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Hello friends, how are things going?
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I hope that this time the video that
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I am going to record is recorded perfectly
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and says coherent things.
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And I'm saying this because it's the third
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time I've recorded this video, simply because the
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first video I recorded went very badly.
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Yesterday I recorded the second and I already
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thought it was fine, but when I started
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editing it I realized that I was starting
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to go too far, not to go deep
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into the topic that I wanted to share
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with you, and so we are going to
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try to make this video the final one,
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the third or the twentieth.
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Okay, what I want to talk about today
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is about that moment in which we received
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a request from a couple and, well, we
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are going to answer them, right?
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And we are going to try to hire
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that wedding, that is, with which we receive
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an email and we are going to try
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to get that couple for ourselves and that,
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in short, we know how to hire them.
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I mean, I want to dedicate this video
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to that moment, right?
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In the first answer that we offer and
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we try to throw that hook so that
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the couple stings and, in short, to be
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able to have possibilities of getting to hire
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that wedding in case we have that free
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date, okay?
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The first thing I should say or the
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first thing I would like to say is
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that, one, we are not, both Erika and
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I, marketing specialists and if it has worked
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for us so far, throughout this entire trajectory,
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it has been because we have trusted our
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style and we have believed that we had
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a photographic quality to be able to hire
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weddings or that the thing or that the
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business will work, okay?
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Two, and this is very important and it
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will depend, I don't know what to say,
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what I'm going to tell you now is
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going to depend on the location or the
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country in which you are.
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I say this because experience tells me that
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if, for example, you are in Latin America,
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countries like Ecuador, Colombia, Mexico, for example, I
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know that there is, well, it is very
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normal, sorry, that couples directly call you, of
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course, and ask you everything directly by phone,
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if you are free, what are, for example,
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the prices, but in Europe or in Spain,
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or in our case, there is no phone
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in which the couple can contact us or
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anything similar, I mean, we reconduct everything so
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that the couples contact us directly through our
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contact form, I mean, there is no possibility
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that they call us by phone to ask
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us for availability and much less rates, because
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we don't like to work that way and
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we believe that that form is not adequate,
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but of course, that's why I tell you
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that depending on the geographical area of the
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world in which you are, the culture is
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different, the way of acting of the couples
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is not the same either, with which what
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I am going to say, that is, take
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what you can take for your business and
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if it works for you, perfect, okay?
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I have already said all these little things
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and so as not to mess up much
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more, that I am already starting like in
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the previous two videos, we are going to
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start, with which we receive the email and
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the first thing we are going to do
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is quickly answer it, that is obvious, okay?
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The way to act is to always try
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to create an email as personal as possible,
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in which we try to empathize, connect with
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the couple, once we have already written a
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few lines, we begin to include several videos
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of our work, slides of some other weddings
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similar to the couple that has contacted us,
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that is, similar, sorry, to the type of
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wedding that we have received or that we
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can get to hire, okay?
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And now comes perhaps the most interesting part,
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at the end of the email, in the
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past we used to include all services directly
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with the different rates, the experience told us
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or told us that this way of working
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did not give us good results at all,
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because I don't know if it has happened
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to you, but we, or in our case,
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for example, we received, well, we received, for
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example, emails or requests and what believe me,
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when we included, for example, the rates in
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the same email, I think that in 85
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% of the cases, or even sometimes in
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80% or even it was crazy, we
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did not have news of the couple again,
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but no news, I mean, and what we
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came to think, well, these requests are fake,
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these boyfriends are real, they are wedding photographers
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who pretend to be boyfriends, I mean, it
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was as if they were ghost requests, that
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is, that you sent an email and you
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did not get an answer, with which we
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decided to change everything a little and not
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include the rates in the same email, in
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the first email in which the couple requests
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information from us.
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What do we do or what do we
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try to do?
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In the last part of the email, simply
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say that our range of prices ranges, for
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example, from 3,000 euros to 5,000
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or from 3,000 euros to 4,000,
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I mean, we do not leave the possibility
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of a closed price open, but we always
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say, look, that is, our rates range between
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3,000 and 4,000 euros, however, we
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are open to knowing a little more about
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your wedding and already, well, that is, to
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make a budget that is most suitable for
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the type of wedding that you are going
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to have, but nevertheless, before giving you a
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closed price, we would love to be able
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to meet with you.
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I mean, the email we send is still
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nothing more and nothing less than an action
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to meet with the couple.
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Why this?
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Because after the experience or what we have
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lived, we know that the moment we are
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face to face with the couple, the numbers
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are reversed and we come to hire practically
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when we are with the couple together, practically
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I think it is 90% of the
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cases.
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What does this mean?
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That we play with a certain advantage or
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is it better for us to be able
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to meet with the couple?
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Why?
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Because we have more possibilities of being able
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to start that wedding, since otherwise it was
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like a very nice email, very, very prepared,
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with several types of wedding, everything very well
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elaborated, but it was still, in a way,
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we believe, we believe, our opinion is just
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a little cold and distant.
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At the moment we are in front of
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the couple, we believe that the couple not
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only realizes or is aware that we are
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not only good photographers, but we are nice,
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close people who are connecting with them perfectly
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and ultimately that gives us a greater chance
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to get to hire that wedding that we
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would like to hire.
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Therefore, as I tell you, the mission of
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the email is that, to be able to
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meet with them.
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Regarding what I had told you about the
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rates, I would like to specify something.
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If, for example, your prices or your base
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package starts at 3,000 euros, okay?
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I mean, let's say that our base package
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starts at 3,000 euros, okay?
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We never say that our services go from
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3,000 to 4,000, we always say
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a little less, for example 2,500.
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Do you understand why?
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Knowing that it is not entirely true, we
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try to hook up with the couple, we
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try to get together with the couple, to
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make them fall in love with our work
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and with our way of being.
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Why all this?
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Because those 500 euros of difference, those 500
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euros that we do not say the truth
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at all, at the moment they may realize
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that it has never happened, there has never
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been a couple that has told us, hey,
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in the first email you told us that
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you were from 2,500 to 4,000,
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no, no, no.
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At the moment that we already show, for
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example, rates and we say that they go
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from, well, and they already see them, 3
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,000, what are those 500 euros?
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Once you have fallen in love with the
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couple.
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500 euros do not mean anything, I mean,
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always in the email we throw a little
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down and in the interview it is already
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when we show the real prices.
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At the moment that we have fallen in
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love with them and at the moment that
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you have fallen in love with a girlfriend,
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then there is no longer, I don't know
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what to say, 500 euros that mean nothing.
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At a wedding, 500 euros is nothing.
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That's why we started there, okay?
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Simply things that I would like, well, that
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I would like to indicate a little, add
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a little, right?
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When we show, for example, the rates, when
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we are already together, okay?
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Until we have not met the couple, either
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virtually or physically, we do not show them.
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And when, for example, we show them at
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the end of the meeting, once we have
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met them, we start to talk about everything,
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mainly about life, we try to know a
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little about their lives, mainly, that is, what
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job they have, what their hobbies are, I
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mean, we subtly start to talk a little
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about life, about how they are doing, all
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this.
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Second, we begin to delve into the wedding,
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then we begin to expose our work, I
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always meet, we always meet with Erika, and
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it is always Erika who, or the one
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who attacks, for example, the bride, I am
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the one in charge who attacks him, right?
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I mean, we have a very established role
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in which, a role established between boy and
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girl, okay?
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And it usually works really quite, quite well,
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okay?
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At the end of everything, to finish the
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interview, only more or less, well, I mean,
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at the end of the interview, sorry, we
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already started showing the services and their respective
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rates.
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Until the end, there is no talk of
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money at any time, but in that time,
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that is, in that previous time, we have
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already had time to empathize, to connect with
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them, and it goes like twice as fast,
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right?
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And what, believe me, usually works quite well
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for us, well, quite well, I play with
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wood, right?
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I just want to tell you that we
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don't like to be together for two hours,
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with a couple for three hours, I mean,
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everything is so, that is, so prepared so
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that in an hour, at most, we have
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everything done, okay?
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I mean, we are not going to try
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to make that the never-ending story, I
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mean, we are going to go straight to
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the point, super cordial, but super direct, do
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you understand me?
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So that in an hour, I mean, no
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one realizes that we have tried to go
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all out against them and, ultimately, to hire
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that wedding, okay?
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And that is what I mainly wanted to
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convey, right?
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That, I mean, that we are not in
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favor of sending rates in the same email
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for the mere fact that the experience with
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us, okay?
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I mean, this does not mean that it
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is the magic formula, that the experience that
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tells us that it is better to get
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together, and in fact, with some people who
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are not dedicated to the wedding business, but,
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I mean, we have friends who sell insurance
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or who are dedicated to another type of
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business, when we have talked, shared this, they
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have always told us, it is what has
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to be done, or it is what should
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be done, or it is what the marketing
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rules say that should be done, before releasing
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a price, get together with the couple, but,
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as I say, this is only based, this
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is only based, sorry, on our experience, because
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I know other colleagues, which I know usually
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hire a lot of weddings, and they are
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doing quite well, I am talking, for example,
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about photographers like Serafín Castillo, like Pablo Laguía,
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that I know that they, in the first
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email, send rates, already directly, and they forget
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everything, the wedding is finally hired or not
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hired, I mean, each teacher has his book,
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and consequently, this was only based, or it
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is only based on our experience, and in
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the country in which we reside, and the
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type of couples we have, okay?
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With which, if you are from Spain or
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Europe, and you are fine as you do
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so far, do not change, and if you
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are from Latin America or from another part
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of the world, and you do it the
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same or in another way, and if it
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continues to work, do not change, the only
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mission of this video was to share with
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you what has worked for us or has
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worked for us since we have been doing
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this for more or less four years, okay?
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So I think I have recorded this video
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better than the previous one, or than the
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previous ones, I think it has been direct
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and clear, and I hope you liked it,
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and I hope it will help you.
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So nothing else, friends, until next time, and
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be good, bastards!
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