 24:42
  and
• 24:42
  Gen
• 24:43
  Z
• 24:43
  are
• 24:44
  spending
• 24:44
  a
• 24:44
  lot
• 24:44
  of
• 24:44
  time
• 24:45
  looking
• 24:45
  online.
• 24:46
  So
• 24:46
  Google
• 24:46
  reviews
• 24:47
  really
• 24:47
  work.
• 24:47
  We
• 24:48
  also
• 24:48
  have
• 24:48
  landing
• 24:49
  pages
• 24:49
  for
• 24:50
  every
• 24:50
  venue
• 24:51
  that
• 24:51
  we
• 24:51
  work
• 24:51
  with
• 24:52
  on
• 24:52
  a
• 24:52
  regular
• 24:52
  basis.
• 24:53
  So
• 24:54
  somewhere
• 24:54
  like
• 24:54
  Burley
• 24:55
  Manor,
• 24:55
  we've
• 24:55
  probably
• 24:55
  got
• 24:55
  about
• 24:56
  four
• 24:56
  landing
• 24:56
  pages,
• 24:57
  but
• 24:57
  each
• 24:57
  one
• 24:58
  has
• 24:58
  a
• 24:58
  different
• 24:58
  SEO
• 24:59
  title.
• 25:00
  We've
• 25:00
  also
• 25:00
  been
• 25:01
  tweaking
• 25:01
  the
• 25:02
  SEO
• 25:02
  in
• 25:02
  our
• 25:02
  blogs
• 25:03
  because
• 25:03
  Google's
• 25:04
  new
• 25:04
  generative
• 25:04
  AI
• 25:05
  is
• 25:06
  changing
• 25:06
  the
• 25:06
  playing
• 25:07
  field
• 25:07
  a
• 25:07
  little
• 25:07
  bit.
• 25:07
  So
• 25:08
  instead
• 25:08
  of
• 25:08
  just
• 25:08
  having
• 25:09
  images
• 25:09
  that
• 25:09
  have
• 25:09
  been
• 25:10
  named
• 25:10
  correctly
• 25:11
  and
• 25:11
  the
• 25:11
  postcode
• 25:12
  for
• 25:12
  the
• 25:12
  venue
• 25:12
  in
• 25:13
  it,
• 25:13
  you've
• 25:13
  actually
• 25:13
  got
• 25:13
  to
• 25:14
  make
• 25:14
  sure
• 25:14
  your
• 25:14
  content
• 25:14
  is
• 25:15
  as
• 25:15
  relevant
• 25:16
  as
• 25:16
  possible.
• 25:17
  So
• 25:18
  we
• 25:18
  spend
• 25:18
  quite
• 25:19
  a
• 25:19
  lot
• 25:19
  of
• 25:19
  time
• 25:19
  rewriting
• 25:20
  that.
• 25:20
  We
• 25:20
  don't
• 25:20
  use
• 25:20
  AI
• 25:21
  for
• 25:21
  it
• 25:21
  because
• 25:21
  AI
• 25:22
  spots
• 25:22
  AI
• 25:23
  and
• 25:23
  won't
• 25:24
  rank
• 25:24
  it
• 25:24
  as
• 25:24
  highly.
• 25:25
  So
• 25:27
  back
• 25:27
  to
• 25:27
  the
• 25:27
  days
• 25:27
  of
• 25:28
  creative
• 25:28
  writing
• 25:28
  at
• 25:28
  school
• 25:29
  as
• 25:29
  I
• 25:30
  try
• 25:30
  and
• 25:30
  find
• 25:31
  innovative
• 25:32
  ways
• 25:32
  of
• 25:32
  writing
• 25:33
  these
• 25:33
  blogs
• 25:33
  so
• 25:33
  they
• 25:34
  don't
• 25:34
  look
• 25:34
  like
• 25:35
  they're
• 25:35
  blogs
• 25:35
  but
• 25:36
  still
• 25:36
  have
• 25:36
  that
• 25:37
  relevant
• 25:37
  angle
• 25:38
  to
• 25:38
  them.
• 25:38
  And
• 25:39
  the
• 25:39
  other
• 25:39
  thing
• 25:39
  I've
• 25:39
  been
• 25:39
  doing
• 25:39
  in
• 25:40
  the
• 25:40
  last
• 25:40
  two
• 25:40
  weeks,
• 25:40
  which
• 25:40
  I
• 25:41
  think
• 25:41
  is
• 25:41
  going
• 25:41
  to
• 25:41
  be
• 25:41
  essential,
• 25:42
  is
• 25:42
  I'm
• 25:42
  trying
• 25:43
  to
• 25:43
  work
• 25:43
  out
• 25:43
  how,
• 25:44
  if
• 25:44
  you
• 25:44
  ask
• 25:44
  a
• 25:44
  lesson
• 25:45
  Exit
• 25:45
  or
• 25:45
  Siri,
• 25:46
  who
• 25:46
  are
• 25:46
  the
• 25:46
  best
• 25:46
  DJs
• 25:47
  in
• 25:47
  Hampshire,
• 25:47
  we
• 25:48
  want
• 25:48
  to
• 25:48
  be
• 25:48
  the
• 25:49
  answer.
• 25:49
  So
• 25:49
  I'm
• 25:50
  spending
• 25:50
  quite
• 25:50
  a
• 25:50
  bit
• 25:50
  of
• 25:51
  time
• 25:51
  investing
• 25:51
  in
• 25:51
  that.
• 25:52
  The
• 25:52
  other
• 25:52
  thing
• 25:52
  that
• 25:53
  works
• 25:53
  really
• 25:53
  well
• 25:53
  for
• 25:53
  us
• 25:54
  and,
• 25:55
  and
• 25:55
  I
• 25:55
  recommend
• 25:56
  to
• 25:56
  people,
• 25:56
  and
• 25:56
  I
• 25:57
  know
• 25:57
  it
• 25:57
  has
• 25:57
  possibly
• 25:58
  not
• 25:58
  the
• 25:58
  most
• 25:59
  positive
• 25:59
  response
• 25:59
  from
• 26:00
  wedding
• 26:00
  suppliers
• 26:01
  is
• 26:01
  Hitched.
• 26:02
  So
• 26:03
  we
• 26:03
  do
• 26:03
  really
• 26:03
  well
• 26:04
  out
• 26:04
  of
• 26:04
  Hitched
• 26:05
  and
• 26:05
  the
• 26:05
  reason
• 26:05
  I
• 26:06
  know
• 26:06
  we
• 26:06
  do
• 26:06
  really
• 26:06
  well
• 26:06
  out
• 26:06
  of
• 26:07
  Hitched
• 26:07
  is
• 26:07
  because
• 26:08
  we
• 26:08
  track
• 26:08
  where
• 26:09
  our
• 26:09
  inquiries
• 26:09
  come
• 26:10
  from.
• 26:10
  And
• 26:11
  for
• 26:11
  every
• 26:12
  one
• 26:12
  inquiry
• 26:13
  we
• 26:13
  get
• 26:13
  through
• 26:13
  Hitched,
• 26:14
  we'll
• 26:14
  sometimes
• 26:15
  get
• 26:15
  another
• 26:15
  two
• 26:15
  that
• 26:16
  originate
• 26:16
  at
• 26:16
  Hitch
• 26:17
  but
• 26:17
  actually
• 26:17
  come
• 26:17
  to
• 26:17
  us
• 26:18
  via
• 26:18
  our
• 26:18
  website.
• 26:19
  Hitched
• 26:19
  has
• 26:19
  a
• 26:20
  fantastic
• 26:20
  SEO.
• 26:21
  So
• 26:21
  for
• 26:21
  us
• 26:22
  being
• 26:22
  a
• 26:22
  team,
• 26:23
  we
• 26:23
  pick
• 26:23
  up
• 26:23
  quite
• 26:24
  a
• 26:24
  lot
• 26:24
  of
• 26:24
  last
• 26:24
  minute
• 26:25
  work
• 26:25
  because
• 26:26
  people
• 26:26
  get
• 26:26
  let
• 26:27
  down
• 26:27
  or
• 26:28
  they
• 26:28
  kick
• 26:28
  booking
• 26:28
  a
• 26:28
  DJ
• 26:29
  into
• 26:29
  the
• 26:29
  long
• 26:29
  grass
• 26:29
  until
• 26:30
  six
• 26:30
  months
• 26:30
  before
• 26:30
  they
• 26:31
  jump
• 26:31
  on
• 26:31
  Hitch,
• 26:31
  they
• 26:32
  look
• 26:32
  down
• 26:32
  the
• 26:32
  rankings,
• 26:33
  they
• 26:34
  reach
• 26:34
  out
• 26:34
  to
• 26:35
  five
• 26:35
  DJs.
• 26:36
  The
• 26:36
  other
• 26:36
  four
• 26:36
  have
• 26:36
  already
• 26:36
  got
• 26:37
  bookings,
• 26:37
  but
• 26:37
  because
• 26:37
  we've
• 26:38
  got
• 26:38
  a
• 26:38
  deep
• 26:38
  bench,
• 26:38
  we've
• 26:39
  got
• 26:39
  probably
• 26:39
  two
• 26:39
  DJs
• 26:40
  who
• 26:40
  are
• 26:40
  free
• 26:41
  to
• 26:41
  help
• 26:41
  with
• 26:41
  that.
• 26:42
  So
• 26:43
  choosing
• 26:43
  a,
• 26:44
  choosing
• 26:44
  where
• 26:44
  to
• 26:45
  spend
• 26:45
  your
• 26:45
  money
• 26:46
  is,
• 26:46
  you
• 26:46
  know,
• 26:47
  is
• 26:47
  a
• 26:48
  really
• 26:48
  smart
• 26:48
  thing
• 26:48
  to
• 26:48
  do.
• 26:48
  And
• 26:48
  for
• 26:49
  us
• 26:49
  with
• 26:49
  Hitch,
• 26:50
  we
• 26:50
  found
• 26:51
  that
• 26:51
  it
• 26:51
  has
• 26:51
  consistently
• 26:52
  delivered.
• 26:52
  I
• 26:53
  think
• 26:53
  the
• 26:53
  thing
• 26:53
  is
• 26:53
  with
• 26:53
  directories,
• 26:54
  and
• 26:54
  I
• 26:54
  talk
• 26:54
  about
• 26:54
  this
• 26:54
  a
• 26:55
  lot,
• 26:55
  is
• 26:55
  I
• 26:55
  think
• 26:55
  actually
• 26:55
  directories
• 26:56
  can
• 26:56
  work,
• 26:57
  but
• 26:57
  you
• 26:57
  also
• 26:57
  have
• 26:57
  to
• 26:57
  put
• 26:58
  the
• 26:58
  time
• 26:58
  and
• 26:58
  effort
• 26:58
  into
• 26:59
  it
• 26:59
  and
• 26:59
  you
• 26:59
  need
• 26:59
  to
• 27:00
  know
• 27:00
  your
• 27:00
  numbers,
• 27:00
  which
• 27:00
  is
• 27:01
  exactly
• 27:01
  what
• 27:01
  you've
• 27:01
  just
• 27:02
  explained
• 27:02
  and
• 27:03
  Crucially,
• 27:03
  you
• 27:03
  need
• 27:03
  to
• 27:04
  get
• 27:04
  people
• 27:04
  back
• 27:04
  to
• 27:04
  people
• 27:05
  fast,
• 27:05
  which
• 27:05
  you
• 27:05
  talked
• 27:05
  about
• 27:06
  earlier
• 27:06
  about
• 27:06
  how
• 27:06
  quickly
• 27:07
  you
• 27:07
  respond
• 27:07
  to
• 27:07
  a
• 27:07
  Hitched
• 27:08
  inquiries.
• 27:08
  With
• 27:08
  your
• 27:09
  Hitched
• 27:09
  inquiries,
• 27:09
  just
• 27:10
  as
• 27:10
  you
• 27:10
  are
• 27:10
  quite
• 27:11
  data
• 27:11
  centered,
• 27:12
  do
• 27:12
  you
• 27:13
  know
• 27:13
  how
• 27:13
  many
• 27:13
  Hitched
• 27:14
  inquiries
• 27:14
  roughly
• 27:15
  actually
• 27:15
  convert
• 27:15
  and
• 27:15
  how
• 27:16
  many
• 27:16
  just
• 27:16
  disappear?
• 27:16
  Because
• 27:17
  what
• 27:17
  I
• 27:17
  do
• 27:17
  find
• 27:17
  is
• 27:17
  you
• 27:18
  get
• 27:18
  a
• 27:18
  lot
• 27:18
  of
• 27:18
  pointless
• 27:18
  inquiries
• 27:19
  because
• 27:19
  they
• 27:19
  inquire
• 27:19
  to
• 27:19
  so
• 27:20
  many
• 27:20
  people.
• 27:21
  Well,
• 27:21
  it's
• 27:21
  funny
• 27:21
  you
• 27:21
  should
• 27:22
  say
• 27:22
  that.
• 27:23
  Our
• 27:23
  conversion
• 27:24
  rate
• 27:24
  outside
• 27:25
  of
• 27:25
  hitched
• 27:25
  is
• 27:26
  58%.
• 27:27
  From
• 27:27
  inquiry
• 27:28
  to
• 27:28
  booking,
• 27:28
  our
• 27:29
  conversion
• 27:29
  rate
• 27:30
  within
• 27:30
  hitch
• 27:30
  is
• 27:31
  22%,
• 27:31
  which
• 27:32
  they'll
• 27:32
  tell
• 27:32
  you
• 27:32
  is
• 27:32
  excellent.
• 27:33
  But
• 27:33
  I'll
• 27:34
  say,
• 27:34
  well,
• 27:34
  that's
• 27:34
  not
• 27:35
  as
• 27:35
  good
• 27:35
  as
• 27:35
  what
• 27:35
  I'm
• 27:35
  doing
• 27:35
  outside
• 27:36
  of
• 27:36
  it.
• 27:37
  But
• 27:37
  I
• 27:38
  appreciate
• 27:38
  with
• 27:38
  a
• 27:39
  website
• 27:39
  like
• 27:39
  Hitched
• 27:40
  you're
• 27:40
  going
• 27:40
  to
• 27:40
  get
• 27:40
  a
• 27:40
  lot
• 27:41
  of
• 27:41
  tire
• 27:41
  kickers.
• 27:42
  So
• 27:43
  naturally
• 27:43
  that
• 27:44
  conversion
• 27:44
  rate
• 27:44
  is
• 27:44
  going
• 27:45
  to
• 27:45
  be
• 27:45
  a
• 27:45
  little
• 27:45
  lower.
• 27:46
  One
• 27:46
  thing
• 27:46
  I
• 27:46
  don't
• 27:47
  think
• 27:47
  directory
• 27:47
  websites
• 27:48
  necessarily
• 27:48
  do
• 27:49
  well
• 27:49
  is
• 27:50
  manage
• 27:50
  customers
• 27:51
  expectations
• 27:52
  of
• 27:52
  what
• 27:52
  they
• 27:52
  need
• 27:52
  to
• 27:53
  pay
• 27:53
  because
• 27:54
  sometimes
• 27:54
  you'll
• 27:55
  find
• 27:55
  a
• 27:55
  filtering
• 27:56
  section
• 27:56
  and
• 27:56
  there's
• 27:56
  one
• 27:57
  website
• 27:57
  in
• 27:57
  particular
• 27:58
  that
• 27:58
  has
• 27:58
  four
• 27:59
  settings
• 28:00
  under
• 28:00
  200,
• 28:01
  300
• 28:02
  to
• 28:02
  200,
• 28:02
  400
• 28:03
  to
• 28:03
  300
• 28:04
  or
• 28:04
  over
• 28:04
  500
• 28:05
  pounds.
• 28:05
  So
• 28:06
  if
• 28:06
  you're
• 28:06
  a
• 28:06
  customer
• 28:07
  already
• 28:07
  in
• 28:07
  your
• 28:08
  mind,
• 28:08
  the
• 28:08
  anchor
• 28:08
  point
• 28:09
  is
• 28:09
  about
• 28:09
  £300
• 28:10
  and
• 28:11
  the
• 28:11
  maximum
• 28:11
  is
• 28:12
  going
• 28:12
  to
• 28:12
  be
• 28:12
  500.
• 28:13
  Now
• 28:13
  I
• 28:13
  looked
• 28:13
  in
• 28:14
  the
• 28:14
  Hampshire
• 28:14
  region
• 28:14
  on
• 28:15
  that
• 28:15
  particular
• 28:15
  website
• 28:15
  and
• 28:16
  of
• 28:16
  the
• 28:16
  23
• 28:16
  DJs
• 28:17
  listed,
• 28:17
  17
• 28:17
  of
• 28:18
  us
• 28:18
  were
• 28:18
  over
• 28:18
  700
• 28:19
  quid.
• 28:20
  So
• 28:20
  by
• 28:20
  not
• 28:21
  accurately
• 28:22
  managing
• 28:22
  the
• 28:22
  customer's
• 28:23
  expectations
• 28:24
  then
• 28:25
  you
• 28:25
  know
• 28:25
  that
• 28:26
  that's
• 28:26
  not
• 28:26
  helping
• 28:27
  us
• 28:27
  out
• 28:27
  at
• 28:27
  all.
• 28:27
  No,
• 28:28
  and
• 28:28
  I
• 28:28
  think
• 28:28
  the
• 28:28
  other
• 28:28
  thing
• 28:29
  is,
• 28:29
  is
• 28:29
  that
• 28:29
  quite
• 28:30
  often
• 28:30
  the
• 28:30
  inquiries
• 28:31
  will
• 28:31
  encourage
• 28:31
  you
• 28:31
  to
• 28:32
  put
• 28:32
  a
• 28:32
  really
• 28:32
  low
• 28:32
  price
• 28:33
  on
• 28:33
  there
• 28:33
  to
• 28:33
  try
• 28:33
  and
• 28:33
  get
• 28:34
  the
• 28:34
  inquiry.
• 28:34
  But
• 28:35
  it
• 28:35
  is
• 28:35
  a
• 28:35
  kind
• 28:35
  of
• 28:35
  catch
• 28:36
  22
• 28:36
  because
• 28:36
  then
• 28:36
  you
• 28:37
  increase
• 28:37
  your
• 28:37
  inquiries
• 28:37
  but
• 28:38
  your
• 28:38
  conversion
• 28:38
  goes
• 28:38
  down
• 28:39
  because
• 28:39
  when
• 28:39
  they
• 28:39
  actually
• 28:39
  find
• 28:40
  out
• 28:40
  how
• 28:40
  much
• 28:40
  you
• 28:40
  cost,
• 28:41
  then
• 28:41
  you
• 28:41
  lose
• 28:41
  them.
• 28:41
  But
• 28:41
  yeah,
• 28:42
  so,
• 28:42
  okay,
• 28:42
  so
• 28:42
  what
• 28:42
  I'm
• 28:43
  hearing
• 28:43
  from
• 28:43
  you
• 28:43
  then
• 28:43
  is
• 28:43
  the
• 28:43
  three
• 28:44
  things
• 28:44
  that
• 28:44
  are
• 28:44
  working
• 28:44
  for
• 28:44
  you
• 28:45
  right
• 28:45
  now
• 28:45
  is
• 28:46
  your
• 28:46
  showcases,
• 28:47
  your
• 28:47
  Hitched
• 28:48
  and
• 28:48
  your
• 28:48
  SEO.
• 28:49
  Yeah,
• 28:50
  Google
• 28:50
  as
• 28:50
  well.
• 28:51
  Yeah,
• 28:51
  your
• 28:51
  Google
• 28:52
  SEO
• 28:52
  with
• 28:53
  your
• 28:53
  chat,
• 28:53
  GPT,
• 28:54
  SEO
• 28:54
  and
• 28:54
  all
• 28:54
  of
• 28:54
  that
• 28:54
  kind
• 28:55
  of
• 28:55
  stuff.
• 28:55
  So
• 28:55
  your
• 28:55
  website
• 28:56
  is,
• 28:56
  is
• 28:56
  converting
• 28:57
  yet.
• 28:57
  Directories
• 28:58
  are
• 28:58
  converting
• 28:59
  and
• 28:59
  also
• 28:59
  your
• 29:00
  showcases
• 29:00
  are
• 29:00
  converting.
• 29:01
  And
• 29:01
  I
• 29:01
  think
• 29:01
  it's
• 29:01
  important
• 29:01
  to
• 29:02
  talk
• 29:02
  about
• 29:02
  this
• 29:02
  stuff
• 29:02
  because
• 29:03
  people
• 29:03
  get
• 29:03
  shiny
• 29:04
  object
• 29:04
  syndrome
• 29:04
  and
• 29:05
  they
• 29:05
  think
• 29:05
  oh,
• 29:05
  I
• 29:05
  need
• 29:05
  to
• 29:05
  do
• 29:05
  this,
• 29:06
  I
• 29:06
  need
• 29:06
  to
• 29:06
  do
• 29:06
  this.
• 29:06
  But
• 29:06
  actually
• 29:07
  when
• 29:07
  you
• 29:07
  start
• 29:07
  talking
• 29:07
  to
• 29:08
  people
• 29:08
  and
• 29:08
  find
• 29:08
  out
• 29:08
  what's
• 29:09
  actually
• 29:09
  working
• 29:10
  is
• 29:10
  often
• 29:10
  what
• 29:10
  I
• 29:11
  call
• 29:11
  the
• 29:11
  unsexy
• 29:12
  stuff.
• 29:12
  The
• 29:12
  stuff
• 29:12
  that
• 29:13
  people
• 29:13
  don't
• 29:13
  really
• 29:13
  like
• 29:14
  spending
• 29:14
  the
• 29:14
  time
• 29:14
  on,
• 29:15
  like
• 29:15
  thinking
• 29:16
  about
• 29:16
  the
• 29:16
  tech.
• 29:16
  I
• 29:17
  also
• 29:17
  want
• 29:17
  to
• 29:17
  go
• 29:17
  back
• 29:17
  to
• 29:18
  what
• 29:18
  you
• 29:18
  said
• 29:18
  earlier
• 29:18
  about
• 29:18
  competitions,
• 29:19
  because
• 29:19
  when
• 29:20
  you
• 29:20
  were
• 29:20
  speaking,
• 29:20
  there
• 29:20
  was
• 29:21
  so
• 29:21
  much
• 29:21
  of
• 29:21
  me
• 29:21
  that
• 29:21
  was
• 29:22
  thinking
• 29:22
  commercial
• 29:22
  radio,
• 29:23
  commercial
• 29:23
  radio,
• 29:23
  commercial
• 29:24
  radio.
• 29:25
  And
• 29:26
  because
• 29:26
  I'm
• 29:26
  the
• 29:26
  same,
• 29:26
  I
• 29:26
  love
• 29:27
  a
• 29:27
  competition.
• 29:27
  I
• 29:27
  used
• 29:27
  to
• 29:28
  write
• 29:28
  the
• 29:28
  terms
• 29:28
  and
• 29:28
  conditions
• 29:29
  because
• 29:29
  I
• 29:29
  worked
• 29:29
  in
• 29:30
  what
• 29:30
  was
• 29:30
  called
• 29:30
  SPI
• 29:31
  at
• 29:31
  the
• 29:31
  time,
• 29:31
  sponsorship,
• 29:32
  promotions,
• 29:32
  interactivity.
• 29:33
  And
• 29:33
  so
• 29:33
  I
• 29:34
  used
• 29:34
  to
• 29:34
  write
• 29:34
  terms,
• 29:34
  conditions
• 29:35
  for
• 29:35
  competitions.
• 29:35
  And
• 29:36
  one
• 29:36
  of
• 29:36
  the
• 29:36
  things
• 29:36
  I
• 29:36
  see
• 29:36
  in
• 29:37
  the
• 29:37
  wedding
• 29:37
  industry
• 29:37
  is
• 29:38
  people
• 29:38
  run
• 29:38
  terrible
• 29:39
  competitions
• 29:39
  and
• 29:39
  then
• 29:40
  wonder
• 29:40
  why
• 29:40
  they
• 29:40
  don't
• 29:40
  work.
• 29:41
  And
• 29:41
  so
• 29:41
  immediately
• 29:42
  when
• 29:42
  I
• 29:42
  heard
• 29:42
  you
• 29:42
  talk
• 29:43
  about
• 29:43
  your
• 29:43
  competition,
• 29:44
  the
• 29:44
  way
• 29:44
  that
• 29:44
  you
• 29:44
  set
• 29:44
  it
• 29:45
  up,
• 29:45
  and
• 29:45
  also
• 29:46
  the
• 29:46
  fact
• 29:46
  that
• 29:46
  you
• 29:46
  are
• 29:46
  giving
• 29:47
  a
• 29:47
  really
• 29:47
  good
• 29:47
  prize
• 29:48
  is
• 29:48
  what
• 29:49
  makes
• 29:49
  people
• 29:49
  give
• 29:49
  that
• 29:50
  review.
• 29:50
  Because
• 29:50
  often
• 29:50
  people
• 29:51
  say,
• 29:51
  oh
• 29:51
  yeah,
• 29:51
  I'm
• 29:51
  going
• 29:51
  to
• 29:51
  do
• 29:51
  a
• 29:51
  competition.
• 29:52
  If
• 29:52
  you
• 29:52
  leave
• 29:53
  me
• 29:53
  a
• 29:53
  review,
• 29:53
  I'll
• 29:54
  give
• 29:54
  you
• 29:54
  10%
• 29:55
  off
• 29:55
  a
• 29:55
  future
• 29:55
  booking.
• 29:56
  And
• 29:56
  no
• 29:56
  one
• 29:56
  wants
• 29:57
  that.
• 29:57
  No.
• 29:58
  So
• 29:58
  I
• 29:58
  consider
• 29:59
  for
• 29:59
  40
• 30:00
  Google
• 30:01
  reviews
• 30:01
  from
• 30:02
  people
• 30:02
  who
• 30:02
  work
• 30:02
  for
• 30:02
  me
• 30:03
  anyway,
• 30:03
  but
• 30:03
  probably
• 30:03
  hadn't
• 30:04
  got
• 30:04
  around
• 30:04
  to
• 30:04
  leaving
• 30:04
  them,
• 30:05
  a
• 30:05
  500
• 30:05
  quid
• 30:06
  spend
• 30:06
  is
• 30:07
  worth
• 30:07
  its
• 30:07
  weight
• 30:07
  in
• 30:08
  gold
• 30:08
  because
• 30:08
  those
• 30:09
  extra
• 30:09
  40
• 30:09
  reviews
• 30:10
  will
• 30:10
  propel
• 30:10
  you
• 30:10
  even
• 30:11
  further
• 30:11
  at
• 30:11
  the
• 30:11
  rankings,
• 30:12
  we
• 30:12
  are
• 30:12
  59%
• 30:13
  ahead
• 30:13
  of
• 30:13
  our
• 30:14
  nearest
• 30:14
  competitor
• 30:14
  on
• 30:15
  Google
• 30:15
  in
• 30:15
  terms
• 30:15
  of
• 30:15
  Google
• 30:16
  reviews
• 30:16
  at
• 30:16
  the
• 30:16
  moment.
• 30:17
  Granted,
• 30:17
  we
• 30:17
  are
• 30:18
  significantly
• 30:18
  busier
• 30:19
  than
• 30:19
  they
• 30:19
  are
• 30:19
  and
• 30:19
  there
• 30:19
  are
• 30:19
  more
• 30:20
  of
• 30:20
  us,
• 30:20
  but
• 30:20
  the
• 30:21
  other,
• 30:21
  the
• 30:21
  other
• 30:21
  little
• 30:22
  thing
• 30:22
  that
• 30:22
  I've
• 30:22
  started
• 30:23
  using
• 30:23
  in
• 30:23
  my
• 30:23
  emails
• 30:24
  when
• 30:24
  I
• 30:24
  ask
• 30:24
  for
• 30:25
  a
• 30:25
  Google
• 30:25
  review
• 30:25
  is
• 30:25
  a
• 30:25
  little
• 30:25
  bit
• 30:26
  of
• 30:26
  nudge.
• 30:26
  Have
• 30:26
  you
• 30:26
  heard
• 30:27
  about
• 30:27
  nudge?
• 30:27
  No,
• 30:28
  I
• 30:28
  don't
• 30:28
  know
• 30:28
  if
• 30:28
  I
• 30:28
  have.
• 30:28
  So
• 30:29
  nudge
• 30:29
  is
• 30:30
  behavioral
• 30:31
  economics.
• 30:32
  And
• 30:33
  back
• 30:33
  in
• 30:33
  the
• 30:33
  Tony
• 30:34
  Boy,
• 30:34
  back
• 30:34
  in
• 30:34
  the
• 30:34
  David
• 30:35
  Cameron
• 30:35
  days
• 30:35
  of
• 30:36
  number
• 30:36
  10,
• 30:36
  they
• 30:36
  had
• 30:36
  a
• 30:36
  nudge
• 30:37
  unit.
• 30:38
  So
• 30:38
  nudge
• 30:39
  is
• 30:39
  designed
• 30:40
  to
• 30:40
  do
• 30:40
  little
• 30:41
  things
• 30:41
  that
• 30:41
  change
• 30:41
  people's
• 30:41
  behavior.
• 30:42
  So
• 30:42
  two
• 30:42
  famous
• 30:43
  examples
• 30:43
  of
• 30:43
  nudge,
• 30:44
  Schiphol
• 30:44
  Airport
• 30:45
  in
• 30:45
  Amsterdam,
• 30:45
  they
• 30:46
  had
• 30:46
  a
• 30:46
  problem
• 30:46
  in
• 30:46
  the
• 30:46
  gents
• 30:47
  where
• 30:48
  the
• 30:48
  floor
• 30:48
  got
• 30:48
  quite
• 30:49
  wet
• 30:49
  and
• 30:49
  messy.
• 30:49
  So
• 30:50
  what
• 30:50
  they
• 30:50
  did
• 30:51
  was
• 30:51
  put
• 30:51
  plastic
• 30:51
  flies
• 30:52
  on
• 30:52
  the
• 30:52
  back
• 30:52
  of
• 30:52
  the
• 30:52
  urinals,
• 30:53
  all
• 30:53
  of
• 30:53
  a
• 30:53
  sudden,
• 30:53
  give
• 30:54
  a
• 30:54
  man
• 30:54
  something
• 30:54
  to
• 30:54
  aim
• 30:54
  at.
• 30:55
  Bang,
• 30:55
  done,
• 30:55
  solve
• 30:56
  the
• 30:56
  problem.
• 30:56
  The
• 30:57
  other
• 30:57
  example
• 30:57
  of
• 30:57
  nudge,
• 30:58
  which
• 30:58
  is
• 30:59
  going
• 30:59
  to
• 30:59
  conjure
• 30:59
  up
• 30:59
  some
• 31:00
  less
• 31:01
  unpleasant
• 31:01
  mental
• 31:02
  images,
• 31:02
  is
• 31:03
  that
• 31:03
  when
• 31:04
  they
• 31:04
  sent
• 31:04
  out
• 31:05
  tax
• 31:06
  letters,
• 31:07
  they
• 31:07
  wrote
• 31:07
  across
• 31:07
  the
• 31:07
  middle
• 31:08
  of
• 31:08
  it.
• 31:08
  Most
• 31:08
  people
• 31:09
  pay
• 31:09
  their
• 31:09
  tax
• 31:10
  bills
• 31:10
  within
• 31:10
  the
• 31:11
  first
• 31:11
  month
• 31:12
  and
• 31:12
  they
• 31:12
  had
• 31:12
  something
• 31:12
  like
• 31:13
  a
• 31:13
  70
• 31:13
  uptick
• 31:14
  with
• 31:14
  people
• 31:14
  paying
• 31:15
  their
• 31:15
  bills.
• 31:15
  So
• 31:16
  nudge
• 31:16
  works.
• 31:16
  So
• 31:16
  basically,
• 31:17
  when
• 31:17
  I
• 31:17
  email
• 31:18
  a
• 31:18
  couple
• 31:18
  and
• 31:18
  ask
• 31:18
  for
• 31:18
  a
• 31:19
  review,
• 31:19
  I
• 31:19
  always
• 31:19
  make
• 31:19
  sure
• 31:19
  I've
• 31:20
  got
• 31:20
  both
• 31:20
  their
• 31:20
  email
• 31:21
  addresses
• 31:21
  because
• 31:21
  If
• 31:21
  I've
• 31:22
  been
• 31:22
  dealing
• 31:22
  with
• 31:22
  the
• 31:22
  bride
• 31:23
  and
• 31:23
  she's
• 31:23
  hotmail,
• 31:23
  but
• 31:23
  the
• 31:24
  groom's
• 31:24
  a
• 31:24
  Gmail,
• 31:25
  instantly
• 31:26
  I
• 31:26
  know
• 31:27
  I've
• 31:27
  got
• 31:27
  one
• 31:27
  of
• 31:27
  them
• 31:28
  who's
• 31:28
  already
• 31:28
  got
• 31:29
  the
• 31:29
  account,
• 31:29
  which
• 31:30
  will
• 31:30
  lead
• 31:30
  to
• 31:30
  me
• 31:31
  getting
• 31:31
  the
• 31:31
  review.
• 31:32
  And
• 31:33
  it
• 31:33
  will
• 31:33
  be,
• 31:34
  hi,
• 31:34
  insert
• 31:35
  name.
• 31:35
  Firstly,
• 31:36
  congratulations.
• 31:37
  Hope
• 31:37
  you
• 31:37
  had
• 31:37
  an
• 31:37
  amazing
• 31:38
  day
• 31:38
  yesterday.
• 31:38
  Thank
• 31:39
  you
• 31:39
  for
• 31:39
  making
• 31:39
  insert
• 31:39
  DJ
• 31:40
  name
• 31:40
  feel
• 31:40
  so
• 31:41
  welcome.
• 31:41
  There'll
• 31:42
  be
• 31:42
  a
• 31:42
  little
• 31:42
  line
• 31:42
  of
• 31:42
  color
• 31:43
  about
• 31:43
  the
• 31:43
  party,
• 31:43
  which
• 31:44
  they
• 31:44
  will
• 31:44
  have
• 31:44
  fed
• 31:44
  me
• 31:44
  on
• 31:44
  WhatsApp
• 31:45
  when
• 31:45
  they
• 31:45
  finished
• 31:45
  the
• 31:46
  night
• 31:46
  before.
• 31:46
  So
• 31:46
  it
• 31:46
  made
• 31:46
  it
• 31:47
  sound
• 31:47
  like
• 31:47
  I
• 31:47
  knew
• 31:47
  what
• 31:47
  was
• 31:48
  happening
• 31:48
  even
• 31:48
  though
• 31:48
  I
• 31:48
  was
• 31:48
  at
• 31:49
  a
• 31:49
  different
• 31:49
  venue
• 31:49
  doing
• 31:49
  something
• 31:50
  else.
• 31:50
  And
• 31:51
  then
• 31:51
  I'll
• 31:51
  say,
• 31:51
  I
• 31:52
  notice
• 31:52
  you
• 31:52
  have
• 31:52
  a
• 31:52
  Gmail
• 31:53
  account
• 31:53
  and
• 31:53
  wondered
• 31:54
  if
• 31:54
  you
• 31:54
  would
• 31:54
  take
• 31:54
  a
• 31:54
  moment
• 31:55
  to
• 31:55
  help
• 31:55
  our
• 31:55
  business
• 31:55
  grow.
• 31:56
  And
• 31:56
  then
• 31:57
  literally
• 31:57
  in
• 31:57
  one
• 31:57
  line,
• 31:58
  tell
• 31:58
  them
• 31:58
  what
• 31:58
  I
• 31:58
  need
• 31:58
  them
• 31:59
  to
• 31:59
  do.
• 31:59
  If
• 31:59
  you're
• 32:00
  uncomfortable,
• 32:00
  click.
• 32:00
  You
• 32:01
  can
• 32:01
  click
• 32:01
  here
• 32:01
  for
• 32:01
  our
• 32:02
  Google
• 32:02
  page.
• 32:02
  If
• 32:02
  you're
• 32:02
  uncomfortable
• 32:03
  clicking
• 32:03
  on
• 32:04
  a
• 32:04
  link,
• 32:04
  search
• 32:05
  for
• 32:05
  our
• 32:05
  Google
• 32:05
  Page.
• 32:06
  Or
• 32:06
  if
• 32:06
  you
• 32:06
  don't
• 32:07
  have
• 32:07
  a
• 32:07
  Gmail
• 32:07
  account,
• 32:07
  Facebook
• 32:08
  will
• 32:08
  do.
• 32:08
  That's
• 32:09
  been
• 32:09
  one
• 32:09
  of
• 32:09
  the
• 32:09
  secrets
• 32:09
  to
• 32:10
  us
• 32:10
  getting
• 32:10
  more
• 32:10
  reviews
• 32:11
  because
• 32:11
  you're
• 32:12
  politely
• 32:12
  calling
• 32:13
  them
• 32:13
  out.
• 32:13
  You're
• 32:13
  saying,
• 32:14
  I
• 32:14
  know
• 32:14
  you've
• 32:14
  had
• 32:14
  a
• 32:14
  great
• 32:15
  time.
• 32:15
  I
• 32:15
  know
• 32:15
  you've
• 32:15
  got
• 32:15
  a
• 32:16
  Gmail
• 32:16
  account.
• 32:16
  Why
• 32:16
  wouldn't
• 32:17
  you
• 32:17
  leave
• 32:17
  me
• 32:17
  a
• 32:17
  review?
• 32:18
  And
• 32:18
  you
• 32:19
  know,
• 32:19
  sometimes
• 32:20
  if
• 32:20
  it's
• 32:20
  during
• 32:20
  the
• 32:21
  summer
• 32:22
  months,
• 32:22
  they'll
• 32:23
  be
• 32:23
  off
• 32:23
  on
• 32:23
  honeymoon
• 32:24
  straight
• 32:24
  away,
• 32:24
  and
• 32:24
  sometimes
• 32:25
  they
• 32:25
  won't
• 32:26
  be
• 32:26
  going
• 32:26
  on
• 32:26
  honeymoon
• 32:26
  because
• 32:27
  they'll
• 32:27
  have
• 32:27
  a
• 32:28
  November
• 32:29
  honeymoon
• 32:29
  planned.
• 32:30
  And
• 32:30
  then
• 32:30
  you
• 32:30
  can
• 32:30
  follow
• 32:31
  up
• 32:31
  to
• 32:31
  them.
• 32:31
  Something
• 32:32
  else
• 32:32
  we
• 32:32
  do
• 32:32
  is
• 32:32
  we
• 32:32
  email
• 32:33
  them
• 32:33
  about
• 32:34
  three
• 32:34
  weeks
• 32:34
  after
• 32:35
  the
• 32:35
  wedding
• 32:35
  with
• 32:36
  a
• 32:36
  Spotify
• 32:36
  playlist
• 32:37
  of
• 32:37
  everything
• 32:37
  we
• 32:37
  played
• 32:37
  in
• 32:38
  the
• 32:38
  order
• 32:38
  we
• 32:38
  played
• 32:38
  it.
• 32:38
  And
• 32:39
  then
• 32:39
  that's
• 32:39
  another
• 32:40
  little
• 32:40
  nudge
• 32:40
  for
• 32:41
  them
• 32:41
  to
• 32:41
  leave
• 32:41
  us
• 32:41
  a
• 32:41
  Google
• 32:42
  review.
• 32:42
  Fantastic.
• 32:43
  Okay,
• 32:43
  so
• 32:43
  little
• 32:43
  nudges
• 32:44
  is
• 32:44
  basically
• 32:44
  like
• 32:44
  the
• 32:45
  doing
• 32:45
  1%
• 32:45
  better,
• 32:46
  just
• 32:46
  finding
• 32:46
  something
• 32:47
  to
• 32:47
  get
• 32:48
  them
• 32:48
  to.
• 32:48
  To
• 32:48
  just
• 32:49
  try
• 32:49
  and
• 32:49
  make
• 32:49
  it
• 32:49
  work
• 32:50
  better
• 32:50
  for
• 32:50
  you.
• 32:50
  And
• 32:50
  so
• 32:51
  I'm
• 32:51
  guessing
• 32:51
  you've
• 32:51
  applied
• 32:51
  that
• 32:52
  in
• 32:52
  all
• 32:52
  sorts
• 32:52
  of
• 32:52
  areas
• 32:53
  of
• 32:53
  your
• 32:53
  business,
• 32:53
  which
• 32:53
  we
• 32:53
  probably
• 32:54
  don't
• 32:54
  have
• 32:54
  time
• 32:54
  to
• 32:54
  get
• 32:55
  into
• 32:55
  right
• 32:55
  now.
• 32:56
  But
• 32:56
  one.
• 32:56
  One
• 32:57
  thing
• 32:57
  I
• 32:57
  do
• 32:57
  want
• 32:57
  to
• 32:58
  talk
• 32:58
  about,
• 32:58
  though,
• 32:58
  briefly
• 32:59
  before
• 32:59
  we
• 32:59
  move
• 32:59
  on
• 32:59
  to
• 33:00
  the
• 33:00
  tech
• 33:00
  conversation,
• 33:01
  is
• 33:01
  your
• 33:01
  conversion
• 33:02
  rate.
• 33:02
  Because
• 33:03
  I
• 33:03
  know
• 33:03
  you're
• 33:03
  very
• 33:03
  proud
• 33:04
  of
• 33:04
  your
• 33:04
  conversion
• 33:04
  rate
• 33:04
  and
• 33:05
  you
• 33:05
  absolutely
• 33:05
  should
• 33:06
  be,
• 33:06
  because
• 33:06
  it's
• 33:06
  really
• 33:07
  high
• 33:07
  above
• 33:07
  industry
• 33:08
  standard
• 33:08
  and
• 33:09
  especially
• 33:09
  outside
• 33:10
  of
• 33:10
  hitched,
• 33:10
  it's
• 33:10
  over
• 33:11
  50%.
• 33:11
  What
• 33:12
  do
• 33:12
  you
• 33:12
  credit
• 33:12
  that
• 33:13
  to?
• 33:13
  Why
• 33:13
  do
• 33:13
  you
• 33:13
  think
• 33:14
  your
• 33:14
  conversion
• 33:14
  rate
• 33:15
  is
• 33:15
  so
• 33:15
  high?
• 33:16
  And
• 33:16
  are
• 33:16
  we
• 33:16
  talking
• 33:17
  conversion
• 33:17
  from
• 33:18
  initial
• 33:18
  inquiry
• 33:18
  to
• 33:19
  booking
• 33:19
  or
• 33:19
  conversion
• 33:20
  from
• 33:20
  Speaking.
• 33:21
  To
• 33:21
  them
• 33:21
  to
• 33:21
  booking,
• 33:22
  from
• 33:22
  initial
• 33:22
  inquiry
• 33:23
  to
• 33:23
  booking,
• 33:23
  we're
• 33:23
  currently
• 33:24
  running
• 33:24
  at
• 33:24
  58%
• 33:25
  and
• 33:26
  I
• 33:27
  think
• 33:27
  responsiveness,
• 33:28
  so
• 33:28
  getting
• 33:28
  back
• 33:29
  to
• 33:29
  them
• 33:29
  quickly
• 33:29
  is
• 33:30
  key.
• 33:31
  Getting
• 33:31
  back
• 33:31
  to
• 33:31
  them
• 33:32
  with
• 33:32
  the
• 33:32
  relevant
• 33:33
  information
• 33:33
  also
• 33:34
  helps.
• 33:34
  So
• 33:35
  don't
• 33:35
  write
• 33:35
  them
• 33:35
  a
• 33:36
  huge
• 33:36
  email,
• 33:37
  don't
• 33:37
  send
• 33:37
  them
• 33:37
  loads
• 33:38
  of
• 33:38
  links.
• 33:38
  Just
• 33:39
  says,
• 33:40
  just
• 33:40
  say,
• 33:40
  this
• 33:41
  is
• 33:41
  us.
• 33:41
  We'd
• 33:42
  love
• 33:42
  to
• 33:42
  be
• 33:42
  a
• 33:42
  part
• 33:42
  of
• 33:42
  your
• 33:43
  night.
• 33:43
  We
• 33:43
  are
• 33:43
  the
• 33:44
  highest
• 33:44
  reviewed
• 33:44
  DJs
• 33:45
  on
• 33:45
  Google
• 33:45
  in
• 33:45
  the
• 33:45
  South.
• 33:46
  We've
• 33:46
  got
• 33:46
  this
• 33:46
  brilliant
• 33:47
  app
• 33:47
  that's
• 33:47
  like
• 33:47
  Tinder
• 33:48
  for
• 33:48
  party
• 33:48
  music,
• 33:48
  which
• 33:48
  will
• 33:49
  help
• 33:49
  you
• 33:49
  curate
• 33:49
  your
• 33:49
  playlist.
• 33:50
  Here's
• 33:50
  our
• 33:50
  E
• 33:51
  brochure.
• 33:51
  Prices
• 33:52
  are
• 33:52
  on
• 33:52
  page
• 33:52
  eight.
• 33:53
  If
• 33:53
  you'd
• 33:54
  like
• 33:54
  an
• 33:54
  online
• 33:54
  consultation.
• 33:55
  Bang.
• 33:56
  And.
• 33:56
  And
• 33:56
  actually
• 33:56
  the
• 33:57
  E
• 33:57
  brochure
• 33:57
  does
• 33:57
  the
• 33:57
  work
• 33:58
  for
• 33:58
  us
• 33:58
  by
• 33:58
  telling
• 33:59
  them
• 33:59
  the
• 33:59
  price
• 34:00
  is
• 34:00
  on
• 34:00
  page
• 34:00
  eight.
• 34:00
  They're
• 34:01
  going
• 34:01
  to
• 34:01
  have
• 34:01
  to
• 34:01
  click
• 34:01
  on
• 34:01
  that
• 34:02
  E
• 34:02
  brochure
• 34:03
  to
• 34:03
  then
• 34:03
  get
• 34:04
  to
• 34:04
  the
• 34:04
  price
• 34:04
  and
• 34:05
  then
• 34:05
  they're
• 34:05
  going
• 34:05
  to
• 34:05
  have
• 34:05
  to
• 34:05
  go
• 34:05
  through
• 34:06
  seven
• 34:06
  pages
• 34:07
  of
• 34:07
  aspirational
• 34:08
  images
• 34:08
  and
• 34:09
  a
• 34:09
  little
• 34:09
  bit
• 34:09
  of
• 34:09
  text
• 34:10
  here
• 34:10
  and
• 34:10
  there
• 34:11
  and
• 34:11
  brides
• 34:11
  and
• 34:12
  grooms
• 34:12
  living
• 34:12
  their
• 34:12
  best
• 34:12
  lives
• 34:13
  before
• 34:13
  they
• 34:14
  find
• 34:14
  out
• 34:14
  how
• 34:14
  much
• 34:14
  it's
• 34:15
  going
• 34:15
  to
• 34:15
  cost
• 34:15
  them
• 34:15
  to
• 34:15
  have
• 34:15
  a
• 34:16
  night
• 34:16
  like
• 34:16
  that.
• 34:17
  So
• 34:17
  then
• 34:18
  you
• 34:18
  just
• 34:18
  follow
• 34:18
  up.
• 34:20
  I
• 34:20
  think
• 34:20
  we,
• 34:21
  we
• 34:21
  asked
• 34:21
  for
• 34:21
  a
• 34:22
  200
• 34:22
  pound
• 34:22
  deposit
• 34:23
  to
• 34:23
  secure
• 34:23
  the
• 34:24
  date
• 34:24
  the
• 34:24
  balance
• 34:24
  is
• 34:24
  payable
• 34:25
  one
• 34:25
  month
• 34:25
  before.
• 34:25
  So
• 34:26
  we
• 34:26
  keep
• 34:26
  it
• 34:26
  really
• 34:26
  simple
• 34:27
  because
• 34:27
  once
• 34:27
  we
• 34:27
  know
• 34:27
  we've
• 34:28
  got
• 34:28
  them
• 34:28
  in
• 34:28
  the
• 34:28
  diary,
• 34:28
  we
• 34:29
  don't
• 34:29
  care
• 34:29
  if
• 34:29
  we
• 34:29
  don't
• 34:29
  speak
• 34:29
  to
• 34:29
  them
• 34:30
  for
• 34:30
  another
• 34:30
  six
• 34:30
  months,
• 34:30
  which
• 34:31
  is
• 34:31
  normally
• 34:31
  when
• 34:31
  we
• 34:31
  do
• 34:32
  speak
• 34:32
  to
• 34:32
  them
• 34:32
  next,
• 34:32
  when
• 34:32
  we
• 34:33
  send
• 34:33
  them
• 34:33
  the
• 34:33
  login
• 34:33
  to
• 34:33
  the
• 34:33
  client
• 34:34
  platform
• 34:34
  so
• 34:34
  they
• 34:34
  can
• 34:34
  start
• 34:35
  curating
• 34:35
  their
• 34:35
  playlist.
• 34:36
  But
• 34:36
  I
• 34:36
  think
• 34:37
  for
• 34:37
  us
• 34:37
  in
• 34:38
  our
• 34:38
  space,
• 34:39
  the
• 34:39
  one
• 34:39
  thing
• 34:39
  that
• 34:40
  really
• 34:40
  helps
• 34:40
  our
• 34:40
  conversion
• 34:41
  rate
• 34:41
  is
• 34:42
  we
• 34:42
  give
• 34:42
  the
• 34:42
  people
• 34:42
  what
• 34:42
  they
• 34:43
  want.
• 34:43
  We've
• 34:43
  made
• 34:44
  it
• 34:44
  so
• 34:44
  easy
• 34:45
  to
• 34:45
  tackle
• 34:46
  one
• 34:46
  of
• 34:46
  the
• 34:46
  most
• 34:47
  daunting
• 34:47
  aspects
• 34:48
  of
• 34:48
  hiring
• 34:49
  a
• 34:49
  dj.
• 34:50
  So
• 34:50
  in
• 34:51
  the
• 34:51
  industry,
• 34:51
  when
• 34:52
  we
• 34:52
  started
• 34:52
  our
• 34:52
  process
• 34:53
  of
• 34:53
  building
• 34:53
  this
• 34:53
  content
• 34:54
  management
• 34:54
  system,
• 34:54
  we
• 34:55
  did
• 34:55
  a
• 34:55
  survey,
• 34:55
  we
• 34:55
  asked
• 34:56
  three
• 34:56
  questions.
• 34:56
  We
• 34:57
  asked,
• 34:57
  how
• 34:58
  old
• 34:58
  are
• 34:58
  you?
• 34:59
  How
• 34:59
  long
• 34:59
  have
• 34:59
  you
• 34:59
  been
• 35:00
  DJing?
• 35:00
  What's
• 35:01
  the
• 35:01
  biggest
• 35:01
  challenge
• 35:01
  to
• 35:02
  you
• 35:02
  doing
• 35:02
  your
• 35:02
  job?
• 35:03
  The
• 35:03
  average
• 35:03
  age
• 35:04
  was
• 35:04
  55.
• 35:05
  The
• 35:05
  average
• 35:05
  time
• 35:05
  spent
• 35:06
  served
• 35:06
  was
• 35:06
  30
• 35:06
  years.
• 35:07
  And
• 35:07
  the
• 35:07
  biggest
• 35:08
  challenge,
• 35:08
  people
• 35:09
  telling
• 35:09
  me
• 35:10
  what
• 35:10
  to
• 35:10
  play.
• 35:10
  Now
• 35:11
  you're
• 35:11
  a
• 35:11
  customer
• 35:11
  service
• 35:11
  industry,
• 35:12
  you
• 35:12
  should
• 35:13
  be
• 35:13
  playing
• 35:13
  what
• 35:13
  the
• 35:13
  people
• 35:13
  want.
• 35:14
  So
• 35:15
  I
• 35:15
  thought,
• 35:15
  if
• 35:15
  the
• 35:15
  rest
• 35:16
  of
• 35:16
  the
• 35:16
  industry
• 35:17
  is
• 35:17
  still
• 35:17
  got
• 35:17
  a
• 35:18
  massive
• 35:18
  chip
• 35:18
  on
• 35:18
  its
• 35:18
  shoulder,
• 35:19
  like
• 35:19
  30
• 35:19
  years
• 35:20
  ago,
• 35:20
  when
• 35:20
  the
• 35:20
  DJs
• 35:21
  were
• 35:21
  the
• 35:21
  influences
• 35:22
  and
• 35:22
  were
• 35:22
  the
• 35:23
  taste
• 35:23
  makers,
• 35:24
  then
• 35:24
  you're
• 35:24
  going
• 35:25
  to
• 35:25
  die
• 35:25
  on
• 35:25
  your
• 35:25
  ass.
• 35:25
  Because
• 35:26
  millennials
• 35:27
  and
• 35:27
  Gen
• 35:27
  Z
• 35:27
  don't
• 35:27
  want
• 35:28
  that.
• 35:28
  Millennials
• 35:29
  and
• 35:29
  Gen
• 35:29
  Z
• 35:29
  are
• 35:30
  specifically
• 35:31
  unspecific.
• 35:31
  They
• 35:32
  might
• 35:32
  not
• 35:32
  tell
• 35:32
  you
• 35:32
  what
• 35:32
  they
• 35:33
  want,
• 35:33
  but
• 35:33
  they
• 35:33
  certainly
• 35:33
  have
• 35:34
  a
• 35:34
  really
• 35:34
  clear
• 35:34
  idea
• 35:35
  of
• 35:35
  what
• 35:35
  they
• 35:35
  don't.
• 35:36
  So
• 35:36
  imagine
• 35:36
  this.
• 35:37
  You're
• 35:37
  25,
• 35:38
  you're
• 35:38
  getting
• 35:38
  married.
• 35:39
  You
• 35:39
  went
• 35:39
  to
• 35:39
  a
• 35:39
  wedding
• 35:40
  10
• 35:40
  years
• 35:40
  ago.
• 35:40
  The
• 35:40
  music
• 35:41
  was
• 35:41
  rubbish.
• 35:41
  No
• 35:41
  one
• 35:41
  danced.
• 35:42
  That
• 35:43
  is
• 35:43
  your
• 35:43
  fear
• 35:44
  of
• 35:44
  what
• 35:44
  your
• 35:44
  wedding
• 35:45
  will
• 35:45
  be
• 35:45
  like.
• 35:46
  And
• 35:46
  you
• 35:46
  need
• 35:46
  something
• 35:46
  that's
• 35:47
  going
• 35:47
  to
• 35:47
  help
• 35:47
  you
• 35:47
  overcome
• 35:48
  that
• 35:48
  fear.
• 35:48
  You
• 35:49
  need
• 35:49
  something
• 35:49
  that's
• 35:49
  going
• 35:49
  to
• 35:49
  make
• 35:49
  you
• 35:50
  feel
• 35:50
  confident
• 35:50
  that
• 35:50
  your
• 35:51
  wedding
• 35:51
  is
• 35:51
  not
• 35:51
  going
• 35:52
  to
• 35:52
  be
• 35:52
  like
• 35:52
  that
• 35:52
  one
• 35:53
  where
• 35:53
  they
• 35:53
  played
• 35:53
  the
• 35:53
  Birdie
• 35:54
  song
• 35:54
  and
• 35:54
  made
• 35:54
  everyone
• 35:54
  sit
• 35:55
  on
• 35:55
  the
• 35:55
  floor
• 35:55
  and
• 35:55
  pretend
• 35:55
  to
• 35:55
  row
• 35:56
  a
• 35:56
  boat.
• 35:57
  So
• 35:57
  we
• 35:58
  worked
• 35:58
  out
• 35:58
  that
• 35:58
  we've
• 35:59
  got
• 35:59
  two
• 35:59
  different
• 35:59
  types
• 35:59
  of
• 35:59
  customer.
• 36:00
  20%
• 36:00
  of
• 36:00
  our
• 36:01
  customer
• 36:01
  are
• 36:01
  really
• 36:01
  into
• 36:01
  music,
• 36:02
  have
• 36:02
  a
• 36:02
  very
• 36:02
  strong
• 36:03
  idea
• 36:03
  of
• 36:03
  what
• 36:03
  they
• 36:03
  like.
• 36:03
  They're
• 36:04
  very
• 36:04
  confident
• 36:04
  when
• 36:04
  it
• 36:04
  comes
• 36:05
  to
• 36:05
  music.
• 36:05
  But
• 36:06
  the
• 36:06
  other
• 36:06
  80%
• 36:06
  of
• 36:07
  our
• 36:07
  customers
• 36:07
  just
• 36:07
  want
• 36:08
  a
• 36:08
  good
• 36:08
  time
• 36:08
  but
• 36:08
  don't
• 36:09
  know
• 36:09
  where
• 36:09
  to
• 36:09
  start.
• 36:09
  And
• 36:09
  they
• 36:10
  are
• 36:10
  the
• 36:10
  reason
• 36:10
  why
• 36:10
  radio
• 36:11
  brands
• 36:11
  like
• 36:11
  Heart
• 36:11
  exist.
• 36:12
  They
• 36:12
  play
• 36:12
  the
• 36:12
  same
• 36:12
  300
• 36:13
  songs
• 36:13
  over
• 36:13
  and
• 36:13
  over.
• 36:14
  So
• 36:14
  when,
• 36:14
  whenever
• 36:14
  you
• 36:14
  jump
• 36:14
  in
• 36:15
  the
• 36:15
  car,
• 36:15
  you're
• 36:15
  going
• 36:15
  to
• 36:16
  hear
• 36:16
  something
• 36:16
  that
• 36:16
  you
• 36:16
  recognize,
• 36:17
  something
• 36:18
  that's
• 36:18
  familiar.
• 36:18
  You
• 36:19
  might
• 36:19
  not
• 36:19
  know
• 36:19
  the
• 36:19
  title
• 36:20
  and
• 36:20
  the
• 36:20
  artist,
• 36:20
  but
• 36:20
  it
• 36:20
  doesn't
• 36:21
  matter
• 36:21
  because
• 36:21
  it's
• 36:21
  a
• 36:21
  familiar
• 36:22
  song
• 36:22
  and
• 36:22
  you're
• 36:23
  cool
• 36:23
  with
• 36:23
  that.
• 36:24
  So
• 36:25
  we
• 36:25
  built
• 36:25
  an
• 36:26
  app
• 36:26
  which
• 36:26
  is
• 36:26
  like
• 36:26
  Tinder
• 36:27
  for
• 36:27
  party
• 36:27
  music.
• 36:28
  When
• 36:28
  a
• 36:28
  couple
• 36:28
  logs
• 36:29
  in,
• 36:29
  they
• 36:29
  are
• 36:29
  presented
• 36:30
  with
• 36:30
  the
• 36:30
  most
• 36:30
  popular
• 36:31
  music
• 36:31
  of
• 36:32
  right
• 36:32
  now.
• 36:32
  This
• 36:32
  list
• 36:33
  updates
• 36:33
  every
• 36:33
  six
• 36:34
  hours,
• 36:34
  and
• 36:34
  it's
• 36:35
  updated
• 36:35
  by
• 36:36
  our
• 36:36
  clients
• 36:37
  picking
• 36:37
  music
• 36:38
  for
• 36:38
  their
• 36:38
  parties.
• 36:39
  So
• 36:39
  as
• 36:39
  the
• 36:40
  songs
• 36:40
  appear
• 36:40
  in
• 36:40
  front
• 36:40
  of
• 36:41
  you,
• 36:41
  underneath
• 36:41
  every
• 36:41
  track
• 36:42
  are
• 36:42
  three
• 36:42
  buttons.
• 36:42
  There's
• 36:43
  a
• 36:43
  red
• 36:43
  button,
• 36:44
  a
• 36:44
  blue
• 36:44
  button
• 36:45
  and
• 36:45
  a
• 36:45
  green
• 36:45
  button.
• 36:46
  If
• 36:46
  you
• 36:46
  find
• 36:46
  a
• 36:47
  song
• 36:47
  that
• 36:47
  you
• 36:47
  really
• 36:47
  like,
• 36:47
  you
• 36:47
  push
• 36:48
  the
• 36:48
  green
• 36:48
  button,
• 36:48
  it
• 36:48
  goes
• 36:48
  into
• 36:49
  the
• 36:49
  do
• 36:49
  playlist.
• 36:49
  If
• 36:49
  you
• 36:49
  find
• 36:50
  a
• 36:50
  song
• 36:50
  you
• 36:50
  can't
• 36:50
  stand,
• 36:50
  you
• 36:51
  click
• 36:51
  the
• 36:51
  red
• 36:51
  button,
• 36:51
  it
• 36:51
  goes
• 36:51
  into
• 36:52
  your
• 36:52
  don't
• 36:52
  playlist.
• 36:53
  If
• 36:53
  you
• 36:53
  don't
• 36:53
  have
• 36:53
  a
• 36:53
  strong
• 36:54
  emotional
• 36:54
  reaction
• 36:54
  to
• 36:55
  the
• 36:55
  song
• 36:55
  either
• 36:55
  way,
• 36:55
  you
• 36:55
  push
• 36:56
  the
• 36:56
  skip
• 36:56
  button.
• 36:56
  And
• 36:57
  that
• 36:57
  goes
• 36:57
  into
• 36:57
  a
• 36:58
  separate
• 36:58
  list.
• 36:58
  And
• 36:58
  it
• 36:59
  means
• 36:59
  on
• 36:59
  the
• 36:59
  night
• 36:59
  when
• 36:59
  the
• 37:00
  DJ
• 37:00
  turns
• 37:00
  up
• 37:00
  to
• 37:00
  do
• 37:01
  your
• 37:01
  party,
• 37:01
  they've
• 37:01
  got
• 37:01
  a
• 37:02
  list
• 37:02
  of
• 37:02
  stuff
• 37:02
  you
• 37:02
  really
• 37:02
  like,
• 37:03
  lists
• 37:03
  of
• 37:04
  stuff
• 37:04
  you
• 37:04
  don't
• 37:04
  mind,
• 37:04
  and
• 37:05
  list
• 37:05
  of
• 37:05
  stuff
• 37:05
  you
• 37:05
  can't
• 37:06
  stand.
• 37:06
  Now,
• 37:06
  sometimes
• 37:06
  it
• 37:07
  will
• 37:07
  be
• 37:07
  10
• 37:07
  songs
• 37:07
  that
• 37:08
  they
• 37:08
  really
• 37:08
  like,
• 37:08
  sometimes
• 37:09
  it'll
• 37:09
  be
• 37:09
  200.
• 37:10
  But
• 37:10
  from
• 37:10
  a
• 37:10
  DJ's
• 37:11
  perspective,
• 37:11
  you
• 37:11
  can't
• 37:11
  go
• 37:12
  wrong
• 37:12
  because
• 37:12
  you're
• 37:12
  only
• 37:13
  going
• 37:13
  to
• 37:13
  play
• 37:13
  90
• 37:13
  songs.
• 37:14
  And
• 37:14
  if
• 37:14
  they've
• 37:14
  given
• 37:14
  you
• 37:14
  200,
• 37:15
  there's
• 37:16
  so
• 37:16
  much
• 37:16
  wiggle
• 37:16
  room
• 37:16
  for
• 37:17
  you
• 37:17
  to
• 37:17
  be
• 37:17
  able
• 37:17
  to
• 37:17
  mold
• 37:17
  that
• 37:18
  list
• 37:18
  into
• 37:18
  a
• 37:19
  playlist
• 37:19
  of
• 37:19
  stuff
• 37:19
  that
• 37:20
  you
• 37:20
  know
• 37:20
  they're
• 37:20
  going
• 37:20
  to
• 37:21
  like.
• 37:21
  Now
• 37:21
  the
• 37:22
  Journey
• 37:22
  is
• 37:22
  taught
• 37:23
  us
• 37:23
  quite
• 37:23
  a
• 37:23
  few
• 37:23
  interesting
• 37:23
  things
• 37:24
  about
• 37:24
  psychology
• 37:25
  and,
• 37:26
  and
• 37:26
  how
• 37:27
  people
• 37:27
  react
• 37:27
  to
• 37:28
  music
• 37:28
  and
• 37:29
  how
• 37:29
  they
• 37:29
  react
• 37:29
  to
• 37:30
  choice.
• 37:30
  And
• 37:31
  sometimes
• 37:32
  you'll
• 37:32
  get
• 37:33
  people
• 37:33
  who
• 37:33
  will
• 37:33
  send
• 37:34
  you
• 37:34
  a
• 37:34
  list
• 37:34
  from
• 37:34
  Spotify
• 37:35
  and
• 37:35
  say,
• 37:35
  we
• 37:35
  only
• 37:36
  want
• 37:36
  these
• 37:36
  songs
• 37:37
  and
• 37:38
  that's
• 37:38
  fine.
• 37:39
  But
• 37:39
  if
• 37:39
  you
• 37:39
  want
• 37:39
  a
• 37:40
  great
• 37:40
  party
• 37:40
  atmosphere,
• 37:41
  there
• 37:41
  needs
• 37:41
  to
• 37:41
  be
• 37:41
  compromise
• 37:42
  because
• 37:42
  you
• 37:43
  need
• 37:43
  to
• 37:43
  be
• 37:43
  playing
• 37:43
  the
• 37:43
  songs
• 37:44
  that
• 37:44
  everyone
• 37:44
  is
• 37:44
  going
• 37:45
  to
• 37:45
  vibe
• 37:45
  off.
• 37:45
  There's
• 37:46
  a
• 37:46
  term
• 37:46
  in
• 37:46
  music
• 37:46
  psychology
• 37:47
  called
• 37:47
  the
• 37:47
  nostalgia
• 37:48
  bounce
• 37:48
  and
• 37:48
  for
• 37:48
  most
• 37:49
  people
• 37:49
  it's
• 37:49
  15
• 37:49
  to
• 37:50
  25.
• 37:50
  And
• 37:50
  it's
• 37:50
  the
• 37:50
  key
• 37:50
  point
• 37:51
  in
• 37:51
  your
• 37:51
  life
• 37:51
  where
• 37:51
  you
• 37:51
  develop
• 37:51
  your
• 37:52
  strong
• 37:52
  connections
• 37:52
  to
• 37:52
  music.
• 37:53
  So
• 37:53
  it's
• 37:53
  leaving
• 37:53
  school,
• 37:54
  learning
• 37:54
  to
• 37:54
  drive,
• 37:55
  holidays
• 37:55
  abroad
• 37:56
  with
• 37:56
  your
• 37:56
  friends,
• 37:56
  messy
• 37:57
  nights
• 37:57
  out
• 37:57
  with
• 37:57
  your
• 37:58
  mates.
• 37:58
  When
• 37:58
  you
• 37:58
  hear
• 37:59
  a
• 37:59
  song
• 37:59
  from
• 37:59
  that
• 37:59
  period
• 37:59
  in
• 38:00
  your
• 38:00
  life
• 38:00
  on
• 38:00
  the
• 38:00
  radio
• 38:01
  in
• 38:01
  20
• 38:02
  years
• 38:02
  from
• 38:02
  now,
• 38:03
  your
• 38:03
  brain
• 38:03
  will
• 38:03
  let
• 38:03
  off
• 38:03
  a
• 38:04
  bit
• 38:04
  of
• 38:04
  dopamine
• 38:04
  and
• 38:04
  it
• 38:04
  will
• 38:04
  make
• 38:05
  you
• 38:05
  feel
• 38:05
  amazing
• 38:06
  because
• 38:06
  it
• 38:06
  will
• 38:06
  remind
• 38:07
  you
• 38:07
  of
• 38:07
  those
• 38:08
  times.
• 38:09
  So
• 38:09
  we
• 38:09
  want
• 38:09
  to
• 38:09
  be
• 38:09
  playing
• 38:09
  those
• 38:10
  songs
• 38:10
  at
• 38:10
  your
• 38:10
  party.
• 38:11
  We
• 38:11
  don't
• 38:11
  have
• 38:11
  a
• 38:12
  crystal
• 38:12
  ball,
• 38:12
  but
• 38:13
  there's
• 38:13
  a
• 38:13
  certain
• 38:14
  amount
• 38:14
  of
• 38:14
  science
• 38:14
  that
• 38:15
  will
• 38:15
  help
• 38:15
  us
• 38:15
  get
• 38:15
  to
• 38:15
  that
• 38:16
  point
• 38:16
  anyway.
• 38:17
  So
• 38:17
  by
• 38:18
  presenting
• 38:18
  people
• 38:19
  with
• 38:19
  a
• 38:19
  never
• 38:20
  ending
• 38:20
  list.
• 38:21
  Well,
• 38:21
  I
• 38:21
  say
• 38:21
  never
• 38:21
  ending
• 38:22
  most
• 38:22
  people,
• 38:22
  the
• 38:22
  most
• 38:23
  we've
• 38:23
  had
• 38:23
  was
• 38:23
  someone
• 38:23
  gets
• 38:24
  five
• 38:24
  and
• 38:24
  a
• 38:24
  half
• 38:24
  thousand
• 38:24
  before
• 38:25
  they
• 38:25
  stopped.
• 38:25
  But,
• 38:26
  but
• 38:26
  by
• 38:26
  presenting
• 38:27
  them
• 38:27
  with
• 38:27
  a,
• 38:27
  with
• 38:28
  a
• 38:28
  constantly
• 38:28
  evolving
• 38:29
  list
• 38:29
  of
• 38:29
  popular
• 38:30
  music,
• 38:30
  they're
• 38:30
  making
• 38:31
  choices
• 38:32
  from
• 38:32
  a
• 38:32
  good
• 38:33
  set
• 38:33
  of
• 38:33
  songs
• 38:34
  rather
• 38:34
  than
• 38:35
  asking
• 38:36
  the
• 38:36
  opinions
• 38:37
  of
• 38:37
  people
• 38:37
  who
• 38:38
  maybe
• 38:38
  aren't
• 38:39
  that
• 38:39
  musically
• 38:39
  inclined.
• 38:40
  Because
• 38:40
  if
• 38:40
  you
• 38:41
  ask
• 38:41
  on
• 38:41
  RSVPs,
• 38:43
  pick
• 38:43
  a
• 38:43
  song
• 38:43
  for
• 38:43
  the
• 38:43
  DJ
• 38:44
  to
• 38:44
  play
• 38:45
  and
• 38:45
  you're
• 38:45
  in
• 38:45
  that
• 38:46
  80%
• 38:46
  that
• 38:46
  isn't
• 38:47
  very
• 38:47
  musical,
• 38:48
  then
• 38:48
  you're
• 38:49
  not
• 38:49
  necessarily
• 38:49
  going
• 38:50
  to
• 38:50
  make
• 38:50
  a
• 38:50
  great
• 38:50
  choice.
• 38:50
  If
• 38:51
  you're
• 38:51
  in
• 38:51
  the
• 38:51
  20%
• 38:51
  who
• 38:52
  are
• 38:52
  confident
• 38:52
  you'll
• 38:53
  make
• 38:53
  some
• 38:53
  great
• 38:53
  choices.
• 38:53
  But
• 38:54
  if
• 38:54
  you're
• 38:54
  in
• 38:54
  the
• 38:54
  80%
• 38:55
  who
• 38:55
  aren't,
• 38:55
  you
• 38:56
  might
• 38:56
  jump
• 38:56
  on
• 38:56
  Google,
• 38:56
  type
• 38:57
  in
• 38:57
  wedding
• 38:57
  songs
• 38:57
  and
• 38:58
  then
• 38:58
  we'll
• 38:58
  end
• 38:58
  up
• 38:58
  with
• 38:59
  stuff
• 38:59
  that's
• 39:00
  not
• 39:00
  really
• 39:00
  appropriate
• 39:01
  for
• 39:01
  a
• 39:01
  party,
• 39:01
  like
• 39:01
  Eric
• 39:02
  Clapton
• 39:02
  Was
• 39:02
  Wonderful
• 39:02
  Tonight
• 39:03
  or
• 39:03
  someone
• 39:04
  else's
• 39:04
  first
• 39:04
  dance
• 39:05
  tune.
• 39:05
  That
• 39:06
  again
• 39:06
  is
• 39:06
  irrelevant
• 39:06
  for
• 39:06
  the
• 39:07
  audience
• 39:07
  that's
• 39:07
  in
• 39:07
  front
• 39:07
  of
• 39:07
  them.
• 39:08
  So
• 39:08
  I
• 39:09
  guess
• 39:09
  we're
• 39:09
  saying
• 39:10
  you
• 39:10
  make
• 39:10
  the
• 39:10
  choices.
• 39:11
  If
• 39:11
  you
• 39:11
  trust
• 39:12
  us,
• 39:12
  just
• 39:12
  point
• 39:12
  us
• 39:13
  in
• 39:13
  the
• 39:13
  right
• 39:13
  direction.
• 39:13
  But
• 39:14
  if
• 39:14
  you
• 39:14
  want
• 39:14
  to
• 39:14
  have
• 39:14
  complete
• 39:15
  control
• 39:15
  over
• 39:15
  everything,
• 39:15
  that's
• 39:16
  absolutely
• 39:16
  fine,
• 39:17
  go
• 39:17
  for
• 39:17
  it
• 39:17
  and
• 39:18
  we'll
• 39:18
  make
• 39:19
  the
• 39:19
  best
• 39:19
  of
• 39:19
  what
• 39:19
  you
• 39:19
  give
• 39:19
  us.
• 39:20
  The
• 39:20
  other
• 39:20
  thing
• 39:21
  that
• 39:21
  helps
• 39:21
  is
• 39:21
  understanding
• 39:22
  the
• 39:22
  psychology
• 39:22
  of
• 39:22
  an
• 39:22
  evening
• 39:23
  as
• 39:23
  well,
• 39:23
  because
• 39:23
  there
• 39:23
  are
• 39:23
  always
• 39:23
  two
• 39:24
  peaks.
• 39:24
  The
• 39:24
  first
• 39:24
  peak
• 39:25
  will
• 39:25
  be
• 39:25
  immediately
• 39:25
  after
• 39:26
  the
• 39:26
  first
• 39:26
  dance.
• 39:27
  We
• 39:27
  will
• 39:28
  play
• 39:28
  half
• 39:28
  an
• 39:29
  hour
• 39:29
  of
• 39:29
  absolute
• 39:29
  bangers
• 39:30
  at
• 39:30
  that
• 39:30
  point,
• 39:30
  because
• 39:31
  the
• 39:31
  photographer
• 39:31
  will
• 39:32
  be
• 39:32
  around
• 39:32
  so,
• 39:33
  you
• 39:33
  know,
• 39:33
  they'll
• 39:34
  make
• 39:34
  us
• 39:34
  look
• 39:34
  good.
• 39:35
  And
• 39:36
  then
• 39:36
  the
• 39:36
  couple
• 39:37
  will
• 39:37
  go
• 39:37
  off
• 39:37
  and
• 39:37
  have
• 39:37
  some
• 39:37
  evening
• 39:38
  photos
• 39:38
  done.
• 39:39
  At
• 39:39
  the
• 39:39
  moment
• 39:39
  we're
• 39:39
  recording
• 39:40
  this
• 39:40
  in
• 39:40
  June,
• 39:41
  the
• 39:41
  solstice
• 39:42
  is
• 39:42
  a
• 39:42
  couple
• 39:42
  of
• 39:42
  days
• 39:42
  away.
• 39:43
  It's
• 39:43
  still
• 39:43
  light
• 39:43
  at
• 39:44
  10
• 39:44
  o'
• 39:44
  clock.
• 39:44
  It's
• 39:45
  going
• 39:45
  to
• 39:45
  be
• 39:45
  warm
• 39:46
  still
• 39:46
  at
• 39:47
  10
• 39:47
  o'
• 39:47
  clock.
• 39:47
  So
• 39:47
  when
• 39:47
  we
• 39:48
  go
• 39:48
  out
• 39:48
  and
• 39:48
  do
• 39:48
  weddings
• 39:48
  this
• 39:49
  weekend,
• 39:49
  you
• 39:50
  know,
• 39:50
  we're
• 39:50
  fighting
• 39:51
  against
• 39:51
  glorious
• 39:51
  weather.
• 39:52
  And
• 39:53
  on
• 39:53
  a
• 39:53
  warm
• 39:54
  summer's
• 39:54
  evening,
• 39:54
  with
• 39:55
  a
• 39:55
  cold
• 39:55
  drink
• 39:55
  of
• 39:56
  something
• 39:56
  you
• 39:56
  like
• 39:56
  and
• 39:56
  the
• 39:57
  company
• 39:57
  of
• 39:57
  good
• 39:57
  friends.
• 39:58
  Who
• 39:58
  wants
• 39:58
  to
• 39:58
  go
• 39:58
  into
• 39:59
  a
• 39:59
  barn
• 39:59
  and
• 39:59
  dance
• 39:59
  if
• 40:00
  you're
• 40:00
  having
• 40:00
  such
• 40:00
  a
• 40:00
  nice
• 40:01
  time
• 40:01
  outside?
• 40:01
  And
• 40:01
  we'll
• 40:01
  always
• 40:02
  say
• 40:02
  to
• 40:02
  couples,
• 40:03
  we'll
• 40:03
  try
• 40:03
  and
• 40:03
  manage
• 40:03
  their
• 40:04
  expectations
• 40:04
  and
• 40:05
  say,
• 40:05
  look,
• 40:05
  as
• 40:05
  long
• 40:05
  as
• 40:06
  people
• 40:06
  are
• 40:06
  having
• 40:06
  a
• 40:06
  nice
• 40:06
  time,
• 40:06
  it
• 40:07
  doesn't
• 40:07
  matter
• 40:07
  if
• 40:07
  they
• 40:07
  don't
• 40:07
  come
• 40:07
  until
• 40:08
  10
• 40:08
  o'
• 40:08
  clock
• 40:08
  and
• 40:08
  then
• 40:08
  dance
• 40:09
  their
• 40:09
  ass
• 40:09
  up
• 40:09
  for
• 40:09
  two
• 40:09
  hours.
• 40:10
  The
• 40:10
  important
• 40:11
  thing
• 40:11
  is
• 40:11
  we
• 40:12
  won't
• 40:12
  stick
• 40:12
  on
• 40:12
  the
• 40:13
  Macarena
• 40:14
  as
• 40:14
  an
• 40:14
  act
• 40:14
  of
• 40:14
  desperation
• 40:15
  to
• 40:15
  get
• 40:15
  people
• 40:15
  into
• 40:15
  dance,
• 40:16
  because
• 40:16
  we
• 40:16
  understand
• 40:17
  the
• 40:17
  psychology
• 40:17
  of
• 40:18
  the
• 40:18
  evening.
• 40:18
  We
• 40:18
  know
• 40:18
  they're
• 40:18
  outside
• 40:19
  having
• 40:19
  a
• 40:19
  nice
• 40:19
  time,
• 40:20
  so
• 40:20
  we'll
• 40:20
  place
• 40:20
  them
• 40:21
  Ibiza,
• 40:21
  chill,
• 40:21
  we'll
• 40:22
  complement
• 40:22
  the
• 40:22
  mood,
• 40:23
  and
• 40:23
  then
• 40:23
  we'll
• 40:24
  try
• 40:24
  and
• 40:24
  get
• 40:24
  people
• 40:24
  in
• 40:24
  and
• 40:25
  dancing
• 40:25
  when
• 40:25
  they're
• 40:25
  ready.
• 40:26
  But
• 40:26
  what
• 40:26
  we
• 40:26
  won't
• 40:26
  do
• 40:27
  is
• 40:27
  stand
• 40:27
  there
• 40:28
  thinking,
• 40:28
  well,
• 40:28
  we've
• 40:29
  been
• 40:29
  paid
• 40:29
  to
• 40:29
  make
• 40:29
  people
• 40:29
  dance
• 40:30
  and
• 40:30
  they're
• 40:30
  not
• 40:30
  dancing.
• 40:31
  Pass
• 40:31
  Me
• 40:31
  Love
• 40:32
  Shack.
• 40:33
  So,
• 40:33
  you
• 40:33
  know,
• 40:33
  it's
• 40:33
  just.
• 40:34
  It's
• 40:34
  understanding
• 40:35
  what's
• 40:35
  going
• 40:35
  on
• 40:36
  and
• 40:36
  making
• 40:36
  sure
• 40:37
  that
• 40:37
  you're
• 40:37
  complimenting
• 40:38
  that.
• 40:38
  It
• 40:38
  sounds
• 40:38
  like
• 40:39
  an
• 40:39
  amazing
• 40:39
  piece
• 40:39
  of
• 40:39
  tech
• 40:40
  for
• 40:40
  both
• 40:40
  the
• 40:41
  customer
• 40:41
  and
• 40:41
  the
• 40:42
  DJ
• 40:42
  community.
• 40:43
  So,
• 40:43
  from
• 40:43
  a
• 40:43
  customer
• 40:44
  perspective,
• 40:44
  if
• 40:44
  I
• 40:45
  was
• 40:45
  to
• 40:45
  go
• 40:45
  onto
• 40:45
  your
• 40:46
  app.
• 40:46
  App,
• 40:46
  I
• 40:46
  have
• 40:46
  a
• 40:47
  very
• 40:47
  specific
• 40:48
  music
• 40:48
  taste,
• 40:49
  as
• 40:49
  people
• 40:49
  will
• 40:49
  know
• 40:50
  that.
• 40:50
  I
• 40:50
  love
• 40:50
  the
• 40:50
  90s,
• 40:50
  I
• 40:51
  love
• 40:51
  the
• 40:51
  Spice
• 40:51
  Girls.
• 40:51
  Right.
• 40:52
  So
• 40:52
  if
• 40:52
  you
• 40:52
  were
• 40:52
  going
• 40:52
  to
• 40:52
  be
• 40:52
  DJing
• 40:53
  my
• 40:53
  40th
• 40:53
  birthday
• 40:54
  and
• 40:54
  I
• 40:54
  got
• 40:54
  your
• 40:55
  app,
• 40:55
  when
• 40:55
  I
• 40:55
  start
• 40:56
  saying
• 40:56
  yes
• 40:56
  to
• 40:56
  things,
• 40:56
  does
• 40:57
  it
• 40:57
  then
• 40:57
  know
• 40:57
  the
• 40:58
  kind
• 40:58
  of
• 40:58
  things
• 40:58
  I
• 40:58
  like
• 40:59
  and
• 40:59
  recommend
• 40:59
  them
• 41:00
  more,
• 41:00
  or
• 41:00
  does
• 41:01
  it
• 41:01
  just
• 41:01
  go
• 41:01
  through
• 41:01
  the
• 41:02
  same
• 41:02
  list?
• 41:02
  No,
• 41:03
  because
• 41:03
  it's
• 41:04
  based
• 41:04
  very
• 41:04
  much
• 41:05
  on
• 41:05
  the
• 41:05
  popularity
• 41:06
  of
• 41:06
  music,
• 41:06
  full
• 41:07
  stop.
• 41:07
  There
• 41:07
  is
• 41:07
  a
• 41:07
  search
• 41:08
  function,
• 41:08
  so
• 41:08
  you
• 41:08
  can
• 41:09
  go
• 41:09
  rogue
• 41:09
  at
• 41:09
  any
• 41:09
  point
• 41:10
  and
• 41:10
  if
• 41:11
  you
• 41:11
  want
• 41:11
  something
• 41:13
  specific,
• 41:13
  you
• 41:13
  can
• 41:13
  find
• 41:14
  that
• 41:14
  and
• 41:14
  then
• 41:14
  add
• 41:14
  it
• 41:15
  to
• 41:15
  the
• 41:15
  do
• 41:15
  Plays
• 41:15
  or
• 41:15
  the
• 41:16
  don't
• 41:16
  plays.
• 41:16
  The
• 41:17
  number
• 41:17
  of
• 41:17
  times
• 41:17
  Valerie
• 41:18
  comes
• 41:18
  up
• 41:18
  on
• 41:18
  our
• 41:18
  don't
• 41:18
  playlist
• 41:19
  because
• 41:19
  it's
• 41:19
  the
• 41:20
  name
• 41:20
  of
• 41:20
  the
• 41:21
  bride's
• 41:22
  dad's
• 41:23
  ex
• 41:23
  wife
• 41:23
  or
• 41:24
  something
• 41:24
  stupid
• 41:25
  like
• 41:25
  that.
• 41:25
  You
• 41:25
  know,
• 41:26
  there's
• 41:26
  always
• 41:26
  a.
• 41:27
  You
• 41:27
  look
• 41:27
  at
• 41:27
  a
• 41:27
  list
• 41:27
  and
• 41:27
  go,
• 41:28
  I
• 41:28
  wonder
• 41:28
  why
• 41:28
  they
• 41:28
  said
• 41:28
  no
• 41:28
  to
• 41:29
  that.
• 41:29
  And
• 41:29
  there's
• 41:29
  always
• 41:29
  an
• 41:29
  interesting
• 41:30
  reason.
• 41:30
  We
• 41:30
  once
• 41:31
  had
• 41:31
  one
• 41:32
  wedding
• 41:32
  where
• 41:33
  we
• 41:33
  were
• 41:33
  not
• 41:34
  allowed
• 41:34
  to
• 41:34
  play
• 41:34
  Fallout
• 41:35
  Boy
• 41:35
  because
• 41:35
  one
• 41:35
  of
• 41:35
  the
• 41:36
  guests
• 41:36
  fits
• 41:37
  to
• 41:37
  it.
• 41:37
  So,
• 41:38
  you
• 41:38
  know,
• 41:38
  you
• 41:39
  never
• 41:39
  quite
• 41:39
  know
• 41:40
  why
• 41:40
  stuff's
• 41:41
  on
• 41:41
  the
• 41:41
  band
• 41:41
  list,
• 41:42
  but
• 41:42
  there's
• 41:42
  always
• 41:42
  a
• 41:43
  good
• 41:43
  reason
• 41:43
  why
• 41:43
  it's
• 41:44
  there.
• 41:44
  And
• 41:44
  what
• 41:44
  about
• 41:45
  if
• 41:45
  they're
• 41:45
  not
• 41:45
  very
• 41:45
  good
• 41:45
  at
• 41:46
  picking?
• 41:46
  Because
• 41:46
  we
• 41:47
  also
• 41:47
  know,
• 41:47
  having
• 41:48
  worked
• 41:48
  in
• 41:48
  radio
• 41:49
  and
• 41:49
  if
• 41:49
  you've
• 41:49
  got
• 41:49
  a
• 41:49
  good
• 41:49
  understanding
• 41:50
  of
• 41:50
  music,
• 41:50
  that
• 41:51
  what
• 41:51
  people
• 41:51
  want
• 41:52
  you
• 41:52
  to
• 41:52
  play
• 41:52
  isn't
• 41:52
  always
• 41:53
  what's
• 41:53
  going
• 41:53
  to
• 41:53
  work
• 41:54
  on
• 41:54
  the
• 41:54
  night.
• 41:54
  Maybe
• 41:55
  they
• 41:55
  want
• 41:55
  loads
• 41:55
  of
• 41:55
  Adele,
• 41:56
  loads
• 41:56
  of
• 41:56
  really
• 41:56
  slow
• 41:57
  stuff.
• 41:57
  Do
• 41:58
  you
• 41:58
  reserve
• 41:58
  the
• 41:58
  right
• 41:59
  to
• 41:59
  kind
• 41:59
  of
• 41:59
  break
• 42:00
  that
• 42:00
  boundary?
• 42:01
  How
• 42:01
  much
• 42:01
  do
• 42:01
  you
• 42:01
  listen
• 42:02
  to
• 42:02
  what
• 42:02
  they
• 42:02
  say
• 42:02
  versus
• 42:03
  give
• 42:03
  them
• 42:03
  a
• 42:03
  good
• 42:03
  night?
• 42:04
  If
• 42:04
  I
• 42:04
  get
• 42:04
  a
• 42:04
  job
• 42:05
  sheet
• 42:05
  and
• 42:05
  it's
• 42:05
  about
• 42:06
  a
• 42:06
  month
• 42:06
  before
• 42:06
  the
• 42:06
  wedding
• 42:06
  and
• 42:07
  I
• 42:07
  look
• 42:07
  at
• 42:07
  it
• 42:07
  then
• 42:08
  and
• 42:08
  it's.
• 42:09
  And
• 42:09
  I
• 42:09
  know
• 42:09
  it's
• 42:09
  not
• 42:09
  going
• 42:10
  to
• 42:10
  work,
• 42:10
  I'll
• 42:10
  go
• 42:11
  back
• 42:11
  to
• 42:11
  them
• 42:12
  and
• 42:12
  I'll
• 42:12
  politely
• 42:13
  suggest
• 42:13
  that
• 42:14
  some
• 42:14
  of
• 42:14
  this
• 42:15
  isn't
• 42:16
  necessarily
• 42:16
  going
• 42:17
  to
• 42:17
  be
• 42:18
  positive
• 42:19
  for
• 42:19
  a
• 42:19
  great
• 42:20
  atmosphere.
• 42:21
  It's
• 42:21
  not
• 42:21
  going
• 42:21
  to
• 42:21
  help.
• 42:22
  Ask
• 42:22
  them
• 42:22
  what
• 42:22
  their
• 42:23
  outcome
• 42:23
  is.
• 42:23
  If
• 42:23
  their
• 42:23
  outcome
• 42:24
  is,
• 42:24
  I
• 42:24
  just
• 42:24
  want
• 42:24
  lots
• 42:25
  of
• 42:25
  music
• 42:25
  I
• 42:25
  like,
• 42:26
  fine,
• 42:26
  we'll
• 42:27
  play
• 42:27
  it.
• 42:27
  If
• 42:27
  their
• 42:27
  outcome
• 42:28
  is,
• 42:28
  we
• 42:28
  want
• 42:28
  a
• 42:28
  really
• 42:29
  good
• 42:29
  party
• 42:29
  atmosphere
• 42:30
  where
• 42:30
  our
• 42:30
  feet
• 42:30
  hurt
• 42:31
  the
• 42:31
  next
• 42:31
  day,
• 42:31
  I'll
• 42:32
  say,
• 42:32
  you're
• 42:32
  not
• 42:32
  going
• 42:32
  to
• 42:32
  get
• 42:32
  that
• 42:33
  with
• 42:33
  these
• 42:33
  ingredients.
• 42:34
  You're
• 42:34
  asking
• 42:34
  me
• 42:34
  to
• 42:34
  make
• 42:35
  scones,
• 42:35
  but
• 42:35
  you've
• 42:36
  given
• 42:36
  me
• 42:36
  the
• 42:36
  ingredients
• 42:37
  for
• 42:37
  boeuf
• 42:37
  bourguignon.
• 42:38
  So
• 42:38
  we'll
• 42:39
  work
• 42:39
  with
• 42:39
  them.
• 42:40
  But
• 42:40
  the
• 42:40
  whole
• 42:40
  point
• 42:41
  of
• 42:41
  this
• 42:41
  app
• 42:41
  is
• 42:42
  we
• 42:42
  would
• 42:42
  never
• 42:43
  get
• 42:43
  that
• 42:43
  outcome.
• 42:44
  Because
• 42:44
  it's
• 42:45
  like,
• 42:45
  do
• 42:45
  you
• 42:45
  remember
• 42:45
  that
• 42:46
  expression
• 42:46
  they
• 42:46
  used
• 42:46
  to
• 42:46
  use
• 42:47
  in
• 42:47
  the
• 42:47
  90s
• 42:47
  for
• 42:47
  computer
• 42:48
  programming?
• 42:48
  You
• 42:49
  say,
• 42:49
  garbage
• 42:49
  in,
• 42:50
  garbage
• 42:50
  out.
• 42:50
  If
• 42:50
  you
• 42:51
  were
• 42:51
  writing
• 42:51
  code.
• 42:51
  If
• 42:52
  you're
• 42:52
  giving
• 42:52
  them
• 42:52
  solid
• 42:53
  music
• 42:53
  to
• 42:53
  pick
• 42:54
  from,
• 42:54
  the
• 42:55
  chances
• 42:55
  are
• 42:56
  they'll
• 42:56
  pick
• 42:57
  enough
• 42:57
  good
• 42:58
  music
• 42:58
  for
• 42:58
  you
• 42:58
  to
• 42:59
  be
• 42:59
  able
• 42:59
  to
• 42:59
  do
• 42:59
  that
• 42:59
  party.
• 43:01
  And
• 43:01
  if
• 43:01
  they
• 43:01
  don't,
• 43:01
  then
• 43:02
  we
• 43:02
  haven't
• 43:02
  done
• 43:02
  our
• 43:02
  job
• 43:03
  right
• 43:03
  in
• 43:03
  terms
• 43:04
  of.
• 43:04
  Or
• 43:04
  I
• 43:04
  haven't
• 43:05
  done
• 43:05
  my
• 43:05
  job
• 43:05
  right
• 43:06
  in
• 43:06
  terms
• 43:06
  of
• 43:07
  pointing
• 43:07
  them
• 43:07
  in
• 43:07
  the
• 43:07
  right
• 43:08
  direction.
• 43:08
  When
• 43:08
  we
• 43:08
  did
• 43:09
  one
• 43:09
  wedding
• 43:09
  a
• 43:09
  couple
• 43:10
  of
• 43:10
  weeks
• 43:10
  ago
• 43:10
  where
• 43:10
  the
• 43:11
  bride
• 43:11
  music
• 43:11
  was
• 43:12
  really
• 43:12
  important
• 43:12
  to
• 43:12
  the
• 43:12
  bride
• 43:13
  and
• 43:13
  she
• 43:13
  not
• 43:14
  only
• 43:14
  curated
• 43:14
  a
• 43:15
  five
• 43:15
  Hour
• 43:15
  playlist.
• 43:15
  But
• 43:16
  she
• 43:16
  also
• 43:16
  insisted
• 43:16
  in
• 43:16
  the
• 43:16
  order
• 43:17
  it
• 43:17
  was
• 43:17
  played,
• 43:17
  so
• 43:18
  we
• 43:18
  were
• 43:18
  literally
• 43:18
  just
• 43:19
  like
• 43:19
  human
• 43:19
  Spotify.
• 43:21
  But
• 43:21
  it
• 43:21
  made
• 43:22
  her
• 43:22
  happy,
• 43:22
  it's
• 43:22
  what
• 43:22
  she
• 43:23
  wanted.
• 43:23
  And
• 43:24
  there
• 43:24
  was
• 43:24
  no
• 43:25
  amount
• 43:25
  of
• 43:25
  discussion
• 43:26
  that
• 43:26
  could
• 43:27
  be
• 43:27
  had
• 43:27
  with
• 43:28
  her.
• 43:29
  And
• 43:29
  we
• 43:29
  didn't
• 43:30
  want
• 43:30
  it
• 43:30
  to
• 43:30
  become
• 43:30
  an
• 43:30
  issue
• 43:31
  because
• 43:31
  we.
• 43:31
  We
• 43:32
  hang
• 43:32
  our
• 43:32
  hat
• 43:32
  off
• 43:32
  playing
• 43:33
  what
• 43:33
  people
• 43:33
  want.
• 43:33
  We
• 43:33
  did
• 43:33
  a
• 43:33
  wedding
• 43:34
  last
• 43:34
  year
• 43:34
  that
• 43:34
  was
• 43:34
  metal
• 43:35
  and
• 43:35
  screamo
• 43:35
  and
• 43:36
  the
• 43:36
  bride
• 43:36
  walked
• 43:36
  down
• 43:36
  the
• 43:36
  aisle
• 43:37
  to
• 43:37
  an
• 43:37
  industrial
• 43:37
  metal
• 43:38
  version
• 43:38
  of
• 43:38
  the
• 43:38
  Imperial
• 43:38
  March
• 43:39
  from
• 43:39
  Star
• 43:39
  wars.
• 43:40
  And
• 43:40
  by
• 43:40
  half
• 43:41
  past
• 43:41
  nine,
• 43:41
  there
• 43:41
  were
• 43:41
  six
• 43:42
  couples
• 43:42
  left.
• 43:42
  But
• 43:43
  they
• 43:43
  were
• 43:43
  loving
• 43:43
  it,
• 43:44
  but
• 43:44
  they
• 43:44
  got
• 43:44
  what
• 43:45
  they
• 43:45
  wanted.
• 43:45
  Yeah,
• 43:45
  and
• 43:46
  it's
• 43:46
  walking
• 43:46
  that
• 43:47
  boundary,
• 43:47
  isn't
• 43:47
  it?
• 43:47
  And
• 43:47
  I
• 43:47
  think
• 43:47
  the
• 43:48
  big
• 43:48
  thing
• 43:48
  that
• 43:48
  came
• 43:48
  out
• 43:48
  of
• 43:48
  what
• 43:49
  you're
• 43:49
  saying
• 43:49
  as
• 43:49
  well
• 43:49
  is
• 43:50
  setting
• 43:50
  their
• 43:50
  expectations.
• 43:51
  So
• 43:52
  if
• 43:52
  you
• 43:52
  can
• 43:52
  see,
• 43:53
  this
• 43:53
  could
• 43:53
  cause
• 43:53
  a
• 43:53
  problem.
• 43:54
  Raising
• 43:54
  it
• 43:55
  early
• 43:55
  rather
• 43:55
  than
• 43:55
  waiting
• 43:56
  till
• 43:56
  the
• 43:56
  night
• 43:57
  and
• 43:57
  then
• 43:57
  having
• 43:57
  to
• 43:58
  battle
• 43:58
  these
• 43:58
  problems.
• 43:59
  And,
• 43:59
  oh,
• 43:59
  it's
• 43:59
  because
• 44:00
  they're
• 44:00
  outside
• 44:00
  where
• 44:00
  it
• 44:00
  sounds
• 44:01
  like
• 44:01
  an
• 44:01
  excuse.
• 44:01
  Whereas
• 44:01
  if
• 44:01
  you
• 44:02
  get
• 44:02
  ahead
• 44:02
  of
• 44:02
  the
• 44:02
  game
• 44:02
  and
• 44:02
  set
• 44:03
  their
• 44:03
  expectations,
• 44:04
  it's
• 44:04
  going
• 44:04
  to
• 44:04
  be
• 44:04
  a
• 44:04
  lovely
• 44:05
  evening.
• 44:05
  More
• 44:05
  people
• 44:05
  are
• 44:06
  going
• 44:06
  to
• 44:06
  be
• 44:06
  outside,
• 44:06
  but
• 44:06
  we'll
• 44:07
  compliment
• 44:07
  that.
• 44:07
  Don't
• 44:08
  worry
• 44:08
  about
• 44:08
  that.
• 44:08
  If
• 44:09
  you
• 44:09
  play
• 44:09
  these
• 44:09
  songs,
• 44:10
  it
• 44:10
  might
• 44:10
  bring
• 44:10
  the
• 44:11
  mood
• 44:11
  down,
• 44:11
  but
• 44:11
  if
• 44:12
  that's
• 44:12
  what
• 44:12
  you
• 44:12
  want
• 44:12
  us
• 44:12
  to
• 44:13
  do,
• 44:13
  we
• 44:13
  will
• 44:13
  do
• 44:13
  that.
• 44:13
  But
• 44:14
  have
• 44:14
  the
• 44:14
  expectation
• 44:15
  that
• 44:15
  it
• 44:15
  may
• 44:15
  do
• 44:16
  that.
• 44:16
  I
• 44:16
  think
• 44:16
  often
• 44:17
  people
• 44:17
  don't
• 44:18
  set
• 44:18
  expectations
• 44:18
  and
• 44:19
  then
• 44:19
  end
• 44:19
  up
• 44:19
  battling
• 44:20
  problems
• 44:20
  and
• 44:21
  firefighting
• 44:22
  completely.
• 44:22
  And
• 44:23
  it
• 44:23
  is.
• 44:23
  It
• 44:23
  is
• 44:24
  all
• 44:24
  about
• 44:24
  managing
• 44:25
  expectations.
• 44:25
  Especially
• 44:26
  if
• 44:26
  they've
• 44:26
  been
• 44:27
  to
• 44:27
  some
• 44:27
  dreadful
• 44:27
  weddings
• 44:28
  where
• 44:28
  no
• 44:28
  one's
• 44:28
  danced
• 44:29
  and
• 44:30
  people
• 44:30
  will
• 44:30
  naturally
• 44:31
  assume
• 44:31
  that
• 44:31
  DJ
• 44:32
  is
• 44:32
  not
• 44:32
  playing
• 44:32
  the
• 44:32
  right
• 44:33
  music
• 44:33
  or
• 44:33
  it's
• 44:33
  the
• 44:33
  DJ's
• 44:34
  fault.
• 44:34
  But
• 44:34
  there
• 44:34
  are
• 44:34
  so
• 44:34
  many
• 44:35
  other
• 44:35
  forces
• 44:35
  that
• 44:36
  might
• 44:37
  come
• 44:37
  into
• 44:37
  play.
• 44:37
  For
• 44:38
  example,
• 44:38
  behavior
• 44:39
  stimulates
• 44:39
  behavior.
• 44:40
  So
• 44:40
  if
• 44:40
  you
• 44:40
  see
• 44:40
  a
• 44:40
  bride
• 44:41
  and
• 44:41
  groom
• 44:41
  on
• 44:41
  the
• 44:41
  dance
• 44:41
  floor,
• 44:42
  you're
• 44:42
  going
• 44:42
  to
• 44:42
  want
• 44:42
  to
• 44:42
  get
• 44:42
  up
• 44:42
  and
• 44:42
  dance
• 44:43
  with
• 44:43
  them
• 44:43
  because
• 44:43
  you're
• 44:43
  there
• 44:44
  to
• 44:44
  celebrate
• 44:44
  them.
• 44:45
  But
• 44:45
  if
• 44:45
  they
• 44:45
  don't
• 44:46
  want
• 44:46
  to
• 44:46
  dance,
• 44:46
  it's
• 44:47
  like
• 44:47
  pulling
• 44:47
  teeth
• 44:48
  sometimes.
• 44:49
  It
• 44:49
  doesn't
• 44:49
  matter
• 44:50
  what
• 44:50
  you
• 44:50
  play.
• 44:51
  If
• 44:51
  the
• 44:51
  bride
• 44:52
  and
• 44:52
  groom
• 44:52
  aren't
• 44:52
  there,
• 44:53
  then
• 44:53
  it's,
• 44:54
  you
• 44:54
  know,
• 44:54
  going
• 44:55
  to
• 44:55
  be
• 44:55
  a
• 44:55
  bit
• 44:55
  of
• 44:55
  a
• 44:55
  challenge.
• 44:56
  I
• 44:56
  did
• 44:56
  one
• 44:56
  wedding
• 44:57
  where
• 44:57
  they
• 44:58
  had
• 44:58
  asked
• 44:58
  for
• 44:59
  90s
• 45:00
  naughties
• 45:00
  pop
• 45:00
  and
• 45:00
  I,
• 45:01
  R
• 45:01
  and
• 45:01
  B.
• 45:01
  And
• 45:01
  the
• 45:01
  bride
• 45:01
  had
• 45:02
  given
• 45:02
  me
• 45:02
  a
• 45:02
  list
• 45:02
  of
• 45:02
  about
• 45:03
  30
• 45:03
  or
• 45:03
  40
• 45:03
  songs
• 45:04
  she
• 45:04
  wanted.
• 45:04
  The
• 45:05
  buffet
• 45:05
  had
• 45:05
  arrived,
• 45:06
  no
• 45:06
  one
• 45:06
  was
• 45:06
  dancing.
• 45:07
  The
• 45:07
  bride
• 45:08
  was
• 45:08
  off
• 45:08
  having
• 45:09
  some
• 45:09
  sunset
• 45:09
  photos
• 45:10
  done
• 45:10
  and
• 45:10
  a
• 45:10
  bridesmaid
• 45:10
  stormed
• 45:11
  over
• 45:11
  and
• 45:11
  said,
• 45:11
  we
• 45:11
  want
• 45:11
  90s
• 45:12
  naughties
• 45:12
  pop
• 45:12
  and
• 45:12
  R
• 45:13
  and
• 45:13
  B.
• 45:13
  I
• 45:13
  said,
• 45:13
  Yeah,
• 45:13
  I
• 45:13
  got
• 45:13
  loads
• 45:14
  of
• 45:14
  that.
• 45:14
  I'm
• 45:14
  going
• 45:14
  to
• 45:14
  play
• 45:14
  it
• 45:14
  in
• 45:14
  a
• 45:15
  bit.
• 45:15
  And
• 45:15
  after
• 45:15
  10
• 45:16
  minutes
• 45:16
  I
• 45:16
  was
• 45:16
  still
• 45:16
  playing
• 45:17
  some
• 45:17
  chill
• 45:17
  background
• 45:18
  and
• 45:18
  the
• 45:18
  bridesmaid
• 45:19
  came
• 45:19
  back
• 45:19
  with
• 45:19
  mother
• 45:19
  of
• 45:19
  the
• 45:20
  bride
• 45:20
  said,
• 45:20
  we
• 45:20
  want
• 45:21
  90s
• 45:21
  naughties,
• 45:22
  R&
• 45:22
  B
• 45:22
  and
• 45:22
  pop.
• 45:23
  And
• 45:23
  I
• 45:23
  was
• 45:23
  like,
• 45:23
  yep,
• 45:23
  the
• 45:24
  bride's
• 45:24
  giving
• 45:24
  me
• 45:24
  a
• 45:24
  list
• 45:24
  of
• 45:24
  it,
• 45:24
  but
• 45:25
  the
• 45:25
  bride
• 45:25
  isn't
• 45:25
  here.
• 45:26
  I
• 45:26
  want
• 45:26
  to
• 45:26
  play
• 45:26
  the
• 45:27
  bride's
• 45:27
  favorite
• 45:27
  songs
• 45:28
  when
• 45:28
  the
• 45:28
  bride
• 45:28
  is
• 45:29
  in
• 45:29
  the
• 45:29
  room.
• 45:29
  Room.
• 45:30
  Look
• 45:30
  around
• 45:30
  the
• 45:30
  room.
• 45:31
  What's
• 45:31
  everybody
• 45:32
  doing?
• 45:32
  They're
• 45:32
  eating.
• 45:33
  Yeah.
• 45:33
  No
• 45:34
  one
• 45:34
  wants
• 45:34
  to
• 45:34
  see
• 45:34
  hog
• 45:34
  roast
• 45:35
  again
• 45:35
  for
• 45:35
  a
• 45:35
  second
• 45:35
  time.
• 45:36
  Give
• 45:36
  it
• 45:36
  20
• 45:36
  minutes
• 45:37
  for
• 45:37
  their
• 45:37
  food
• 45:37
  to
• 45:38
  go
• 45:38
  down.
• 45:38
  When
• 45:39
  the
• 45:39
  bride
• 45:39
  comes
• 45:39
  back,
• 45:40
  we'll
• 45:40
  switch
• 45:40
  into
• 45:40
  the
• 45:40
  music
• 45:41
  the
• 45:41
  bride
• 45:41
  wants
• 45:42
  and
• 45:42
  then
• 45:42
  people
• 45:42
  will
• 45:43
  dance.
• 45:43
  And
• 45:44
  I
• 45:44
  said
• 45:44
  that
• 45:44
  in
• 45:44
  the
• 45:45
  nicest
• 45:45
  non
• 45:45
  patronizing
• 45:46
  and
• 45:46
  non
• 45:46
  condescending
• 45:47
  way.
• 45:47
  Condescending
• 45:48
  way
• 45:48
  I
• 45:48
  could
• 45:48
  possibly
• 45:48
  do
• 45:48
  it.
• 45:49
  But
• 45:49
  it's
• 45:49
  like
• 45:49
  this
• 45:50
  isn't
• 45:50
  my
• 45:50
  first
• 45:50
  rodeo
• 45:51
  and
• 45:51
  I
• 45:51
  do
• 45:51
  know
• 45:51
  what
• 45:51
  I'm
• 45:51
  doing.
• 45:52
  So,
• 45:52
  you
• 45:53
  know,
• 45:53
  managing,
• 45:54
  managing
• 45:54
  expectations.
• 45:56
  The
• 45:56
  other
• 45:56
  good
• 45:56
  thing
• 45:56
  about
• 45:57
  our
• 45:57
  app,
• 45:57
  I
• 45:57
  did
• 45:58
  a
• 45:58
  wedding
• 45:58
  a
• 45:58
  couple
• 45:58
  of
• 45:58
  weeks
• 45:58
  ago
• 45:59
  where
• 45:59
  the
• 45:59
  bride
• 45:59
  and
• 45:59
  groom
• 46:00
  fully
• 46:00
  embrace
• 46:01
  the
• 46:01
  tin
• 46:01
  of
• 46:01
  a
• 46:02
  party
• 46:02
  music
• 46:02
  style
• 46:03
  and
• 46:03
  then
• 46:03
  told
• 46:03
  all
• 46:04
  their
• 46:04
  friends
• 46:04
  that
• 46:04
  they
• 46:04
  curated
• 46:05
  this
• 46:05
  fantastic
• 46:06
  playlist.
• 46:06
  And
• 46:07
  people
• 46:07
  kept
• 46:07
  coming
• 46:07
  over
• 46:08
  and
• 46:08
  talking
• 46:08
  about
• 46:09
  how
• 46:09
  the
• 46:09
  bride
• 46:10
  and
• 46:10
  groom
• 46:10
  had
• 46:10
  picked
• 46:10
  some
• 46:11
  absolute
• 46:11
  bangers
• 46:11
  for
• 46:12
  me
• 46:12
  to
• 46:12
  work
• 46:12
  from.
• 46:13
  And
• 46:13
  they
• 46:13
  properly
• 46:14
  lent
• 46:14
  into
• 46:15
  it
• 46:15
  and
• 46:15
  took
• 46:15
  ownership
• 46:16
  of
• 46:16
  the
• 46:16
  music
• 46:16
  at
• 46:16
  their
• 46:16
  party
• 46:17
  because
• 46:17
  they
• 46:17
  curated
• 46:18
  it
• 46:18
  themselves.
• 46:19
  And
• 46:19
  I
• 46:19
  don't
• 46:19
  care
• 46:19
  if
• 46:19
  they
• 46:20
  take
• 46:20
  the
• 46:20
  credit
• 46:20
  for
• 46:20
  how
• 46:20
  great
• 46:20
  the
• 46:21
  music
• 46:21
  is
• 46:21
  because
• 46:22
  they
• 46:22
  still
• 46:22
  had
• 46:23
  a
• 46:23
  brilliant
• 46:23
  time.
• 46:23
  I'll
• 46:23
  get
• 46:24
  a
• 46:24
  Google
• 46:24
  review,
• 46:25
  bang.
• 46:25
  And
• 46:26
  everyone
• 46:26
  else
• 46:27
  will
• 46:27
  have
• 46:27
  feet
• 46:27
  that
• 46:27
  ate
• 46:28
  the
• 46:28
  next
• 46:28
  morning
• 46:28
  and
• 46:28
  a
• 46:28
  phone
• 46:29
  full
• 46:29
  of
• 46:29
  great
• 46:29
  memories.
• 46:30
  So,
• 46:30
  you
• 46:31
  know,
• 46:31
  that's
• 46:31
  what
• 46:31
  it's
• 46:32
  all
• 46:32
  about.
• 46:32
  Okay,
• 46:33
  let's
• 46:33
  talk
• 46:33
  about
• 46:33
  it
• 46:33
  quickly
• 46:33
  then
• 46:34
  from
• 46:34
  a
• 46:34
  DJ
• 46:34
  perspective
• 46:35
  because
• 46:35
  there
• 46:35
  will
• 46:35
  be
• 46:36
  DJs
• 46:36
  listening
• 46:36
  to
• 46:36
  this
• 46:37
  who
• 46:37
  might
• 46:37
  be
• 46:37
  thinking,
• 46:37
  well
• 46:37
  that
• 46:37
  sounds
• 46:38
  great
• 46:38
  for
• 46:38
  you,
• 46:39
  I
• 46:39
  would
• 46:39
  like
• 46:40
  something
• 46:40
  like
• 46:40
  that.
• 46:40
  So
• 46:40
  how
• 46:41
  does
• 46:41
  it
• 46:41
  work
• 46:41
  from
• 46:41
  a
• 46:41
  DJ
• 46:42
  perspective?
• 46:42
  Is
• 46:43
  this
• 46:43
  piece
• 46:43
  of
• 46:43
  software
• 46:44
  something
• 46:44
  that
• 46:44
  any
• 46:44
  of
• 46:44
  them
• 46:44
  can
• 46:45
  sign
• 46:45
  up
• 46:45
  to?
• 46:46
  Do
• 46:46
  they
• 46:46
  pay
• 46:46
  for
• 46:46
  it?
• 46:46
  Do
• 46:47
  they
• 46:47
  pay
• 46:47
  on
• 46:47
  a
• 46:47
  monthly
• 46:47
  subscription?
• 46:48
  And
• 46:48
  also
• 46:49
  crucially,
• 46:49
  how
• 46:50
  does
• 46:50
  it
• 46:50
  work
• 46:50
  for
• 46:50
  them
• 46:51
  at
• 46:51
  the
• 46:51
  other
• 46:51
  end?
• 46:51
  So
• 46:51
  once
• 46:52
  their
• 46:52
  clients
• 46:52
  have
• 46:52
  picked
• 46:53
  all
• 46:53
  the
• 46:53
  music,
• 46:53
  what
• 46:53
  does
• 46:53
  it
• 46:53
  give
• 46:54
  them?
• 46:54
  So
• 46:54
  we
• 46:55
  started
• 46:55
  looking
• 46:55
  at
• 46:56
  this
• 46:56
  project
• 46:57
  during
• 46:57
  lockdown
• 46:57
  because
• 46:58
  I
• 46:58
  knew
• 46:58
  I
• 46:58
  was
• 46:59
  going
• 46:59
  to
• 46:59
  have
• 46:59
  a
• 46:59
  lot
• 46:59
  of
• 46:59
  work
• 46:59
  in
• 47:00
  a
• 47:00
  very
• 47:00
  short
• 47:00
  space
• 47:00
  of
• 47:01
  time.
• 47:01
  Coming
• 47:01
  out
• 47:01
  the
• 47:01
  back
• 47:02
  of
• 47:02
  the
• 47:02
  restrictions,
• 47:03
  between
• 47:03
  the
• 47:03
  19th
• 47:04
  of
• 47:04
  July
• 47:05
  and
• 47:05
  the
• 47:05
  end
• 47:05
  of
• 47:05
  November,
• 47:06
  we
• 47:06
  did
• 47:06
  205
• 47:07
  weddings
• 47:07
  in
• 47:07
  a
• 47:07
  row.
• 47:08
  It
• 47:08
  was
• 47:08
  Carnage
• 47:09
  and
• 47:10
  several
• 47:10
  of
• 47:10
  my
• 47:10
  team
• 47:11
  were
• 47:11
  close
• 47:11
  to
• 47:11
  quitting
• 47:12
  because
• 47:12
  they'd
• 47:13
  done
• 47:13
  so
• 47:13
  much
• 47:13
  work
• 47:13
  in
• 47:13
  a
• 47:13
  short
• 47:14
  space
• 47:14
  of
• 47:14
  time.
• 47:14
  But
• 47:15
  I
• 47:15
  knew
• 47:15
  when
• 47:15
  we
• 47:15
  started
• 47:16
  rescheduling
• 47:17
  everything
• 47:17
  that
• 47:17
  I
• 47:17
  needed
• 47:18
  a
• 47:18
  content
• 47:18
  management
• 47:18
  system
• 47:19
  to
• 47:19
  make
• 47:19
  things
• 47:19
  easier.
• 47:20
  But
• 47:20
  there
• 47:20
  was
• 47:20
  no
• 47:20
  point
• 47:20
  getting
• 47:20
  a
• 47:21
  content
• 47:21
  management
• 47:21
  system
• 47:22
  unless
• 47:22
  I
• 47:22
  got
• 47:22
  one
• 47:22
  that
• 47:22
  did
• 47:23
  everything
• 47:23
  we
• 47:23
  needed
• 47:24
  it
• 47:24
  to
• 47:24
  do.
• 47:24
  And
• 47:24
  a
• 47:25
  large
• 47:25
  part
• 47:25
  of
• 47:25
  the
• 47:25
  way
• 47:26
  we
• 47:26
  worked
• 47:26
  was
• 47:26
  handling
• 47:27
  the
• 47:27
  music
• 47:27
  it.
• 47:28
  So
• 47:28
  we
• 47:29
  built
• 47:29
  one
• 47:29
  ourselves.
• 47:30
  We
• 47:30
  tested
• 47:31
  it
• 47:31
  for
• 47:31
  three
• 47:31
  years.
• 47:32
  It
• 47:32
  works
• 47:32
  really
• 47:33
  well.
• 47:33
  It's
• 47:34
  had
• 47:34
  a
• 47:34
  dramatic
• 47:34
  impact
• 47:35
  on
• 47:35
  our
• 47:35
  business.
• 47:36
  So
• 47:36
  what
• 47:37
  we
• 47:37
  decided
• 47:37
  to
• 47:38
  do
• 47:38
  was
• 47:39
  test
• 47:39
  it
• 47:39
  for
• 47:40
  three
• 47:40
  years,
• 47:40
  get
• 47:40
  some
• 47:40
  numbers
• 47:41
  that
• 47:41
  prove
• 47:41
  it
• 47:41
  work,
• 47:41
  and
• 47:42
  then
• 47:42
  release
• 47:42
  it
• 47:42
  for
• 47:43
  other
• 47:43
  DJs
• 47:43
  to
• 47:43
  subscribe
• 47:44
  to.
• 47:44
  So
• 47:45
  it's
• 47:45
  a
• 47:45
  monthly
• 47:45
  subscription.
• 47:46
  It
• 47:46
  helps
• 47:47
  you
• 47:47
  respond
• 47:48
  to
• 47:48
  your
• 47:48
  inquiries
• 47:49
  with
• 47:49
  custom
• 47:49
  templated
• 47:50
  replies.
• 47:51
  You
• 47:51
  can
• 47:51
  manage
• 47:51
  your
• 47:52
  workflow
• 47:52
  all
• 47:52
  the
• 47:53
  way
• 47:53
  through,
• 47:53
  down
• 47:53
  to
• 47:54
  sending
• 47:54
  them
• 47:55
  reminder
• 47:55
  emails
• 47:55
  to
• 47:55
  leave
• 47:56
  you
• 47:56
  a
• 47:56
  Google
• 47:56
  review
• 47:56
  a
• 47:56
  bit
• 47:57
  later
• 47:57
  on.
• 47:57
  From
• 47:57
  a
• 47:57
  DJ's
• 47:58
  perspective,
• 47:58
  especially
• 47:59
  if
• 47:59
  you're
• 47:59
  running
• 47:59
  a
• 47:59
  team,
• 48:00
  it's
• 48:00
  really
• 48:01
  easy.
• 48:01
  Six
• 48:01
  months
• 48:02
  out
• 48:02
  from
• 48:02
  the
• 48:02
  wedding,
• 48:02
  you
• 48:03
  send
• 48:03
  an
• 48:03
  E
• 48:03
  questionnaire
• 48:04
  to
• 48:04
  the
• 48:04
  couple
• 48:05
  to
• 48:05
  collect
• 48:05
  all
• 48:05
  the
• 48:05
  information
• 48:06
  you
• 48:06
  need.
• 48:06
  That
• 48:07
  also
• 48:07
  gives
• 48:07
  them
• 48:07
  a
• 48:07
  login
• 48:08
  to
• 48:08
  the
• 48:08
  Tinder
• 48:08
  for
• 48:08
  party
• 48:09
  music
• 48:09
  tool
• 48:10
  and
• 48:10
  they'll
• 48:11
  curate
• 48:11
  their
• 48:11
  playlist.
• 48:12
  You
• 48:12
  can
• 48:12
  download
• 48:13
  all
• 48:13
  of
• 48:13
  that
• 48:13
  into
• 48:13
  a
• 48:13
  PDF
• 48:14
  in
• 48:14
  three
• 48:14
  seconds
• 48:15
  flat.
• 48:15
  You
• 48:16
  can
• 48:16
  give
• 48:16
  it
• 48:16
  a
• 48:16
  quick
• 48:16
  scan
• 48:17
  over,
• 48:17
  make
• 48:17
  sure
• 48:17
  everything's
• 48:18
  in
• 48:18
  it,
• 48:18
  then
• 48:18
  you
• 48:18
  can
• 48:19
  email
• 48:19
  it
• 48:19
  to
• 48:19
  your
• 48:19
  DJ
• 48:20
  and
• 48:20
  they've
• 48:21
  got
• 48:21
  everything
• 48:21
  they
• 48:21
  need.
• 48:22
  And
• 48:22
  you've
• 48:22
  processed
• 48:23
  all
• 48:23
  of
• 48:23
  that
• 48:23
  in
• 48:23
  60
• 48:23
  seconds,
• 48:24
  which,
• 48:24
  if
• 48:24
  you're
• 48:24
  doing
• 48:25
  400
• 48:26
  weddings
• 48:26
  a
• 48:26
  year,
• 48:27
  is
• 48:27
  absolutely
• 48:28
  genius.
• 48:28
  Now,
• 48:29
  alongside
• 48:29
  that,
• 48:30
  the
• 48:30
  music
• 48:30
  selections,
• 48:31
  the
• 48:32
  yes,
• 48:32
  the
• 48:32
  nos
• 48:32
  and
• 48:33
  the
• 48:33
  maybes
• 48:33
  that
• 48:34
  that
• 48:35
  your
• 48:35
  couple
• 48:36
  will
• 48:36
  be
• 48:37
  making
• 48:37
  influence
• 48:38
  the
• 48:38
  rankings
• 48:39
  overall
• 48:40
  of
• 48:40
  that
• 48:40
  music.
• 48:41
  So
• 48:42
  we
• 48:42
  get
• 48:42
  a
• 48:42
  lot
• 48:42
  of
• 48:43
  data
• 48:43
  out
• 48:43
  of
• 48:43
  40,
• 48:44
  400.
• 48:44
  We
• 48:45
  get
• 48:45
  a
• 48:45
  lot
• 48:45
  of
• 48:45
  data
• 48:45
  out
• 48:45
  of
• 48:46
  400
• 48:46
  weddings.
• 48:46
  We
• 48:47
  thought,
• 48:47
  what
• 48:47
  would
• 48:47
  we
• 48:47
  get
• 48:47
  out
• 48:48
  of
• 48:48
  40,000?
• 48:49
  If
• 48:49
  we
• 48:49
  had
• 48:49
  DJs
• 48:50
  all
• 48:50
  around
• 48:50
  the
• 48:50
  country
• 48:51
  using
• 48:51
  this
• 48:51
  app,
• 48:52
  they'd
• 48:52
  get
• 48:53
  better
• 48:53
  at
• 48:53
  what
• 48:53
  they
• 48:53
  do
• 48:54
  because
• 48:54
  the
• 48:54
  music
• 48:54
  that
• 48:55
  they
• 48:55
  play
• 48:56
  on
• 48:56
  the
• 48:56
  nights
• 48:56
  where
• 48:56
  they're
• 48:57
  given
• 48:57
  free
• 48:57
  reign
• 48:58
  would
• 48:58
  be
• 48:58
  better.
• 48:58
  Three
• 48:59
  absolute
• 49:00
  bangers
• 49:00
  from
• 49:00
  the
• 49:00
  last
• 49:00
  year
• 49:01
  Cascade.
• 49:02
  Every
• 49:02
  time
• 49:02
  we
• 49:02
  touch
• 49:03
  2007,
• 49:04
  Friday
• 49:04
  night,
• 49:04
  getting
• 49:05
  ready
• 49:05
  to
• 49:05
  go
• 49:05
  out
• 49:05
  with
• 49:05
  your
• 49:05
  friends,
• 49:06
  no
• 49:06
  radio
• 49:06
  station
• 49:06
  plays
• 49:07
  it.
• 49:07
  I
• 49:07
  know
• 49:07
  if
• 49:07
  I
• 49:07
  drop
• 49:07
  that
• 49:07
  at
• 49:08
  the
• 49:08
  party,
• 49:08
  it'll
• 49:08
  all
• 49:08
  go
• 49:08
  off
• 49:09
  because
• 49:10
  everybody
• 49:10
  knows
• 49:10
  that
• 49:11
  song
• 49:11
  and
• 49:11
  the
• 49:11
  positive
• 49:12
  emotional
• 49:12
  connections
• 49:12
  to
• 49:13
  it.
• 49:13
  Pop
• 49:13
  punks
• 49:13
  coming
• 49:14
  back
• 49:14
  in
• 49:14
  a
• 49:14
  big
• 49:14
  way.
• 49:14
  Avril
• 49:15
  Lavigne,
• 49:15
  skateboard
• 49:16
  Troy.
• 49:16
  Huge
• 49:16
  at
• 49:17
  the
• 49:17
  moment.
• 49:17
  And
• 49:18
  finally,
• 49:18
  don't
• 49:19
  judge
• 49:19
  me
• 49:19
  if
• 49:19
  they're
• 49:20
  in
• 49:20
  their
• 49:20
  late
• 49:20
  20s,
• 49:20
  Gabriella
• 49:21
  and
• 49:21
  Troy
• 49:22
  Breaking
• 49:22
  Free
• 49:22
  from
• 49:22
  High
• 49:22
  School
• 49:23
  Musical
• 49:23
  absolutely
• 49:24
  goes
• 49:24
  down
• 49:24
  a
• 49:25
  storm.
• 49:25
  And
• 49:25
  the
• 49:25
  reason
• 49:26
  it
• 49:26
  will
• 49:26
  go
• 49:26
  down
• 49:26
  a
• 49:26
  storm
• 49:27
  is
• 49:27
  because
• 49:27
  of
• 49:27
  the
• 49:27
  emotional
• 49:27
  connections.
• 49:28
  You
• 49:28
  know,
• 49:29
  that
• 49:29
  film,
• 49:30
  High
• 49:30
  School
• 49:30
  Music
• 49:30
  was
• 49:30
  an
• 49:31
  absolute
• 49:31
  juggernaut.
• 49:32
  And
• 49:32
  those
• 49:32
  kids
• 49:33
  that
• 49:33
  watched
• 49:33
  it
• 49:33
  over
• 49:33
  and
• 49:34
  over
• 49:34
  are
• 49:34
  now
• 49:34
  getting
• 49:34
  married.
• 49:35
  And
• 49:35
  the
• 49:35
  dopamine
• 49:36
  hit.
• 49:36
  They
• 49:36
  will
• 49:36
  get
• 49:36
  off
• 49:36
  that
• 49:37
  song
• 49:37
  if
• 49:37
  you
• 49:37
  play
• 49:37
  it
• 49:37
  in
• 49:37
  the
• 49:38
  right
• 49:38
  place,
• 49:38
  even
• 49:38
  if
• 49:38
  you
• 49:38
  only
• 49:39
  play
• 49:39
  half
• 49:39
  of
• 49:39
  it
• 49:40
  will
• 49:40
  just
• 49:40
  give
• 49:40
  them
• 49:41
  such
• 49:41
  an
• 49:41
  incredible
• 49:42
  high.
• 49:43
  And
• 49:43
  just
• 49:43
  going
• 49:43
  back
• 49:43
  two
• 49:43
  years
• 49:44
  with
• 49:44
  our
• 49:44
  app,
• 49:44
  when
• 49:44
  we
• 49:45
  were
• 49:45
  testing
• 49:45
  it
• 49:45
  in
• 49:45
  March
• 49:46
  23,
• 49:47
  we
• 49:47
  spotted
• 49:47
  two
• 49:47
  songs
• 49:48
  trending.
• 49:48
  They
• 49:48
  were
• 49:48
  Murder
• 49:49
  on
• 49:49
  the
• 49:49
  Dance
• 49:49
  Floor,
• 49:49
  Sophie
• 49:50
  Ellis
• 49:50
  Bexter
• 49:50
  and
• 49:50
  Natasha
• 49:51
  Bedingfield,
• 49:51
  Unwritten
• 49:52
  Now.
• 49:52
  Come
• 49:52
  the
• 49:52
  end
• 49:52
  of
• 49:52
  that
• 49:52
  year,
• 49:53
  they
• 49:53
  were
• 49:53
  both
• 49:53
  used
• 49:53
  in
• 49:53
  film
• 49:54
  soundtracks.
• 49:55
  They
• 49:55
  both
• 49:55
  started
• 49:55
  trending
• 49:56
  virally.
• 49:57
  Radio
• 49:57
  stations
• 49:57
  thought,
• 49:58
  oh,
• 49:58
  we
• 49:58
  should
• 49:58
  probably
• 49:59
  start
• 49:59
  playing
• 49:59
  these
• 49:59
  every
• 49:59
  90
• 50:00
  minutes
• 50:00
  again.
• 50:00
  But
• 50:00
  we
• 50:01
  were
• 50:01
  a
• 50:01
  good
• 50:01
  nine
• 50:01
  months
• 50:01
  ahead
• 50:02
  of
• 50:02
  the
• 50:02
  curve
• 50:02
  because
• 50:02
  we
• 50:03
  saw
• 50:03
  that
• 50:03
  trending
• 50:03
  in
• 50:03
  our
• 50:03
  data.
• 50:04
  So
• 50:04
  we
• 50:05
  were
• 50:05
  out
• 50:05
  that
• 50:05
  summer
• 50:05
  playing
• 50:06
  those
• 50:06
  songs
• 50:06
  at
• 50:06
  parties
• 50:07
  and
• 50:08
  tapping
• 50:08
  into
• 50:08
  that
• 50:09
  popularity.
• 50:10
  So
• 50:10
  it
• 50:11
  always
• 50:11
  used
• 50:11
  to
• 50:11
  be
• 50:11
  with
• 50:11
  DJs,
• 50:12
  they'd
• 50:13
  find
• 50:13
  a
• 50:13
  song
• 50:13
  that
• 50:13
  worked
• 50:14
  and
• 50:14
  they
• 50:14
  would
• 50:14
  be
• 50:14
  so
• 50:14
  closely
• 50:15
  guarded
• 50:15
  they
• 50:15
  wouldn't
• 50:15
  want
• 50:16
  anyone
• 50:16
  else
• 50:16
  to
• 50:16
  know.
• 50:17
  But
• 50:17
  actually,
• 50:17
  we
• 50:17
  need
• 50:17
  to
• 50:18
  work
• 50:18
  as
• 50:18
  a
• 50:18
  team
• 50:19
  because
• 50:19
  there
• 50:19
  are
• 50:19
  some
• 50:20
  shocking
• 50:20
  examples
• 50:21
  in
• 50:21
  our
• 50:21
  industry
• 50:22
  and
• 50:22
  if
• 50:22
  we
• 50:22
  all
• 50:22
  work
• 50:23
  together
• 50:23
  to,
• 50:23
  you
• 50:24
  know,
• 50:24
  what's
• 50:24
  that
• 50:24
  expression
• 50:25
  about,
• 50:25
  you
• 50:25
  know,
• 50:25
  the
• 50:26
  boats
• 50:26
  will
• 50:26
  rise
• 50:26
  on
• 50:26
  the
• 50:27
  tide.
• 50:27
  So
• 50:27
  if
• 50:28
  we
• 50:28
  can
• 50:28
  improve
• 50:29
  people's
• 50:29
  perceptions
• 50:30
  of
• 50:30
  what
• 50:30
  wedding
• 50:30
  DJs
• 50:31
  are
• 50:31
  like,
• 50:31
  create
• 50:31
  a
• 50:31
  new
• 50:32
  stereotype
• 50:32
  that's
• 50:32
  positive,
• 50:33
  there's
• 50:34
  a
• 50:34
  real
• 50:34
  benefit
• 50:34
  there.
• 50:35
  So
• 50:35
  by
• 50:36
  using
• 50:36
  the
• 50:36
  CRM,
• 50:37
  they'll
• 50:38
  have
• 50:38
  more
• 50:38
  time
• 50:38
  because
• 50:39
  it
• 50:39
  will
• 50:39
  help
• 50:39
  them
• 50:39
  manage
• 50:39
  their
• 50:40
  workflow.
• 50:40
  More
• 50:41
  importantly,
• 50:41
  the
• 50:41
  resources
• 50:42
  that
• 50:42
  they'll
• 50:42
  get
• 50:43
  in
• 50:43
  terms
• 50:43
  of
• 50:44
  the
• 50:44
  data
• 50:44
  from
• 50:44
  the
• 50:44
  music
• 50:45
  and
• 50:45
  everything
• 50:45
  else,
• 50:46
  it
• 50:46
  will
• 50:46
  help
• 50:46
  them
• 50:47
  be
• 50:47
  better
• 50:47
  at
• 50:47
  what
• 50:47
  they
• 50:47
  do.
• 50:48
  And
• 50:48
  we've
• 50:48
  also
• 50:48
  got
• 50:48
  a
• 50:48
  huge
• 50:49
  resource
• 50:49
  library
• 50:49
  in
• 50:50
  the
• 50:50
  background
• 50:50
  that's
• 50:50
  got
• 50:50
  airplay
• 50:51
  charts
• 50:51
  from
• 50:51
  radio
• 50:52
  stations
• 50:52
  from
• 50:52
  the
• 50:52
  last
• 50:53
  10
• 50:53
  years.
• 50:53
  So
• 50:54
  if
• 50:54
  they
• 50:54
  want
• 50:54
  to
• 50:54
  go
• 50:54
  and
• 50:55
  do
• 50:55
  a
• 50:55
  bit
• 50:55
  of
• 50:55
  research,
• 50:55
  it's
• 50:56
  there.
• 50:56
  We
• 50:57
  have
• 50:57
  an
• 50:57
  update
• 50:58
  for
• 50:58
  the
• 50:58
  20
• 50:59
  biggest
• 51:00
  tick
• 51:00
  tock
• 51:00
  songs
• 51:01
  in
• 51:01
  the
• 51:01
  UK
• 51:01
  every
• 51:02
  week.
• 51:02
  Spotify,
• 51:03
  Shazam,
• 51:04
  Radio
• 51:05
  airplay.
• 51:05
  We
• 51:05
  do
• 51:05
  weekly
• 51:06
  updates
• 51:06
  on
• 51:06
  all
• 51:06
  of
• 51:06
  this
• 51:07
  in
• 51:07
  the
• 51:07
  back
• 51:07
  end.
• 51:07
  So
• 51:07
  there's
• 51:08
  tons
• 51:08
  of
• 51:08
  data
• 51:09
  for
• 51:09
  DJs
• 51:09
  to
• 51:09
  keep
• 51:10
  on
• 51:10
  crosses
• 51:10
  across
• 51:11
  the
• 51:11
  stuff.
• 51:11
  Like
• 51:11
  this
• 51:11
  week,
• 51:12
  for
• 51:12
  example,
• 51:13
  Kesha.
• 51:13
  There's
• 51:14
  a
• 51:14
  Kesha
• 51:14
  track
• 51:14
  that's
• 51:14
  come
• 51:15
  back
• 51:15
  out
• 51:15
  of
• 51:15
  nowhere
• 51:16
  on
• 51:16
  TikTok.
• 51:17
  And
• 51:17
  they
• 51:17
  probably
• 51:18
  wouldn't
• 51:18
  see
• 51:18
  that
• 51:18
  unless
• 51:19
  they
• 51:19
  were
• 51:20
  scrolling
• 51:20
  through
• 51:20
  TikTok
• 51:21
  constantly,
• 51:21
  like
• 51:21
  your
• 51:22
  average
• 51:22
  teenager
• 51:22
  does.
• 51:23
  So
• 51:23
  it's
• 51:23
  just
• 51:24
  there
• 51:24
  to
• 51:24
  help.
• 51:24
  What's
• 51:25
  really
• 51:25
  interesting,
• 51:26
  and
• 51:26
  I
• 51:26
  think
• 51:27
  kind
• 51:27
  of
• 51:27
  draws
• 51:28
  all
• 51:28
  this
• 51:28
  together
• 51:29
  is
• 51:29
  by
• 51:30
  using
• 51:30
  the
• 51:30
  data
• 51:30
  and
• 51:31
  using
• 51:31
  the
• 51:31
  app,
• 51:32
  you're
• 51:32
  allowing
• 51:33
  the
• 51:33
  DJs
• 51:34
  not
• 51:34
  to
• 51:34
  have
• 51:34
  to
• 51:34
  necessarily
• 51:35
  understand
• 51:36
  that
• 51:36
  generation.
• 51:36
  And
• 51:37
  so
• 51:37
  what
• 51:37
  typically
• 51:38
  happens
• 51:38
  is
• 51:38
  your
• 51:38
  50
• 51:39
  year
• 51:39
  old
• 51:39
  DJ
• 51:39
  goes
• 51:40
  out
• 51:40
  and
• 51:40
  they
• 51:40
  know
• 51:40
  what
• 51:40
  music
• 51:41
  they
• 51:41
  like
• 51:41
  and
• 51:41
  what
• 51:42
  would
• 51:42
  get
• 51:42
  them
• 51:42
  and
• 51:42
  their
• 51:42
  friends
• 51:43
  on
• 51:43
  the
• 51:43
  dance
• 51:43
  floor,
• 51:43
  but
• 51:44
  they
• 51:44
  don't
• 51:44
  necessarily
• 51:44
  understand
• 51:45
  a
• 51:45
  28
• 51:46
  year
• 51:46
  old
• 51:46
  will
• 51:46
  get
• 51:46
  on
• 51:46
  the
• 51:47
  dance
• 51:47
  school
• 51:47
  dance
• 51:48
  floor
• 51:48
  to
• 51:48
  High
• 51:48
  School
• 51:48
  Musical.
• 51:49
  And
• 51:49
  so
• 51:49
  if
• 51:49
  they
• 51:49
  keep
• 51:50
  doing
• 51:50
  what
• 51:50
  they
• 51:50
  think
• 51:51
  works,
• 51:51
  it's
• 51:51
  not
• 51:52
  going
• 51:52
  to
• 51:52
  work
• 51:52
  as
• 51:52
  well
• 51:52
  as
• 51:52
  if
• 51:52
  they
• 51:53
  do
• 51:53
  what
• 51:53
  we
• 51:53
  can
• 51:53
  see
• 51:54
  works.
• 51:54
  Everybody
• 51:55
  lives
• 51:55
  in
• 51:55
  a
• 51:55
  bubble
• 51:55
  to
• 51:56
  a
• 51:56
  certain
• 51:56
  extent.
• 51:56
  And
• 51:57
  if
• 51:57
  you're
• 51:57
  a
• 51:57
  wedding
• 51:57
  DJ,
• 51:58
  you've
• 51:58
  been
• 51:58
  working
• 51:58
  for
• 51:58
  the
• 51:58
  last
• 51:59
  30
• 51:59
  years,
• 51:59
  you'll
• 52:00
  have
• 52:00
  in
• 52:00
  your
• 52:00
  mind
• 52:00
  a
• 52:00
  list
• 52:00
  of
• 52:01
  songs
• 52:01
  that
• 52:01
  you
• 52:01
  always
• 52:02
  rely
• 52:02
  on
• 52:02
  and
• 52:03
  that
• 52:03
  always
• 52:03
  work.
• 52:04
  And
• 52:04
  you'll
• 52:04
  be
• 52:04
  reluctant
• 52:05
  to
• 52:06
  stray
• 52:06
  too
• 52:06
  far
• 52:07
  away
• 52:07
  from
• 52:07
  those
• 52:07
  songs.
• 52:08
  If
• 52:08
  someone
• 52:08
  gives
• 52:09
  you
• 52:09
  a
• 52:09
  request
• 52:09
  list
• 52:09
  of
• 52:09
  20
• 52:10
  songs
• 52:10
  you've
• 52:10
  never
• 52:10
  heard
• 52:11
  of,
• 52:11
  you
• 52:11
  don't
• 52:11
  want
• 52:11
  to
• 52:11
  play
• 52:11
  them
• 52:11
  because
• 52:12
  you
• 52:12
  don't
• 52:12
  know
• 52:12
  what
• 52:12
  to
• 52:12
  play
• 52:12
  them
• 52:13
  with.
• 52:13
  However.
• 52:14
  However,
• 52:15
  with
• 52:15
  our
• 52:15
  app,
• 52:16
  say
• 52:16
  for
• 52:16
  example,
• 52:17
  your
• 52:17
  couple
• 52:17
  are
• 52:17
  really
• 52:17
  into
• 52:18
  country.
• 52:18
  There's
• 52:18
  a
• 52:19
  list
• 52:19
  there
• 52:19
  of
• 52:19
  the
• 52:19
  most
• 52:19
  popular
• 52:20
  country
• 52:20
  songs.
• 52:21
  And
• 52:21
  also
• 52:21
  you
• 52:22
  can
• 52:22
  filter
• 52:22
  out
• 52:22
  the
• 52:23
  most
• 52:23
  popular
• 52:23
  country
• 52:24
  requests
• 52:25
  that
• 52:25
  have
• 52:25
  been
• 52:25
  made
• 52:25
  using
• 52:26
  the
• 52:26
  DJ
• 52:27
  teams
• 52:27
  platform.
• 52:28
  So
• 52:28
  when
• 52:28
  they
• 52:28
  go
• 52:29
  out,
• 52:29
  they've
• 52:29
  got
• 52:29
  the
• 52:29
  confidence
• 52:30
  of
• 52:30
  knowing
• 52:30
  that
• 52:30
  all
• 52:31
  of
• 52:31
  these
• 52:31
  songs
• 52:31
  work
• 52:31
  together.
• 52:32
  There's
• 52:32
  a
• 52:32
  further
• 52:33
  version
• 52:33
  that
• 52:33
  we're
• 52:33
  developing
• 52:34
  at
• 52:34
  the
• 52:34
  moment
• 52:34
  of
• 52:34
  DJ
• 52:35
  teams
• 52:35
  which
• 52:35
  will
• 52:35
  enable
• 52:35
  you
• 52:36
  to
• 52:36
  type
• 52:36
  a
• 52:36
  song
• 52:36
  into
• 52:36
  the
• 52:37
  search
• 52:37
  box
• 52:38
  House
• 52:38
  of
• 52:38
  Pain
• 52:38
  jump
• 52:39
  around
• 52:39
  and
• 52:40
  it
• 52:40
  will
• 52:40
  tell
• 52:40
  you
• 52:41
  recommendations
• 52:42
  of
• 52:43
  what
• 52:43
  will
• 52:43
  work
• 52:44
  with
• 52:44
  that.
• 52:44
  So
• 52:44
  it's
• 52:45
  kind
• 52:45
  of
• 52:45
  like
• 52:45
  Spotify,
• 52:46
  but
• 52:46
  it's
• 52:46
  more
• 52:46
  contextualized
• 52:47
  because
• 52:48
  it
• 52:48
  will
• 52:48
  say
• 52:49
  34%
• 52:49
  of
• 52:50
  DJs
• 52:50
  followed
• 52:51
  House
• 52:51
  of
• 52:51
  Pain
• 52:51
  jump
• 52:51
  around
• 52:52
  with
• 52:52
  Usher
• 52:52
  in.
• 52:52
  Yeah.
• 52:53
  And
• 52:53
  21%
• 52:54
  followed
• 52:55
  it
• 52:55
  with
• 52:55
  DMX,
• 52:56
  party
• 52:56
  up
• 52:57
  or
• 52:57
  whatever.
• 52:58
  So
• 52:58
  if
• 52:58
  you
• 52:58
  are,
• 52:59
  if
• 52:59
  you
• 53:00
  are
• 53:00
  a
• 53:00
  DJ
• 53:00
  who's
• 53:01
  stuck
• 53:01
  in
• 53:01
  your
• 53:01
  comfort
• 53:01
  zone,
• 53:02
  all
• 53:02
  of
• 53:02
  a
• 53:02
  sudden
• 53:02
  you've
• 53:03
  got
• 53:03
  insider
• 53:03
  knowledge
• 53:04
  on
• 53:04
  what
• 53:04
  hip
• 53:05
  hop
• 53:05
  tracks
• 53:05
  will
• 53:05
  work
• 53:06
  and
• 53:06
  what
• 53:06
  country
• 53:07
  tracks
• 53:07
  will
• 53:07
  work,
• 53:08
  which
• 53:08
  will
• 53:08
  again
• 53:08
  make
• 53:09
  you
• 53:09
  more
• 53:09
  confident
• 53:10
  in
• 53:10
  straying
• 53:11
  outside
• 53:11
  your
• 53:11
  comfort
• 53:12
  zone
• 53:12
  a
• 53:12
  bit
• 53:12
  more.
• 53:12
  I
• 53:12
  love
• 53:12
  it.
• 53:13
  I
• 53:13
  think
• 53:13
  it
• 53:13
  sounds
• 53:14
  excellent.
• 53:14
  I
• 53:15
  think
• 53:15
  if
• 53:15
  I
• 53:15
  was
• 53:15
  a
• 53:15
  dj,
• 53:16
  you
• 53:16
  sold
• 53:16
  it
• 53:16
  to
• 53:16
  me.
• 53:16
  I
• 53:17
  know
• 53:17
  that
• 53:17
  wasn't
• 53:17
  your
• 53:17
  intention,
• 53:18
  we're
• 53:18
  just
• 53:18
  talking
• 53:18
  about
• 53:18
  it.
• 53:19
  But
• 53:19
  I,
• 53:19
  I
• 53:19
  can
• 53:20
  see
• 53:20
  the
• 53:20
  benefits
• 53:21
  to
• 53:21
  the
• 53:21
  consum
• 53:22
  also
• 53:22
  the
• 53:22
  benefits
• 53:22
  to
• 53:23
  the
• 53:23
  business.
• 53:23
  And
• 53:23
  a
• 53:23
  good
• 53:23
  product
• 53:24
  gives
• 53:24
  benefit
• 53:25
  to
• 53:25
  Both.
• 53:26
  Both
• 53:26
  those
• 53:26
  two
• 53:26
  groups
• 53:27
  of
• 53:27
  people.
• 53:27
  So
• 53:28
  we
• 53:28
  will
• 53:28
  put
• 53:28
  the
• 53:28
  link
• 53:28
  in
• 53:29
  the
• 53:29
  show
• 53:29
  notes
• 53:29
  to
• 53:30
  the
• 53:30
  system.
• 53:30
  It's
• 53:30
  up
• 53:30
  and
• 53:31
  going.
• 53:31
  People
• 53:31
  can
• 53:31
  sign
• 53:31
  up
• 53:32
  to
• 53:32
  it
• 53:32
  right
• 53:32
  now,
• 53:32
  can't
• 53:32
  they?
• 53:32
  If
• 53:33
  they're
• 53:33
  a
• 53:33
  DJ,
• 53:33
  DJs
• 53:34
  can
• 53:34
  sign
• 53:34
  up
• 53:34
  now
• 53:34
  and
• 53:34
  subscribe.
• 53:35
  And
• 53:35
  the
• 53:35
  great
• 53:36
  thing
• 53:36
  is,
• 53:36
  the
• 53:36
  more
• 53:36
  people
• 53:37
  that
• 53:37
  are
• 53:37
  a
• 53:37
  part
• 53:37
  of
• 53:37
  it,
• 53:38
  the
• 53:38
  better
• 53:38
  the
• 53:38
  system
• 53:39
  will
• 53:39
  become
• 53:39
  because
• 53:39
  you're
• 53:40
  getting
• 53:40
  more
• 53:40
  data
• 53:41
  into
• 53:41
  it.
• 53:41
  And
• 53:41
  I
• 53:41
  love
• 53:41
  that
• 53:42
  it's
• 53:42
  data
• 53:42
  led.
• 53:42
  I
• 53:43
  could
• 53:43
  geek
• 53:43
  out
• 53:43
  about
• 53:43
  this
• 53:43
  stuff
• 53:44
  all
• 53:44
  day,
• 53:44
  but
• 53:44
  we
• 53:44
  are
• 53:44
  out
• 53:45
  of
• 53:45
  time,
• 53:45
  so
• 53:45
  we're
• 53:46
  not
• 53:46
  going
• 53:46
  to
• 53:46
  do
• 53:46
  that.
• 53:46
  But
• 53:46
  I
• 53:46
  will
• 53:46
  put
• 53:47
  all
• 53:47
  of
• 53:47
  the
• 53:47
  links
• 53:48
  below.
• 53:48
  So
• 53:48
  if
• 53:48
  you
• 53:48
  are
• 53:48
  listening
• 53:49
  to
• 53:49
  this
• 53:49
  and
• 53:49
  you're
• 53:49
  interested
• 53:49
  in
• 53:50
  just
• 53:50
  understanding
• 53:50
  it
• 53:50
  a
• 53:51
  bit
• 53:51
  more
• 53:51
  or
• 53:51
  you
• 53:51
  think
• 53:52
  this
• 53:52
  could
• 53:52
  work
• 53:52
  for
• 53:52
  your
• 53:52
  business,
• 53:53
  go
• 53:53
  and
• 53:53
  check
• 53:53
  it
• 53:54
  out.
• 53:54
  I'll
• 53:54
  put
• 53:55
  the
• 53:55
  link
• 53:55
  in
• 53:55
  the
• 53:55
  show
• 53:55
  note.
• 53:56
  Okay,
• 53:56
  Simon,
• 53:56
  I
• 53:57
  always
• 53:57
  end
• 53:57
  my
• 53:57
  podcast
• 53:58
  with
• 53:58
  the
• 53:58
  same
• 53:58
  question,
• 53:59
  and
• 53:59
  I'm
• 53:59
  going
• 53:59
  to
• 53:59
  pose
• 54:00
  that
• 54:00
  to
• 54:00
  you
• 54:00
  now.
• 54:00
  And
• 54:01
  it's
• 54:01
  this.
• 54:01
  What's
• 54:02
  the
• 54:02
  one
• 54:02
  thing
• 54:02
  you
• 54:03
  wish
• 54:03
  you'd
• 54:03
  known
• 54:04
  sooner
• 54:04
  in
• 54:04
  your
• 54:05
  own
• 54:05
  business?
• 54:06
  That's
• 54:06
  really
• 54:07
  easy.
• 54:07
  Sometimes
• 54:08
  they
• 54:09
  are
• 54:09
  not
• 54:09
  your
• 54:09
  customer.
• 54:10
  So
• 54:11
  it
• 54:11
  doesn't
• 54:11
  matter
• 54:12
  if
• 54:12
  your
• 54:12
  price
• 54:13
  isn't
• 54:13
  right.
• 54:14
  Sometimes
• 54:15
  it
• 54:15
  doesn't
• 54:15
  matter
• 54:15
  if
• 54:16
  you
• 54:16
  drop
• 54:16
  your
• 54:16
  price.
• 54:17
  Sometimes
• 54:17
  it
• 54:17
  doesn't
• 54:18
  matter
• 54:18
  if
• 54:18
  you
• 54:18
  bend
• 54:18
  over
• 54:18
  backwards
• 54:19
  a
• 54:19
  million
• 54:19
  times,
• 54:20
  they're
• 54:20
  not
• 54:20
  your
• 54:20
  customer
• 54:21
  and
• 54:21
  you
• 54:22
  don't
• 54:22
  get
• 54:22
  them
• 54:22
  very
• 54:22
  often.
• 54:23
  But
• 54:23
  I
• 54:23
  think
• 54:24
  spotting
• 54:24
  them,
• 54:25
  realizing
• 54:25
  that
• 54:26
  they're
• 54:26
  not
• 54:26
  your
• 54:26
  customer
• 54:27
  and
• 54:28
  moving
• 54:28
  on.
• 54:29
  If
• 54:29
  I'd
• 54:30
  learned
• 54:30
  that
• 54:30
  a
• 54:30
  lot
• 54:30
  sooner,
• 54:31
  I'd
• 54:31
  have
• 54:32
  reached
• 54:32
  the
• 54:32
  spot
• 54:32
  I'm
• 54:32
  at
• 54:33
  now.
• 54:33
  A
• 54:33
  lot
• 54:33
  sooner.
• 54:34
  Yeah,
• 54:34
  absolutely.
• 54:35
  And
• 54:35
  not
• 54:35
  taking
• 54:35
  it
• 54:36
  personally
• 54:36
  either,
• 54:36
  because
• 54:37
  sometimes
• 54:37
  we
• 54:37
  think
• 54:37
  it's
• 54:37
  problem
• 54:38
  with
• 54:38
  us,
• 54:38
  but
• 54:38
  actually
• 54:39
  it
• 54:39
  could
• 54:39
  just
• 54:39
  be
• 54:39
  problem
• 54:40
  with
• 54:40
  them.
• 54:40
  They're
• 54:40
  just
• 54:40
  not
• 54:40
  quite
• 54:41
  right
• 54:41
  for
• 54:41
  us.
• 54:41
  Yeah,
• 54:41
  you
• 54:42
  see
• 54:42
  that
• 54:42
  sometimes
• 54:42
  where
• 54:43
  it
• 54:43
  doesn't
• 54:43
  matter
• 54:43
  what
• 54:44
  you
• 54:44
  do,
• 54:44
  they
• 54:44
  want
• 54:44
  the
• 54:45
  moon
• 54:45
  on
• 54:45
  a
• 54:45
  stick.
• 54:45
  And
• 54:45
  if
• 54:46
  you're
• 54:46
  not
• 54:46
  giving
• 54:46
  them
• 54:46
  the
• 54:46
  moon
• 54:46
  on
• 54:46
  the
• 54:47
  stick,
• 54:47
  then
• 54:47
  you
• 54:48
  know
• 54:48
  they'll
• 54:48
  be
• 54:48
  unhappy.
• 54:49
  And
• 54:49
  that's
• 54:50
  not
• 54:50
  your
• 54:50
  issue.
• 54:50
  Doesn't
• 54:50
  matter
• 54:51
  how
• 54:51
  hard
• 54:51
  you've
• 54:51
  worked,
• 54:52
  if
• 54:52
  they're
• 54:52
  not
• 54:52
  getting
• 54:52
  it,
• 54:53
  they're
• 54:53
  not
• 54:53
  getting
• 54:53
  it.
• 54:53
  So
• 54:54
  spotting
• 54:54
  those
• 54:54
  customers
• 54:55
  before
• 54:55
  they
• 54:55
  even
• 54:55
  become
• 54:55
  customers
• 54:56
  and
• 54:56
  politely
• 54:57
  declining,
• 54:57
  that's.
• 54:58
  That's
• 54:58
  the
• 54:58
  one
• 54:58
  thing
• 54:59
  I
• 54:59
  wish
• 54:59
  I'd
• 54:59
  known
• 54:59
  when
• 54:59
  I
• 55:00
  started.
• 55:00
  Love
• 55:00
  it.
• 55:01
  I've
• 55:01
  absolutely
• 55:01
  adored
• 55:02
  this
• 55:02
  conversation.
• 55:02
  It's
• 55:03
  been
• 55:03
  great
• 55:03
  for
• 55:03
  me
• 55:03
  as
• 55:03
  well
• 55:03
  to
• 55:04
  go
• 55:04
  down
• 55:04
  memory
• 55:04
  lane
• 55:05
  and
• 55:05
  start
• 55:05
  thinking
• 55:05
  about
• 55:05
  commercial
• 55:06
  radio
• 55:06
  again.
• 55:06
  I
• 55:06
  get
• 55:07
  excited
• 55:07
  when
• 55:07
  we
• 55:07
  talk
• 55:08
  about
• 55:08
  it
• 55:08
  because
• 55:08
  it's
• 55:09
  like
• 55:09
  that
• 55:09
  nostalgia
• 55:09
  thing.
• 55:10
  For
• 55:10
  me,
• 55:10
  they
• 55:10
  were
• 55:10
  some
• 55:10
  of
• 55:10
  the
• 55:11
  best
• 55:11
  years
• 55:11
  of
• 55:12
  My
• 55:12
  life
• 55:12
  and
• 55:12
  so
• 55:13
  much
• 55:13
  of
• 55:13
  what
• 55:13
  I
• 55:13
  do
• 55:13
  now
• 55:14
  has
• 55:14
  been
• 55:14
  influenced
• 55:15
  by
• 55:15
  that
• 55:15
  time,
• 55:15
  and
• 55:15
  it
• 55:16
  sounds
• 55:16
  like
• 55:16
  it
• 55:16
  has
• 55:16
  for
• 55:16
  you
• 55:17
  as
• 55:17
  well.
• 55:17
  So
• 55:17
  I'm
• 55:17
  sure
• 55:17
  we'll
• 55:18
  geek
• 55:18
  out
• 55:18
  about
• 55:18
  radio
• 55:19
  again
• 55:19
  at
• 55:19
  some
• 55:20
  point
• 55:20
  in
• 55:20
  the
• 55:20
  future.
• 55:20
  But
• 55:20
  for
• 55:21
  now,
• 55:21
  Simon,
• 55:21
  thank
• 55:22
  you
• 55:22
  so
• 55:22
  much
• 55:22
  for
• 55:22
  your
• 55:22
  time.
• 55:22
  I'll
• 55:23
  put
• 55:23
  all
• 55:23
  of
• 55:23
  your
• 55:23
  details
• 55:24
  in
• 55:24
  the
• 55:24
  show
• 55:24
  notes.
• 55:24
  If
• 55:25
  people
• 55:25
  want
• 55:25
  to
• 55:25
  speak
• 55:26
  to
• 55:26
  you
• 55:26
  directly,
• 55:26
  where's
• 55:27
  the
• 55:27
  best
• 55:27
  place
• 55:27
  for
• 55:27
  them
• 55:27
  to
• 55:27
  chat
• 55:28
  with
• 55:28
  you?
• 55:28
  Is
• 55:28
  it
• 55:28
  Instagram?
• 55:29
  LinkedIn?
• 55:29
  Oh,
• 55:29
  I'm
• 55:30
  always
• 55:30
  happy
• 55:30
  to
• 55:30
  chat
• 55:31
  to
• 55:31
  anyone.
• 55:32
  You
• 55:32
  can
• 55:32
  drop
• 55:32
  by
• 55:33
  the
• 55:33
  website,
• 55:33
  The
• 55:34
  Hampshire
• 55:34
  Event
• 55:34
  DJs
• 55:35
  website,
• 55:35
  or
• 55:36
  you
• 55:36
  can
• 55:36
  drop
• 55:36
  by
• 55:36
  the
• 55:36
  DJ
• 55:37
  team's
• 55:37
  website.
• 55:37
  You
• 55:37
  can
• 55:38
  find
• 55:38
  me
• 55:38
  on
• 55:38
  LinkedIn.
• 55:39
  I'm
• 55:39
  on
• 55:39
  Instagram
• 55:39
  as
• 55:40
  well.
• 55:40
  I
• 55:40
  don't
• 55:40
  care.
• 55:40
  However,
• 55:41
  you'll
• 55:41
  find
• 55:41
  me
• 55:42
  amazing.
• 55:42
  So
• 55:42
  if
• 55:42
  you've
• 55:42
  got
• 55:43
  more
• 55:43
  questions,
• 55:43
  if
• 55:43
  you
• 55:43
  just
• 55:44
  want
• 55:44
  to
• 55:44
  say
• 55:44
  how
• 55:44
  much
• 55:45
  you
• 55:45
  enjoyed
• 55:45
  this
• 55:45
  episode,
• 55:46
  then
• 55:46
  go
• 55:46
  find
• 55:46
  Simon
• 55:47
  on
• 55:47
  social
• 55:47
  media.
• 55:47
  And
• 55:47
  again,
• 55:48
  I'll
• 55:48
  put
• 55:48
  all
• 55:48
  of
• 55:48
  the
• 55:48
  links
• 55:49
  in
• 55:49
  the
• 55:49
  show
• 55:49
  notes.
• 55:50
  Simon,
• 55:50
  thank
• 55:51
  you
• 55:51
  so
• 55:51
  much
• 55:51
  for
• 55:51
  your
• 55:51
  time.
• 55:52
  It's
• 55:52
  been
• 55:52
  a
• 55:52
  real
• 55:52
  joy
• 55:53
  speaking
• 55:53
  to
• 55:53
  you.
• 55:53
  My
• 55:54
  pleasure.
• 55:54
  What
• 55:54
  a
• 55:54
  great
• 55:55
  conversation.
• 55:55
  We
• 55:56
  covered
• 55:56
  all
• 55:56
  sorts
• 55:56
  of
• 55:56
  bases
• 55:57
  in
• 55:57
  today's
• 55:57
  episode,
• 55:58
  talking
• 55:58
  about
• 55:58
  that
• 55:59
  background
• 55:59
  in
• 55:59
  commercial
• 55:59
  radio
• 56:00
  and
• 56:00
  how
• 56:00
  we've
• 56:00
  learned
• 56:01
  so
• 56:01
  much
• 56:01
  from
• 56:01
  it,
• 56:02
  how
• 56:02
  to
• 56:02
  build
• 56:02
  a
• 56:03
  business,
• 56:03
  not
• 56:03
  just
• 56:03
  as
• 56:04
  an
• 56:04
  individual,
• 56:04
  but
• 56:05
  as
• 56:05
  a
• 56:05
  team.
• 56:05
  And
• 56:06
  also
• 56:06
  thinking
• 56:07
  to
• 56:07
  the
• 56:07
  future,
• 56:08
  thinking
• 56:08
  about
• 56:08
  technology
• 56:09
  and
• 56:09
  looking
• 56:09
  at
• 56:09
  how
• 56:09
  that
• 56:09
  can
• 56:10
  complement
• 56:11
  and
• 56:11
  make
• 56:11
  our
• 56:11
  business
• 56:11
  better
• 56:12
  for
• 56:12
  both
• 56:12
  us
• 56:12
  and
• 56:13
  the
• 56:13
  consumers.
• 56:13
  I
• 56:13
  hope
• 56:13
  you've
• 56:14
  enjoyed
• 56:14
  today's
• 56:14
  episode.
• 56:14
  Do
• 56:15
  go
• 56:15
  and
• 56:15
  check
• 56:15
  out
• 56:15
  all
• 56:15
  of
• 56:16
  those
• 56:16
  links
• 56:16
  and
• 56:16
  I'll
• 56:16
  see
• 56:17
  you
• 56:17
  next
• 56:17
  time.