The ReWork with Allison Tyler Jones: Recent Episodes
Allison Tyler Jones
Wouldn’t it be great to have a combination business coach, psychologist, comedian and BFF to encourage you on those hard days when you’re ready to give up the whole photography biz? A friend who will tell it to you straight, challenge your thinking and inspire you to completely ReWork your business?
That’s exactly what you can expect from the ReWork Podcast with your host, portrait photographer and entrepreneur, Allison Tyler Jones. Her specialty? Motivating you to uniquely brand, profitably price and confidently sell your best work, all while giving your clients an experience they’ll never forget.
Each episode is designed to give you tools for immediate action in the areas that will create the most value for your business.
Most photographers are obsessed with getting new clients. We pour time, money, and energy into marketing campaigns, social media, and chasing the next lead—while the best clients we’ll ever have are quietly sitting right in our database.
In this solo episode, ATJ flips the script on the “always looking for the next client” mindset and shows you what happens when you stop chasing new and start nurturing next time.
You’ll learn how to design a portrait business that doesn’t depend on constant lead generation, but instead thrives on deep, ongoing client relationships built over years.
From the very first phone call to the final installation, Allison shares exactly how her studio creates the expectation that clients will return by having a long-term plan for them to do so.
You’ll walk away knowing how to:
- Set the vision early so every client understands this is the beginning of a relationship, not a one-off session
- Create continuing projects—albums, wall galleries, and holiday cards that grow over time
- Design “big years” and “continuation years” to keep clients engaged without overwhelming them
- Communicate like a true expert and lead your clients with confidence instead of following their cues
- Build systems to track milestones, plan ahead, and stay top-of-mind all year long
This isn’t about hustling harder or discounting to stay busy. It’s about building a long-term, profitable, joy-filled business—one that grows through legacy, loyalty, and relationships.
Let’s do it!
ATJ & The ReWork Crew
Episode Highlights:
- Expect the return. Your business follows your expectations. If you design for one-time sessions, that’s what you’ll get.
- Set the vision early and repeat it often. Every interaction is a chance to remind clients that this is the start of a long-term collaboration.
- Serve, don’t chase. Your best clients already love you.Stay in touch, anticipate their needs, and make their lives easier.
- Create continuing projects. Every wall portrait or album is a chapter, not a one-off.
- Be the expert. Great clients want someone to lead. Take responsibility for their family legacy like a trusted advisor.
- Don’t panic when they stray. Clients who experience true excellence will always come back when it matters.
Key Takeaways:
- The crucial mindset shift from “grateful they came once” to “expecting them to return”
- How to design every touchpoint for long-term relationships
- Simple ways to re-engage past clients using genuine service, not gimmicks
- How to use consultations and sales appointments to plant seeds for “next time”
- The concept of continuing projects—albums, galleries, and holiday cards as ongoing stories
- Structuring your business around “big years” and “continuation years”
- What to do when loyal clients “cheat” with another photographer—and how to handle it with grace
- Why the best clients crave leadership, not discounts
- How to become part of the rhythm of your clients’ lives
About Allison Tyler Jones: A portrait photographer of 20 years, creating unforgettable
wall art for loyal clients who return to her studio year after year. ATJ has built a sustainable business doing what she loves for clients she loves. She has also spent the last 16 years speaking, teaching and inspiring portrait photographers around the world to create their own businesses based on their unique strengths while creating value for their clients. As the host of the ReWork podcast she aspires to help other portrait photographers transform their businesses into sustainable, profitable and enjoyable enterprises..
From one portrait session to a lifetime legacy—how to build a business clients never outgrow.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
FREE -Ultimate Client Consultation Form
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FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
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Allison Tyler Jones
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What do pest control and portrait photography have in common? More than you might imagine.
They are both service businesses, and both industries have business owners complaining that their markets are “saturated” with tons of competitors. Some practitioners are thriving and others….are not.
Sound familiar?
In this episode of The ReWork, Allison sits down with Cameron Bawden, a serial entrepreneur and co-host of The Premium Mindset Podcast, who has built, scaled, and sold multiple service-based companies, including Green Mango Pest Control, Coconut Cleaning, and Agave Auto Glass.
Cameron and his wife Alyssa recently commissioned ATJ to create their family portraits. During that process, ATJ & Cameron struck up a conversation about service businesses and the real struggles that entrepreneurs face. That led to this podcast episode.
From one truck and a dream to a multi-million-dollar exit, Cameron shares his hard-won lessons on building a premium service brand, leading a team, and growing without burning out. This conversation is packed with mindset shifts and practical tools photographers can apply right now. Like what it takes to stand out in a saturated market, build a loyal client base, and scale without losing your mind or your magic.
You’ll learn:
- The “sacred rhythms” that fuel long-term growth
- How to stand out in a saturated market
- The formula for knowing exactly when to hire help
- The psychology behind referrals and premium pricing
- Why the “ready, fire, aim” mindset might be your next best move
It’s part business therapy, part systems masterclass, and full of ideas that will make you rethink how you serve your clients and structure your studio for growth.
Episode Highlights:
- Stick to Your Sacred Rhythms. Growth comes from consistency—don’t abandon the principles that made you stand out in the first place.
- Different Beats Bigger. Cameron turned pest control into a premium brand by obsessing over design, experience, and service quality.
- Know When to Hire. Use Cameron’s simple formula: if you’re spending more than 50% of your hourly value on a task, it’s time to delegate.
- Systemize the Magic. Document what works—scripts, workflows, brand standards—so your excellence can be replicated.
- Raise Prices Without Fear. A thoughtful price increase can improve profit and client quality; value-driven customers rarely flinch.
- Build a Team That Complements You. Visionaries need systems people; creatives need operators. Hire your opposite and multiply your impact.
- Ready, Fire, Aim. Don’t wait for perfect—act, adjust, and learn. Momentum beats hesitation every time.
Key Takeaways:
- Different is the point, don’t dilute your vision to blend in, double down on what makes you stand out.
- Codify success, once something works, document it and repeat it.
- Buy back your time, use the 50% rule to know when to delegate.
- Client referrals are gold, they outperform ads two-to-one when your client experience is exceptional.
- Premium brands don’t apologize, price for the value you provide and let go of those who don’t see it.
About Cameron Bawden: a dynamic entrepreneur and co-host of the podcast The Premium Mindset. He founded and scaled service-based companies including Green Mango Pest Control and Coconut Cleaning, transforming them into high-growth, premium-branded businesses. Through relentless focus on operational systems, culture design and customer experience, he built brands that disrupted traditional service industries. Today he mentors other business-owners on pricing, scaling, hiring and building lasting value through a premium mindset.
An inspiring reminder that premium brands aren’t born, they’re built, one intentional decision at a time. Stop cutting corners. Start standing out.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
For Cameron Bawden’s Employee Roadmap/Pricing Playbook
and Customer Service Roadmap email support@hypepharm.com
The Premium Mindset Podcast
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Allison Tyler Jones Education Courses
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Allison Tyler Jones
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Cameron Bawden
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What if one product could define your entire brand?
Greg and Lesa Daniel know something about that. They built their long-term success around a single, unmistakable piece of artwork, their embellished mixed media wall portrait. It’s the product that their clients talk about, recognize instantly, and come back for again and again.
In this episode of the ReWork, Lesa and Greg break down how finding your flagship product can simplify your business, sharpen your marketing, and elevate your value in the minds of your potential clients. In addition, creating a flagship product creates clarity, confidence, and fewer options that sell themselves. In this conversation, we’ll spend time learning:
- How to identify and develop your own flagship product
- Why niching down frees your creativity instead of limiting it
- How to merchandise and sell a single hero product with ease
- And why being known for one exceptional product can unlock both creative freedom and higher profitability.
As creatives we are often attracted by “more” and “different” and “new.” This episode isn’t about adding more products to your menu; it’s about getting clear on what you want to be known for and building your brand around THAT thing. Can you sell other things? Sure. But getting clear on what you want to be known for might change your business forever (in a good way).
You’ll hear how Greg and Lesa found their flagship product, why simplifying actually unleashed their creativity, and how focusing on one hero offering can make marketing, sales, and client communication radically easier.
Episode Highlights:
- “Flagship Product Singular”. Greg and Lesa reveal how one recognizable product can anchor an entire business model.
- From Commodity to Designer. How their mixed-media wall portraits elevated them from “just another studio” to a highly sought-after brand.
- The Dream Exercise. Why finding your flagship starts with permission to dream big.
- Merchandising Matters. How their studio layout sells for them by showcasing one product in multiple variations.
- Control the Sale. Lesa explains how to keep sales efficient, elegant, and client-centered with minimal overwhelm.
- Signature = Status. Why flagship products build brand equity, trust, and desire.
- More Creativity, Not Less. How narrowing your product line gives you more room to play creatively within a structure.
Key Takeaways:
- A flagship product isn’t only about limiting what you offer; it’s about making it easy for clients to say “yes.”
- Fewer options lead to smoother sales, more consistent branding, and higher perceived value.
- When you’re known for one exceptional thing, you can charge exceptional prices.
- Merchandising and environment matter; people need to see, touch, and feel what they’re buying.
- Creating a recognizable product gives you freedom to design your life, not just your work.
About Greg and Lesa Daniel: celebrated fine art portrait photographers, educators, and studio owners based in Florida, best known for their signature embellished mixed media environmental portraits. Over decades, they’ve built a thriving studio and loyal collector base around a single, instantly recognizable heirloom wall piece. Greg holds Master of Photography and ASP Fellow titles and is a founding member of the International Society of Portrait Artists, while Lesa leads the client experience and sales strategy behind their success. Together, they’ve inspired photographers nationwide through workshops and mentoring to elevate their craft, simplify their offerings, and build sustainable, art-driven businesses.
One product. Endless possibilities. The power of your flagship starts here.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
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Allison Tyler Jones
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Lesa and Gregory Daniel
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In a world where everyone has a camera and AI is generating jaw-dropping visuals on demand, is there still room for professional portrait photographers, especially in the senior niche?
Nate Peterson says yes, but only if you're willing to evolve. In this inspiring, energizing, and at times vulnerable conversation, Allison and Nate discuss what it takes to not just survive but thrive as a high school senior photographer in a shifting economic landscape and cultural moment.
Nate brings a refreshingly honest take on how the business of senior photography has changed over the past two decades, from his early days of hockey team photos to his current hybrid model that combines high-volume sports with high-touch, luxury senior sessions.
They talk about AI, athlete hype videos, LED studio walls, lifestyle creep, and the mindset shifts required to stay profitable in a rapidly changing world.
If you're wondering where the senior portrait market is headed (and whether you want to follow), this episode will challenge your assumptions, validate your experience, and re-ignite your creative spark.
Episode Highlights:
- The Grand Experience. How Nate crafts immersive senior sessions that span hours, locations, and stories, designed to last for generations.
- Volume + Luxury = Sustainability. Why a hybrid model might be the key to surviving market shifts.
- LED Walls & AI Backdrops. Nate’s tech-forward approach to creating wow-factor imagery that Gen Z (and their parents) can’t DIY.
- The Middle is Gone. What the disappearance of the mid-tier client means for your business model.
- Experience ≠ Product. How to create a stellar experience without forgetting about the main goal = selling finished products.
- Lifestyle Creep & Scaling Back. A refreshingly honest convo about redefining success and doing less on purpose.
Key Takeaways:
- The value of your work is not just in the experience, it’s in the finished product you deliver.
- Client education isn’t optional, it’s your secret weapon in a world that thinks digital = done.
- Senior photography isn't dead, but it is evolving—rapidly. Innovate or be left behind.
- High-touch service requires high-end pricing. Don’t sell luxury at volume prices—separate the two niches and reap the rewards.
- Downtime isn’t the enemy, it’s an opportunity to reevaluate, reimagine, and ReWork your business.
About Nate Peterson: Owner of NP Design & Photography, a full-time portrait and volume studio based in New Richmond, Wisconsin, serving the Twin Cities area. With over 20 years in the industry, Nate is a Master Photographer and CPP who has earned titles like Wisconsin Senior Photographer of the Year and Twin Cities Senior Photographer of the Year. He specializes in high school senior portraits, volume sports photography, and commercial branding, blending cutting-edge tech like LED walls and AI backdrops with deeply personal client experiences. Known for his immersive “Grand Experience” sessions and commitment to in-person sales, Nate is passionate about delivering meaningful, finished artwork that tells a story and stands the test of time.
More than hype videos and Instagram reels, here’s how to future-proof your studio.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
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Allison Tyler Jones
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Nate Peterson
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If you’re walking into your sales appointments hoping they’ll buy and walking out with a “We’ll think about it,” it’s time to stop crossing your fingers and start designing the sale.
In this episode, Allison sits down with ProStudio Software owner and former portrait photographer, Ron Nichols to break down how to stop winging it and start leading your clients through a clear, confident buying experience.
This isn’t about software; it’s about owning the sales process, guiding your clients visually and emotionally, and building trust that leads to the best results for your clients and a sustainable business for you.
You’ll learn how to:
- Collapse indecision by showing artwork to scale, on your client’s walls
- Use real-time pricing to close confidently (and eliminate the awkward math)
- Pre-sell before you even pick up your camera, with mockups that wow
- Keep Dad on board (and emotionally invested) in the buying process
- Shift from “order taker” to trusted advisor, and watch your average sale soar
This conversation will help you lead with intention, sell without pressure, and turn your view & order sessions into the most profitable hour of your week.
Ready to trade, “I need to go home and measure,” for, “This is amazing, here’s my card?”
Then listen up and let’s do this!
Episode Highlights:
- Stop Wingin’ It Lead the sale, don’t just hope they’ll buy.
- Visuals That Close Show artwork to scale and eliminate indecision.
- Sales System, Not Just Software Use ProSelect to guide the sale, not just display images.
- Mock It Up Before You Shoot Pre-sell with wall mockups before you even pick up the camera.
- Instant Pricing Confidence Real-time pricing removes confusion and speeds up the sale.
- Handling “The Dad Factor” Learn how to engage him without the drama.
- Why It’s Not About Being “Salesy” Confidence and transparency, not sales tricks, close the deal.
Key Takeaways:
- Visualization closes the sale. Showing artwork to scale, especially in your client’s actual home, allows your client to see what they’re actually getting and puts their mind at ease.
- Sales success is about clarity, not pressure. Clients want guidance. They crave your confidence, NOT your discounts.
- Design the sale before you ever shoot. Mockups at the consultation set the tone for investment and eliminate surprises later.
- Don’t compete on price, compete on experience. The most profitable studios focus on installed wall art, expert service, and powerful emotional connection.
- You don’t need to be a “salesperson.” You just need a process.
About Ron Nichols: a veteran portrait photographer, educator, and the CEO of Pro Studio Software, the company behind ProSelect, the industry’s leading sales presentation tool for photographers. A past president of PPA and a member of XXV, Ron has spent decades helping photographers elevate their craft and their businesses. Through software innovation, global teaching, and leadership in the photographic community, he’s become a trusted voice in the art of in-person sales.
Lead the Sale, Don’t Chase It. Turn “We’ll think about it” into “Where do we sign?”
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
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Allison Tyler Jones
Website | Instagram | LinkedIn
Ron Nichols
Website | Instagram
Is your studio calendar looking a little sparse? Does this year feel slower than previous years? You’re not alone. In this episode, Allison sits down with fellow photographer, Jeff Dachowski for a real-world, real-time conversation to answer one of the most urgent questions in our industry: How do you make the phone ring?
They unpack the difference between a temporary slowdown and a true slump, and what to do about it either way. From the daily practices that build consistent business, to the simple systems they use to track leads and follow up (even when life gets busy), this episode is packed with ideas you can implement immediately to bring in your next booking.
- The fastest, most overlooked way to create new bookings
- How to audit your current leads and reconnect with potential clients
- What systems (from Trello boards to Google Calendar reminders) actually work
- How to make client communication part of your daily workflow, not just when things feel slow
We’re talking about defining what “busy” really means, how to turn one great client into dozens more, why your database is pure gold, and the often-forgotten power of simply reaching out. If you’ve ever asked, “I NEED more clients, how do I get them?”, this one’s for you.
Episode Highlights:
- Feeling slow? You’re not alone. How even seasoned studios hit weird, quiet seasons, and what to do next.
- Busy is relative. Before panicking, define what “busy” actually means for your studio.
- Look to your list. Your next clients may already be in your database, you just need to reconnect.
- Track it or lose it. Whether it’s Trello, Google Calendar, or sticky notes, systems matter.
- Match their energy. Effective client communication occurs when you mirror their pace and preferences.
- Leads now, bookings later. Today’s text or call can turn into next year’s booking.
- Relationships are everything. This is the work, follow-up, consistency, and client care that pays off.
Key Takeaways:
- The fastest way to make the phone ring? You call them.
- Slumps feel personal, but they’re often just anecdotal. Data doesn’t lie so track your numbers.
- Identify your ideal clients and forensically analyze how they found you.
- Client relationships are everything. Treat them like the triple-platinum asset they are.
- Promotions are the last resort, NOT the first step.
- Track referrals, follow up, and send the thank-you note. Always.
- The slow season is never solved with desperation; it’s solved with consistency and confidence.
About Jeff Dachowski: an award-winning portrait photographer, PPA educator, and co-owner of a successful boutique studio in New Hampshire with his wife Carol. Known for his high-touch service and beautiful wall portraits, Jeff is a past president of the Professional Photographers of America and a master of relationship-based marketing. He leads international portrait trips and has helped thousands of photographers grow their businesses with practical, heartfelt strategies rooted in connection and intention.
When the phone’s not ringing, it’s time to stop waiting—and start reaching out.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
RingCentral
Quo (formerly OpenPhone)
Chartrand Bargh study- The Chameleon Effect
Unreasonable Hospitality by Will Guidara
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
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Allison Tyler Jones
Website | Instagram | LinkedIn
Jeff Dachowski
Website | Instagram
Running a portrait studio is hard.
Doing it while raising kids, juggling marriage, building a business from scratch, and managing your own growth?
That’s working like a mother.
In this vulnerable, wisdom-packed conversation, Allison sits down with Iowa-based portrait artist and boy-mom powerhouse Anjana Olson, who has built a thriving fine art studio while staying fiercely true to her values, her family, and her creative voice.
They dive into what it means to work like a mother from
- Setting boundaries and pricing for profit
- Evolving your business alongside your life
- Creating a studio experience that brings you joy
And delivers real value to your clients. This isn’t about hustle. It’s about alignment, artistry, and making your business work for your life, not the other way around.
If you're a parent, a creative, or just someone looking to build a business rooted in purpose and profitability, this episode will inspire you to own your worth and redefine success on your terms.
Episode Highlights:
- Make Your Business Work For You. Design your business around your life, not the other way around, stop sacrificing your family or sanity to "keep up."
- Price Based on What You Value. Anjana shares how having children helped her reassess her time and raise her prices with confidence.
- Say No, So You Can Say Yes. Niche down and show only what you want to sell, this attracts the right clients and cuts painful “no’s” way down.
- Own the Silence in the Sale. When a client says, “That’s expensive,” Anjana shares why silence (not discounting!) is your strongest move.
- You're Not Just a Photographer. You’re an expert in wall space, styling, design, and service, own that value and sell with confidence.
Key Takeaways:
- Price for your life. Base your pricing on the time, energy, and lifestyle you want—not just industry norms.
- Fewer sessions, higher profits. You don’t need to shoot more—just charge appropriately for what you do.
- Confidence comes from clarity. Know what you value and build your pricing and offerings around it.
- Your work is worth it. When clients say, “That’s expensive,” let them sit with it—no discounts, no apologies.
- Joy is the goal. Build a business that supports your life, not one that steals from it.
About Anjana Olson: a fine art portrait artist and founder of Anj Portrait Studio in Iowa, and mom of three boys. She is known for her soulful, narrative-driven images and full-service boutique experience. With a background in charcoal illustration and a deep love for storytelling, she creates heirloom artwork that celebrates the beauty of family and the art of being seen. A mother of three and a master at balancing business and life, Anjana brings heart, intentionality, and artistry to every session. Her work is about more than just portraits, it’s about honoring legacy, valuing time, and creating art that truly matters.
What if the secret to a thriving portrait business isn’t doing more—but doing it your way? Tune in to hear how Anjana Olson built a life-giving, profitable studio by working like a mother and pricing like a pro.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
Oversubscribed by Daniel Priestley
Sell or Be Sold by Grant Cardone
The War of Art by Steven Pressfield
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Anjana Olson
Website | Instagram
What if you never had to “sell” your work again, because your clients were already doing it for you?
In today’s episode of The ReWork, I’m joined by one of my all-time favorite humans, photographer, educator, and master storyteller Tim Walden, to explore what might be the most overlooked, underused marketing tool in your business: your client. Tim shares how your client’s own words, own story, and own emotion can do the heavy lifting when it comes to selling your highest-value work.
If you’ve ever felt sales-y, awkward, or like you’re pushing too hard in the sales room, this conversation will flip that script entirely. Tim walks us through exactly how he:
- Crafts an intentional experience from the very first conversation
- Learns what matters most to his clients
- Uses that story to guide everything that follows
From how he shoots the session to how he presents the final artwork. He doesn’t wait until the sales appointment to start selling; he starts at “hello.”
And the result?
Clients who have to have the work because it’s no longer just a photograph, it’s their story, told beautifully, yes, but also in their words, a collaboration.
We also dive into the power of technical excellence (that your clients shouldn’t even see), how to use emotional language that resonates, and why starting your sales appointment at the end is one of the smartest things you can do.
Whether you're just beginning to sell your work or you're deep in the world of high-end portraiture, this episode will inspire you to rethink your entire approach, and maybe even raise your prices while you're at it.
This isn’t about manipulation.
It’s about meaning.
And when your clients feel seen, the sale truly takes care of itself.
Episode Highlights:
- Your Client Is the Sales Team You Didn't Know You Had Turn your clients into raving fans by deeply connecting with their stories—and letting them do the selling.
- Design Appointments Are the New Sales Consult The sales process starts before the first photo is taken—Tim shares how design appointments uncover the soul of the session.
- Emotion Over Perfection—Every Time When emotion is present, imperfection is invisible. Capture the moment, adjust if you can, but don’t lose the magic.
- The Photograph Is Just the Vessel Tim challenges photographers to make their technical skill invisible so the client’s story can shine through.
- Don't Start Selling at the Beginning—Start at the End Show your client the finished result first. Lead with vision, then let them lead the conversation from there.
- Procrastination Is the Real Enemy Most clients aren’t objecting to price—they’re just putting it off. Tim offers scripts and strategies to fight delay with truth and intention.
- If It’s Not Investment-Worthy, Why Are You Selling It? Tim breaks down what makes portraiture timeless, worthy of being displayed, and impossible to replicate.
Key Takeaways:
- Your client’s story is the script. Learn it. Tell it. Sell it.
- Sales is about reflection, not persuasion. Show clients what they already told you they wanted.
- Emotionally driven work is more valuable than perfectly lit work.
- Simplify your offerings to remove barriers to buying.
- Procrastination is your biggest competition—not price.
About Tim Walden: a legendary portrait photographer based in Lexington, Kentucky. With decades of experience, Tim—alongside his wife, Beverly—has built an iconic brand around emotional, black-and-white relationship portraiture that transcends trends. Known for his heart-led teaching and powerful storytelling, Tim is also a beloved industry educator, speaker, and mentor to countless photographers worldwide. His work prioritizes emotion, story, and intentionality—turning portraits into treasured heirlooms.
Unpack how to shift the spotlight from your gear and techniques to what really sells portrait photography—emotion, intention, and the story your client sees in every image.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
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Allison Tyler Jones
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Tim Walden
Website | Facebook | Instagram | YouTube
Imagine going from never doing your own sales to doubling your revenue the first year you try?
In this candid conversation, ATJ sits down with veteran portrait photographer and industry educator Elizabeth Homan of Artistic Images to talk about what it was really like to finally start selling her own work after 28 years in business.
Elizabeth shares the very real fears that held her back from selling, including getting her feelings hurt when clients didn’t love her favorite images, and how she overcame them, found her voice, and ultimately doubled her sales by stepping into the sales room.
Together, Allison and Elizabeth delve into:
- What held Elizabeth back from selling her work for nearly three decades
- How she overcame her fears and found her rhythm with in-person sales
- Why clients want to hear the artist’s opinion, and how that changed everything
- How Elizabeth’s overshooting habit helped her create a thriving album business
- The power of ProSelect's “Send My Room” feature and why neither photographer sells without it
- What happens when you stop selling and start guiding
- Why there’s no one-size-fits-all approach to successful sales
- Tips for building confidence and finding your unique sales style
Whether you’re terrified to sell your own work or just looking to improve your in-person sales process, this conversation will inspire you to embrace your strengths and show up fully for your clients.
Episode Highlights:
- She sold her own work and doubled her sales. After decades of outsourcing sales, Elizabeth Homan stepped in and found out she was her studio's best salesperson.
- From fear to confidence behind the sales desk. Elizabeth shares how she overcame fears of rejection, attachment to her work, and tech overwhelm to become a sales powerhouse.
- Guiding vs. Selling: The game-changing mindset shift. By reframing sales as helping clients make the right decisions, Elizabeth transformed the way she communicates–and closes.
- You Can Sell Without Being Salesy. When you're the artist and the guide, clients trust your vision. Sales become a creative collaboration, not a pushy pitch.
Key Takeaways:
- Learn how stepping into your own sales can double your revenue, even if you’ve never done it before.
- Discover the mindset shift that makes selling your work feel natural instead of nerve-wracking.
- Find out how Room Views can turn client uncertainty into confident wall art purchases.
- Unlock a simple framework for guiding clients to decisions without feeling “salesy.”
About Elizabeth Homan: an award-winning portrait photographer and educator based in San Antonio, Texas, and the owner of Artistic Images. With over 33 years in business, she holds all three top credentials from PPA, Master Photographer, Photographic Craftsman, and Certified Professional Photographer, and has taught at prestigious programs like Texas School. Known for her luxury studio experience and powerhouse sales approach, Elizabeth has become a trusted mentor to photographers nationwide.
If you've ever felt scared to sell your own work, this episode will show you how facing that fear could be the best (and most profitable) move you ever make.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
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Go For No! By Richard Fenton & Andrea Waltz
ProSelect Software
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
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Allison Tyler Jones
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Elizabeth Homan - Artistic Images
Website 1 | Website 2 | Instagram
Ever feel like you're constantly chasing new clients while the ones you've already photographed slip through your fingers, never to return?
This is the most exhausting and unsustainable way to run a business.
BUT it doesn’t have to be this way.
Client retention isn't just a nice-to-have—it's the literal foundation of any successful business.
Mary Fisk-Taylor of Hayes & Fiske Photography in Richmond, Virginia, has spent the last thirty years spoiling a clientele of loyal, repeat clients, and she’s joining us to share her secrets for how she turns one-time sessions into lifelong clients.
ATJ and Mary delve into how to set expectations, strategically plan future sessions, and cultivate authentic client relationships that extend beyond mere client satisfaction, fostering genuine brand loyalty over a lifetime.
This is your sign that it’s time for you to trade constant hustle for intentional, joyful relationships with clients who come back again and again—because they wouldn’t dream of celebrating their family milestones without YOU!
Here's a snapshot of what's covered:
- Beyond talent: What truly brings clients back year after year
- How to confidently plant seeds for future sessions without feeling salesy
- Simple systems (even if you're not techy!) for tracking and encouraging repeat bookings
- The art of setting boundaries and confidently "firing" bad-fit clients (without drama!)
- How to naturally encourage powerful referrals
Whether you're just starting or celebrating your 30th year in business like Mary, this episode is packed with tips for client retention that you can start implementing today.
Episode Highlights:
- Client Retention Is More Than Satisfaction. It's about building lasting relationships, not just delivering a good experience.
- Start With the Expectation They’ll Return. Retention starts with the assumption that this isn’t a one-time deal.
- Your Clients Want a Guide, Not Just a Photographer. Anticipate what’s next and lead your clients through it.
- Every Session Should Plant Seeds for the Next. Whether it's a newborn, a five-year-old about to lose their teeth, or a senior portrait, always be talking about what’s next. This isn’t overselling, this is, literally, DOING OUR JOB. We are in charge of documenting the milestones and memories for our clients.
- A Simple Google Calendar Can Be a Goldmine. You don’t need fancy systems, just a plan. Track milestones, stay in touch, and reach out before they think to call you.
- Refinement Over Mining. The best clients are the ones who already love you. Stop chasing the new and start spoiling and deepening your relationship with the loyal ones.
Key Takeaways:
- Why client retention is pure gold and the key to a sustainable photography business
- Setting the stage for lifelong clients—even if you’re brand new
- Proven strategies to win back clients who haven’t booked in years
- How to keep families returning during the "awkward ages"
- Why investing in current clients beats chasing new ones every time
Mary Fisk-Taylor: is a powerhouse portrait photographer, educator, and co-owner of Hayes & Fisk Photography in Richmond, Virginia. With over 30 years in business, she’s built a multi-million-dollar studio known for deeply loyal clients, generational relationships, and consistent sales of high-end artwork. As a past president of both PPA and WPPI, Mary is a nationally recognized leader in the industry and a sought-after speaker on client experience, profitability, and legacy branding. She also co-hosts the podcast, Get Your Shoot Together with Kira Derryberry.
If you’re tired of constantly chasing new clients, Mary’s proven strategies for client retention will show you how to build a portrait business that lasts and grows.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
Exactly What To Say by Phil M. Jones
Atomic Habits by James Clear
3XM Folio Boxes
Monday.com
Get Your Shoot Together Podcast with Mary Fisk-Taylor and Kira Derryberry
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Mary Fisk-Taylor - Hayes & Fisk Photography
Website1 | Website2 | Website3 | Instagram
What happens when your passion for your work fades—but you still need to pay the bills?
In this episode of The ReWork, I’m joined by educator and photographer Cris Duncan of CJ Duncan Photography for a candid conversation about what it takes to stay in love with your photography business for the long haul.
Cris has been in business for over 20 years and has recently taken over as director of the famed Texas School. This annual photography education event attracts photographers from all over the world at every stage of their business.
Cris and I discuss how the definition of success shifts over time—in his case, moving from volume and hustle to values and vision. Cris opens up about hitting burnout after years of saying “yes” to everything, and how he learned to reconnect with what he loves to shoot.
We talk about hard choices that come with being in business for a long time: how to pivot without losing momentum, how to stay creative without burning out, and how to build a business that supports the life you want (instead of the other way around).
If you've been in business for a while—or even just long enough to feel like you need a creative shift—this episode is your permission slip to reset, reimagine, and reignite your passion for your work.
Episode Highlights:
- From Fetal Position to Fired Up. Cris shares the rollercoaster of studio life—one day soaring, the next in tears.
- Do the Work, Even When It’s Hard. Longevity comes from showing up, staying connected, and doing the grind.
- Execution Beats Ideas Every Time. Success isn’t about ideas, it’s about who takes action and iterates.
- The Goldman Sachs Reset. A 12-week program reignited Cris’s passion and gave him fresh tools.
- Prints Outlast Phones. Hard drives fail, printed portraits live on as family treasures.
Key Takeaways:
- Reframing success: From high volume to high value
- Recognizing burnout before it takes over
- Learning to say “no” without guilt
- Making peace with doing different—not necessarily more
- Staying curious as the key to creative longevity
- Building a business that evolves with you
About Cris Duncan: a high-end portrait photographer from Lubbock, Texas, where he and his wife Dee run a successful studio specializing in families and high school seniors. With over 21 years in business, he has become a respected leader in the industry, recently taking on the role of Director of the Texas School of Professional Photography after serving as a student, volunteer, and instructor. Beyond his photography career, Cris is a Goldman Sachs 10,000 Small Businesses Program graduate, bringing fresh business insight and a passion for helping photographers grow through education and community
Tune in to hear Cris Duncan share the real secrets to staying relevant, profitable, and passionate in photography after two decades and why his lessons matter for your business right now.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
Anything You Want by Derek Sivers
Texas School of Professional Photography
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
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Allison Tyler Jones
Website | Instagram | LinkedIn
Cris Duncan - CjDuncan Photography
& Texas School of Professional Photography
Website 1 | Website 2 | Instagram 1 | Instagram 2
What would you do if you had to start your photography business completely from scratch in a brand new city—where no one knew your name?
That’s exactly what longtime photographer and educator Jen Hillenga did. After decades in the portrait industry and years spent building an iconic portrait studio, Jen moved to Brooklyn, worked in the corporate world for a few years, then, during a pandemic, decided to launch an entirely new venture as a pet photographer.
As. One. Does.
Even if you never move to another town, if you want to build a thriving business, you must reinvent yourself on the regular, and no one has done it better than Jen.
In this episode of The ReWork, Jen joins ATJ to talk about:
- What it’s like to go from being at the top of your game… to ground zero.
- How starting over can sharpen your skills and remind you why you love photography.
- The practical steps she took to build her brand in a new town.
- Why reinvention isn’t failure—it's freedom.
This conversation is filled with wisdom, encouragement, and practical strategies for photographers at every level.
Episode Highlights:
- Reinvent Your Business at Any Stage – Discover how Jen went from a thriving portrait studio to a completely new niche as a NYC dog photographer—and why it’s never too late to pivot.
- Avoid the Scaling Trap – Learn why “bigger” doesn’t always mean “better” (or more profitable) and how scaling can actually steal your joy.
- Start With Your Mission, Not the Money – Hear how defining a clear “why” created a brand and business that naturally attracted the right clients.
- Measure Success Beyond the Sale – Find out why sessions that build your portfolio, connections, or visibility can be just as valuable as the ones that bring in cash.
- Shift From Scarcity to Abundance – Get inspired to rethink your money mindset so you can serve clients with less stress and more gratitude.
- Build Community, Build Clients – See how tapping into the rescue dog community gave Jen a loyal, engaged client base (and how you can do the same in your niche).
- Forget the Rules, Follow Alignment – Walk away with the freedom to design your business on your own terms, and the confidence that your people will find you.
Key Takeaways:
- Why scaling might actually cost you more than it gives you.
- Discover how a clear mission can make branding and marketing effortless.
- See why every session matters, even if it’s not a big sale.
- Understand how shifting to an abundance mindset transforms your business.
- Walk away knowing you don’t have to follow the industry “rules” to succeed.
About Jen Hillenga: Longtime photographer and creative entrepreneur based in Brooklyn, New York. After running a successful portrait studio in Minneapolis and serving as Creative Director for Adorama, she reinvented her career to focus exclusively on pet photography through her brand The Ways of the Dog. Her work blends fine art, empathy, and storytelling, earning her recognition not just for beautiful imagery but for building a thriving, mission-driven business from the ground up.
It’s never too late to reinvent your business—and that true success comes from aligning your work with your passion and purpose.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
Additional links mentioned in episode
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Jen Hillenga - The Ways of the Dog Fine Art Portraits
Website | Instagram
If offering albums feels overwhelming, too many sizes, too many cover options, too many edits, this episode is for you. In this conversation, ATJ sits down with Priscilla Klingler, owner of Vision Art albums to uncover a simpler, more profitable way to sell albums.
Hint: it starts by reducing choices.
You’ll learn how to design and present albums in a way that eliminates client decision fatigue, reduces your design time, and increases your average sale, all while elevating your brand.
If you've ever thought, "Albums sound great, but I don't know where to start," this is the episode you've been waiting for.
Episode Highlights:
- Why fewer choices = more sales: How simplifying your album offerings leads to more confident clients and faster decisions
- Start with one: The exact formula for choosing one album size, one cover style, and one layout format to get started
- Design first, edit later: Why you should create and show a finished album before asking clients to make photo selections
- Set boundaries on edits: How to implement a quick approval process that protects your time and prevents project creep
- Vendor matters: What to look for in an album company, from print quality and turnaround time to white-glove service
- Editorial-style storytelling: Tips for creating simple, timeless designs that let the images do the talking
- Presentation is everything: The psychology behind how and when to show the album, and why it makes or breaks the sale
Key Takeaways:
- Photographers must show albums if they want to sell them, clients can’t value what they never see.
- Price isn’t the real barrier; clients invest when they understand the emotional and legacy value of albums.
- Simplifying options (limiting sizes, covers, and designs) makes the sales process easier and helps photographers avoid overwhelm.
- Photographers should design and present albums themselves rather than waiting for clients to choose images, which prevents decision fatigue and speeds up sales
About Priscilla Klingler: The Director of Vision Art Albums, where she helps photographers turn their work into timeless, heirloom-quality books. Known for her deep industry knowledge and hands-on guidance, she teaches photographers how to simplify their options, sell with confidence, and showcase albums as essential legacy pieces. Under her leadership, Vision Art has become a go-to partner for pros who want their clients to value printed art as much as digital files.
Have you simplified your album offerings or are you still stuck in option overload? We want to hear about it. Tag us on Instagram @do.the.rework and tell us what your next step is after listening.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
Download a Transcript
Visionart
SmartAlbums
Fundy Designer
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Priscilla Klingler - Vision Art
Website | Instagram
How do you build technical mastery and keep your creativity alive?
Photographer and educator John Gress joins us for a jam-packed conversation about the art of learning, the science of lighting, and the power of creative play.
John started in photojournalism but shifted into commercial and fashion work when the industry changed. Along the way, he developed a structured, repeatable system for building creative test shoots that became the backbone of his education platform—and leveled up his client work.
In this episode, we dive into how John reverse-engineers lighting setups from reference images, plans multi-look shoots with maximum efficiency, and uses creative constraints to avoid test shoot chaos. You'll also hear how he lit a 21-light, 40-player football shoot in a single day—and how you can bring that level of precision to your process.
If you’re feeling bored creatively and want to push yourself more, John’s blend of technical know-how and approachable insight will get you fired up to shoot again.
Episode Highlights:
- Structured Creative Practice Fuels Growth - John Gress emphasized using mood boards with 9–12 related images to focus creative test shoots. This keeps sessions intentional, avoids scattered experimentation, and allows for skill-building that directly benefits client work.
- Experiment During Play, Not Paid Work - He stressed separating creative “play dates” from client sessions—experimenting when not under pressure, then bringing proven setups into commercial shoots for reliability and efficiency.
- Workflow & Pre-Production Are Critical - Whether shooting a single model or 40 football players with 21 lights, planning the order of setups, gear changes, and lighting adjustments maximizes efficiency, minimizes downtime, and ensures consistent results.
- Growth is Cyclical—Plateaus Are Normal - Skills often spike early, then plateau. The key to continued growth is seeking new challenges, practicing regularly, and not waiting for the “perfect” idea or subject—just start and refine as you go.
Key Takeaways:
- How mood boards, model tests, and limited variables drive creative growth
- Why recreating reference images isn’t cheating—it’s learning
- How to avoid the trap of overcomplicating your test shoots
- Why no one can actually copy your style—even if they try
About John Gress: Chicago-based commercial and portrait photographer, educator, and former photojournalist whose career spans from covering breaking news to creating striking, high-concept lighting setups for models, athletes, and executives. Known for his masterful, intentional use of complex lighting and his ability to teach it in a clear, approachable way, John has built a thriving education platform, spoken at national conferences, and produced work for high-profile clients.
Discover how intentional play, smart planning, and expert lighting can take your photography from good to unforgettable!
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links & Resources:
- Download a Transcript
- Milanote Moodboard Software www.milanote.com
- Ultimate Client Consultation Form
- Frequently Asked Difficult Questions (FADQ’s)
- Sales Sabotage Evaluation Tool
- Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
John Gress
Website | Instagram
Do you find yourself stuck in repetitive tasks (aka death by 1000 cuts), buried under endless emails, or struggling to plan creative client sessions?
In this illuminating episode, ATJ sits down with visionary photographer and AI expert Kira Derryberry to explore precisely how ChatGPT can transform your photography business.
Discover how to clone your brain, automate daily tasks, visualize creative concepts effortlessly, and gain powerful insights into your business—all by harnessing the practical, innovative capabilities of AI.
Don’t be left behind, AI is here and we all need to get on board. Kira will give us a place to begin.
Episode Highlights:
- From Fear to Efficiency - Understand why integrating AI into your business is crucial, much like the transition from film to digital photography.
- ChatGPT as a Creative Partner - Discover practical ways Kira uses AI for client styling, mood boards, and concept visualizations, enhancing creative sessions.
- Business Insights at Your Fingertips - Learn how Kira leverages AI to analyze business performance, strategically plan growth, and even recover from setbacks.
- Your Personal Digital Assistant - Kira shares how ChatGPT helps handle challenging client communications, invoice follow-ups, and day-to-day business management tasks.
- Effective AI Prompting Techniques - Master the art of precise ChatGPT prompts to maximize its potential, streamline workflows, and save valuable time.
- Navigating AI Responsibly - Essential cautions and ethical considerations when using AI, including data security and maintaining your personal judgment.
Key Takeaways:
- Learn to use AI effectively as your assistant, not your replacement.
- Discover how to ask better questions to unlock ChatGPT’s full potential.
- Gain practical examples of incorporating AI into both creative and administrative business aspects.
About Kira Derryberry: Kira Derryberry, former president of Professional Photographers of America, combines her tech-savvy background with photography expertise, pioneering creative applications of AI in business. Her dynamic approach helps photographers tackle overwhelm, elevate productivity, and unlock creativity through practical AI strategies.
Tune in to revolutionize your workflow and creativity with AI!
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Boss Level AI: Join Kira’s practical workshops
Imaging USA Pre-Con with Kira Derryberry
Get Your Shoot Together Podcast hosted by Kira Derryberry and Mary Fisk-Taylor
Ultimate Client Consultation Form
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Kira Derryberry
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You might think that being an amazing photographer is enough to get hired by high-end clients.
It’s not.
In this episode, I’m chatting with my nephew, Ross DeCesare—who’s just completed the arduous and eye-opening task of hiring an interior photographer for DeCesare Design Group (my sister’s interior design firm).
The photographers that Ross considered for the job were all creative, talented photographers with stellar portfolios of work.
But that is where the similarities ended.
Ross breaks down exactly what made certain photographers stand out—and how others eliminated themselves from consideration and NONE of it had to do with the QUALITY OF THEIR WORK.
Although this discussion centers around interior photography, the applications apply to ALL photographers.
If you make your living with a camera, this episode is an inside look at how potential clients may view your business, your communication, and your professionalism.
And let’s just say… it’s not always pretty.
- What clients actually need from a photographer, and why it’s more than just “pretty pictures.” Think editorial features, social media content, scouting shots, and a polished portfolio.
- The “Nice But High-Maintenance” Photographer: Why low prices aren’t always appealing and how being too flexible—or oversharing—can backfire.
- The “Talk to My Agent” Experience: When high-end becomes high-barrier. A look at how poor transparency (even with good intentions) can kill trust and lose the job.
- The Photographer Who Got the Job: Clear, fast, prepared, and aligned. Why transparency, confidence, and clarity beat charisma and cost every time.
- Why a solid process inspires client confidence and attracts great clients and why red flags in communication can repel the very clients you’re trying to book.
This conversation is like sitting behind the scenes in a client’s brain—and it’s equal parts cringey and enlightening.
If you’ve ever wondered why a potential client ghosted you, why a “perfect” consultation didn’t convert into a real job, or why price wasn’t the actual problem… this one’s for you.
Learn what to do (and definitely what NOT to do) to stand out as a professional and make it easy for a potential client to say YES.
In this episode, you’ll learn: What top-tier clients actually* look for when hiring a photographer (hint: it’s not just talent). * The red flags that turn dream prospects into cancellations—and how to avoid them. * Why having a clear, client-centered process is more valuable than being the cheapest. * How transparency, professionalism, and confidence in your pricing and what that price covers can build long-term trust (and bookings).
Timestamps:
[2:55] Meet Ross DeCesare—Allison’s nephew and newest member of the DeCesare Design Group—returning after two years in Santiago, Chile.
[4:28] Why designers photograph their work: documenting legacy projects, creating social media content, and preparing for potential magazine submissions.
[6:14] How the landscape has shifted: from magazines flying in their own photographers to design firms shouldering the cost (and the content creation).
[8:32] The value of clear image usage rights and why today’s firms need more than just ten good shots.
[10:05] The “Nice But High-Maintenance” Photographer: Low pricing doesn’t make up for hard-to-schedule behavior and poor boundaries.
[12:40] TMI alert: Why overexplaining your pricing or travel costs can make clients uncomfortable (and why proactive communication wins).
[15:50] Misalignment in process: Saying “I’ll work however you want” but then reverting to your own preferences creates confusion and frustration.
[19:20] Be clear: Clients like Ross want photographers who align with their process—not someone who improvises on shoot day.
[22:05] Red flags: Wanting to be “besties” with the principal designer rather than collaborating professionally with the full team.
[24:48] Why being upfront about your workflow and limits is better than being overly flexible (and then dropping the ball).
[26:32] The “Talk to My Agent” Experience: Impressive on the surface, but high-touch turned into high-friction.
[28:18] A-list rep, impressive bid packet, and polished communication—but still lacked transparency about back-end magazine deals.
[30:24] How misaligned expectations (especially around guaranteed publication) can sink trust—even with a premium brand.
[33:06] Lesson: Fancy packaging can’t cover unclear usage rights or hidden policies.
[34:44] The photographer who got the job: Fast responses, clear process, and full alignment with how DeCesare Design Group works.
[36:10] Proactive professionalism: Offering lighting solutions, respecting the timeline, and anticipating questions before they’re asked.
[37:30] Clarity ≠ rigidity: This photographer presented how he typically works and left room to adjust for client needs.
[38:56] Why saying “My clients have found this helpful…” positions your process as client-centered rather than self-serving.
[41:02] The hidden client fear: If you’re too cheap, they wonder what’s wrong with you.
[42:38] Value your work: How confidence, preparation, and pricing all signal quality to clients.
[44:50] Ross’s biggest takeaway: Clients want photographers who know their worth and show up like pros—confident, not needy.
[47:20] You can’t attract top-tier clients with bargain-bin behavior. Alignment, process, and professionalism are the keys.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Ross Tyler DeCesare
Website | Instagram
Be honest—do you ever feel like you are collecting money from your clients, just to hand it over to your vendors, or the tax man?
You are NOT alone. It’s actually one of the most common struggles I hear from photographers.
That’s why I’ve invited Venus Michael to the show. Venus is a bookkeeper who specializes in helping photographers stop the financial bleeding and finally take control of their money.
In this episode, Venus and I dive into the real reasons you might feel broke, even when you’re fully booked—like wasting money on random props or pulling prices out of thin air based on what “everybody else” is charging.
But here’s the good news—Venus makes understanding your money easy (and not boring, I promise). She breaks down:
- How to actually know what’s profit and what’s not
- Why lumping all your money in one account is killing your cash flow
- And how opening just one extra account can change everything.
We also dig into her favorite system—Profit First—a simple method that helps you divide every dollar into separate accounts for expenses, your pay, profit, and taxes.
No more tax season panic. No more wondering where all the money went.
Venus even shares how changing the way you see your money—like adjusting your camera lens—can help you make smarter decisions that support both your creativity and your bank account.
If you’re ready to stop the cycle of making money and watching it disappear, you do not want to miss this episode.
In this episode, you’ll learn: Why photographers tend to overspend on unnecessary stuff and undercharge for their work * How the Profit First method helps you manage your money without complicated spreadsheets * Why tracking expense percentages and working with a creative-friendly accountant is a must * How to get started today* by opening one simple account to start keeping more of what you earn
Timestamps:
[3:00] Hear how Venus discovered her niche in bookkeeping for photographers in 2017 and wrote a book.
[6:48] Portrait photographers often waste money on props and copy others' pricing without considering income goals.
[9:07] Venus helps photographers with distinguishing necessary expenses from wants.
[11:59] Using separate bank accounts for expenses simplifies financial management and prevents overspending.
[14:42] ATJ reflects on how adopting the Profit First method prevented unexpected tax bills after profitable holiday seasons.
[15:59] Financial preparedness changes tax bills from stressors to routine occurrences
[18:07] Venus points out how, although skeptical at first, many CPAs use multiple accounts after seeing clients succeed financially.
[20:58] Venus discusses viewing business finances as three roles—business, worker, and owner.
[24:15] Hear how a client used Profit First to fund a passion project while still sustaining her photography business.
[26:12] Shifting perspectives, like changing camera lenses, helps make better business decisions.
[28:38] Hear how reducing expense percentages over time improves financial health.
[31:53] Having a financial cushion for taxes reduces stress and allows surplus to become profit.
[32:55] To accurately assess finances, Venus advises blocking time, calculating expenses, and avoiding working blindly.
[34:34] Knowing the costs of goods helps guide decisions around pricing.
[37:16] Many photographers also overlook labor costs, causing loss of profit.
[38:06] Venus advises that calculating hourly worth requires factoring in experience, efficiency, and time spent per project.
[41:29] ATJ points out how translating complex financial concepts into creative-friendly language helps photographers better understand profit.
[44:16] Profit First Professionals offer bookkeeping support.
[46:40] Venus argues that the first thing that you should do is outsource bookkeeping.
[48:58] It's important to choose a bookkeeper with accounting expertise who offers value-based pricing, not hourly rates.
[51:30] Prioritize bookkeeping services that handle payroll, sales tax, and reporting.
[52:40] It's totally normal to feel vulnerable when hiring a bookkeeper, so find someone you trust and connect with.
[55:12] ATJ recommends starting small with Profit First by setting aside 1% of your income to build financial stability.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Venus Michael - Profit First for Photographers
Mike Michalowicz - Profit First
Jim Loehr - The Power of Full Engagement
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Venus Michael
Website |Website 2 | Book |Instagram 1 |Instagram 2 |Facebook
Are there too many photographers in your town?
How are you supposed to stand out when the field is full?
Today’s guest on the ReWork suggests playing a different game.
Rick Trummer from Mid-South Color Lab spends every day helping photographers to distinguish themselves from their competition by developing products that defy comparison.
MidSouth lab specializes in custom digitally and oil painted portraits and stripped canvas artwork. He’ll also tell us about a new image substrate with a metallic look that is actually made from paper.
Mid-South Color Lab is the only photo lab in the United States with exclusive rights to print on Hanemühle paper, which is the gold standard for professional photographers.
Instead of cranking out cookie-cutter prints, MidSouth focuses on creating personalized artwork as heirlooms for their portrait photographer’s clients.
Rick shares tips for portrait artists who want to break free from the herd by keeping your product simple yet distinctive.
He also shares insight on how to market a high-end product like this to your best clients.
You will learn:
- Why to focus on a few high-quality, unique products rather than offering everything
- The importance of consistency in style and product quality
- Why to simplify offerings to make decisions easier for clients
- The fact that creating high-end products requires proper pricing and quality assurance
- How success comes from personal customer service, product consistency, and strong client relationships
Timestamps:
[2:50] Rick’s lab customizes high-end digital paintings with real artists for quality beyond filters.
[5:54] ATJ reflects on her mother's appreciation for portraits and praises Rick’s ability to personalize each client’s style.
[8:26] Learn how Rick helps studios come up with unique styles with consistent painters to stand out from competitors.
[11:06] Focusing on just a few signature products helps Rick’s lab deliver excellence and reliability.
[14:08] ATJ appreciates vendors who guarantee quality, making client trust key to success.
[15:37] It's important for photographers to maintain consistent results across styles.
[16:51] Rick asserts that studios need to demand color consistency from labs and hold them accountable.
[19:43] Rick explains that orders take longer because of necessary final inspections.
[21:30] Mid-South offers personalized help to ensure long-term success.
[24:56] If you want to sell new products, show consistent samples, and use videos.
[27:55] Hear how limited-time offers and gift cards can drive buzz and lead to referrals.
[31:18] Product success grows through consistent branding, storytelling, and clients who share authentic enthusiasm.
[33:38] Studios should adapt new ideas to fit their own comfort, goals, and brand identity.
[36:00] Rick encourages photographers to stick to a timeline.
[38:55] ATJ feels that Rick’s insights offer universal value for improving business.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Rick Trummer / Mid-South Color Labs
Website | Instagram | Facebook | LinkedIn
Have you ever had a customer service experience so good you wanted to bottle it and recreate it in your own business?
That’s what it’s like talking to Matthew Hodgman, Senior Client Success Manager at White House Custom Colour. While his title might sound corporate, Matt leads with heart—and serious empathy chops. If empathy were a competitive sport, he’d be on the podium with gold.
We’re not talking about empathy as a feel-good bonus. We’re discussing empathy as a vital business essential. Empathy isn’t just about being a friendly human—it’s your secret weapon for building loyalty, diffusing tension, and turning client “oops” moments into opportunities.
In this episode, Matt and I delve into what it really looks like to lead with empathy in business:
- Listen like you mean it—instead of just waiting to talk next
- Reach out before there’s a problem—not after
- Build genuine, lasting relationships with clients and vendors alike
- How to turn mistakes into your best marketing moments
- And how to let empathy shape your pricing, policies, and process
Matt even shares a story about WHCC stepping in to fix a problem that wasn’t even their fault—total masterclass in grace under pressure.
If you want to create a business that feels good—for your clients, your partners, and yourself—this is the episode to tune into.
What We Cover:* Why empathy is a business skill, not just a personality trait * Active listening that builds trust * Unexpected outreach and why it matters * When things go wrong: How you handle it defines you * What empathy has to do with pricing and flexibility
Timestamps:
[2:43] Empathy isn't just nice to have; it’s vital in cutting through the negative noise to truly connect with others.
[5:27] ATJ believes that human connection, not efficiency, makes the work meaningful, putting love into every image.
[8:00] Matt asserts that value lies in the shared experience, not just the product.
[10:02] Long-term vendor relationships can become authentic partnerships built around trust and support.
[12:06] Matt explains how empathy at every level creates a ripple effect of positive collaboration.
[15:51] Owning mistakes with grace and kindness can transform tension into loyalty.
[17:24] Learn how some of the best marketing that you ever do in business is actually after something has gone very wrong.
[19:18] Matt admires ATJ’s brand identity and empathetic approach to her business.
[22:03] ATJ reflects on having built trust by empathizing with a reluctant teen and connecting with them over Sephora.
[25:49] Matt stresses the need to match communication styles so that clients feel seen, heard, and respected.
[28:12] ATJ prioritizes upfront transparency to avoid manipulative and/or uncomfortable situations later.
[31:23] Every experience with a client is an opportunity to exceed expectations.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
White House Custom Colour
Website | Instagram | Facebook | YouTube
Does the thought of selling your work still make you cringe, even a little?
Do you wish you could focus solely on creating beautiful pictures and let someone else handle the sales?
Can you imagine what it would be like to sell your portraits before the session even happens?
If any of this feels familiar, listen up.
Joining me for this episode is my brother from another mother, Drake Busath of Busath Photography, and his incredible portrait designer and sales associate, Linda Smoot, to talk all things client experience, sales magic, and what it really means to protect your creative energy as a photographer.
(Hint: it might just mean not doing it all yourself.)
Drake, a self-proclaimed “not-a-sales-guy,” shares how bringing Linda into the process allowed him to stay focused on creating extraordinary portraits while still growing a profitable business. Linda doesn’t just close the sale—she leads clients through the entire experience, setting clear expectations, crafting meaning, and helping them visualize the finished artwork before a single photo is taken.
Linda may not be a photographer, but she’s a natural storyteller—think executive producer of the portrait experience. Her ability to guide clients through the emotional and aesthetic journey of custom artwork changes the game for photographers who feel burned out from doing it all themselves.
We dig into how honest, pre-session conversations about who the portrait is for, where it will live in the home, and what it means to the client not only deepen the connection but also lead to more intentional (and more profitable) sessions.
If you’re doing everything yourself, feeling drained by sales, or struggling to get clients to truly value your work, this episode is your permission slip to step aside and let someone else sell it like a boss.
In this episode, we cover:
- Why separating creative and sales roles leads to better results
- How pre-session consultations build trust and clarity
- What it looks like to sell with empathy and advocacy, not pressure
- The power of being a “true believer” in the value of the work
- How storytelling and emotional intelligence drive sales success
Timestamps:
[2:58] Drake prefers creating images over selling, relying on Linda to take on client sales.
[4:23] Linda advocates for clients and clearly conveys goals to Drake.
[6:57] ATJ enthuses over realizing the value of separating the creative and sales roles, even though she still does both herself.
[8:11] Using Linda’s consultation form ensures clarity and efficiency in high-volume environments.
[10:07] Hear about how Linda secured pre-session investments by showing clients the value of generational portraits.
[12:22] ATJ points out how setting clear expectations early reduces burnout and guides clients toward more intentional choices.
[15:15] Drake touches upon the value of asking clients to come in before the session.
[18:15] Hear how Drake values pre-planning sessions to avoid complications and admires Linda’s non-pushy approach to sales.
[20:39] Linda’s client experience and relatability make her ideal for working with women decision-makers.
[22:33] Linda identifies her biggest strength as being a storyteller who helps clients share their family’s story.
[24:26] Linda acts as the producer of each family’s story, guiding the experience with client focus.
[26:26] Drake credits Linda for her authenticity which stems from her belief in the true value of portraits.
[29:51] ATJ argues that true sales success comes from genuinely believing clients need portraits displayed in their homes.
[32:05] Linda explains that her lifelong passion for portraits helps her deeply connect with clients seeking to preserve family memories.
[34:01] Drake and Linda discuss perceived value and presentation being key to justifying high prices in a photography studio.
[36:58] Linda reflects on having designed a warm, personal space where clients feel relaxed, welcomed, and genuinely cared for.
[38:40] With swivel chairs and a closer monitor, Drake’s room redesign enhances comfort for clients.
[40:29] Linda adds that proximity to the front leads to meaningful eye contact, connection, and involvement in clients’ stories.
[43:00] Trust and expertise ease client worries, turning the experience into a joyful collaboration.
[46:57] Linda explains how, starting with honesty and warmth, she builds trust that helps ease any client hesitation.
[49:44] Drake finds fulfillment in connecting with clients and ensuring continuity from photoshoot to final selection.
[53:20] Great photography combined with a warm environment helps enhance client satisfaction and ease the sales process.
[56:50] Even without a fancy studio, a thoughtful and prepared approach can create a calm and meaningful session.
[58:25] Genuine warmth and compliments on location help clients feel valued, even without a studio setting.
[1:01:06] Drake customizes workshops to individual needs, making travel photography personal and culturally immersive.
[1:04:52] Meaningful local experiences inspire photographers, spark creativity, and improve both personal and client-focused work.
[1:07:03] ATJ points out that the key to a successful client experience is anticipating their needs and personalizing every detail.
[1:09:59] Drake feels that having a supportive team like Linda helps prevent burnout and brings fresh energy.
[1:11:26] Linda points out how photographers, often unaware of how deeply their art impacts families over time, preserve cherished memories.
[1:12:29] Drake argues that building a supportive team can ease stress, combat loneliness, and improve work-life balance.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Italy Workshops - Website
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Busath Photography
Website | Instagram | Drake's LinkedIn
What if I were to tell you that confidence in your business doesn’t come from booking more clients or getting that one huge sale, that it actually comes from having a solid process in place?
Joining me for this episode to help me tackle this topic is my good friend and popular repeat guest Jeff Dachowski. We get real about this because it doesn't get talked about enough.
Again, it is not about landing big sales or hoping for good luck; it’s about having processes that keep things running smoothly. Trust me, once I figured that out, everything clicked.
We talk about how confidence in your business isn’t some magical thing you’re born with. No, it comes from having solid systems in place. No more panicking about no-shows or wondering how you’ll pull everything together.
Jeff and I both realized that clear processes for everything from client calls to delivering the final product make things way more predictable and way less stressful. Trusting the process feels so much better than winging it every time.
Here’s the thing, though - it’s so easy to fall into that whole imposter syndrome headspace, like, “Who am I to charge that much?”
We’ve both had those moments, and we’re sharing how structure helped us kick imposter syndrome to the curb and actually build businesses that support our lives (and not the other way around). Listen in while Jeff and I chat through how to build a business that runs smoother and feels better. You might just start loving your systems.
We talk about how:
- confidence comes from repeatable processes, not praise or talent
- clear systems and policies help overcome fear, guilt, and inconsistency
- photographers need to educate clients on the value of printed products
- focusing on legacy builds sustainable business and not just one-time digital sales
- strong client relationships and one-on-one conversations often lead to long-term success
Timestamps:
[3:13] Jeff points out how many photographers feel torn between creative validation and profit.
[6:34] Jeff’s confidence increased once he adopted repeatable systems that ensured quality.
[9:26] Achieving success ultimately requires a defined strategy.
[12:08] Jeff’s evolving business plan is grounded in consistent service and learning from failure and leads to lasting success.
[15:57] ATJ states that educating clients and setting firm boundaries helps ensure that you're valued and fairly compensated.
[18:26] By clearly differentiating his services early, Jeff leads his clients toward appreciating nontraditional offerings.
[19:22] Jeff stresses offering custom wall portraits during sessions, turning casual prints into lasting displays.
[22:38] In-person conversations reveal client needs and build trust, even before a portrait sale is secured.
[25:06] ATJ asserts that confidence comes from highlighting unique value instead of justifying prices or mimicking other photographers.
[29:18] Exceptional service leads to powerful word-of-mouth, as one portrait client brought $750,000 in referrals.
[31:58] Jeff reframes print sales as emotional preservation, contrasting them with easily forgotten digital files.
[34:31] We learn that Jeff prioritizes legacy over digital files, aiming to make portraits part of daily home life.
[36:18] After the session, Jeff collaborates with clients to choose the perfect wall portrait.
[39:59] Clients tend to feel more fulfilled when they receive tangible artwork and not just files.
[40:42] Avoiding digital gallery overwhelm, ATJ now helps plan meaningful portraits with less stress.
[43:36] Thoughtful decision-making, not instant agreement, is essential for lasting client relationships.
[45:43] By offering a distinct luxury product, you attract fewer but more appreciative clients.
[48:13] Fewer clients can still yield higher income when you offer exceptional service.
[51:28] Jeff stresses discussing pricing changes to support both business needs and personal livelihood.
[53:56] ATJ warns that skipping education or money talks can damage client trust and limit future opportunities.
[55:25] Referrals and print sales, even small ones, are powerful tools for long-term growth.
[58:50] Jeff urges photographers to always ask about prints, turning minor jobs into major profit.
[1:01:33] Clients tend to appreciate options they didn’t know they had.
[1:04:33] Rather than offering free sessions, Jeff stresses capturing family portraits before milestones shift everything.
[1:07:26] Learn why Jeff prefers phone calls to in-person consultations.
[1:10:39] ATJ, on the other hand, values in-person consults to build connection and clarify vision.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Books:
Go for No! Yes is the Destination, No is How You Get There by Richard Fenton & Andrea Waltz
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Jeff Dachowski
Website | Instagram | Facebook | LinkedIn | PPA
Feeling the slow season slump? This episode is your wake-up call.
When business is slow all we can think about is getting MORE—clients that is. And Connecticut-based photographer Seshu Badrinath is here to show you how to get them NOW and keep them coming year-round.
With 25+ years of hustle under his belt, Seshu shares real-deal strategies beyond simply posting pretty pics on Instagram. From leveraging local parent forums to sending thoughtful, personalized texts, he breaks down exactly how he stays top of mind (and fully booked) with a high-touch, low-volume approach.
We get into:
- How to tap into local communities and forums that are full of potential clients
- Seshu’s system for staying in touch without sounding like a bot
- Why tools like monday.com + client segmentation = marketing gold
- The beauty of blunders—and how to turn mistakes into your best marketing moments
- Why consistency beats perfection, every single time
Plus, Seshu gets real about pushing past his comfort zone and embracing video (we’re cheering him on).
If you want to stay busy when everyone else is slowing down, this is the episode you need. Tune in, take notes, and get moving.
Timestamps:
[2:37] Seshu credits local online groups for questions about his work.
[4:03] A photographer in Avon, Connecticut for 25 years, Seshu focuses on diverse clients.
[7:51] To prepare for busy months, ATJ suggests reaching out to clients early and tracking follow-ups.
[10:55] In a high-touch business, client connection is crucial.
[12:15] ATJ stresses that consistent follow-ups with existing contacts are key to staying booked.
[14:25] ATJ uses monday.com for client tracking, highlighting high-touch, personal communication.
[17:46] Seshu finds value in the course materials, which help him stay focused and reconnect with clients.
[20:10] Hear how Seshu now focuses on understanding his target clients' needs and specializes in albums and wall art.
[23:45] To showcase the craft and value of environmental portraits, ATJ recommends sharing behind-the-scenes work.
[26:14] ATJ recommends showing the difference between professional environmental portraits and casual photography.
[29:04] ATJ encourages embracing a unique name and posting raw content to keep social media engaging.
[30:33] Seshu accepts ATJ's challenge of posting a raw, unpolished video, even though he isn't comfortable with video.
[33:56] Seshu values learning from experienced photographers, focusing on small steps and personal growth on a daily basis.
[36:15] Hear how Seshu now strives to avoid mistakes, measuring wall art carefully to ensure client satisfaction.
[38:49] Handling mistakes and turning them into learning opportunities is valuable marketing.
[40:22] Now regarding business as a creative challenge, Seshu focuses on adapting in an ever changing market.
[43:58] Seshu believes that every day is a good day to work on the business and reach out to clients.
[47:33] Seshu wonders if clients understand the collaborative nature of custom portrait sessions vs. generic events.
[50:23] To succeed, you need to invest in both craft and business and build connections.
[53:53] Seshu is committed to supporting the community and showing clients that he values more than just profits.
[56:00] Don't let perfection hold you back, and be sure to save money during busy times so you can afford time off and recharge during slower months.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Monday.com
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Seshu Badrinath
Website 1 | Website 2 | LinkedIn | Instagram | Facebook
As kind, accommodating portrait photographers, we seem wired to constantly ask ourselves, “How can I add more?”
More services. More products. More options. More experience to my experience!
Doesn’t adding MORE make it MORE VALUABLE to my client?
What if adding more is actually costing you in ways you might not have considered?
This week on The ReWork, I’m joined by Nicole Gates—former FBI agent turned full-time portrait photographer (yes, really)—who learned (the hard way) that more often leads to less…
Less clarity.
Less client connection.
Which in turn leads to…More confusion.
And yes—way more exhaustion and, finally back to LESS money in the bank.
Nicole shares her journey from offering six hour portrait sessions with hair, makeup, multiple clothing changes to streamlining her process, simplifying her service, and creating more powerful, connected work.
But we go deeper than that. Nicole also opens up about:
- Transitioning from a career where people avoided her (hello, FBI badge) to one where clients now seek her out.
- How her time in a male-dominated career fuels her mission to help women feel confident and strong in front of the camera—minus the cringe factor.
- The truth about imposter syndrome—and why being a bada** FBI agent didn’t stop her from feeling like a total fraud behind the lens.
- And how she finally stopped overcompensating in her sessions and started trusting her instincts.
You'll laugh. You'll nod. You might even rethink everything you’re offering right now.
Becaus, if you do it right?
Less really can be more.
We talk about:
- Why offering too much can overwhelm and confuse your clients making them reluctant to return
- How simplifying your process can lead to better photos and stronger client connections
- The real reason we pile on “extras” (hint: it’s not confidence)
- What it means to build lasting relationships by going deeper, not wider
If you have ever felt like you’re throwing too much at the wall (in business or life) and wondering why it’s not sticking—this one is definitely for you.
Timestamps:
[3:26] At 55, Nicole started her business after retiring from the FBI, balancing multiple roles in McAllen, Texas.
[6:02] Initially pursuing newborn photography, Nicole shifted to glamour portraits to empower women through confidence.
[8:47] Nicole's FBI experience in trust-building and listening helps her create meaningful portraits.
[10:27] Nicole guides women to embrace their strength and confidence, fostering a safe, empowering photoshoot experience.
[13:13] Although she was initially against boudoir photography, Nicole now balances it with family shoots.
[16:06] Nicole reflects on having overcome imposter syndrome, now trusting her photography skills without overcompensating.
[19:03] Nicole's FBI career led her to inspiring local women.
[21:49] Hear how Nicole learned to simplify, focus on relationships, and create lasting client experiences.
[24:19] Nicole now shoots with intention, prioritizing quality over quantity.
[27:44] Nicole came to embrace the idea that "less is more.”
[30:33] Nicole sees her age as a badge of honor and embraces her style,
[33:52] Striving for balance, Nicole is learning to work smarter while prioritizing family and personal growth.
[36:57] Although she loves books, Nicole rarely finds time to read and favors watching Spanish dramas while editing.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Jack Mitchell - Hug Your Customers
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Nicole Gates
Website | Instagram 1 | Instagram 2 | Instagram 3 | Facebook | Pinterest
We need to talk about the B-word. 👀
Yep—boundaries.
You’ve heard it.
You’ve probably rolled your eyes at it.
It’s become a buzzword among Millenials, Gen Z and memes everywhere.
But let’s be honest—just because it’s trendy doesn’t mean it’s wrong.
In this episode, I’m joined by the one and only Čedna Todorovic, a portrait photographer who immigrated from Yugoslavia and has spent the past two years building her business from the ground up in Canada. Coming from a high-powered corporate job, Čedna brought the hustle—but like many of us, she quickly realized that making everyone else happy was leaving her burned out and overwhelmed.
Sound familiar?
Čedna opens up about the messy middle of transitioning into a creative business—how she lost her weekends, her peace of mind, and nearly her sanity—all in the name of “great client service.” But the truth bomb she drops in this conversation? The most powerful thing you can say in your business is NO.
We talk about:
- What happens when you say yes to every client request (hint: chaos)
- How to set boundaries without losing clients—or your mind
- Why protecting your time is the first step toward serving your best clients
- How Čedna found purpose in her work by finally honoring her own needs
If you’ve ever felt like your business is running you instead of the other way around, this episode is your permission slip to draw the line—and take back control.
Timestamps:
[4:22] Hear how Čedna left a corporate career to pursue a full-time portrait studio after years of reflection.
[7:53] Although there have been challenges, Čedna has consistently networked and learned with dedication since 2022.
[10:20] Čedna's background as an immigrant fueled her hard work and perseverance.
[13:03] Hear how Čedna realized that being authentic is key to long-term success.
[15:13] Čedna learned to set boundaries in business after struggling with guilt and pushback from clients.
[18:20] Čedna explains that without boundaries, she exhausts herself, harming her energy and client relationships and impacting her passion.
[21:38] Correcting issues quickly and setting clear boundaries helps avoid time being wasted.
[24:18] Sometimes, when a client isn't a good fit, I don't have to fire them because they fire themselves by realizing that I won't bend my boundaries.
[25:41] Čedna joined ATJ's bootcamp after research and realized that it aligned with her goals.
[28:31] Čedna reveals how she learned to scale her business and confidently set boundaries.
[31:55] Čedna shares that she now limits shoot days in order to avoid burnout and wasted effort.
[35:38] I discuss how over-delivering to please clients caused frustration, so I had to define expectations.
[37:20] Hear how Čedna learned to balance her creative and analytical sides, applying lessons from experience.
[40:00] Balancing creativity and process prevents work from becoming repetitive.
[41:09] Čedna reflects on having given away too much such as $15,000 in prints.
[44:14] It's important to address any personal doubts by seeking resources.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram | Facebook
Allison Tyler Jones
Website | Instagram | LinkedIn
Čedna Todorovic
Website | Instagram | Facebook
“I had NO idea that you were SO EXPENSIVE!”
“Can I get a refund (on the custom artwork that you just spent hours on)?”
“I REALLY want just the digital files, why can’t you just do that?”
If you own a business, you must get used to difficult conversations or you won’t be in business for long.
It comes with the territory. Potential clients hear what they want to hear, don’t pay attention or you mess up and don’t give them the right info to begin with.
No matter the cause, you are going to have days when you get an email something like this:
“I’m bummed about the price. I average at least 3 professional photoshoots a year with various talented photographers and these would quite literally be the most expensive photos I have EVER purchased.”
(actual email from prospective client)
🤢GUT CLENCH, am I right?
If you have ever had a client interaction that made you want to scream into a pillow - you are not alone.
Joining me today to help us unpack her own difficult client conversations is adventure and hunting dog photographer Kristen Murray.
Together we break down the conversations that leave us wondering:
Do I stand my ground?
Do I back down?
And if I stand my ground, what do I say? What does that look like?
Or, how we most often feel in these situations:
Do I just quit and become a hermit?
Listen in as Kristen shares a real and stressful experience with a client who disagreed with her over dog training methods, even going as far as calling her a bad dog mom? (Them’s fightin’ words!!!)
Instead of letting things blow up, Kristen listened and held space for a differing perspective, and guess what? That client came back to her and hired her again.
But wait, HOW?
Kristen and I talk all about keeping your cool even when it might be difficult by setting boundaries without burning bridges. She offers up some fantastic advice to help us have the difficult convos and still protect our tender, creative souls.
If you sometimes struggle with standing your ground while maintaining professionalism, this episode is definitely one you will not want to miss.
In this episode, you will learn:
- how to handle difficult conversations by staying calm (even though you’re NOT at all CALM)
- the importance of respecting differing opinions and practices to improve client relationships
- why you should avoid defensive reactions and instead respond thoughtfully
- why active listening (listening to understand rather than respond) is so important
- the positive effects of simplified pricing - breaking down pricing into smaller increments
Timestamps:
[2:55] Kristen travels nationwide, specializing in capturing the bond between adventurous dogs and their humans.
[5:26] A near-death experience led Kristen to pursue dog photography full-time, leaving her previous job.
[8:17] Kristen advises finding your passion and leaning into it, focusing on what you love and excel at.
[9:30] Kristen learned to handle upset clients by staying calm and addressing issues thoughtfully.
[11:51] After a tough conversation with an upset client, Kristen gained respect and even a potential referral.
[14:38] Handling disagreement calmly gives you a superpower others often lack in business.
[15:28] Kristen focuses on the bond between owners and their dogs, regardless of training methods or appearance.
[16:55] ATJ values respecting differing opinions and creating an environment that celebrates differences.
[19:49] Responding thoughtfully to criticism or apologies leads to resolution and de-escalation.
[21:23] Kristen reflects on having remained calm, approaching a situation with respect to resolve the client's concerns.
[24:36] Kristen believes people tend to avoid conflict, which worsens situations and leads to miscommunication, especially via email.
[25:34] Difficult conversations aren’t always negative, and listening helps lessen tension and misunderstanding.
[27:50] Kristen realized that smaller price increments and a personalized approach reduce client stress.
[29:49] Kristen suggests starting with a customized approach and acting quickly.
[32:19] ATJ suggests that expressing opinions confidently, without fear of confrontation, helps find good solutions.
[34:28] Kristen appreciates a flexible approach to business, adjusting when needed.
[36:10] ATJ commends Kristen for staying true to herself and adapting what she learns to her business.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Kristen Murray
Website1 | Website2 | Instagram1 | Instagram2 | Facebook1 | Facebook2
Are you still in love with what you’re shooting on the daily?
Maybe you’ve gotten a little bored and are feeling the siren’s call to expand into another genre of portraiture or another type of product or presentation.
You’re not alone. Joining me this week to discuss the need for expansion and change in our business is portrait photographer, Kristine Logan.
Kristine is from Fort Wayne, Indiana and in the last few years, she took her business from specializing in personal branding and editorial portraits and expanded into the wild and wooly world of family portraits.
And she was absolutely terrified.
Tune in as Kristine reflects on the challenges of shifting to managing family sessions - posing, wrangling kids, and everything that goes with a genre she thought she would NEVER pursue.
She’ll share how she managed all that AND how she finally pushed past her hesitation to raise prices to make her business profitable and sustainable.
She’ll share some of the game-changing nuggets she implemented from our Art of Selling Art course; plus the game-changing “ahas” that helped her shift her mindset toward less fear and more confidence.
Transparent communication with clients? Yes.
Setting higher expectations? Absolutely, and it all led to increased sales.
Kristine also touches on how her mom, a passionate photographer, greatly impacted her own approach as an artist. How that influence helped to create meaningful, timeless portraits for her clients and that business and art can go hand-in-hand if you let them.
If you're a portrait photographer looking to expand your offerings or get inspired, Kristine’s story is full of lessons on growing your business, getting comfortable with scary changes, and the value of printed portraits. (Spoiler alert: embracing growth and mentorship can work wonders.)
Tune in for a real conversation about the wins, setbacks, and, most importantly, life lessons of running a fulfilling portrait photography business, especially when you’re willing to step outside your comfort zone.
In this episode, you will learn the importance of:
- transparent communication with clients
- continuous learning, even when it feels uncomfortable, and scary
- finding balance between profitability and efficient business operations
- staying true to your artistic vision while meeting clients' needs
- mentorship, self-reflection, and growth in building a successful photography business
Timestamps:
[2:23] Kristine began as a mom taking family photos before transitioning into a professional portrait photographer.
[5:09] Early challenges in Kristine's career involved structuring her business and handling difficult client dynamics.
[7:06] Hear how Kristine's success improved by adjusting her sales approach and managing client expectations during consultations.
[9:45] Kristine reflects on having struggled with implementing systems but becoming more efficient after considering her learning process.
[12:19] ATJ stresses that business adjustments require time and patience based on personal preferences and experiences.
[13:48] We learn that Kristine’s mother was a talented hobbyist and photographer, creating beautiful hand-painted portraits of her kids.
[16:17] Kristine’s shares how her mother, suffering from Alzheimer's, recognized her senior portrait but couldn’t remember her as an adult.
[19:12] Kristine plans to dedicate some time to transferring data and streamlining finances by switching software subscriptions.
[21:21] Kristine is learning to focus on fewer images in albums, pushing clients toward meaningful wall art.
[24:16] Kristine stresses serving her clients with genuine intentions rather than focusing just on money.
[26:57] ATJ points out how money is necessary for business, but transparency and alignment with clients are also important.
[28:57] Transparency in pricing and consultations improves client relationships and helps prevent regret or dissatisfaction later.
[32:26] ATJ adds that transparency about pricing helps clients understand potential spending, leading to more informed decisions being made.
[35:03] Kristine discusses the importance of focusing on money without neglecting other business aspects like technology and marketing.
[37:15] Not every learning resource is the right fit, but it’s important to implement what resonates with and benefits you.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Kristine Logan
Website 1 | Website 2| Instagram | Facebook
Experiencing major setbacks in your business? You definitely are NOT alone.
Marcela Límon, owner of Lemonshoots Photography in San Francisco, joins The ReWork this week to talk about her journey
Marcela has been running a successful portrait studio for over a decade. In fact, her income has increased year after year, until 2024. Cue screeching tires soundtrack.
For the first time ever, Marcella questioned herself, her approach to business, EVERYTHING.
Was it her? The economy?
Was it the impending election?
Did people no longer want portraits?
What the HECK was going on?
For the first time, Marcella faced the reality that what had been working in the past, was no longer working, so she had to rethink her approach to keep things going.
Listen in as Marcela shares how she got through a tough year by tweaking things in small but strategic ways.
She discusses adjusting her pricing, refining her marketing, and leaning on her community to rebuild her momentum.
Marcela also opens up about the mindset shifts that helped her push through the self-doubt and how reminding herself of past successes, seeking support, and giving herself grace made all the difference.
If you’ve ever faced setbacks in your business (and, let’s be honest, who hasn’t?), then this episode, packed with insights into resilience, adaptation, and using failure as a way to grow, might just be the gentle kick in the pants you need to get your business moving again.
In this episode, you will learn:
- That setbacks are normal and simply part of the business cycle
- To surround yourself with people who are supportive
- To take action, even when you feel paralyzed by fear
- To see that value in small tweaks rather than major overhauls
- To practice consistency in marketing and building personal connections
Timestamps:[3:44] Surrounding herself with successful people inspires Marcela, but setbacks are just part of entrepreneurship.
[4:58] Marcela feels that overcoming challenges requires the right mindset, a supportive community, and fresh perspectives on problem-solving.
[7:28] Growth in business demands that Marcela step outside of her comfort zone and embrace necessary but scary changes.
[9:42] Success sometimes comes down to making small tweaks rather than major overhauls.
[11:06] Marcela prioritizes consistent marketing by balancing virtual connections with in-person ones.
[13:02] ATJ shares how, after a divorce, therapy helped her improve, but neglecting coping strategies resulted in more struggles.
[16:57] Mistakes are inevitable, but they often lead to unexpected opportunities and valuable lessons.
[17:39] ATJ argues that waiting for perfection hinders progress; taking action is the key to growth.
[18:26] Hear how Marcela realized that selling her work requires confidence, timing, and being willing to adapt to client needs.
[20:59] Marcela argues that it's helpful to review your materials with someone whom you trust.
[22:24] ATJ points out that changing business language is like learning a second language, taking time before it becomes natural.
[25:14] Facing challenges taught Marcela that failure is normal and that being persistent and adaptable lead to success.
[27:40] Building genuine connections is more important than immediate referrals, as relationships can bring unexpected value later on.
[29:39] ATJ admires Marcela’s positive personality, bringing light and warmth to others.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Marcella Límon / Lemonshoots Photography
Website | Instagram
What does it mean to be emotionally resilient?
Emotions are part of our design as humans. We all feel them, but many of us take far too many things PERSONALLY.
You know the drill. A client says, “Wow, that’s expensive,” and you go straight to, “They hate me, they’re never going to use me again, they are going to tell everyone that I suck.”
If this sounds familiar, you’ll want to tune in to today’s episode as Jessica Mackey helps us unpack how to be more emotionally resilient at work.
Let’s be honest - some clients can be a lot. Most days at work are fantastic, but other days, it feels like you’re walking onto a battlefield with no armor, Jessica joins us with a list of ways to help you shore up your emotional resilience.
Join us as we discuss how to stay calm when things get heated and ways to avoid taking negative feedback too personally.
We discuss how to handle difficult conversations, avoid burnout and how to avoid sacrificing your mental well-being for your business.
If you have ever felt emotionally exhausted by clients and work, this episode is specifically tailored for you.
In this episode, you will learn the value of:
- accepting conflict or negative feedback gracefully
- acknowledging our emotions without allowing them to control us
- recognizing that a negative client interaction isn’t the end of the world
- processing our feelings before acting on them
- avoiding making assumptions that are just plain wrong
- avoiding burnout and maintaining sanity while serving clients
Timestamps:[3:05] Jessica feels at home with the ATJ family and credits them for her understanding of organizational psychology.
[4:33] Jessica shares having found inspiration in Oklahoma City's Survivor Tree.
[7:18] Emotional intelligence helps build both business and personal resilience.
[8:24] Strong business foundations require deep roots.
[9:42] Understanding a client's motivation behind negative behavior leads to empathy and prevents conflict.
[10:58] Jessica argues for reframing negative interactions as learning experiences.
[13:41] Assumptions can be misleading, so ask questions with kindness.
[15:13] Emotional regulation benefits personal and professional relationships by helping to reduce reactive responses.
[18:49] Jessica argues that pausing before reacting prevents emotional escalation and improves communication.
[20:02] Distancing yourself from making assumptions avoids unnecessary stress.
[23:52] Failing to define your services clearly leads to exhaustion from constant unwanted requests.
[25:47] Jessica stresses the importance of clarity in this business.
[26:11] Knowing what you love and setting boundaries keeps you from wasting energy on work you dislike.
[28:50] Jessica points out that clients hire you for your expertise, so assertive communication reinforces your authority.
[31:11] Jessica argues for the importance of having good relationship skills.
[33:38] Jessica explains how assertiveness adds value and how social awareness helps refine one's approach based on responses.
[36:17] Responding with heightened emotion can sometimes help de-escalate situations by making others feel heard.
[37:10] Handling criticism with patience helps prevent unnecessary conflict.
[40:59] Self-awareness means recognizing how your perspective shapes interactions and adjusting it as needed.
[43:58] ATJ reflects on what she loves about the book The Let Them Theory.
[44:50] It's okay to give ourselves grace when we feel anger.
[46:30] Jessica reiterates that it's okay to take time to process emotions before responding.
[49:33] Developing deep roots and a growth mindset helps you take on life's challenges and learn new skills.
[51:30] Challenges are inevitable, but growth comes from responding with resilience and perspective.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
The ReWork Episode 30: The Business Side of Portraits with Jessica Mackey
The ReWork Episode 43: Creating Space in Your Schedule with Jessica Mackey
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Articles
Verywellmind.com - Why Emotional Resilience is a Trait You Can Develop
Psychologytoday.com - Emotional Resilience: 9 Ways to be Resilient in Tough Times
Psychologytoday.com - Become a More Flexible Thinker
Books Mentioned
Mel Robbins - The Let Them Theory
Adam Grant’s Books
Carol S. Dweck - Mindset: The New Psychology of Success
For something that exists only in our heads, fear can really do a number on our confidence, slowing us down, keeping us from being the best we can be.
What’s the best way to manage our fear and, ultimately, get out of our own way?
Today’s guest, Kathryn Langsford of Photos By Kathryn in Vancouver, Canada joins me to talk about how fear has paralyzed her in the past and the specific actions she’s learned to break free from its grip.
Kathryn, like most of us, has faced HUGE personal, financial, and business challenges over the years. She shares the wisdom in allowing herself to feel it (because let’s face it - ignoring it and pretending that it isn’t there simply does not work); then moving beyond just feeling it, we discuss the specific actions and methods she uses to avoid getting trapped in fear when life gets scary and hard.
This is NOT a discussion of fake it till you make it or any other toxic positivity “tricks.”
We get right into how we manage our own business fears that inevitably show up so that we can see reality more clearly and make better decisions for ourselves, our clients and our businesses.
If you have found yourself trapped in a cycle of fear and anxiety, then this episode is for you.
Remember, feeling fear might be inevitable, but being stuck in fear is not.
In this episode, you will learn the value of:
- Acknowledging Fear - recognizing and accepting it rather than trying to escape it
- Focusing on NOW and addressing immediate actions to take rather than forecasting a worst case scenario about the future
- Slowing Down Your Mind when feeling overwhelmed and how to do that
- Reflecting on Past Successes and reminding yourself of past challenges you've overcome which can help you move through fear more quickly.
- Taking Incremental Steps when making big decisions and how it can help you be less afraid and make big decisions more manageable.
Timestamps:[3:17] Kathryn acknowledges fear but focuses on what actions can be taken today.
[6:14] Reflects on past hardships, Kathryn trusts that she'll overcome this one too and focuses on the present.
[8:54] Hear how slowing down helps Kathryn identify opportunities.
[10:43] Fear is a red flag, and Kathryn reminds herself to focus only on today, not the future.
[12:27] Learning from feedback, Kathryn raises her prices gradually.
[15:13] Kathryn built her business through instinct and trial-and-error, learning from mistakes.
[18:41] It's important to take risks in business; fear can hinder growth and progress.
[20:38] Kathryn recommends grounding oneself in the present, accepting fear, and focusing on small, immediate actions.
Click here to listen!
WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Frequently Asked Difficult Questions (FADQ’s)
Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Kathryn Langsford
Website | Instagram
Books Mentioned
James Clear - Atomic Habits
We’ve cracked the ReWork Vault for one of our favorite conversations about conversations. Client conversations that are key to creating the sales that will make your business profitable.
Nobody can do what you do, in quite the way you do it.
Take that in. Because it’s the truth.
If more portrait photographers could internalize this truth there would be less fear and less weird behavior when dealing with clients.
Weird behavior like, shooting off a mile-long contract or multi-page price list to a client over email—with no context or perspective.
What you really need to do is simply have a CONVERSATION!
In today’s episode, Jeff Dachowski, incoming president of PPA* and co-owner of Dachowski Photography, and I discuss some of the most common client complaints/mishaps, and how you can avoid almost all of them by:
- Building relationships in the initial client phone call.
- Not being afraid to bring up money early and often.
and
- Being transparent and authentic throughout the entire sales process.
I make Jeff roleplay a sticky client conversation with me (I get to be the client!🤗), and we discuss some encouraging statistics from the Gallup poll commissioned by PPA that show how truly bright the future of the portrait photography industry is.
I know you’ll leave feeling wholly motivated and inspired to make some changes to the conversations you’re having with your own clients.
Here’s a glance at this episode…
- [01:45] An introduction to today’s guest, Jeff Dachowski, and what you can expect from today’s episode.
- [04:17] What Jeff sees as the ultimate goal of continuous improvement as a photographer.
- [06:02] Why Jeff’s studio doesn’t send contracts to clients.
- [10:03] The information sheet that each client of Jeff’s receives during their initial consultation session.
- [13:46] What Jeff sends to clients instead of sending them a price list, and his reasoning behind this.
- [17:36] Why conversations are the key to getting the clients that you want.
- [19:25] The problematic approach that many photographers use when clients push back against their prices.
- [23:45] How Jeff builds relationships with his clients from the first conversation.
- [25:22] What to do if potential clients don’t have a clear “why” when they first approach you.
- [29:39] The importance of being authentic during your client consultation sessions.
- [32:01] Examples of how to make your clients feel comfortable and heard.
- [35:16] My approach to dealing with uninterested dads during a shoot.
- [36:31] Why you need to overcome your fear talking about money.
- [41:47] How Jeff addresses the topic of money for the first time with his clients.
- [44:26] Jeff and I roleplay a consultation discussion (with me as the client and him as the photographer).
- [53:39] Why it is irrelevant what other people think about your prices.
- [57:34] A major difference between luxury portrait photography and many other industries.
- [1:00:37] How to work out what you should be charging your clients.
- [1:02:01] Encouraging findings from recent research conducted on the photography industry by the Professional Photographers of America.
- [1:05:45] Proof that it is possible to create your dream life through portrait photography, no matter what anybody else tells you!
- [1:07:54] Some words of motivation for you to take away.
Click here to listen!
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Jeff Dachowski
Website | Instagram | Facebook | Email | PPA
What is the best way to ask for referrals?
Is it possible to do without feeling like a used car salesman?
Today’s guest will share her favorite methods for getting stellar referrals without feeling like you're begging for a favor.
Lesa Daniel and her husband Gregory of Gregory Daniel Photography have created an incredibly successful portrait studio by building relationships and using trigger marketing to get authentic referrals.
Listen in as Lesa shares her favorite strategies for staying connected with previous clients, how to encourage them to come back without being pushy, and why it’s important for referrals for new clients to feel effortless and natural.
You’ll learn about why it's important to be true to yourself and how embracing your personal style will help you attract the right clients.
According to Lesa, it’s all about being genuine, playing to your strengths, and making connections without pressure.
Lesa’s insights on pricing, building lasting client relationships, and nurturing a repeat clientele are the time-tested methods for any portrait photographer looking to grow their business.
If you have ever wondered how to ask for referrals in a way that feels natural and genuine and not cringey, this episode is packed with actionable tips that you won’t want to miss.
In this episode, you will learn the value of:
- getting referrals in an authentic way that avoids feeling cringey or forced
- building relationships to attract clients via what Lesa calls trigger marketing
- Leaning into your personal style and being authentic
- using your personal experiences to market
- pricing with confidence and not being afraid to charge what your work is worth
Timestamps:[1:03] This episode's guest, Lesa Daniel, naturally secures referrals, proving that they can be gotten authentically.
[2:53] Effective marketing relies on relationships and strategic triggers to guide high-end clients naturally.
[4:10] Lesa's work focuses on creating long-lasting, statement pieces rather than many smaller items.
[4:54] Lesa discusses how decades of experience have created lifelong client relationships.
[6:58] Enthusiastic clients will become natural promoters.
[8:55] Lesa explains how providing portrait guides and follow-ups helps ensure referrals happen and become bookings.
[11:40] Lesa creates authentic referrals by encouraging clients to share brochures.
[13:42] Portraits commemorate milestones, making them meaningful for families settling into new homes.
[15:20] Milestones such as graduations lead to perfect opportunities for referrals driven by relationships.
[18:08] Lesa argues that a quick text to a busy friend can help simplify referrals.
[20:15] Maintaining genuine connections with past clients can result in organic referrals via social interactions.
[22:45] Social engagement is important for marketing, but those who don't feel comfortable with it may need help.
[25:19] Businesses thrive in different ways, allowing entrepreneurs to create meaningful careers driven by their passions.
[27:20] ATJ points out that refining focus can attract the ideal clients who truly resonate with your work.
[29:23] Lesa advises being confident in your pricing, highlighting your value over fear of losing customers.
[32:13] ATJ shares that she enjoys diverse book formats and keeps physical copies of beloved books as trophies.
Click here to listen!
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Lesa Daniel
Website | Gregory Daniel Photography's Instagram| Lisa’s Instagram
Books Mentioned
Seth Godin Author Page
Kristin Hannah - The Women
Ina Garten - Be Ready When Luck Happens: A Memoir
George Eliot - Middlemarch
Percival Everett - James
Mark Twain - The Adventures of Huckleberry Finn
Liz Nugent - Strange Sally Diamond
We want our clients to always be happy, right?
Each year, we devote time and energy to upping the ante and improving our product and client experience so that it’s the best it can be.
It’s a cause worth pursuing, but only if you realize that, as hard as you work, it just isn’t possible to make everyone happy all the time.
……………Wait what?
So we just give up, throw in the towel?
Or how about we double down on our people-pleasing ways which leads to…..burn out?
No go.
Is there another way?
Returning to the show to help me tackle this topic is Kathryn Langsford of Photosby Kathryn in Vancouver, Canada.
We talk about the game-changing realizations we made that not every client is the right fit for your business and how embracing that can actually free you to create your very best work in the very best way for your very best clients.
Listen in as Kathryn reflects on the temptation to take on clients who didn’t want to do business her way. Why was she tempted? Because bills gotta get paid, that’s why!
She learned, the hard way, that this often leads to a lose-lose situation = unhappy clients AND an unhappy Kathryn with neither party getting what they really want.
During our conversation you’ll learn how to watch out for red flags that a client might not be right for your business, such as clients wanting services or products that you don’t offer; “rule-breakers” who don’t want to do business your way, and other signs that signal a dumpster fire in the making.
Kathryn and I also talk about our experiences setting boundaries, creating processes that protect your creativity and the client experience. As always, we share our fails and our hard-earned wisdom to help you listen to your gut when it comes to taking on clients and sticking to your vision.
Believe it or not, being willing to not please everyone and make sure you’re crystal clear with prospective clients about what you DO and what you DON’T do make the entire process of portraits so much easier and more enjoyable. Those who don’t want what you do find someone else (deep breaths, it’s really ok!) and the clients who move forward actually “get you” and love every minute of their time with you.
Everyone wins.
In this episode, you will learn the value of:
- not everyone being your ideal client and how taking on clients that aren't the right fit often leads to frustration
- noticing and paying attention to red flags
- setting clear boundaries with clients and maintaining a schedule
- avoiding giving away your work and offering free services or products
- educating clients about your style and process
Timestamps:[3:07] Not every client is the right fit, and forcing it can harm your reputation.
[5:12] Ignoring creative instincts and red flags for money can lead to frustration and subpar work.
[8:52] Clients seeking work outside of your style should be educated, but mismatches ultimately require parting ways.
[11:00] While some red flags can be addressed with education, ignoring intuition often leads to regret.
[13:22] Kathryn argues that taking on unsuitable clients out of fear of losing money usually results in frustration and failure.
[15:20] Offering extra services or items to please clients often backfires and reduces your profit.
[18:31] Kathryn reflects on how having given away free products, like albums, was time-consuming and not worth the effort.
[19:01] Kathryn realized offering physical proofs led clients to settle for small prints, not larger purchases.
[21:29] Kathryn believes that presenting only the best images increases value and protects creative boundaries.
[24:13] It's important to maintain boundaries, such as charging extra for weekend sessions.
[25:33] Hear how Kathryn avoids saying "no” and instead guides clients to align with her business practices.
[28:12] Kathryn accepts that some clients won’t fit her business model.
[31:34] Taking on clients that aren't good matches drains your energy and leads to dissatisfaction on both sides.
[34:48] Kathryn finds that prioritizing compatible clients makes her work feel rewarding and more enjoyable.
Click here to listen!
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Kathryn Langsford
Website | Instagram
Happy 2025, friends.
Join me for the first episode of the year as I talk all about how to best structure your calendar for the year.
“If it’s not on the calendar, it’s not real.” Sound familiar? After fifteen years in this business, I have learned time and again that having a strategic calendar is incredibly important in order to run a profitable and enjoyable photography business.
Tune in as I use real-life examples from our studio to explore how properly setting up your calendar can give you control over your business and yourself, discussing important steps such as setting business priorities, grouping similar activities together, and, of course, creating buffer times for managing workflow.
I also discuss common mistakes and how to avoid them, so if you are wondering how calendaring helps you avoid burnout and ensure that your creative energy remains your top asset, this episode is for you.
Listen in as I dive into all of this and more so that you can go into 2025 showing up for your clients with your best self.
In this episode, you will learn the importance of
- Strategic calendaring and why it's is essential for a successful and enjoyable portrait photography business
- Setting annual business priorities and align your calendar with your goals and personal values.
- Grouping similar activities together in order to maximize efficiency and your creative energy
- Building in buffer times for workflow management to ensure productivity
- Scheduling personal days and maintaining boundaries to prevent burnout and improve clients' experiences
Timestamps:[01:00] After recovering from illness, the new season of the podcast resumes with a focus on strategic calendaring for business success.
[03:02] Calendaring properly helps give control over your business and personal energy.
[06:22] Group like activities together.
[08:03] Set buffer times for workflow management to help ensure efficiency.
[10:04] Schedule personal days for essential tasks; create a structured booking system.
[13:14] It's important to avoid overcommitting during peak seasons; schedule promotions during slower times.
[15:45] Map out 2025, and focus on profitable seasons and essential personal time.
Click here to listen!
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Time Blocking Guide
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Being an expert means confidently guiding clients using your vision and skill. As portrait photographers, it’s up to us to help clients document their memories, and decide where each portrait will “live” in their space.
The problem is, we offer TOO MANY CHOICES.
Showing too many images to clients is probably the single, biggest sales mistake I see photographers making.
As a result, clients are overwhelmed and paralyzed trying to decide between images we should have already tightly curated for them.
Our expertise is to show clients what images truly resonate - the meaningful image, not an endless parade of slightly different images where none stand out or feel special.
Free yourself from overwhelm; try this exercise, force yourself to streamline and focus on a single, compelling image to capture each concept (or pose) that you’ve photographed.
Does just the thought of doing this give you an ulcer? That’s just fear talking. Fear that showing more makes the experience more valuable.
It doesn’t.
In fact, the opposite is true. Showing less, but better images, is a super power and one that will have your sales meetings moving more quickly and your sales closing faster.
Let’s turn that fear into power. I challenge you to show less, and offer more focus; focus on the meaning and emotion in each image that makes them special.
Tune in this week as I wrap up this three-part miniseries: Are You Overwhelming Your Clients? Part 3: Too Many Choices
Are you ready to help clients stress less and by showing less?
Tune in, and let’s bring clarity to your client’s choices.
Make 'less is more' not just a saying but a way of working.
Let's Do It!
In this episode, you will learn the importance of
- How simplifying choices for clients can prevent decision paralysis and enhance satisfaction
- More choices does not always mean better
- How too many options can create anxiety and confusion
- Curating images with a skilled eye to deliver the best choice and value to clients
- How guiding clients with expertise and a clear vision helps them feel confident in their decisions
- Reducing the number of images shown by 30% and how that can lead to smoother sales appointments
Timestamps:[01:00] This episode addresses avoiding excess choices with your clients.
[02:28] Offering too many product options increases client anxiety and decision paralysis.
[05:07] Guiding clients through fewer, curated choices shows expertise and makes selection easier for them.
[08:10] With a focused vision, combine your talent with clients’ unique needs to showcase tailored options.
[10:47] Only present clients with the best image from each pose, avoiding overwhelming choices.
[13:24] Presenting fewer options helps clients choose confidently without second-guessing themselves.
[15:53] Limiting individual images of each family member prevents clients from feeling overwhelmed.
[17:59] To help prevent decision fatigue, offer a curated selection.
[20:27] Clients don’t actually want to see every possible image or product option, so curation is so important.
[24:54] ATJ's challenge for listeners: reduce session elements by 30% to avoid overwhelming clients with choices and experiences.
[27:05] ATJ encourages confidence in offering clients a curated, streamlined experience as the true value.
Click here to listen!
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources: Download a Transcript
Ultimate Client Consultation Form
Barry Schwartz - The Paradox of Choice: Why More Is Less
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Are you overwhelming your clients with too much experience? You know, the creative whirlwind that sounds like a great idea during your brainstorm session but that, in real life, might just be a tad too much.
You want your clients to have an AMAZING, UNFORGETTABLE experience with you.
An experience they brag about to others.
An experience that transcends just getting their “picture taken.”
An experience they can’t get anywhere else.
But are you overdoing it on experience to the point that it becomes overwhelming or even exhausting to your client?
Join us for Part 2 of our discussion about Client Overwhelm.
Tune in as I explore how creative ADD coupled with self-doubt can drive you to keep adding more and more: more outfits, backgrounds, or props than anyone needs. Hours of hair, makeup, multiple locations and hours of shooting.
More is more right?
Wrong.
Remember, your job is to focus on what the client truly needs and to provide a memorable, but not exhausting, session.
In this episode I’ll explore the idea of shooting with intention, sharing some tips on how to refocus our energy so that we’re delivering not just memories but meaningful products.
I’ll help you make a mindset shift from adding on all the extra stuff to focusing on what means the most to your client, in the session and after.
You’ll learn about the absolute magic of creative constraints.
Trust me, narrowing down is where your genius shines.
From managing variables to embracing simplicity, this episode is all about refining your approach for clients who are thrilled with your process AND can’t wait for their next session with you.
Be sure to tune in next week for our third and final episode of this series when I discuss how to determine if you’re overwhelming clients with too many choices.
Let's Do It!
In this episode, you will learn the importance of
- simplifying the client experience and eliminating unnecessary variables
- focusing on the finished product rather than an elaborate, drawn-out experience
- using the concept of the "minimum effective dose" to determine the smallest amount of effort or time needed
- creative constraints and how they can enhance focus and creativity, allowing photographers to capture the most impactful images with simplicity
- pre-session consultations to create a clear agenda, aligning client expectations with achievable outcomes
Timestamps:[01:03] This week's episode discusses how overwhelming clients with too much experience can hurt business.
[03:17] Overcomplicating the process and adding too much can overwhelm clients.
[06:57] The solution is to shift focus from experience to selling the finished product, guiding with consultation.
[09:25] Using a consultation form and creative constraints helps simplify the process and focus on essentials.
[11:13] Focus on shooting just enough images and experiences to meet the desired outcome.
[14:26] Limit unnecessary variables.
[17:15] Simplify sessions by reducing things like outfit changes and locations.
[19:37] Focus on the finished product and simplify the experience by narrowing creative decisions to match the client’s needs.
[22:10] Narrowing variables and focusing on what’s best for the client creates a valuable, efficient experience.
[24:38] Review areas where you've added overwhelm, simplify, and focus on the minimum effective dose for desired results.
Click here to listen!
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources: Download a Transcript
Ultimate Client Consultation Form
The ReWork #113: Who Are You and What Are You Actually Selling?
The 4-Hour Workweek by Tim Ferris
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Are You Losing Clients by Saying Too Much?
We all want informed clients, but here’s the truth: too much information can backfire. As photographers, we often overwhelm clients by piling on details—especially with words. And when that happens, confusion takes over, and we risk losing them altogether.
In this kickoff episode of our “Overwhelming Clients” series, we’re diving into the first culprit: word overload. With the best intentions, we try to explain everything, but too often, it muddies our message and weakens our brand.
Here’s the thing: more isn’t always better. Adding more layers, more options, more words—thinking it’ll make clients love us more?
That’s usually a recipe for overwhelm. Not to worry, we’re here to help you clean up the conversational clutter.
Listen in to discover the common signs that you’re over talking and overwhelming your clients and get actionable steps to cut through the noise and deliver a clear, powerful message. A message that gets everyone on the same page but doesn’t weigh clients down with TMI.
In this episode, you’ll learn:
- How many creatives overwhelm clients with too many options, experiences, and words, leading to confusion
- The two primary causes of client overwhelm - the creative's own ADD brain tendencies and insecurities about their abilities
- Why overloading clients with information or choices can hinder business growth
- Why simplification is key, focusing on essential communication, breaking information into bite-sized pieces, and ensuring clarity in what the brand offers
- The importance of listening to client cues and maintaining concise, focused communication
Ready to give your client experience a serious tune-up? Let’s clear the path to a stronger, simpler, and more sustainable studio.
Let’s do this!
Timestamps:
[01:04] Today's episode covers how creatives often overwhelm clients due to insecurity and an "add more" mindset.
[03:42] To build a successful portrait studio, simplify communication and expertly guide clients without overwhelming them.
[05:52] Too much information can overwhelm clients, so focus on clear, concise communication to avoid barriers.
[08:20] It's important to aim for concise, clear explanations and active listening.
[11:58] Simplify your client interactions, conveying only essential information to guide them through each step.
[14:52] Simplify interactions by focusing on clients' needs, reading social cues, and keeping initial calls short.
[17:01] We provide custom, family-focused photo sessions, guided consultations, and efficient planning.
[20:05] I aim to help clients define their vision and simplify the client onboarding process.
[22:39] Review your client onboarding process and streamline communications to be clear and concise.
[24:03] Identify areas where you overwhelm clients with excessive wording and experience.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts
“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Ultimate Client Consultation Form
Donald Miller - Building a StoryBrand: Clarify Your Message So Customers Will Listen
Greg McKeown - Essentialism: The Disciplined Pursuit of Less
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
This golden nugget of marketing genius has been pried from the ReWork Vault to give you a fresh shot of marketing inspiration.
Marketing is, hands down, one of the most requested discussion topics here on The ReWork. Why? Because marketing is hard! And it takes a lot of time, energy, and you never really know what is going to work. Especially in uncertain economic times, it can be difficult to know where to spend your marketing time and money.
That’s why Drake Busath is joining the podcast again today. The gold standard of portrait photography in Salt Lake City, Busath Photography has been in business for 50 years.
Drake purchased the business from his parents and his boys are now the third generation photographers to take over the studio.
With all that experience, Drake knows a thing or two about marketing through both good economic times and bad. He’s done it all and he’s found several sure-fire ways to keep his brand at the forefront of the market in his area for the 40+ years he has been in the studio.
So listen on to find out what is working in marketing portraits right now.
In this episode, you’ll learn how to:
- Map out email campaigns for the whole year.
- Run children’s events to get new families in the door.
- Design promotions that are on-brand.
- Create eye-catching mailers that showcase quality.
- Trying new marketing ideas and seeing if they are sustainable.
Here’s a glance at this episode:
- [03:15] - In the 40 years of his career, Drake has been through a booming economy and recessions.
- [04:19] - Drake shares the promotion driven style of email marketing and the efforts surrounding mailings that clients interact with.
- [07:10] - Drake’s studio does a Children’s Day event a few times a year to drive new young families coming in.
- [08:54] - It’s important to show products and not just images.
- [10:17] - Drake can’t maintain email promotions and stay consistent on his own.
- [12:03] - Employees can dual task, especially receptionists who are the first to talk to clients on the phone.
- [14:27] - One of the ways Drake keeps these children’s events on brand is to keep them themed by season, not holidays.
- [17:08] - These events differ from mini-sessions by being during the week and by being on site.
- [19:34] - After these events, families come back to the studio to order, just like regular sessions.
- [21:41] - Using Mailchimp, Drake has a team member build campaigns and schedule them out at the beginning of the year.
- [22:57] - Drake continues to use mailers as they have been successful through the years. He combines promotional deals and attractive design.
- [26:19] - The family sessions that include a high school graduate are typically the best clients for Busath Photography.
- [27:51] - This year, Drake is promoting an album with high school graduation sessions to include the variety they are shooting.
- [30:47] - Drake shares some exceptions he makes and some of the times he caves for certain client requests.
- [32:46] - Every other year, Drake sends out a catalog for services and products.
- [34:22] - Busath Photography offers a lot of different services and the catalog listings are powerful as a mailer and to have around the studio.
- [37:18] - The catalog is very attractive and acts as a brand ambassador.
- [39:20] - Be hesitant to say that something is free. Clients have to earn these promotions.
- [41:07] - Reach out to Drake through his website to get a copy of his catalog.
- [43:19] - You can’t do everything. Choose the marketing platforms that work for you.
- [45:00] - You will try something that will be successful for a while but isn’t sustainable.
- [46:21] - Plan to have a good website designed as it has been the best advertising for Busath.
- [47:32] - Room view images have been impactful.
- [49:42] - Drake and Allison have teamed up for an amazing opportunity in France.
- [54:01] - Drake does workshops in Italy as well which you can find out more about by clicking here.
- [59:26] - In the current economy, things can be tough, but Drake and Allison are seeing some good trends.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Drake Busath:
Website | Instagram | Italy Workshops
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
We are cracking open the ReWork Vault and re-releasing some of our most popular episodes in time to get you inspired and motivated to survive the busy season.
Today’s episode has ranked as one of the top 3 episodes every season since the ReWork Podcast began!
It’s all about the First Client Phone Call, where the tone is set for everything to follow.
Have you ever wondered if you can create a business out of portrait photography?
You may want to increase your income, and your first thoughts are to find more clients.
However, instead of trying to attract MORE clients, consider attracting BETTER clients.
Maybe you need a better way of doing business altogether; one that attracts great clients who love what you do and see the value in it?
This episode was recorded with our former client coordinator, Jessica Mackey, and we chatted about all things client contact and how to find and attract your best clients!
When she first started with ATJ Photo, Jessica was terrified of calling new clients.
“I did everything I could to put off making that phone call.”
Of course, there were certain types of questions that were scarier to field than others.
“When anybody talked about investment, the cost and expense. That’s something that has to be addressed early on and depending on how the conversation goes, it sets the tone for the rest of the phone call.”
She soon found that focusing on connection creates a sense of value for new leads who called about service inquiries. Jessica also realized the value in relating to potential clients from a parent’s perspective, adding more connection points.
“You’re looking for ways to validate and make it clear that you want to know more. Setting a feeling of caring about the person on the other line gives them a phenomenal first experience, setting the expectations for future points of contact and service.”
Jessica’s experience has shown that focusing on clients and not focusing on yourself is the most effective way to achieve new client buy-in.
“Everything you say to the client has to circle back to them.”
This is about them, NOT YOU, so make sure you always refer back to the person you are talking to.
Listen in to find out:
- How multitasking affects your convo.
- How to answer the most difficult questions a potential customer can ask you.
- Learn how to ask more questions and dig deeper into the initial consultation.
PLUS
- The importance of transparency in your business from the get-go.
Your First Phone Calls may never be the same!
Timestamps:
[0:03:40] Jessica’s first experience with new client calls.
[0:06:08] What she was trying to avoid when she was postponing calling new clients.
[0:07:52] Scariest questions to field when Jessica was taking calls.
[0:12:51] Leading the conversation asking details to make a connection.
[0:15:58] Relating to clients from a parent’s perspective.
[0:19:03] Using the initial consult to reconnect with clients when they are planning their shoot.
[0:22:42] Why you should assume that everyone is your client.
[0:24:00] How to answer the most difficult questions clients will ask you.
[0:29:12] The client’s contact sequence of events and how to set up appointments.
[0:32:06] Little nuances in your conversation make the biggest difference.
[0:38:09] Other than price, what is the second most difficult conversation to have with a potential client.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
ATJ’s Ultimate Client Consultation Form - Free Download
Do The ReWork
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Allison Tyler Jones
Website | Instagram | LinkedIn
This episode featuring the incredible Tim Walden is all about transforming the portrait process by building trust with your clients. Tim lays it all out for us, talking about treating every client like family (like his 50-odd cousins) and how that approach brings sincerity and genuine connection into the mix.
I have always found it valuable to develop a framework for how we view our clients, and Tim's insights really resonated with me.
How do you relate to your clients - as family, friends, or maybe something more professional?
Tim also discusses how his father's influence shapes his work today and how photography is not just about capturing images for him but about blending art with emotion and telling compelling stories.
We also talk about why client connections are important, the art of leading a session with confidence, and the importance of crafting a powerful narrative in every portrait. Tim’s focus on simplicity in clothing and backgrounds allows the complexity of human stories to stand out, and his idea of incorporating letters on the back of each portrait to create deeper connections in a family is a stroke of brilliance.
Join Tim and I as we explore how taking control and building trust can elevate your portrait business to another level.
Let's Do It!
In this, episode, you will learn the importance of
- Building client relationships and learning why treating clients like family can help establish sincerity and trust
- Balancing art and business and discovering how to thread authenticity into sales and marketing
- Narrative-driven photography and how focusing on storytelling enhances the emotional connection in portraits
- Creating authentic portraits and understanding the impact of learning clients' stories and personalities before sessions
- Leadership and confidence and gaining insights into taking control during sessions
- Clarity and consistency in branding and recognizing the value of maintaining a clear personal style to attract the right clients
Timestamps:[0:03:34] Tim treats his clients like family and believes that sincerity makes service genuine rather than manipulative.
[0:06:03] ATJ believes that each business owner should find an authentic way to view clients.
[0:07:21] Tim emphasizes nurturing sincere relationships to enhance client confidence and service quality.
[0:09:57] Tim's early passion for photography focused on storytelling before financial concerns.
[0:12:37] Hear how Tim markets his photography through storytelling, prioritizing emotional narratives over technical skills.
[0:15:27] ATJ values incorporating letters to add depth and meaning to the photography experience.
[0:16:50] Learn how Tim learns clients' stories beforehand and enhances the authenticity of the portraits which he captures.
[0:19:49] Tim prefers a controlled environment to capture genuine connections and emotions during photo sessions.
[0:22:26] Many photographers hesitate to take control during sessions, impacting their results.
[0:23:06] Having a parent present can hinder sessions.
[0:25:28] Clients want more than technical skills; they seek leadership and flattering poses during sessions.
[0:27:10] Tim explains how clothing choices significantly impact portraits.
[0:29:55] ATJ emphasizes how photographers must prioritize authentic moments over client demands.
[0:31:35] Consistency in style builds clarity and helps guide clients without too much variety.
[0:34:44] Trust yourself to make decisions; mistakes are acceptable, but clarity and consistency are essential!
[0:36:43] Tim adds that it's important to measure your art's worthiness by clarity, technical excellence, emotion, investment, and consistency.
[0:39:46] Loyal clients appreciate your work and refer others, helping you attract the right customers!
[0:42:34] ATJ argues that confidence is key when redirecting clients to make better choices for their art.
[0:43:16] Tim discusses how he uses clients' words to highlight emotional impacts when discussing photos in the sales room.
[0:46:40] Clients often underestimate size; I prefer showing results to help guide their decisions.
[0:48:47] Tim asserts that discussing art's placement requires addressing unvoiced client concerns during calls and meetings.
[0:51:50] Providing information upfront helps clients choose experiences; creativity thrives within defined boundaries.
[0:53:34] ATJ adds that attempting to replicate one's past work lacks impact because each subject has a unique story.
[0:55:07] Unveiling art loses its magic when replicating previous work; uniqueness is very important in photography.
[0:58:27] Educating clients and sharing truths helps both artists and clients succeed in photography.
[1:00:55] Tim explains how true service involves leading and guiding clients.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Tim Walden
Website | Facebook | Instagram | YouTube
We are cracking open the ReWork Vault and re-releasing some of our most popular episodes in time to get you prepped for the upcoming busy season.
After a long summer, getting back into the real swing of things at work can feel like pushing the proverbial boulder up the hill.
💡Do you need some new concepts and ideas to inspire upcoming sessions?
🖌️Does the studio need to be painted?
👀Is the studio even clean? 👀
📸What “surprise and delight” trick will you have up your sleeve for clients this season?
You don’t want to be making these decisions during your busiest time of the year, so make them NOW.
In today’s episode, Jessica, ATJ’s former Client Coordinator and I will share our best tips to avoid creative burn-out, inspire new ideas to ensure that this holiday season is your best yet.
We’ll be discussing the physical elements of your studio that you should focus on before the holiday season starts, how to make your clients feel extra special, ways to refresh your inspiration (which will benefit you as the artist, as well as your clients), and more.
If you’re ready to kick things into gear in your business this season, and really “WOW” your clients, this is the episode for you.
And because we want to support you all we can, we’ve created a FREE downloadable PDF
The 5 Key Steps to Getting Ready for Your Busy Season full of tips and ideas to get your own creative wheels turning.
Let’s Do It!
Timestamps:
[0:01:02] The holidays are coming, and this episode is going to make this holiday season your best yet!
[0:02:04] Where you can find the downloadable PDF that corresponds with today’s episode.
[0:03:59] The most common struggles experienced during the crazy busy season.
[0:04:38] A strategy that we use to ensure that our calendar is filled with clients we love most.
[0:07:24] Steps we take to refresh our studio space to ready it for the holiday season.
[0:09:35] Jessica’s infamous popcorn faux pas, and a reminder to be thoughtful of the scent in your studio.
[0:11:24] Examples of the ways that we keep our studio fresh and refreshed.
[0:13:03] Factors that I take into consideration when I have clients in my salesroom.
[0:14:08] The time when we make any adjustments to the business, and examples of what those adjustments might be.
[0:17:38] Reworking your inspiration; our third tip for the fall season.
[0:19:07] What I do to fuel my inspiration.
[0:21:23] How I make each experience with returning clients new and exciting.
[0:24:38] Why I love this creative restriction of working in studio.
[0:25:30] How we keep our holiday cards concepts creative and custom.
[0:28:01] The value of challenging yourself in every portrait session.
[0:30:47] Ideas for making our clients feel special.
[0:34:29] Overcoming the challenges that parents experience when bringing their children for a session.
[0:37:11] A recap of the 5 key steps that we discussed today.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
The 5 Key Steps to Getting Ready for Your Holiday Season
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Gregory Daniel is back in The ReWork studio, and he’s got another soap box to speak from. This time, he’s talking about FEAR of pricing our work, FEAR of embracing the value of what we do and the FEAR of change in our industry.
We discuss why so many photographers struggle with valuing their art. It’s a challenge that hits home for so many of us who started out driven by creative passion but need to transition to a more business-minded approach because, hey, we have bills to pay, and, more importantly, we are providing VALUE to our clients.
Gregory shares insights into the industry’s shift from film to digital and how that massive change affected not just the actual photographic work but also the way we connect with clients. A change that is still affecting the industry today.
One key takeaway is the importance of getting your mind right about your business and staying relevant in a changing world.
And speaking of change, we’ll use AI (ChatGPT) in real time to investigate pricing a 16x20 (you’ll love this!)
We’ll also discuss reframing how we look at what we are actually selling our clients and the value that has.
We talk about dreaming big and maintaining creative discipline while making sure that your business is up to current challenges and has been built to withstand future changes.
Greg's insight and philosophy is sure to inspire you to rethink your pricing strategy, embrace change, and find new ways to thrive in this dynamic industry, so get ready for a thought-provoking conversation that just might change the way you view the value of your work..
Let's Do It!
In this episode, Greg and I discuss
- Mindset Shift: make the transition from a hobbyist mindset to a business, especially in how you value your work and subsequently price it
- Adapt to Change: how the shift from film to digital photography created challenges
- Understand The Value of Physical Product: the need for photographers to focus on creating and pricing physical products rather than treating digital files as the product
- Dream Big: why to give yourself permission to envision new possibilities and business models that can lead to growth and expansion
Here’s a glance at this episode:
- [5:15] - Gregory reflects on the industry's struggles with pricing and emphasizes the need for a business mindset.
- [7:06] - Fear can be overcome in change management, but the industry faces a failing business model.
- [10:26] - Gregory points out how many professionals have resisted the shift to digital photography, leading to stagnation.
- [12:24] - Digital technology accelerated changes in photography, causing loss of important business principles.
- [15:29] - The photography community has split into two camps, with younger women pursuing looser styles and lacking effective mentorship.
- [16:15] - Gregory criticizes influencers for treating digital as a product rather than just an additional tool.
- [19:19] - Gregory touches upon how his shift to an art-focused business model during the digital transition boosted sales.
- [21:19] - Clients value physical artifacts over digital files, valuing lasting memories.
- [24:57] - Gregory suggests trying gallery-style pricing to change how people see product value
- [27:46] - ATJ discusses pricing for 16x20 canvas prints, ranging from $75 to over $600.
- [30:44] - Gregory emphasizes creating a clear brand and pricing around a single focus.
- [32:58] - ATJ advises resisting client-driven product lines and focusing on what the photographer truly wants.
- [35:30] - Envisioning possibilities leads to change, even if it's a gradual process.
- [36:35] - Gregory highlights the importance of giving oneself permission to dream to spark change.
- [38:55] - For ATJ, deciding to stop photographing weddings opened up space for new inspiration.
- [40:27] - Gregory advises focusing on one main product first to establish a clear brand and voice.
- [43:29] - ATJ likens building mystique around a brand to luxury handbags.
- [44:56] - Dreaming big is key to achieving sustainable success, not just minor adjustments.
- [46:54] - Many creative industries operate on unsustainable models.
- [48:02] - Gregory compares running a photography business to being commissioned as an artist.
- [51:31] - Gregory shares that he encourages his children to integrate work and passion, creating a harmonious and fulfilling life.
- [53:11] - Gregory values spreading love and connection as a way to enrich lives and open new opportunities.
- [55:19] - Gregory enjoys the Smartless podcast and finds timeless wisdom in old books and pamphlets.
- [58:00] - ATJ stresses the importance of building long-term relationships with loyal clients.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Smartless Podcast
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Gregory Daniel
Website | Instagram | Facebook | X
How can portrait photographers turn what is normally a stressful situation (i.e. family portraits) into a joyful experience?
How can you anticipate client needs to elevate the perception of your portrait photography service?
As we gear up for family portrait season, Kathryn Langsford joins me on the show again to share her insights into crafting an exceptional client experience. We are discussing the three essential pillars that elevate every session, ensuring that families not only receive stunning portraits but also enjoy a stress-free and memorable experience.
#1: Stock the Studio: First up, we explore the importance of having everything handled before the session even begins, such as stocking the studio with essentials like bobby pins and safety pins and providing snacks that won't stain clothes. These thoughtful touches leave nothing to chance and can significantly reduce client anxiety. For a comprehensive list of items we love to have on hand in the studio, check out our newly updated FREE: 5 Key Steps to Get Ready For Your Busy Season PDF here.
#2: Promote the Luxury Vibe: Next, we discuss creating a luxury service vibe. Kathryn shares how she transforms her studio into a welcoming space, complete with pleasant aromas and personalized swag bags for kids. She goes the extra mile, even offering wardrobe pickups a week before the shoot to ensure families arrive prepared and looking their best. (No having to run home because Dad forgot his tie/belt/shoes!)
#3: Set the Creative Agenda: Last but not least, we examine the idea of setting a creative agenda. By anticipating what clients will be purchasing during the consultation, Kathryn ensures that each session runs smoothly, keeping the focus on capturing the images that are planned for the walls of her clients home or their custom-designed albums.
If you're curious about enhancing client interactions, this episode is packed with practical tips you won't want to miss. Grab a notebook because this is definitely going to be a good one.
Let's Do It!
In this episode, you will learn the importance of:
- Anticipating client needs and preparing essentials in advance, such as wardrobe fixers and snacks, to reduce client stress
- Creating a luxurious experience and offering personalized touches to make clients feel valued
- Establishing a creative agenda and planning the session with the end product in mind
- Effective communication with clients
- Reducing overwhelm by limiting options and providing clear guidance
Here’s a glance at this episode:
- [2:32] - Hear how Kathryn prepares her studio with essentials to ease clients' stress about their appearance.
- [5:12] - ATJ emphasizes the importance of having common tools ready to reduce client stress.
- [6:06] - Kathryn minimizes stress by managing parking, providing snacks, and creating a relaxed atmosphere.
- [9:47] - Learn how thoughtful snack choices help maintain a positive environment for both kids and parents.
- [12:08] - Kathryn touches upon her second pillar: aiming for a luxurious studio experience.
- [15:35] - Wardrobe pickup services alleviate client stress by ensuring outfits are ready and steamed.
- [17:43] - Most clients appreciate wardrobe pickup, which addresses common issues and saves time.
- [20:11] - Kathryn highlights the third key element: setting a creative agenda for each session.
- [22:45] - ATJ warns against overcomplicating sessions with too many distractions and options.
- [26:22] - Kathryn explains that most clients quickly understand the importance of focusing on what they'll actually use.
- [28:33] - Kathryn highlights how a creative agenda prevents wasted time and ensures client satisfaction.
- [30:52] - It's important to plan ahead of time with clients to avoid frustration during ordering.
- [33:32] - ATJ stresses the value of addressing client pain points and setting a clear creative agenda beforehand.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Kathryn Langsford
Website | Instagram
Ever been stuck on how exactly to direct a family portrait session?
Ever been in a situation with a less-than-cooperative subject who is making everything difficult?
If so, this episode has your name all over it.
Listen in as two family portrait photographers discuss our best tips, tricks and wild experiences in the trenches of photographing families of all sizes and kinds.
Drake Busath is my guest this week. As the co-owner of the legendary Busath Photography in Salt Lake City, he’s one of our most popular guests on the podcast and he is bringing the goods this time with all his best directing tips.
What I think you’ll most enjoy is the different way we both approach a family session. Drake is chill, cool under pressure and go-with-the-flow. I am…..none of those things. And yet, we both manage to make our living photographing families.
Drake shares how he is inspired by Hollywood legends like Ron Howard and Steven Spielberg, sharing his journey from architectural and food photography to the world of family portraits.
He also discusses his unique approach to directing, balancing classical techniques with fresh ideas.
We chat about everything from effective prompts and handling difficult situations to the importance of maintaining energy throughout a shoot. Drake also reveals how he blends control with collaboration to capture authentic moments.
Plus, we touch on the business side of things and how to build a photography brand that’s both successful and uniquely your own.
If you have ever wondered how to keep your family portraits dynamic and engaging or how to behave when two teenage boys decide to punch it out in the middle of a family session, this episode is for you. Drake’s experiences and tips offer a fresh perspective that could transform the way you approach your next session.
Let's Do It!
In this episode, you will learn:
- How to blend classical posing techniques with a fresh, dynamic approach to keep family portraits engaging!
- Strategies for handling challenging children during shoots, including playful and creative methods
- The importance of capturing genuine interactions and emotions to create meaningful, lasting portraits
- Tips for evolving your unique style by blending control with collaboration and drawing inspiration from famous movie directors
- Different business approaches in photography, from luxury to retail models, and how they impact success!
Here’s a glance at this episode:
- [3:06] - As a second-generation portrait photographer, Drake was influenced by his father's 50-year career.
- [4:53] - Drake admires ATJ's style and appreciates their different approaches in family photography.
- [7:46] - Drake shares how, over time, boredom drove him to push beyond client expectations.
- [8:37] - Drake values feedback from peers and colleagues over client critiques.
- [11:28] - Inspired by other industries and by the book Culinary Artistry, ATJ strives for artistry while delivering enjoyable experiences.
- [12:57] - Drake prefers a team approach for business flexibility, inspired by his father's legacy.
- [15:42] - Drake has observed a surge in photography businesses, with increased activity especially at popular scenic spots.
- [17:30] - Hear how Drake learned to balance control with collaboration, guiding clients with descriptive cues.
- [19:54] - To capture authentic moments, Drake directs families to interact naturally and adjust poses minimally.
- [22:24] - Drake adjusts his speaking volume to maintain children’s attention and varies it to avoid becoming background noise.
- [25:13] - ATJ evolved her approach from raising neurodivergent children, using creative incentives like rewards for behavior.
- [26:41] - Drake contrasts different methods of handling challenging children and notes how his son’s playful approach adds depth to portraits.
- [29:04] - For teens, ATJ subtly shows affection while maintaining their coolness.
- [30:14] - Drake describes how he assigns roles to clients like actors.
- [35:06] - Drake suggests using camera stands for low angles to avoid gear issues.
- [37:18] - Using assistants for technical tasks and managing large shoots, Drake values creative engagement from photographers.
- [40:30] - Inspired by film directors like Spielberg and Eastwood, Drake uses humor and positive reframing to handle difficult situations.
- [42:10] - ATJ enforces strict boundaries during shoots, managing behavior and using humor to handle interference from parents.
- [45:52] - ATJ focuses on dynamic elements to keep shoots engaging, focusing on capturing personalities.
- [46:46] - Unique styles in photography are crucial; develop and embrace your own strengths and personality.
- [50:16] - Drake touches upon the importance of confidence.
- [53:05] - Focus on the unique details in pictures to celebrate the good times rather than focus on imperfections.
- [56:20] - Drake argues that the real value lies in recognizing and celebrating clients' uniqueness.
- [58:43] - Capture genuine relationships and interactions for enduring images that reflect real connections, not just fleeting trends.
- [1:01:56] - ATJ points out how authentic moments attract clients who value true stories, so mix traditional and unique images for wider appeal.
- [1:04:05] - Collaboration and understanding clients lead to natural interactions.
- [1:06:08] - Drake explains how beginning with a controlled approach, as with film, helps in refining your directing style and understanding your clients.
- [1:09:38] Drake believes that photographers should learn from directors like Ron Howard to master storytelling and direct effective portraits.
- [1:11:23] - Balancing control and collaboration in photography helps capture true stories.
- [1:13:41] - To manage young children, Drake balances objects on his head and uses playful discipline techniques.
- [1:15:32] - ATJ engages kids with jokes and playful discipline; a puppet or funny staff behavior tends to keep them entertained.
- [1:17:33] - Drake points out how teaching concepts to others reinforces your knowledge and how sharing success stories often leads to new ideas.
- [1:20:42] - Disrupt expected behavior by telling edgy stories to intrigue and engage children during sessions.
- [1:22:19] - ATJ shares a story of having allowed a distressed child some control, like a playful idea, which helped improve cooperation.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Transcending Trend with Drake Busath Episode #038
Marketing Right Now with Drake Busath ReWork Episode #079
Reading:
Book: Culinary Artistry by Andrew Dornenburg & Karen Page
Book: The Talented Mr. Ripley by Patricia Highsmith
TV/Film:
Netflix Series: RIPLEY
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Drake Busath / Busath Photography
Website | Instagram | LinkedIn
“All of us got into this industry or into this profession as artists. We love creating, and we love the feeling of what people say or the reaction when we show it to them.”
I think that this probably strikes a chord with many of you, right?
Being creative is amazing BUT, most of us also need to balance being an artist while also trying to pay the bills with our talent and THAT is where things can get a little bit sticky.
Joining me today is Rudi Marten, CEO of Clark Marten Photography in Billings, Montana. Rudi transformed a small, home-based family studio into Montana’s premier family portrait studio and under his leadership, the studio is on track for its best year yet.
Listen in as Rudi shares how he has built on his parents' legacy and evolved the business by focusing on the mission and setting ambitious (some might say crazy!) goals.
He shares how he has made the change from offering a wide range of services to niching down to just family portraits, despite client pushback in the beginning.
Rudi also shares the challenges and rewards of staying true to your vision and to your mission, highlighting the importance of purpose and intention both in business and in maintaining high-quality work.
Rudi’s insights on balancing the art and business sides of your craft will be invaluable if you’re looking for practical tips on how to elevate your business while staying focused on creating the art that you love.
Let's Do It!
In this episode, you will learn:
- How Rudi evolved from a hobbyist mindset to a focused business approach, emphasizing purpose and intention
- The value of specializing in a specific niche, enhancing business growth and client satisfaction
- How to manage initial pushback from clients
- Strategies for setting prices that reflect the value of the work and managing client expectations
- The significance of having a clear mission and vision to guide business decisions and inspire both your team and your clients
Here’s a glance at this episode:
- [3:18] - Rudi shares how his parents were impressed by the business’s growth and how he now relies less on them.
- [6:50] - Rudi focuses only on photographing families, unlike his dad who specialized in high school seniors.
- [9:16] - Disruptions from photographing kids affected studio efficiency; Rudi recalls a past mistake with school pictures.
- [11:45] - Unlike her dad's approach, ATJ values focusing on what you love and avoiding distractions.
- [13:14] - Rudi emphasizes finding your own path and running a business that operates independently.
- [15:58] - Treating art as a business creates wealth and opportunities.
- [18:59] - Rudi’s prices are high, competing with other purchases; he values clients who choose portraits over vacations.
- [21:31] Rudi dismisses clients who resist pricing, highlighting the high value of art.
- [23:17] - ATJ prefers selective client intake, helping to ensure high-quality service and focusing on large-scale wall art.
- [25:21] Hear how Rudi sets goals for income and sessions, aiming to place portraits in 100,000 homes for success.
- [27:45] - Purpose and intention in art are so important, as is proper pricing to cover expenses and unexpected challenges.
- [29:33] - Rudi emphasizes budgeting, planning, and purpose for his team, overseeing finances and inspiring through a clear vision.
- [32:17] - Clark Marten's mission to place portraits in 100,000 homes motivates and unites the team.
- [34:35] - Rudi aims to rekindle clients' initial emotional connection to portraits, handling payment plan issues empathetically.
- [37:20] Rudi views the business like retail, expecting returns and cancellations, and not taking them personally.
- [39:27] - Rudi feels regret when families skip portraits, missing opportunities to impact children’s lives.
- [41:41] Emphasizing the confidence-boosting nature of photography, Rudi reminds clients of their impact through portraits
- [43:28] - ATJ prioritizes job satisfaction and unique client experiences over money; money follows naturally.
- [46:13] - ATJ stresses listening to clients' concerns, avoiding assumptions, and empathizing with those wanting to cancel plans.
- [47:43] - Price and scheduling are both key issues but can be used as marketing opportunities.
- [50:36] - Rudi aims to honor his parents' legacy by excelling in family portraits and strong business practices.
- [53:36] - Hear ATJ compare learning business metrics to mastering photography settings.
- [56:03] - Rudi recommends the books Buy Back Your Time and Fierce Conversations.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Reading:
Book: Buy Back Your Time by Dan Martell
Book: Fierce Conversations by Susan Scott
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Rudi Marten / Clark Marten Photography
Website | Instagram | LinkedIn
Fall is in the air, and although you may be way past your school days, this season always gets me excited to refocus, organize, and reevaluate!
That’s exactly what this episode is about - taking a step back to give your portrait studio a “report card” of its own!
😱 Are you hitting your financial goals, or are you afraid to take a peek at the numbers? Don’t worry; I’ve got your back. It’s time to take a closer look at your revenue. Are you growing, or is it time to make some adjustments?
In this episode, I’ll walk you through a few key areas to check in on like:
💰 Revenue: How’s that top line looking? Are you meeting your goals for the year or has it been slower than previous years?
📈 Profit margins: Bottom line is where the rubber meets the road. How much of that top line are you keeping? Have you raised your prices lately? If not, inflation might be eating into your profits.
📋 Average sales: This is THE number you should have a laser focus on in your business. I’ll share my favorite tips on how to increase your average sales with new products or pricing strategies that might just give your bottom line a boost.
So grab a notebook and pen, and let’s get to work! By the end of this episode, you’ll have a clearer picture of where your studio stands and how to make positive changes that will set you up for success!
Let’s Do It!
In this episode, you will learn
- How to conduct a self-assessment of your portrait business using an A-F "Report Card" approach
- The importance of tracking revenue growth, stagnation, or decline and grading yourself based on financial performance
- Strategies for maintaining or improving your profit margins, including adjusting prices or lowering costs
- Tips on how to boost average sales by adding new products or refreshing existing ones
- How to track session counts by type and evaluate if they’re in keeping with your business goals
Here’s a glance at this episode:
- [1:43] - ATJ challenges listeners to use a report card to identify strengths and areas needing improvement in their portrait businesses.
- [3:26] - Evaluate your revenue by comparing it to last year's numbers.
- [5:04] - Assess your profit margin by examining costs and adjusting prices.
- [7:46] - Review your average sale, comparing it to last year, and listen to episodes 24, 25, 26, and 27.
- [11:02] - Evaluate year-to-date session counts by type and grade based on desired session trends.
- [14:50] - Track repeat versus new clients' percentage, grade tracking effort, and refer to episode 55 for tips!
- [16:50] - Assess your workflow efficiency and identify areas causing stress.
- [18:07] - ATJ encourages listeners to outsource accounting to avoid overwhelm.
- [20:53] - Review challenges like anxiety, confidence, and recurring problems to improve your business.
- [22:32] - Identify and address fears, like raising prices and self-doubt, that prevent success
- [25:54] - Evaluate your readiness for change and set clear business goals to move forward effectively.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
ReWork Episode #024
ReWork Episode #025
ReWork Episode #026
ReWork Episode #027
ReWork Episode #055
Reading:
Book: Atomic Habits by James Clear
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
>>>>>NEW: Your fear is keeping you stuck and my first-ever Confidence to Cash Bootcamp can help you break free!<<<<<<
Most of us know what it’s like to feel fear as a creator and/or business owner.
Today’s guest, photojournalist-turned-portrait-photographer Diane Dultmeier of Dultmeier Photography in Stewart, Florida knows that fear all too well.
Diane has been a portrait photographer for over 20 years and specializes in creating gorgeous, finished beach portraits for her clients.
About four years ago, though, she felt a shift - a shift that might sound familiar to many of you.
Diane felt surrounded by the “competition,” other photographers who were dealing in digital files instead of portraits.
Diane doubted herself. She felt FEAR:
“Am I too expensive?”
“Is my work really worth what I’m charging?”
“Should I be doing business this way?”
“Is my way of doing business even still relevant?”
She felt that her business had stalled out, and she was looking for help. In 2021, our paths crossed in the best way. Diane joined the Founding Member Group of The Art of Selling Artcourse and our MindShift Community and began to make specific changes to her business that took an already good thing and created growth and a new vision for her business.
Fast-forward to today and Diane’s portrait sales average has increased almost 300% from three years ago. That’s not double but TRIPLED her average sale!
Just as exciting and maybe even more importantly:
Diane has a renewed energy for her craft AND her clients. With a few vital changes, she created a business that ATTRACTS clients who WANT wall art and LOVE what she does. They want a “Diane Dultmeier” on their wall.
Diane will share the specific, actionable steps that she learned, and then implemented, to create this growth.
What I want you to pay close attention to as you listen, is that Diane didn’t want to become someone else. She didn’t want to become me or any other photographer.
She wanted to stay true to her OWN creative vision, but she knew she needed help on the business side in order to grow.
During our conversation, you’ll notice how she took concepts she learned and implemented them in her own way that felt authentic to DIANE!
That means learning a process on how to create a profitable sustainable business BUT running it through the filter of DIANE and doing it in a way that was true to HER! She calls it creating a Flexible Vision, and I call it amazing!
You’re going to want to take notes on this one!
Let’s Do It!
In this episode, you will learn
- How using Room View photos can boost your art sales
- The magic of mockups if you can’t get those photos ahead of time!
- How showing the right options can help nail down exactly what your clients want
- How a collaborative approach makes it easier for clients to visualize and adjust their choices.
- Tips on turning these techniques into a game changer for your portrait business!
Here’s a glance at this episode:
- [4:08] - We learn how Diane uses mockups to help clients visualize and finalize portrait choices.
- [7:11] - ATJ stresses the importance of showing mockups and costs upfront much like interior designers do.
- [9:57] - Diane learned transparency from a costly accountant experience and avoids deceptive upselling.
- [12:38] - ATJ advises teaching clients about services without pressure, allowing them to choose freely.
- [15:51] - Diane finds support in her photographer group, valuing the shared experiences.
- [17:01] - Diane reveals that her sales have surged 300% since adjusting pricing and focusing on wall art.
- [19:08] - Diane customizes albums for each client, increasing album sales and client satisfaction.
- [21:54] - Hear how ATJ values creating unique, magical portraits, enhancing confidence in pricing through joy and excitement.
- [23:55] - Diane enjoys spending more time with clients, remembering their initial worries and seeing their satisfaction.
- [26:04] - Having previously operated out of fear, Diane now creates flexible invoices before appointments,
- [28:54] - With a photojournalist’s eye, Diane captures natural moments and consistent lighting setups.
- [30:38] - Learn how, through consultations, Diane uncovers clients’ hidden preferences and guides them towards what they’ll love.
- [32:40] - Diane explains how narrowing down images before showing clients has streamlined the selection process for her.
- [33:58] - ATJ helps Diane curate images that tell a story and offer lasting value.
- [36:32] - ATJ praises Diane and highlights her ability to simplify the process and deliver unique, high-value portraits.
- [39:16] - Diane emphasizes the importance of regularly updating prices to cover all costs and ensure business viability.
- [40:54] - ATJ notes that explaining the value behind pricing helps shift clients' focus away from cost to the benefits.
- [43:36] - Diane recalls how minimizing language was an eye-opening lesson from the course, helping to reveal clients’ intentions.
- [45:03] - The suitability of a business often depends on how well it aligns with personal satisfaction and financial stability.
- [48:52] - Diane finds joy in seeing long-term clients cherish portraits over the years, affirming the value of her work.
- [51:30] - Diane found creating album mockups challenging at first, but practice made it easier over time.
- [53:07] - The book Atomic Habits had a profound impact on Diane.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Diane's Previous ReWork Episode #035
Reading:
Book: Atomic Habits by James Clear
Diane Dultmeier
Website | Instagram | Facebook
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
”my work isn’t worth those prices…” and other lies your 🧠 will tell you…
NEW: Your fear is keeping you stuck and my first-ever Confidence to Cash Bootcamp can help you break free!
“...Just knowing what I was doing wasn't working was enough of a push for me to try something different.” - Alicia Insley-Smith
Smart girl.
Today’s guest started out a card-carrying people pleaser with clients who didn’t always appreciate her like they do now. She was also suffering from a major lack of confidence.
Alicia Insley-Smith, owner of Insley Photography, in Fort Mill, North Carolina, began her photographic journey as an intern to a local portrait photographer; but when it came to running a business of her own, she realized it wasn’t quite as easy as it looked. Alicia, however, was determined to learn.
An accomplished photographer specializing in maternity and newborns, Alicia made the effort to educate herself but found that not every educator was aligned with the goals she had for herself and her business.
Luckily for us both, in 2021 Alicia enrolled in the first-ever launch of The Art of Selling Art, my online course for portrait photographers looking to build better businesses, and I could tell she was a star from the get-go.
Girlfriend had great questions, she showed up, did the work, she was ALL IN.
Now, three years later, she’s thrilling amazing clients and experiencing success that that nice little intern could only dream of.
Listen in on our conversation as Alicia details how she transformed from being afraid to express her opinions to confidently leading consultations and planning client sessions with clear goals.
How she made the leap to becoming the expert in her own business and how thrilled her clients are as a result.
I hope Alicia's story will inspire you to take a look at your own neuroses and make a few leaps of your own.
Let’s do it!
In addition, I have a FREE resource just for our ReWork listeners, that you can grab here: The ReWork Guide to Converting Leads Into Clients.<<<<<<<
In this episode, you will learn about
📸 Alicia's journey from a hobbyist photographer to a successful business owner and the challenges of self-confidence
🖼️ Her transition from offering digital files to selling physical products and how this shift improved client satisfaction
🥰 Her approach to consultations, highlighting the importance of guiding clients through planning
👥 How Alicia involves clients' partners in the planning process
💡 How Alicia's experience and education helped her develop confidence
Here’s a glance at this episode:
- [3:02] - Alicia started photography as a college intern, growing it from a hobby to a business focusing on maternity and newborn photography.
- [5:55] - Hear how Alicia realized the importance of finished portraits after a friend's photos were lost.
- [8:36] - A passion for maternity and newborn photography grew from personal experience.
- [10:53] - Alicia learned to confidently and expertly guide clients through the process, discussing their needs upfront.
- [12:45] - Rather than making a big leap, Alicia gradually improved her business by using presentations to guide clients through their choices.
- [15:47] - Clients almost NEVER know what they want; it’s up to us to help clients realize their vision using our expertise.
- [17:44] - Alicia points out that morning newborn sessions work best; combining maternity and newborn shoots was a game-changer for her clients and her business.
- [20:16] - Alicia walks us through her consultation process.
- [23:10] - ATJ weighs in on Alicia’s consultation process.
- [24:44] - Alicia talks about how including client’s partners in the planning process helps them stay engaged and supportive.
- [27:37] - Caution: Being overly focused on the client experience can overshadow the actual product, leading to dissatisfaction and missed sales.
- [29:15] - ATJ describes why showing too many images is a problem and what to do about it.
- [32:47] - Learning from mistakes and adapting approaches helps improve client satisfaction were key in building Alicia’s confidence.
- [35:34] - Positive feedback from a family boosted confidence in selling albums for ATJ.
- [37:17] - Alicia recommends that people find educators whose advice resonates with them, and to not wait for perfection before taking action.
- [39:35] - Alicia enjoys the Bridgerton series and books by Denise Duffield-Thomas.
- [41:37] - Alicia encourages listeners to get a family portrait done this year.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
ReWork Episode #113
TV:
Netflix Series: Bridgerton
Reading:
Author: Denise Duffield-Thomas
Alicia Insley-Smith
Website | Instagram | Facebook
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Do you have a hard time trusting yourself?
We are human, which means we all have that little voice in our heads that guides us as to what we should or shouldn’t do in a given situation, but we also sometimes second guess that voice.
What if you could learn to trust yourself more?
Join me this week as I chat with returning guest Nadine Priestley from Nadine Priestley Photography, a remarkable business owner with a truly kind and gentle soul.
A card-carrying people pleaser, Nadine loved her portrait business but found that too often she came off as less-than-confident when working with clients.
After all, she didn’t want to be aggressive or pushy. I met Nadine when she joined The Art of Selling Art Course in 2021. I have watched her as she’s stepped into her knowledge and professionalism (all of which she ALREADY possessed!) and created a foundation for a successful, enjoyable business that is supporting her family and her dreams in ways that weren’t possible before.
In this episode, Nadine shares how she transformed her business over the past year by embracing her role as an expert and confidently stepping into taking a more assertive role with her client interactions.
Nadine shares keen insights into:
🥰 Connecting generations through her work
📈 The evolution of her business practices
And, so vital to her people-pleasing-yet-ambitious soul…
❤️ Balancing empathy with assertiveness.
We also discuss the importance of valuing expertise and how Nadine confidently recommends the best options for her clients, making sure that they receive top-notch service!
If you identify as an introvert or struggle with self-confidence, this episode is sure to offer valuable lessons in personal growth and self-trust!
Let’s do it!
In addition, I have a FREE resource just for our ReWork listeners, that you can grab here: The ReWork Guide to Converting Leads Into Clients.<<<<<<<
In this episode, you will learn how (and why it’s important!) to
- Trust yourself as an expert.
- Build strong client relationships with an emphasis on trust, care, and personal connections.
- Learn continuously and build community support.
- Recognize the true value of your work and appropriately price your services.
Here’s a glance at this episode:
- [3:17] - Nadine focuses on relationship-building and diverse portraits and values connections and familiar locations.
- [6:14] - Nadine's empathy allows her to make personalized recommendations for clients' needs.
- [9:24] - Hear an example of how Nadine uses her expertise to adapt to client needs even in challenging situations.
- [11:20] - ATJ taught Nadine to charge for her expertise, improving business perspective and client satisfaction.
- [13:58] - The Art of Selling Art class taught Nadine pricing strategies and strengthened her professional community.
- [16:49] - ATJ embraces continuous learning, inspired by others thriving in their passions.
- [19:33] - Younger photographers are encouraged to follow their passions and seek mentors.
- [22:07] - ATJ further emphasizes seeking successful mentors and trusting personal passions.
- [25:19] - Nadine learns creative inspiration from different resources, mentioning the book Setting the Table by Danny Meyer.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Nadine's Previous ReWork Episode #084
Reading:
Book: Setting the Table by Danny Meyer
Book: Unreasonable Hospitality by Will Guidara
Nadine Priestley
Website
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Have you ever felt the need to slow down in order to recharge?
Maybe you’re burnt out on what you’ve been shooting and are ready to shift your artistic vision and try something new.
Today’s guest, April Graves, has been there. April experienced some setbacks and personal loss in the last year and it caused her to take a step back and reevaluate her choices both personal and professional. April still runs two luxury portrait studios in Illinois and she still loves what she’s doing, but she’s found that making a few tweaks to her business-as-usual is making all the difference.
Join us as April shares updates on her journey and her growth since the last time she was on the show, having embraced a less but better philosophy which involves slowing down and recharging as well as exploring new artistic endeavors.
Inspired by classic art, April has been using museum visits to elevate her fairytale portraits in new ways. We discuss her pivot from chaotic to meaningful connections, the importance of having personal signatures in how you interact with clients, and the value of focusing on relationships over mass marketing.
We also touch upon:
- How she’s shifting focus to oil painting and mixed media
- How she combines digital underpainting with traditional oil painting
- Why she prefers building personal connections over social media ads
You’ll find so much inspiration here for making an artistic pivot of your own.
Tune in NOW to hear how April’s evolving approach could spark fresh ideas for your own creative endeavors.
Let’s do it!
In addition, I have a FREE resource just for our ReWork listeners, that you can grab here: The ReWork Guide to Converting Leads Into Clients.<<<<<<<
In this episode, you will learn the importance of evolving and shifting and MORE, including but not limited to:
- Focus on Quality Over Quantity: choosing fewer, high-quality projects and taking time to renew creative energy!
- Personal Connections: the value of building personal relationships over just relying on paid social media ads.
- Artistic Evolution: April's shift from photography to oil painting and mixed media
- Tailored Communication: writing personalized emails rather than generic ones
- Continuous Inspiration: how regular visits to museums and reflecting on art have been integral for April's creative process and personal growth!
Here’s a glance at this episode:
- [2:11] - Because of increased commissions, April has raised prices.
- [3:56] - Returning to oil painting, April’s favorite work is an equestrian painting.
- [6:17] - Hear how April shifted focus from social media to personal connections.
- [9:15] - Building a strong client foundation is important for growth.
- [12:48] - April appreciated the positive impact from recent events and highlights the value of genuine connections.
- [15:43] - April values personal relationships over paid ads.
- [18:59] - Personal email touches are more effective than paid ads for April.
- [21:36] - April keeps her calendar full by reaching out to clients and tracking details.
- [24:32] - Share personal interests, keeping things genuine and not just business.
- [27:23] - ATJ enjoys sharing behind-the-scenes moments but keeps detailed process notes minimal.
- [30:20] - April finds the Art Institute inspiring and adjusts visits based on her guests' interests.
- [32:29] - Global anxiety highlights the importance of recharging and finding inspiration, like at the Art Institute.
- [34:14] - Monthly visits to the Art Institute provide April with clarity and creativity
- [37:33] - April adapts her approach between family portraits and fairytales to connect on a unique basis.
- [39:05] - Reframing personal stories reveals value.
- [41:33] - April looks back at past portraits and stories, valuing the progress made and challenges overcome.
- [43:27] - Looking to history for support and inspiration helps tackle big challenges and boost creativity.
- [46:15] - Pursue what YOU truly want, not what society expects of you!
- [48:44] - April finds the book 10x Is Easier than 2x by Dan Sullivan transformative.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
April’s Previous ReWork Episode #106
Reading:
Book: 10x Is Easier than 2x: How World Class Entrepreneurs Achieve More By Doing Less by Dan Sullivan
Book: The Artist’s Way by Julia Cameron
Listening:
Favorite Podcast (Besides The ReWork!) Donald Miller’s Business Made Simple
Bingeing:
Renoir: French Film that April found inspiring
Bridgerton on Netflix
Anne With an E on Netflix
Inspiring:
The Art Institute of Chicago
April Graves / Light Drawn Studios:
Website | Instagram
Do The ReWork:
Website | Instagram
Allison Tyler Jones:
Website | Instagram | LinkedIn
Why your leads aren’t converting and what to do about it.
Have you ever been on a call with a prospective client, the convo is flowing, they sound excited and then, the dreaded words, “Ummmm, let me talk to my husband and I’ll call you back?” (Which means you’ll never hear from them again.)
Maybe you’ve hacked the Facebook funnel/charitable auctions/marketing game and leads are pouring in but no one, and I mean, no one is ACTUALLY booking.
I don’t know about you, but when I spend time to make a connection and then the prospect doesn’t book, it hurts my feelings and makes me feel like a failure.
It makes me go to dark places in my head like, “Ok this is it–it’s finally happened, I’m never going to work again.”
If this sounds at all familiar, then this episode is a must-listen for you.
I’m thrilled to kick off Season 5 of The ReWork Podcast with my dear friend and powerhouse photographer, Kathryn Langsford. Kathryn had a challenging start to 2024 and found herself unable to convert the leads that were coming into the business.
Friends! Kathryn has been in business for almost 25 years, she KNOWS how to do this. So what was going wrong, and how did she fix it?
In our conversation, we cover the 5 Most Common Mistakes That Prevent Leads from Becoming Clients, and what you can do to fix it, like, right NOW.
We’ll be looking at the errors we all make when talking to prospective clients:
- Procrastination
- Too Much Info, Too Fast
- Too Little Info, Too Late
- Not Really Listening
and
- Jumping to the Wrong Conclusions
You know by now that we’ll give you the real inside scoop on the mistakes we make and how we’ve fixed them, in real life, with real clients in our own studios.
In addition, I have a FREE resource just for our ReWork listeners, that you can grab here: The ReWork Guide to Converting Leads Into Clients.<<<<<<<
Join us as we tackle these common pitfalls and help equip you with strategies to turn more leads into great clients right now.
Let’s do it!
In this episode, you will learn the five most common mistakes preventing conversion:
- Procrastination: Respond as soon as possible; act quickly while the potential customer is engaged!
- Too Much, Too Fast: Avoid overwhelming with too much information early on. Guide them through the stages.
- Assuming Too Little, Too Late: It’s crucial to provide necessary information and avoid moving too quickly.
- Not Listening: Pay attention to underlying needs and pain points, and carefully interpret hesitancy and questions about pricing.
- Jumping to Conclusions: Don’t assume everyone wants your services. Wait for explicit interest.
Here’s a glance at this episode:
- [1:14] - Season 5 starts by addressing how to convert leads into clients.
- [4:05] - The episode covers five mistakes that prevent converting leads into clients.
- [5:04] - The first mistake, procrastination prevents conversion; reach out immediately to stay in the client’s stream of thought!
- [6:50] - Respond promptly to leads by screenshotting their info and sending it to the client coordinator.
- [9:01] - The second mistake is sharing too much information too soon.
- [10:29] - Don’t overwhelm clients with excessive details; provide just enough info to advance through stages.
- [12:59] - The third mistake is assuming clients know industry jargon or updates.
- [14:15] - Kathryn advises educating clients by discussing their needs, starting with the desired outcome.
- [16:00] - Share information at the right time, and guide clients on envisioning artwork.
- [18:43] - The fourth common mistake made is not properly listening to clients' needs.
- [20:27] - Reassure clients building or remodeling by showing flexible portrait display options and addressing their concerns.
- [22:48] - ATJ advises us to reassure clients about artwork fitting any home and coordinating with their designer.
- [24:41] - Avoid overlooking red flags when feeling desperate for business.
- [26:53] - The fifth and final mistake discussed is jumping to conclusions about clients’ needs.
- [27:59] - You can’t predict who'll value and invest in photography; value all clients as ideal clients.
- [29:42] - High income doesn’t guarantee value for portraits; focus on conveying the true value and vision of the experience.
- [32:34] - Don’t assume that former clients can’t invest now; understand their current needs.
- [34:49] - Clients’ needs evolve, sometimes over years; don’t judge based on past interactions.
- [36:21] - ATJ recaps the five common mistakes discussed.
- [38:27] - Mistakes are learning opportunities; even professionals with decades of experience can make them.
Click here to listen! [LINK TO THIS EPISODE]
PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about).
Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!
You can also email me directly with your suggestions at: support@dotherework.com - OR DM me directly on Instagram @atjphoto or @do.the.rework
We’d love to hear your thoughts, suggestions and ideas!
Links and Resources:
Download a Transcript
Kathryn Langsford
Website | Instagram
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
As we wrap up another incredible season of The ReWork podcast, I want to send you off for the summer with a little dose of inspiration to keep you motivated and empowered. Today, we're joined by a ReWork favorite guest, Kathryn Langsford, a seasoned portrait photographer and entrepreneur who's here to share her advice on overcoming fear and anxiety about your business.
We all grapple with fears about our businesses.
It’s unavoidable.
And with the state of the world, it almost feels irresponsible NOT to be fearful. However, operating from a place of fear has never and will never serve you in a positive way.
There are actionable practices that can help prevent anxiety about our business from sending us into a self-defeating spiral.
In this discussion, Kathryn and I discuss how to get out of your own way and put practical actions in place to move forward—even when we're super scared. From her almost 25 years of experience in the industry AND just LIFE, Kathryn has learned the importance of self-care, human connection, and taking action, no matter how small, to keep her momentum going.
So as we head into the summer, consider these strategies for managing your own anxiety and navigating the ups and downs of entrepreneurship.
In this episode, you’ll learn:
- The importance of making time for yourself
- Ways to identify anxiety and fear and what to do about it
- Strategies in moving forward in spite of your fear
Here’s a glance at this episode:
- [3:16] - Kathryn has been in business for almost 25 years and ATJ has been in business for almost 20. They’ve been through ups and downs.
- [5:40] - Self-care is crucial. Kathryn makes sure that she has a lot of time for herself.
- [7:26] - Regularly making time for connections is important.
- [8:52] - During periods of extreme stress and even grief, Kathryn went into these phases of prioritizing self-care. Now, she integrates it into her regular living.
- [11:58] - The bottom has never fallen out so far. Take that high level fear out of a situation.
- [15:44] - Feelings are not facts.
- [17:06] - Taking action, even a small action, is forward momentum.
- [19:31] - For ATJ, the summer is time to get ready for a busier season. Everyone’s slow times might be different.
- [21:30] - Kathryn describes the schedule she maintains every month that has benefitted her wellbeing and her business.
- [24:14] - We are the ones in our own way.
- [26:14] - For a long time, Kathryn was convinced that successful business owners didn’t take weekends off.
- [28:14] - There are many things that we have no control over. It is freeing to know and accept that there are some things we cannot change.
- [30:16] - Fear kills so many parts of what we need to have a successful, thriving business.
- [31:32] - It is so beneficial to have a friend in the business.
- [34:20] - Be careful who you spend your time with. It is really easy to surround yourself with people who will pull you down.
- [36:43] - A great way to boost your confidence is to reach for the low-hanging fruit.
- [40:13] - If summer is your slow season, make a list of the things you can do to prepare for busier times.
Links and Resources:
Download a Transcript
Kathryn Langsford
Website | Instagram
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Nobody wants problems with clients.
Many of us are sensitive, creative souls who prefer to avoid conflict at all costs.
But the reality is, client problems will still happen.
The key is to prevent as many of them as possible BEFORE they arise.
In this episode, we'll explore the "Five C's" of getting out ahead of client problems:
Clarity
Conversation
Consultation
Confrontation
and
Closure
By implementing these Five C's in your photography business, you'll not only anticipate, but prevent client problems, while you enhance your processes and client relationships over time.
In this episode, you’ll learn:
- The Five C’s to prevent client problems
- Ways to implement each part of the process
- How to handle mistakes that can actually boost your image
Here’s a glance at this episode:
- [2:33] - Number 1: Clarity. Make it clear what you do and how you do it.
- [3:54] - Sometimes it can be very confusing when we want to change things. We need to be clear.
- [4:59] - Number 2: Have a voice-to-voice conversation, not just a text or an email.
- [7:08] - Don’t just send a price list as a response to an email or DM.
- [8:10] - Number 3: Have a client consultation. This is where we put together a game plan.
- [9:25] - If the client consultation goes well, you’ll have a new loyal client or clients will weed themselves out.
- [11:52] - Number 4: Confront the elephant in the room. These are the frequently asked difficult questions. We know they’re coming.
- [13:03] - Not talking about digital files and pricing will only create a disappointed client. Don’t be afraid to confront these two items early.
- [15:06] - Even if they haven’t asked about the price, we confront it right away.
- [18:04] - It is recommended to define the scope of work and dive into the details later.
- [19:10] - Number 5: Closure. This phase looks like an assessment.
- [20:40] - If something goes wrong, sit in the discomfort and find where it went wrong.
- [21:47] - The way you handle a mistake can be your best marketing.
- [27:27] - There’s no wasted experience unless we’re unwilling to learn from it.
- [28:42] - Employing these Five C’s in your business will make your process better and better every time. You will improve exponentially and so quickly.
Links and Resources:
Download a Transcript
Podcast Episode #003 - Having a Successful Initial Client Call
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
If only we could actually do all the things our clients THINK we can do in Photoshop….am I right?
Today, we're digging into the world of portrait retouching – that magical process where we take already stunning images and make them even more polished and perfect. And that means, Stacey Hemeyer, ATJ Photo’s Associate Photographer and Retoucher Extraordinaire is joining us for a long overdue convo about all things retouching.
Clients may come to us with wild expectations, thinking we can perform Photoshop miracles and transform them into unrecognizable beings; and sometimes we can, but SHOULD we?
And then there are clients who are completely wowed by what they thought would BE impossible. Retouching can absolutely change a client’s experience, but we’ve got to know how to balance expectations with results.
Stacey shares valuable insights on how to handle these situations with grace and professionalism, ensuring that our clients understand what's possible and what's NOT.
We’ll also cover some essential tips and tricks for navigating the delicate balance between enhancing images and maintaining authenticity.
We’ll be discussing retouching preferences with clients before a session and whether or not you should provide proofs for approval prior to printing.
It's not always smooth sailing in the world of portrait retouching but Stacey shares some entertaining and enlightening stories about retouching gone wrong – and right! – giving us valuable lessons on what to do and what to avoid.
In this episode, you’ll learn:
- The appropriate times to retouch
- Questions to ask clients before and during a shoot regarding retouching
- Situations where retouching should be avoided
Here’s a glance at this episode:
- [3:16] - Sometimes clients have questions about retouching before a session. Stacey explains to clients that the photos need to look like them.
- [4:39] - The amount of retouching also depends on who is buying the photo.
- [6:37] - Photographers all have a different philosophy on retouching and the type of shoot it is makes a difference.
- [8:40] - You have to consider your brand when you’re retouching. What do you want people to notice about your work?
- [10:39] - Stacey shares a story about unrealistic expectations.
- [12:41] - The majority of ATJ clients approve retouches after the first viewing of them.
- [13:50] - Stacey provides retouches as a proof with a watermark in a PDF through email.
- [16:03] - Managing the back and forth can be a challenge, but there are some solutions.
- [17:56] - Stacey shares how she learned the lesson that just because you can do something, doesn’t mean you should.
- [19:33] - There are things that are definitely a no-no when it comes to what to retouch.
- [22:11] - Guide clients with questions about retouching things out, like braces, scars, and acne.
- [26:12] - Allison shares the story of how retouching and reprinting a family portrait absolutely changed a negative into a positive.
Links and Resources:
Download a Transcript
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Today's episode is one that hits close to home for many of us: using charitable auction events as a way to market our photography businesses. Now, before you roll your eyes or sigh in frustration, let's discuss.
Donating a session to a good cause SEEMS like a great idea.
We cross our fingers for some buzz and new clients, only to feel a bit let down by:
- Never hearing from the auction winners at all
- A less-than-amazing sale after shooting our hearts out
- A battle with a new client over pricing and what was (or wasn’t) included in the gift certificate
Maybe at this point, you’ve given up on auctions altogether.
Not so fast! Charitable auctions really are fantastic opportunities to not only attract right-fit clients, but also give back to the community. You just have to do them right.
In this episode, we'll discuss the potential pitfalls and offer practical solutions to ensure your charitable auction endeavors are a resounding success.
From the frustration of auction winners not redeeming their certificates to the challenge of attracting bids in the first place, we'll address the key issues photographers face in this type of marketing. Whether it's setting clear criteria for your donations, optimizing your display, or refining your auction strategy, we'll explore quick and easy steps you can take to make charitable auctions work wonders for your business.
In this episode, you’ll learn:
- The common problems photographers face with this type of marketing
- How these problems can be addressed and prevented
- Questions to ask yourself when a charitable auction is not a success
Here’s a glance at this episode:
- [2:06] - Have you tried this before? Many photographers have given up.
- [4:10] - This is one way that we have built a great new client pipeline.
- [5:35] - One way to avoid the problem of auction winners not redeeming their certificate is to donate with specific criteria.
- [7:27] - What happens if no one bids on your stuff? A better question would be, “Why is no one bidding?”
- [9:24] - Whatever is on your display will attract the people who want it. Be intentional.
- [10:27] - There are in-person and online silent auctions and they are very different.
- [12:32] - When someone wins an auction, what happens next? Some winners only want what is free and that isn’t going to be a client that sticks around.
- [15:15] - In the donation itself, you may be donating way too much or not enough.
- [16:38] - Donating something that requires a ton of work and time from you is a huge mistake.
- [17:51] - Learn what the sweet spot has been for us.
- [19:37] - We need to know and set the rules and requirements clearly.
- [21:23] - Rework your auctions through rules, displays, and being organized and prepared.
- [24:24] - Reflect on where you might be making a mistake in charitable auctions that might just need a little fix.
Links and Resources:
Download a Transcript
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
This episode is a special treat as we sit down with Lesa Daniel from Gregory Daniel Portraits and their legendary studio manager, Pat Chivers. If you've ever heard Lesa or Gregory's discussions, you've undoubtedly heard tales of Pat's indispensable role in their studio's success.
In our conversation with Lesa and Pat, we explore the intricacies of studio management and team dynamics, and how Gregory Daniel Portraits thrives with a small-but-mighty team. From the luxurious client experience they cultivate to the behind-the-scenes magic orchestrated by Pat, you’ll learn how they seamlessly divide duties and leverage each other's strengths.
You may be a solopreneur considering your first employee or a seasoned business owner looking to expand or make changes. Regardless of your situation, I’m convinced that every team needs a person like Pat.
In this episode, you’ll learn:
- What qualities to look for in a new employee
- Why hiring a team member is valuable
- What NOT to do when hiring an employee
- The surprising places you might find the perfect person
Here’s a glance at this episode:
- [3:31] - Gregory Daniel Portraits is a luxury studio that focuses on spoiling their clients.
- [4:45] - This team of three splits up duties and Lesa describes the role they each play.
- [8:01] - Pat describes what she does for the studio in the background as the “air traffic controller.”
- [9:35] - The duties are split by strengths and interests. They all rely on each other.
- [11:43] - They don’t micromanage each other. They are all trusted in their roles and duties.
- [14:29] - When everybody owns their job and they are proficient at what they do, they trust each other.
- [18:17] - Taxes can be outsourced, but Pat is also in charge of managing that for the business as well.
- [19:52] - Write out duties if you need clarity or if you are just starting out.
- [20:39] - Separate yourself from the people you are hiring. You don’t want them to be exactly like you.
- [22:37] - Don’t dismiss the people who love the things you don’t like to do. Value their strengths and accept that you need someone who can do the things you can’t.
- [25:02] - Lesa and Pat discuss mistakes people make when hiring new employees.
- [26:58] - Lesa highly recommends doing a quick weekly meeting with team members to make sure everyone is on the same page.
- [29:17] - Always say thank you to your employees as they leave.
- [30:28] - Pat has very little client contact. She explains some of the tasks she does for the business.
- [32:44] - Pat is bringing all of her experiences in the world to her job and to her employers as ways to improve the business.
- [35:15] - “I have people for that.”
- [37:19] - Lesa describes how she interacts with different types of clients and what she handles in her role at the studio.
- [38:49] - It is important for every photographer to know that they are not going to be the right person for every client.
- [41:22] - Lesa and Gregory have been in business for 44 years and really know what they each do well in the team.
- [44:09] - Don’t pigeonhole yourself into thinking you need a full time employee. You might need somebody to work a few hours a week on tasks you are not good at.
- [46:49] - Word of mouth and referrals are great. The people you are looking for could be a friend of someone you know.
- [49:19] - Allison has had many employees and would rather have somebody who is a go-getter over someone she has to micromanage.
- [53:01] - Have a trial period for new hires to make sure it is a good fit for you and the team member.
Links and Resources:
Lesa Daniel and Pat Chivers
Gregory Daniel Portraits Website
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
If you're in need of a ray of positivity and valuable insights on navigating change in your photography business, then grab a pen and settle in.
Vicki Taufer, the owner of V Gallery Portrait Studio in Morton, Illinois joins us and with her, she brings a sunny disposition and a wealth of experience in our industry.
Vicky’s success has been anything BUT linear. She has run a huge portrait studio with many employees in her hometown; she’s also been a solopreneur with no studio, shooting on location in a brand-new town.
Vicky joins us at a critical juncture in her career as she comes full-circle back to opening a new studio in her hometown.
Vicky will share some behind-the-scenes on moving into her brand-new studio and delve into the deeper aspects of finding the elusive sweet spot where her passion and purpose align.
Throughout our conversation, Vicki reminds us of the beauty of uncertainty and the power of embracing change. From holding onto things loosely to navigating tough seasons with resilience, Vicki's journey is a testament to the transformative potential of staying open to new possibilities.
So whether you are a seasoned portrait photographer in business for decades, or you are just starting out on your entrepreneurial journey, this episode offers a lot of inspiration on how to embrace change.
In this episode, you’ll learn:
- How to move forward through tough seasons
- How positive change could be
- Ways to be willing to hold onto things loosely
Here’s a glance at this episode:
- [3:09] - Vicki shares her background and how she started out in the photography industry.
- [4:57] - There have been many different iterations of the ways Vicki and her husband have had to run their business.
- [7:37] - It seems as if every five years, there is a big change for Vicki.
- [8:40] - This business has allowed Vicki to tailor things around her family.
- [10:33] - The new location is beautiful, but she has had to get really creative.
- [14:08] - Storage is a current challenge in the new location.
- [16:25] - Vicki explains some of the decisions she has had to make and what she hasn’t decided on yet.
- [18:12] - Sometimes ideas and solutions to problems come at unusual times.
- [20:19] - Even if it's not a huge physical move, every five years is a great time to re-evaluate.
- [24:19] - Of course Vicki has had ups and downs and times of burn out.
- [27:00] - We get into ruts and stop thinking about the possibility of change.
- [29:35] - Hold things loosely. It’s okay for things to change.
- [31:22] - Keep the things that are working. You don’t have to let go of every single thing and start over.
- [33:25] - There will be hard times and it's not easy running a business through tough seasons.
- [35:27] - The new studio will be in a good enough state to reopen without it being completely done.
Links and Resources:
Vicki Taufer
Website | Instagram
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Today, we're diving deep into the core of a luxury portrait business with the esteemed Gregory Daniel, owner of Gregory Daniel Portraits in Titusville, Florida.
Gregory is not just a repeat guest; he's one of our most popular experts on all things branding and luxury, and today, he's bringing up a topic that's been simmering in his mind for some time now. (I feel like there should be a drumroll inserted here.)
Gregory poses the question: Do we really know what we're selling?
As he shares his insights, it becomes clear that there's a significant shift happening in the photographic industry and not a good shift.
It’s a shift away from our core identity and purpose.
Gregory's observations are profound. He emphasizes the allure of the experience-focused approach that many portrait studios are adopting, but he challenges us to reconsider where our priorities lie.
Are we placing too much emphasis on the experience and neglecting the essence of our craft – the product itself?
There’s no doubt that the experience a client has in your studio is important. But should it be the only thing that matters? No. The experience certainly enhances the product, but it should never overshadow it. Gregory says it best when he says, “I think about my product and then the experience is wrapped around it. The experience cannot survive on its own.”
So, what are YOU really selling? Have you allowed yourself to get so experience focused that you aren’t helping your clients see the value in the finished product?
If so, you’re not alone and you’re not without an answer!
Get out your notepads and pencils–you’re going to want to take notes on this one.
In this episode, you’ll learn:
- The importance of building a brand foundation with a strong sense of self
- How to put the product at the center of your business
- How to share who you are and who you are not
Here’s a glance at this episode:
- [2:58] - As an industry we are drifting away from who we are and what we sell.
- [5:33] - Gregory compares the shift to a raft ride experience.
- [7:45] - The experience should not be at the center. The core should be the product with the experience wrapped around it.
- [10:08] - Clients are going to have a great experience and the experience makes the product even more worth it. But the product is at the center.
- [12:43] - It is more important for your clients to know you than for you to know your clients.
- [14:59] - Gregory describes his business model and why it’s a little different. He gains inspiration by looking outside the photography industry.
- [17:26] - If you are clear about who you are and what your business is, the right-fit clients will come directly to you.
- [19:19] - Allison is also a fan of knowing who she is not.
- [21:36] - What other businesses focus more on the experience than the product?
- [24:23] - Selling digital files to post on social media is not a product.
- [27:38] - What is the thing that clients will see when they walk through the door that will make them say, “Wow! I want that.”
- [30:51] - Allison suggests a way to keep clients on track which also improves the experience.
- [33:50] - How can you make it clear who you are and what you do?
- [36:07] - Allison describes the avatar of her ideal client and it has nothing to do with money.
- [39:09] - Focusing on the experience is a business model, but is it the right one for you in this industry?
- [41:03] - When you wrap the product in an experience, the experience lasts from start to finish.
- [43:00] - Reading books and learning more are great, but you have to find your foundation first.
- [47:04] - What would be the one thing you would love to do and feel so passionate about doing if you wiped the slate clean?
- [51:39] - Make sure your brand is solid and it could form your product.
Links and Resources:
Download a Transcript
Book - Building A StoryBrand by Donald Miller
Book - The Experience Economy by B. Joseph Pine II & James H. Gilmore
Gregory Daniel
Website | Instagram
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Have you ever stopped to think about what makes your portrait session experience different than any other portrait studio?
Is it the price?
The studio itself?
Sexy packaging?
Digital files/no digital files?
None of the above?
My guest today would submit that it's not about any of these things.
Differentiating yourself from other photographers is about the managing and creating the experience of capturing a moment with the people our clients love most.
In this episode, Jed Taufer, a former podcaster turned Strategic Projects guru at White House Custom Colour joins us with his wealth of experience as both a portrait studio owner (with his wife, Vicky) and a seasoned industry expert, Jed brings a unique perspective to the table when it comes to making the client experience something really special.
He also tells it like it is and is very funny (bonus).
Jed will inspire you to:
Consider the importance of CONFIDENCE in your process–do you have confidence? Do you have a process?
The transformative power of putting the client at the center of your sales.
To really THINK about what we want our clients to feel and experience during their time with us.
This episode will leave you feeling inspired to make your client’s experience, your products, and your business as special as you can.
In this episode, you’ll learn:
- What clients really want out of a portrait session
- The role your level of confidence plays in the process
- How to determine and focus on what you want most for your clients
Here’s a glance at this episode:
- [2:58] - Jed shares what things have looked like for him in the past few years.
- [4:39] - It can be tough for a photographer to shift from shoot and burn to selling finished products.
- [7:19] - Confidence is a really big part of the process.
- [9:03] - It is a disservice not to offer your clients products through sales.
- [12:03] - Jed describes the experience of being on the client side of things and seeing the final products and wanting all of it.
- [15:24] - We undervalue what the experience can actually be. It is the experience of being with and watching people they love.
- [17:25] - Are you using your talents in the highest way?
- [19:05] - You have to know what you really want.
- [22:24] - There are a lot of different directions you can go down when you answer the question, “What do you want?”
- [25:37] - You’re not going to get the time back. Work towards the things you want, not the things you don’t really care about.
- [28:13] - Building your confidence is a layer at a time.
Links and Resources:
Jed Taufer
Website | Instagram
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
When it comes to marketing, does it seem like what worked a few years ago just isn’t cutting it anymore?
Marketing changes fast and, to reach the best clients for your business, you need to change with it but how?
Hayes and Fisk Photography in Richmond, Virginia has been creating portraits for 30 years and during that time, Mary Fisk-Taylor has tried just about every marketing strategy there is, all with varying degrees of success. Years ago, creating a display in the local mall was the way to go–now?---not so much.
Join us for the second in our two-part series on Marketing: What’s Working Now? Getting Referrals.
Mary explains what has worked in the past that is still working, but more importantly, she’s spilling the beans about a brand new strategy that has completely changed the game for her: asking for referrals.
Okay, so it's not a new strategy… How many times have we heard that asking for referrals is effective? But doesn’t it feel cringey and uncomfortable? Mary explains how a minor shift in how she has approached asking for referrals has not only brought new clients in, but she has attracted the exact type of clients that her business needs.
You’ll learn what that shift is and the steps you can take to start bringing in more of that perfect-fit client to your portrait studio. By implementing this strategy, you’ll be teaming up with your current rockstar clients and bringing more people on board who value the work you do.
In this episode, you’ll learn:
- How to ask for referrals without feeling cringey
- Why this type of marketing works so well
- How to make shifts in your mindset to allow for growth
Here’s a glance at this episode:
- [4:26] - Hayes and Fisk Photography has been in business for 30 years, but the interesting change recently is the aging-out of current clients.
- [5:57] - Online marketing is great, but there is a lot of noise to break through.
- [7:18] - One constant form of marketing Mary has implemented is what she calls “warm calling”.
- [9:19] - Mary describes Heirloom Sessions.
- [10:18] - For about ten years, Mary has hired sales representatives that are current or former clients to book sessions.
- [12:19] - She explains “micro-influencers” in her local community and the impact of asking a big client to help bring people in.
- [15:09] - Asking for referrals doesn’t come from a place of desperation. Mary approaches it as wanting more clients that are just like them.
- [17:53] - The way she is asking for referrals has brought in half a million dollars this year.
- [19:50] - Asking for referrals can feel cringey. But there is a way to ask a client for their help.
- [23:10] - Mary describes a local event that a client was able to help her get into.
- [24:51] - Marketing has to be deliberate and intentional.
- [26:04] - The number one thing is believing in yourself that you can do this and charge what you deserve. This is the biggest barrier.
- [30:45] - If you are not charging what you deserve and paying a ton for marketing, you are not running a business. You are paying for an expensive hobby.
Links and Resources:
Mary Fisk-Taylor
Website | Podcast
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
Have you ever asked a fellow business owner how they get clients and get a response like, “All our marketing is word of mouth?”
What are you supposed to DO with that?
What does “word of mouth marketing” even mean?
How I interpret that answer is that I do my job so well and spoil my client so fabulously that they brag about me to other people = word of mouth marketing.
But what if there was another way of looking at that answer?
Well, there is and our guest, Jeff Dachowski, former president of Professional Photographers of America and co-owner of Dachowski Photography, is here to tell us how he looks at word of mouth marketing and how changing the way YOU look at it could do great things for your business.
This episode is the first in a two-part series on Marketing: What’s Working Now.
Jeff sheds light on the essence of word of mouth marketing and shares invaluable insights into how you can leverage this powerful tool to grow your own portrait studio.
You’ll learn actionable ways to be who YOU are instead of copying the trends du jour.
Jeff also shares ideas for focusing on the people who are naturally drawn to your brand –the people that “get” you all while maintaining consistency in your messaging and brand identity.
Jeff will share how he and his wife and partner, Carolle, utilize the concept of a "nag list" in their studio to keep tabs on people they run into when they are out and about and turn them into returning clients.
Jeff’s strategies for nurturing existing client relationships will help you to spoil your best clients and get them talking about you THE WAY YOU WANT THEM TO TALK and bring in other clients just like them
Word-of-mouth marketing isn’t waiting around for clients to start talking about you–it starts by giving them something to TALK ABOUT! You’re going to want to take notes on this one.
In this episode, you’ll learn:
- What word-of-mouth marketing entails
- How to embrace this type of marketing
- How to ensure your marketing aligns with you brand and core values
Here’s a glance at this episode:
- [3:49] - The main thing that is working for Jeff right now is being true to his brand.
- [4:55] - Focus on the people who are attracted to your brand.
- [6:51] - Jeff puts less into marketing than most people do and focuses on curating and maintaining the brand.
- [9:09] - Don’t try to be someone you are not. Be yourself and the core values of your brand.
- [12:12] - You don’t have to have a “high-end” personality for your brand to luxury.
- [15:06] - What you say and how you say it will be parroted by your clients.
- [17:12] - Once you have a solid clientele who understands what you do, it becomes a self perpetuating business.
- [19:39] - Many creatives are introverts. Jeff talks about connecting with people regardless of what type of person you are.
- [23:08] - What is a “nag list”?
- [26:51] - A common mistake is constantly looking for new clients, when you’ve got clients that you could be paying attention to.
- [28:39] - Jeff shares some of his goals for this year including making sure his website and social media profiles all match and share the same message.
- [32:07] - When we say word of mouth, we’re not just talking about waiting for someone to talk about you.
- [34:56] - When you are yourself and speak the language that matches your brand, clients will repeat that same language.
- [36:48] - Marketing is in layers.
- [39:10] - Think about the language you use and consider what you want clients to take away as word of mouth.
- [41:46] - Consider what is in integrity in your brand.
- [42:39] - Some of the best marketing ideas never make it off the table if they don’t match the values of your brand.
- [45:08] - It’s not always about the money in marketing. There is also a lot of emotional energy invested.
- [47:09] - Allison describes the three filters she puts marketing through. She calls these “pillars” and Jeff shares what his are.
- [49:51] - You can find a document on the PPA website called Priorities and Objectives that is really helpful.
- [52:54] - Stop chasing. Think about all that you are putting out there and make sure it’s right.
Links and Resources:
Jeff DachowskiWebsite
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
At its core, the art of marketing and selling involves guiding clients through the decision-making process. Yet many photographers encounter challenges in bringing transactions to a decisive close. We’ve all been there. Maybe the consultation wasn’t clear enough. Maybe we have a hard time saying no to clients that are not the right fit. Or maybe the View and Order session is too overwhelming. Whatever the reason, we might find ourselves with clients that just can’t seem to make a final decision.
The amazing Kathryn Langsford joins me for this discussion about helping our clients finalize a decision. From running around like a chicken with her head cut off to now dedicating time to the right-fit clients, she really has been through it all. She is here to share her insights on how photographers can make more money with fewer clients while ensuring clients feel confident in their choices.
Imagine a View and Order session. Are your clients sitting through a 40-image slideshow with their eyes glazed over? Are they tired and overwhelmed at the end and then walk away to “think about it”? Or are they seeing your beautiful art of their beautiful family on their beautiful wall? Guiding clients to that final decision can be hard, but with some organization and making sure you have the bandwidth to serve them, these right-fit clients, this vision is definitely achievable.
In this episode, you’ll learn:
- How to achieve success with fewer clients
- Ways to smoothly guide clients to finalize decisions
- How to put aside “being busy” to focus on serving the right-fit client
Here’s a glance at this episode:
- [3:34] - A great and absolutely attainable goal is to make more money with fewer clients.
- [4:36] - Kathryn and Allison both recommend The Pumpkin Plan by Mike Michalowicz to take the first step.
- [7:08] - For a long time, Kathryn felt that she had to give all her attention to her big spenders, but that isn’t always the case.
- [9:10] - Be clear about the clients you need to let go.
- [10:53] - The best use of your time is to create art for your clients. Not run around like a chicken with its head cut off.
- [12:34] - We don’t say no to small prints and holiday cards, but they are not the purpose for booking a session.
- [14:32] - How do we share changes with existing clients? They might not be the right fit anymore, but you won’t know that until you share what you do.
- [17:18] - Allison prints a large version of a portrait to show after a session to give clients the feel of having an art piece on their wall.
- [20:03] - There are going to be clients that don’t understand what you’re doing and that’s okay.
- [21:49] - There is a glorification of being really busy.
- [23:14] - The way you spend your time with clients is different when you are less busy. The way you serve your clients will be more meaningful.
- [26:09] - To help clients make a final decision, you have to be organized.
- [27:23] - All the steps to the process are easier to execute if you’ve got the time to think about them.
- [29:42] - For the health of your business, you have to consider what decisions your clients are making and what they’re asking of you.
- [32:36] - Clients are thrilled with how easy a new method is. The view and order session is so much easier to make final decisions than sifting through 40 prints.
- [36:07] - When you change the way you do the view and order sessions, you help clients make a final decision.
- [39:21] - When you are spread thin, you won’t have the bandwidth to serve your best clients.
Links and Resources:
The Pumpkin Plan by Mike Michalowicz
Kathryn LangsfordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Richard Marchisotto is a seasoned photographer who has been making significant shifts in his business over the past couple of years. Transitioning from a volume wedding model with multiple photographers to a luxury portrait studio,shooting less and making each session count more, Richard's journey embodies the evolution many photographers are considering making.
As a valued member of our MindShift community and a former student of the Art of Selling Art™ course, Richard shares his experiences and the specific changes he's implemented to transform his business.
Richard's story is one of dedication and adaptation. Beginning his photography career at an early age and continuing his father's studio legacy, he remains passionate about his craft and committed to excellence. During our discussion, Richard delves into the nuances of client qualification, emphasizing the significance of upfront communication and transparent pricing and shares insights into his studio's sales process.
In addition, Richard highlights the importance of continuous learning and innovation in the photography industry, specifically the need to stay on top of new sales techniques. Through it all, his unwavering passion for photography shines through, reminding us that success in this field requires both genuine love for the craft AND business savvy.
In this episode, you’ll learn:
- The possibilities of shifting away from high volume weddings
- How continuous learning impacts your business long term
- The importance of loving what you do
Here’s a glance at this episode:
- [2:50] - Richard shares his background and the legacy of Sherwood Photography.
- [4:34] - The studio went from shooting hundreds of weddings per year to only 21 last year. He explains how his new pricing has made wedding shoots more of a boutique experience for clients.
- [6:12] - Your website should be a reflection of you.
- [8:51] - Richard describes a typical package for clients and how they’ve been able to print and design wall art in-house.
- [11:53] - One strategy that qualifies clients as the right-fit is to be upfront with a sitting fee.
- [13:04] - Richard shares the average sale price last year and the comparison of years past.
- [19:56] - Richard describes how he uses proofs to help clients envision their wall art.
- [22:09] - Going to conferences and learning about the craft is important, but what Richard is learning more about now is all about new ways to sell.
- [24:05] - He was born into this industry and felt from the time he was very young, he loved photography. Richard says he still loves what he does everyday.
- [27:30] - Your heart also needs to be fully in it to not only enjoy what you do but to also be successful.
Links and Resources:
Download a Transcript
Richard MarchisottoWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
In this episode, we are privileged to hear from Hildi Todrin, the talented photographer behind Crane Song Photography in Connecticut. Hildi is absolute proof that nice girls not only finish first but can thrive in building and running their own successful portrait studios. Though soft-spoken, she has the qualities of a great businesswoman, and with her love of learning and helping others, she has become a cherished member of our MindShift Community. Throughout our conversation, Hildi shares what she has learned and applied to her business, particularly from the Art of Selling Art course. We explore how she has integrated these concepts into her pricing strategies, which has left her with newfound pride in her business.
As we discuss, Hildi explains the importance of transparency and upfront communication. You’ll hear her ah-ha moments, her tips on selling albums in a new way, and how she was able to confidently step into the role of being a trusted advisor to her clients. Although her business has been successful for many years, Hildi is passionate about learning ways to improve. She took the pieces that resonated with her and they have not only enhanced her experience as a photographer and business owner, but has made the experience for her clients even better. She says it best when she says, “Finding the right-fit client is magical.”
In this episode, you’ll learn:
- The value of education at different points in your journey
- How to be up front and transparent with your clients
- How to find pride in your pricing
Here’s a glance at this episode:
- [3:08] - Hildi loves education and learning new things. There’s a lot available but certain things will resonate with you at different times in your career.
- [4:33] - Words matter. Be transparent and up front early on.
- [6:29] - When you are proud of your pricing, that is a level of confidence in yourself but also in your clients.
- [8:33] - When clients come in and don’t value the price of your work, that’s okay. The things they value may be different.
- [10:58] - Listen to your clients. They should be up front with you as well about what they want to buy. This will help you find right-fit clients.
- [13:47] - Don’t try to convince a client to spend more money. Outline everything during the consultation and hold clients accountable during the session.
- [15:20] - Hildi lists some of the changes she’s made to her business practice that has improved the experience for both her and her clients.
- [21:27] - Having pride in your prices also establishes yourself as an expert.
- [23:58] - Allison’s goal as an educator has been for photographers to take the things she does and try them on for size to become a better version of the photographer they are.
- [26:12] - Hildi shares how she has incorporated candy bars and dog treats from Team Woofgang into her business model.
- [27:29] - This piece of community building is important to Hildi.
- [28:46] - Hildi would rather sell fewer albums at her current price point than more in the previous style.
- [31:18] - When we first start out, we are just so happy that anyone would pay us for something we love to do.
Links and Resources: Team Woofgang
Vision Art
Hildi TodrinWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Welcome to another episode, where we tackle a topic that can feel intimidating for many of us – marketing. It's that thing we know we need to be doing but where/how do we do it? And how can we do it in a way that’s not icky or too salesy?
Our guest today is April Graves, a seasoned portrait photographer from Illinois, who brings a refreshing new look at marketing. With years of experience in the business and a background as a children's fashion designer for a luxury clientele, April has seamlessly integrated her unique approach to design and client care into her photography business.
In this episode, she shares her journey, discussing how she combines newfound knowledge and ideas from The Art of Selling Art course and our Mindshift Community with her existing knowledge to offer a fresh take on marketing. For April, it has been all about checking in on her existing clients and giving them the love the attention they need to come back time and time again for her to continue telling their story and sharing their legacy.
In this episode, you’ll learn how to:
- Simplify your marketing to be more personable and have a one-on-one feel
- Do less, but better
- Find a new way to say no and maintain boundaries
- Bring joy not only to your clients, but also to yourself
Here’s a glance at this episode:
- [2:37] - April shares her background and a bit about her business in Illinois.
- [3:59] - She began serving luxury clientele as a children’s fashion designer.
- [5:48] - April also designs and creates the costumes and fashion for clients to wear during their photo sessions.
- [8:01] - When raising prices, the only barrier is yourself.
- [12:07] - April has been in the business and was also an educator, but she still sought to learn more.
- [13:09] - Remember to always reach out to your existing clients.
- [16:01] - Of course we have to market, but one-on-one contact with clients is meaningful. Try less but better.
- [18:20] - Contacting your clients doesn’t have to be about booking a session. Check in with your friends.
- [19:41] - In this business, you really have to love people.
- [20:38] - When your clients are your friends, do they get discounts?
- [22:16] - Photographers are not saving lives, but we are saving the client’s legacy.
- [27:16] - April went through the Art of Selling Art course and shares the concepts that made the biggest difference for her business.
- [30:18] - We all have things in our business that are staring right at us that need to be changed and we don’t see it.
- [32:27] - Finding another way to say no may open the door to something interesting.
- [37:01] - Write social media posts like you are talking directly to your existing clients and friends.
- [39:13] - Sometimes we try things that don’t work or don’t feel right. And that’s okay.
- [41:08] - April’s goal for 2024 is to bring joy to her clients that also brings joy to herself.
Links and Resources:
April Graves
Website | Instagram | Facebook
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Welcome to Season 4 of The ReWork Podcast! We're kicking off the New Year with a bang, and what better way to do it than with the incredible Tim Walden?
Not only is he an industry icon, he's also a friend to all who know him and one of the most generous teachers in the business – seriously, you can take his advice to the bank.
In today’s episode, we look at some of the pivotal moments in the history of the Walden's portrait studio and look at what they are doing right NOW to make their business relevant and forward-looking. Tim's commitment to always leveling up and improving shines through as he shares insights into his business, from new employees to fresh approaches in working with clients. If you're familiar with our podcast, you know that episodes featuring Tim Walden are consistently the most downloaded interviews, and trust me, this one is not to be missed.
In this episode, you’ll learn how to:
- Celebrate your clients and tell their story (not yours)
- Make an imperfect plan and execute it, instead of wasting time trying to perfect it first
- Level up your brand and business by setting the client’s expectations and then meeting them
- About Tim’s latest hire and how she’s helping Walden clients feel more spoiled than ever
Here’s a glance at this episode:
- [3:25] - Tim’s studio has been established for 50 years and Tim has run it for 40.
- [5:05] - The technical qualities are critical but only in order to carry the message uninterrupted.
- [6:59] - If you spend too much energy on competition, you lose the storytelling.
- [8:22] - You need to be approachable and conversational with clients.
- [10:31] - Celebrate the client. Capture their story.
- [12:04] - Tim shares some of what he’s shifting in marketing and connecting with existing and new clients.
- [15:00] - This type of investment in Tim’s business and in his clients’ lives has had an incredible impact on his love for the work.
- [17:40] - Tim describes how he hired a new team member who was perfect for the team.
- [20:37] - There’s a balance to strike to be different and over the top without losing the magic in storytelling.
- [22:43] - When there’s something new to offer, like Tim’s new designer sessions, it saturates his marketing and he truly believes in its value.
- [28:03] - As creatives, we always love to add things, but we fail to charge for it. We end up doing more and sometimes more isn’t better.
- [31:23] - “Just make a bad plan and fix it.”
- [33:57] - Tim shares some of the things that have recently set them apart.
- [35:08] - Although set apart and strong in their brand, Tim shares what he has missed the mark on in the past.
- [39:11] - Tim admits that he is a bit of a control freak.
- [42:16] - We form the client’s expectation of us.
- [45:19] - Over the next few years, there will be new ways that we find to finesse our business and take things to the next level.
- [46:35] - Allison recommends the book Sellers Be Sold by Grant Cardone.
- [48:41] - The tool isn’t what makes the photographer.
Links and Resources:
Tim Walden
Website | Instagram
Do The ReWork
Website | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
We’ve all had experiences and interactions with clients that have made us question our career choice. These interactions might leave us frustrated, angry, upset, or just plain defeated. We replay these interactions over and over again to figure out where we went wrong. After all, we’re in the happy business. Why would anyone get mad at us? Aren’t we just doing what we can to make our clients happy?
No matter what, it is inevitable to have conflict at some point in your career. So, since we know that difficult clients are a possibility, let’s be prepared. There are ways to expect and prepare for these interactions, ways to manage conflict, and ways to improve our client relationships. And I call them the 5 C’s of Dealing with Difficult Clients.
In this episode, you’ll learn how to:
- Define what “difficult” is and what it isn’t
- Manage expectations to avoid conflict and misunderstandings
- Handle unexpected conflicts and preserve the client relationship
Here’s a glance at this episode:
- [2:51] - Take a moment to define “difficult” and what “difficult” is not.
- [4:24] - Don’t confuse different with difficult.
- [5:34] - To Allison, someone who is difficult is rude, condescending, will not play by the rules, or someone who is not going to be happy no matter what.
- [6:15] - The 5 C’s are clarity, consultation, conversation, confrontation, and closure.
- [8:17] - Regarding clarity, the biggest mistake being made in the industry is posting an image on social media without any context.
- [8:59] - Allison’s consultation process is designed to get potential clients on the phone to have a conversation as soon as possible.
- [10:32] - Allison shares some quick tips on how to get someone on the phone.
- [11:53] - A consultation helps manage expectations so people don’t become difficult.
- [13:19] - The fourth C is a tough one: confrontation. Bring up areas of potential conflict before there’s a problem.
- [15:12] - Listen to what the client is saying and if they use minimizing language. Confront that early on before it becomes a problem.
- [21:18] - The biggest mistake that portrait photographers make is when they think that clients are going to fall in love with the images so much that they won’t care about the price.
- [22:59] - There is a difference between a difficult client and a disappointed client.
- [23:34] - But what about the unexpected conflicts? There are two stances you could take.
- [25:53] - Whatever stance you take, the client is going to take the opposite.
- [31:50] - Sometimes when things go wrong, the way you handle it can actually make the relationship stronger.
- [32:48] - No conflict is over until there’s closure.
- [34:35] - Think about all of these steps and have a plan for potential conflict.
Links and Resources:
Download a Transcript
Episode #058 How to Speak “Husband”
Episode #003 Having a Successful Initial Phone Call
Have you ever thought you knew how a conversation would go and then it took a surprising turn? Today’s interview with Anna Kraft did just that. The direction it went took both of us by surprise in the best of ways.
Anna Kraft has invested in top-rate education for her portrait business on her journey to find how her vision fits in a world full of photographers. What we find is that, along her education journey it’s been too easy to lose herself while listening to other people; so much so that she’s having trouble hearing her own voice.
Many of us have been there. We look at what other successful photographers are doing and try to emulate their success. Ultimately, if we’re smart, we figure out that simply we CAN’T be anybody else.
And the good news is the reverse is also true; nobody can be us.
We can take techniques and strategies from others and incorporate them—but to be authentic, we must run anything new through our brand’s filter—the way WE see things—our point of view.
And whether you are just starting to find out what that brand is or you’re an established photographer listening to too many voices, you will find a lot of inspiration in this episode.
And maybe, like Anna, you may already have what you’re searching for.
In this episode, you’ll learn how to:
- Take strategies from other photographers and filter them through your brand.
- Stay true to yourself and pay attention to what lights you up.
- Quiet the external voices and listen to yourself.
Here’s a glance at this episode:
- [3:45] - Photography started out as a hobby for Anna, but became a business in 2014, starting out with weddings.
- [5:18] - Anna then learned about in-person sales and her life completely changed.
- [7:39] - After throwing herself into education and in-person sales, and experiencing her first successes, she did not want to go back to weddings.
- [8:52] - Anna realized that her brand wasn’t really vibing with the community.
- [10:37] - Through some rebranding, Anna moved towards more traditional art pieces that are timeless.
- [13:17] - With rebranding, Anna maintains her older style with current clients.
- [15:24] - Because she is donating a lot of session certificates, Anna is finding that new clients are only coming in for the free session.
- [19:31] - Anna has completely changed her business model.
- [21:29] - Anna describes her consultation session.
- [23:26] - Allison believes that Anna’s business instincts are very strong. But she’s listening to a lot of different people.
- [31:03] - It is important to apply the education you’ve gone through to apply in your own style. Everything needs to go through your brand’s filter.
- [32:44] - Allison proves that families do want to invest every year in portraits.
- [34:50] - Anna has always longed for a prestigious brand and Allison truly believes she already has it.
- [37:30] - After a challenging situation with a client, Anna felt unsettled and unsure of herself.
- [39:14] - Education should be valued, but not everything that is successful for one brand will be successful for yours.
- [41:30] - Anna and Allison discuss some brand inspirations and Anna’s exploration of her new style.
- [43:09] - We are all a market of one.
- [44:50] - Anna grew up in a bubble and has had to be so brave in learning how to have formal conversations with clients.
- [48:03] - What is your filter? What’s your own version of the brands you admire?
- [50:54] - There are different styles in family portraits and none of them are wrong.
- [52:48] - Don’t start laying on language that isn’t yours. You will find your way.
Links and Resources:
Anna KraftWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Let’s check in. How are you feeling about what you’re shooting right now?
Is every session making your heart sing with creativity or are you just checking the boxes off a shot list?
Are you leaping out of bed each morning excited to get to work, or are you dreading your next session because you’re sick to death of everything you’re shooting?
Every artist experiences a creative slump. The trick is, how to get out of that slump as quickly as possible and today’s conversation with Kathryn Langsford is going to help you do exactly that.
Join us as we talk about the ruts we find ourselves in and how to, quickly, motivate and inspire ourselves back to a creative mindset.
In this episode, you’ll learn how to:
- Find actionable, easy ways to keep each session fresh and exciting
- Avoid shooting only from a “task list”
- Focusing fully on the clients and their personalities brings out your creativity
Here’s a glance at this episode:
- [2:39] - We have all been at a point in our career where we’ve not felt in love with it.
- [3:40] - Creativity is hard to manufacture and problems are harder to solve.
- [4:42] - Sometimes something that we think is a problem, leads to something really great.
- [6:54] - For Kathryn, connecting with the people in front of her is what gets her creativity going.
- [8:50] - We’re all going to have bad days. But paying attention to the individuals in front of you keeps you present and grounded.
- [10:17] - A new piece of furniture can make a huge difference. It could make you see things differently.
- [12:15] - When you get your style down, it is easy to get stuck in a rut due to lack of “playing around”.
- [13:59] - After moving to a new studio space, Kathryn felt very stuck because she couldn’t figure out the lighting and angles that worked best.
- [15:52] - Allison spent a lot of time looking through interior design books to see how art and photography is displayed. It helped her find a lot of motivation.
- [22:18] - Kathryn shares the experience of shooting a family every single year for ten years and every year it’s a new energy.
- [24:18] - For Kathryn, planning too much makes things harder for her to be creative.
- [27:20] - The personality of the clients, especially the children, make the biggest difference for creativity.
- [28:38] - When in a rut, Kathryn gets in the mode of making a “task list”.
- [30:37] - Creativity is not always energized by the same thing.
- [32:39] - Running through a set list is going to happen sometimes if a client has requests.
- [34:36] - Kathryn stuck with a really strict scheduling setup this year and it has helped her maintain her creativity.
- [35:47] - Manage your energy, rather than managing your time.
- [37:25] - Rotating through different props and furniture and moving over a few feet keeps things fresh.
Links and Resources:
Kathryn LangsfordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Welcome to an all new ReWork Book Club Episode dedicated to one of my favorites: Oversubscribed: How to Get People Lined Up to Do Business With You by Daniel Priestley
There are so many relevant and actionable principles in this book for our industry, and I’ve chosen the top three to share with you in today’s episode.
In this episode, you’ll learn how to:
- Define your capacity-how many sessions can you really shoot in a week/month/year?
- Create a philosophy for your business. Hint: The more defined it is, the better.
- Stick to your boundaries because you can’t possibly serve everyone.
Here’s a glance at this episode:
- [2:18] - Allison is constantly asked how she finds the time to read, but she makes the time for it.
- [3:20] - The Kindle app is extremely helpful with the ability to highlight and take notes to pull up again on your phone.
- [5:02] - Define your capacity. Determine what amount of work you can realistically take on.
- [6:08] - Capacity is based upon your ability to deliver a full and remarkable solution to a person who can pay for it at a price that is profitable.
- [7:34] - Allison describes the way they have determined their capacity at the portrait studio providing services from start to finish.
- [9:27] - You don’t need everyone because you can’t serve everyone.
- [10:52] - Your value is much higher than you think to a small number of people.
- [12:55] - There is power in having a philosophy. Set your boundaries and your terms, protect your space, so you can deliver something special.
- [18:19] - A common mistake in this industry is not having a philosophy.
- [19:51] - It is common to have fear about your philosophy turning people away. But that’s actually the point.
- [21:14] - Providing a low barrier of entry sounds like a great idea, but being clear from the start is important.
- [22:35] - Boundaries and rules are in place because you want to give a specific experience and you don’t want to compromise that.
- [26:20] - Allison admits that she used to say yes to everyone and every job until she literally got sick.
- [28:47] - Specificity and exclusivity are different concepts.
- [29:50] - Listen to a summary of all the main points to apply to your business.
Links and Resources:
Oversubscribed: How to Get People Lining Up to Do Business with You by Daniel Priestley
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Welcome to the 100th episode of the ReWork! It’s exciting to have made it this far and I have you, our listeners, to thank for listening and our many guests for lending their expertise. It’s been 2 years of crafting information with one goal in mind:
To help portrait photographers:
Uniquely Brand,
Profitably Price
and Confidently Sell
their Best Work!
With that in mind, I wanted our 100th episode to be dedicated to you, our listeners.
One of our very most requested topics is, of course, Marketing. It’s the shiny new thing that we all like to chase. We love to hear about new ways to get our message out. Social media tricks, marketing funnels, SEO optimization, etc. etc.
The methods may change with technology - but the core principles remain the same because we are HUMAN BEINGS talking to other human beings.
We all want to get noticed, and “get our name out there.”
What I hear most often from photographers, “I just need MORE clients!” or “I need NEW clients!”
If we’re really smart, we know we need to get noticed by the right people–the best people for our particular business and in today’s episode, our 100th episode, I’m going to talk about how to do just that, I’m going to share 10 ways to 10X Your Marketing (and last time I checked, 10x10 = 100! That’s math that even I can do!) 10 Marketing Ideas that have changed my marketing from a spray and pray attempt to get anyone and everyone to a targeted, intentional effort that speaks to and attracts the very best clients for MY BUSINESS
Join me as I count down 10 Marketing Ideas that will 10x your marketing.
Here’s a glance at this episode:
- [3:05] - Number 10: Clarity and Communication.
- [4:23] - Slow down and double check written communication to ensure that it conveys exactly what you want to communicate.
- [5:47] - Allison recommends the book Everybody Writes and the website Grammarly for support in written communication.
- [7:22] - AI tools like ChatGPT are also very helpful.
- [8:46] - Number 9: Define “more”. What does “more” mean to you?
- [10:24] - In 2022, 75% of Allison’s clients were return clients. So her marketing focus is targeted on people who have booked her before.
- [13:01] - Number 8: Speak to someone. When you are posting on social media, think about the clients you want to bring in as a client and speak to them.
- [15:14] - Allison describes the ideal client for her services.
- [16:57] - Number 7: Create a database. This database is your business.
- [18:40] - Check out The Pumpkin Plan Spreadsheet that allows you to rate your clients in interesting ways to help organize your database.
- [20:12] - Number 6: Use your database and follow up!
- [21:49] - Allison uses her database to create her calendar. If she waited till clients called her, there wouldn’t be many scheduled.
- [27:02] - Number 5: Create a plan. Set aside marketing time every week.
- [28:29] - Number 4: Anticipate client needs. Think about existing clients and what your ideas are for their next shoot before contacting them.
- [29:36] - Think about every little thing that a client could need or want before they think about it themselves.
- [31:11] - You don’t have to implement all the new things at once. Add something new every year and keep building.
- [33:16] - Number 3: Run it all through your brand filter.
- [34:25] - If something trendy doesn’t match your brand, don’t do it.
- [35:02] - Number 2: Slow down and make it simple.
- [37:29] - A creator needs to be fully present and connected.
- [39:15] - Number 1: Make the value mindshift. If you don’t believe it, no one else will.
- [40:50] - Clients want and need to be reminded and contacted.
- [42:17] - If we’ve created a memorable experience, odds are, the clients will be returning for more.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If you’re going to spend your day photographing kids, you’ll need to be part circus clown and part shrink.
Every kid is different. What works for one, is a disaster for another; so what’s a nice portrait photographer to do?
The Client Consultation might give you an idea of what’s coming your way. Is your session going to be hijacked by The Sassy Pants?
Or will The Slow Warmup need some extra time to acclimate?
Perhaps my personal favorites, The Difficult Kid or The Wild Card will keep you on your toes (or drive you crazy!).
Listen in to find out how to prep yourself for the challenging personalities coming your way this portrait season. Understanding each individual child is going to make your job easier and the expressions and portraits more authentic. Get inside their heads and learn some new directing techniques to give the kids what they want, while capturing the images that you want!
In this episode, you’ll learn:
- How to be prepared for every personality through the consultation process
- How to capture expressions for any personality type
- What tricks to have up your sleeve for different types of kid challenges
Here’s a glance at this episode:
- [2:16] - Allison lays the groundwork during the consultation. She asks questions about the kids and their personalities and relationships.
- [3:59] - She has found that the best clients are the ones that are really checked in to their kids and know how to explain their personalities.
- [5:07] - At the studio, Allison has a candy wall that helps with excitement. But she also asks questions about what they like that can help get them on board.
- [6:13] - Asking these questions creates collaboration.
- [7:02] - Treat the kids with the same respect you extend to their parents.
- [8:18] - Every kid is different but there are some common personality types that Allison has seen, like the Slow Warm Up.
- [10:45] - What can you do with “The Sassy Pants”?
- [13:02] - During the consultation, Allison tells the parents not to tell their kids what to do. If you get the kids on your side, you get their real expressions.
- [14:39] - There are times that you’ll experience a difficult child. There are clues in the conversation with their parents.
- [16:36] - Telling a child that they don’t have to cooperate may actually be the key to getting them to do just that.
- [18:43] - Allison shares a trick she uses with difficult children to give them the motivation to cooperate and feel seen.
- [26:36] - “The Wild Card” is never going to sit still and they will do anything for attention. But Allison loves these kids because they make the shoot interesting.
- [28:24] - Think about the kids you have had in the past or are working with currently. Which ones are the hardest for you?
- [30:14] - A rule that Allison has is for the family not to bribe the kids to cooperate.
- [31:25] - A common mistake that photographers make is not being 100% ready to go right when the kids get there.
- [33:24] - Look at what is in front of you. If it isn’t working, move on.
- [35:13] - Avoid getting the energy amped up too soon.
- [37:40] - After a session, have a debrief with your assistant or on your own. Take down notes of what went well and what didn’t.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Sometimes the best inspiration for your business is outside our industry. In fact, some of the best ideas I’ve had for my business have been gleaned from the fashion world, the design world, even the automobile industry. If your goal is to become a luxury portrait photography brand, then you might look to other luxury brands like luxury cars and clothing.
Today’s guest is my daughter-in-law, Careesa Campbell Jones, a marketing manager who spent many years marketing for Ferrari, the luxury car manufacturer. In our conversation today, you may be surprised by some of the seemingly counterintuitive marketing strategies that have set Ferrari apart from other luxury vehicles.
- Can you walk onto a Ferrari lot and pre-order a new Ferrari? Nope.
- Will you ever see a Ferrari ad on TV? Not gonna happen.
Why does the marketing of luxury goods differ so widely from the mainstream and how can you absorb these lessons to make your portrait studio into a luxury brand?
Listen in to learn more.
In this episode, you’ll learn:
- Marketing strategies that will set you apart
- How client retention is the most important focus of a luxury brand
- Why the experience is more impactful than the product itself
Here’s a glance at this episode:
- [2:34] - Welcome to the show, Careesa! Careesa shares her background and how she wound up working in marketing at Ferrari.
- [4:42] - You won’t see a television ad for Ferrari. Their clientele aren’t watching television.
- [6:09] - Ferrari is extremely selective on the clients who qualify for pre-ordering a brand new car.
- [7:49] - Allison notes a similarity between the way Ferrari works to a luxury photography brand.
- [9:30] - Just because you don’t see the marketing, doesn’t mean it’s not happening.
- [11:22] - Ferrari is in the business of providing an experience.
- [13:04] - The salespeople at Ferrari hold themselves to a higher standard.
- [15:29] - Careesa explains how marketing events work at Ferrari.
- [17:01] - Do not run ads to clients you don’t want.
- [23:18] - You don’t want to exclude people, but you want to attract the people who absolutely love the brand.
- [24:56] - A good marketer won’t be selling a product. They will be offering a solution to a problem that leads a buyer to their product. But luxury brands might be different.
- [27:18] - It can take time, but you should have a vision of what your ideal client is.
- [29:11] - Once you build this brand, then the focus changes to client retention. This is Careesa’s favorite part.
- [31:28] - Family portraits can be stressful. Make the experience something to look forward to.
- [33:16] - Allison shares the impact of having an experience curated for her during a photoshoot.
- [36:02] - The prep work is really important. What can you give them during the consultation to get them excited to come back?
- [39:56] - The luxury brand focuses on client retention.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
How often do we get in our own way?
It happens all the time, especially as a photographer.
- We look for inspiration from other photographers (a little too much)
- We make changes based on trends instead of our gut (“What’s everyone else doing?”)
- We get stuck in a rut because we don’t slow down long enough to be intentional about our work and how we are doing or delivering it to our clients
We do all of this when what we really need to do is erase the board.
Erasing the board is a concept from the brilliant minds of Gregory and Lesa Daniels who have had a thriving, successful photography business for many years. Through the years, there have been many iterations of their business and each time they’ve needed to pivot and make a change - they “erase the board;” starting over, if you will from a place of “what if?”.
They’re currently entering a new phase of their lives (hello grandkids!) but they still love what they do. So they have a decision to make, keep working the same way they always have, or reimagine their schedule and their lives to incorporate what is most important to them both at work and in their personal lives.
If you are a portrait photographer trying to figure out how to keep paying the bills with your work, while maintaining some personal freedom, this conversation is exactly what you need.
In this episode, you’ll learn:
- How to give yourself permission to dream about what’s possible.
- When to slow down and erase the board.
- Why you should look outside the industry for inspiration.
Here’s a glance at this episode:
- [2:51] - There have been many iterations of Gregory and Lesa’s business. They share some of the things that go into making decisions to change.
- [5:38] - For Gregory and Lesa, a lot of the changes they’ve made in their business have lined up with their kids.
- [7:39] - The shift from weddings to portraits is very common.
- [8:43] - You have to give yourself time to dream about a change.
- [10:50] - There are some questions to ask yourself when you feel the itch to make a change.
- [12:01] - What would it look like if it could look different?
- [15:54] - The first step is to just give yourself permission to dream about what is possible.
- [17:09] - You don’t dream and then make a massive change. You need to learn the skill before implementing something.
- [21:22] - While maybe you sell one or two things, you can offer many other things that you don’t have to market.
- [25:21] - Clients have been trained to only want 8x10s and 5x7s. We need to open their eyes to what is possible.
- [31:32] - Gregory and Lesa explain how their dreaming turned into making a change.
- [34:08] - The vision doesn’t have to be completely clear before you start to create it.
- [36:08] - When making big decisions, there are a lot of things to consider. It has to clear a lot of “gates”.
- [39:20] - Your brand really comes first.
- [41:56] - Your brand is built by what you know. But you can intentionally decide what you want your brand to become.
- [43:28] - You can give yourself permission to stop and start over with your brand in mind.
- [45:57] - When you erase the board, you aren’t erasing yourself.
- [48:04] - To find inspiration, you need to look outside the industry.
- [50:03] - With the busy season coming up, take the time to dream now.
- [53:07] - Gregory and Lesa share the changes they have come up with to ensure that they have time for the things they love and their grandkids.
- [56:54] - After dreaming about their “hibernation,” they had to figure out all the little things.
- [60:09] - The key is to be intentional.
Links and Resources:
Gregory and Lesa DanielWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler Jones
Website | Instagram | LinkedIn
As human beings, we all struggle with our fair share of self-doubt; but when it comes to running our businesses there are so many more areas for those doubts to creep in. Whether it is doubting your work, your pricing, or in the case of today’s podcast guest, facing an uncomfortable situation with a client, self doubt can paralyze us and cause us to act in ways that aren’t in our best interest.
Ways like:
- Getting Defensive
- Shutting Down
- Over-explaining
- Discounting out of Fear
Or a host of other, less-than-helpful reactions that, if not checked, can put our businesses in jeopardy.
Kerra Fischer has been a solopreneur with a thriving portrait photography business for 10 years. She is also a member of our MindShift community. She is intelligent, kind, and asks great questions. Kerra joins us today with a client dilemma and she’s agreed to let me do some one-on-one coaching to help her move forward.
In our conversation Kerra opens up about a situation that she knows she needed to handle differently but didn’t have the right words at the moment (sound familiar?).
Even after 18 years in business, even after refining my process over and over again, I STILL run into client conversations that set me back and make me question myself.
How I move forward is to process those interactions afterward. I replay the situation, try to diagnose the problem and analyze how I might have done it better so that, next time, I HAVE the words and I’m prepared.
In today’s episode, Kerra and I will role play scenarios together and discuss common problems that hold us back and how to overcome them. I hope you find something helpful for your own client interactions. Let’s do the Rework!
In this episode, you’ll learn:
- Ways to explain how changes you are making benefit the client
- Strategies to use in uncomfortable conversations
- How to prepare for or prevent difficult client interactions
Here’s a glance at this episode:
- [2:24] - Welcome to the podcast, Kerra! Kerra shares a bit about herself and her business.
- [3:38] - Kerra asks fantastic questions because she is willing to say that she doesn’t know the answer and wants to learn.
- [5:29] - One of Kerra’s great existing clients who hadn’t had a session in a long time received a call to set up a session time, but it was after some business changes.
- [8:15] - In this situation, she didn’t have the confidence and the right words to reassure the client.
- [12:18] - Because this client is one that she already has an existing relationship with, Kerra was very concerned that she upset them.
- [14:31] - Allison and Kerra do a roleplay scenario to provide options on what could be said to help the situation.
- [18:40] - When it comes to changes, existing clients may not see the benefit to them.
- [20:49] - Allison shares that she is quick to want to make changes, but has to slow down to see what the possible consequences are.
- [22:50] - In this situation, Kerra feels uncomfortable because she reached out to the client and then proceeded without letting them know of the changes.
- [28:13] - Allison and Kerra do a roleplay but this time they act as if Kerra had communicated the changes.
- [31:47] - The client doesn’t care about why you made the changes. The client cares about how it benefits them.
- [33:50] - Get the client exactly what they want and quote them for the things that are not important. They may come back and get more later.
- [36:16] - Good clients will stay quiet.
- [37:18] - When we talk too fast and we’re trying to gloss over, it feels very shady.
- [39:29] - When you’re not 100% sure of what you’re going to say, your lack of confidence will come across as sales-y and shady.
- [42:32] - It will mean a lot to the client to notice their discomfort and address the concerns.
- [45:10] - Most portrait photographers are solopreneurs and it can be lonely. The Mindshift membership is a great way to connect and learn.
Links and Resources:
Kerra FischerWebsite | Instagram | Facebook
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
There is no lack of photography education in this world. You can find just about anything on YouTube, TikTok, Instagram, it’s all there for the viewing. Sometimes it feels like everyone has a class or a tutorial to sell you– so when you want or need to learn something new, how can you possibly wade through it all to find what you need? And, more importantly, who can you trust?
Today’s guest has some answers for you. Angela Kurkian is the Director of Education at Professional Photographers of America and is not only a passionate advocate for business education, but has been in the trenches of portrait photography for decades.
We will discuss the best, FREE, resources for business education out there and Angela will share the most common mistakes and myths that have so many photographers stuck instead of moving forward.
Don’t let the confusion and overwhelming search for education slow you down. Angela has all the resources you need, no matter how long you’ve owned your business, in business foundations and beyond.
In this episode, you’ll learn:
- How to find valuable business education opportunities for free.
- Why business education is so important for portrait photographers.
- How to determine the skills you need to improve upon.
Here’s a glance at this episode:
- [3:48] - Angela has been a member of PPA since 1994 and has seen a lot of change in the industry when it comes to education.
- [5:52] - There are so many different types of education on many topics. It is best to layer different types together.
- [7:13] - Start with PPA for business education. A good mentor is very impactful.
- [9:48] - Angela ran a business for 22 years but didn’t learn how to effectively run a business until 7 years in.
- [12:12] - Once you can see the benchmarks, it is so much easier to understand.
- [13:48] - Allison shares how she started learning through PPA.
- [15:03] - Portrait photography is an amalgamation of manufacturing, a service, and retail.
- [16:48] - It is such a mindset shift to learn that your time is valuable.
- [19:06] - Photographers create the experience. You cannot separate the experience from the image.
- [20:59] - Get out of your own way. It’s not that your clients don’t value you. It’s that you don’t value your own time and work.
- [22:23] - YouTube videos are great for some things, but the business foundation is important to build.
- [25:27] - PPA offers great classes on all of the business foundations and they are all free.
- [27:23] - No matter how long you have been in business, these foundations and fundamentals need to be learned and looked at every year.
- [30:16] - Notice what you know you are good at but areas that need to improve. Look for the education opportunities in those areas.
- [33:49] - Angela describes some success stories of photographers who have gone through the courses that would improve their business.
- [35:36] - Allison went from thinking she needed to toot her own horn to bragging about her clients.
- [39:39] - Look at PPA’s website and take a look at the vast amount of resources, specifically the PPA Business Guide.
- [42:01] - Angela describes the lessons she learned in taking a break.
- [45:03] - What do you really want?
- [47:50] - You can learn so much theory, but you have to actually apply it.
Links and Resources:
Angela KurkianPPA Website | LinkedIn | Email
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Welcome friends to Season 3 of The ReWork Podcast! It’s that time of year again, time to dig back into your business and make this the best holiday season yet. And today’s topic is meant to help you do exactly that. It also happens to be one of my favorite topics - Client Consultations.
First of all, are you providing clients with a consultation?
If you are, how are they working?
What’s not working?
I would submit that there is NOTHING in your business that can impact your success more than making small, but important changes to how you conduct your client consultations.
This is an area of my business where I spend a lot of time finessing, evaluating, reworking, rethinking, and reflecting on how I can make them more effective for my clients and for our business.
We know that building relationships equates to the best experience and creates clients that keep coming back (and tell others). The consultation is another opportunity to do that and establishes the trust you and your clients need to make the most of your time together capturing the perfect image.
Listen in as I tell you how we’ve ReWorked our Client Consultations.
In this episode, you’ll learn:
- Why you should be doing consultations–but for REAL!
- Points you MUST cover with your clients to get on the same page.
- Tell-tale signs that your current consultations need some tweaking.
Here’s a glance at this episode:
- [3:03] - Consultations establish trust with clients through transparency.
- [4:02] - We don’t want clients to be blindsided and surprised by anything in the process.
- [5:06] - How do you know if your consultations need some tweaking?
- [7:04] - When more money is being spent, clients need more time to understand and decide.
- [9:19] - Consultations also become more collaborative and less salesy.
- [10:46] - A client’s opinion of a consultation comes from your presentation of what it is and why it's important.
- [12:53] - In the first phone call, we set the tone for each appointment.
- [14:23] - Virtual consultations are an option as well and can be productive if the client is not distracted or multi-tasking.
- [15:50] - What are the goals of a consultation?
- [17:56] - Defining the scope of work during this time is extremely important.
- [21:30] - Learn about the ATJ Game Plan Booklet.
- [23:15] - The mistakes Allison makes now in consultations are different from the ones she made in the beginning.
- [24:23] - The first phone call is not for the details. That is what the consultation is for.
- [26:17] - A big mistake is not talking about price at all.
- [28:39] - Another common mistake is talking too much about how and not what.
- [30:54] - Different clients have different questions that need to be cleared up. The consultation is the time to answer these questions honestly.
- [33:21] - Commitment is hard and most people will delay big decisions.
- [34:27] - “Is that going on the wall or is it going in an album?”
- [35:31] - Another mistake is not listening for qualifiers and minimizing language.
- [37:25] - In Allison’s experience, she has never had a client go away angry because she was honest and transparent with them.
- [39:02] - What if they cancel? Some of them will, but without exception, they will thank you for your time and realize what you do as special.
- [40:59] - Starting consultations this way can be scary and it’s easy to fall into common mistakes. But a good consultation is an absolute game changer.
Links and Resources:
Do The ReWork Website | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
For the last episode of Season 2, we have none other than our own Kaitlyn Beagley, Client Coordinator extraordinaire at Allison Tyler Jones Photography. Since her start with ATJ in 2021, Kaitlyn has taken the client experience to a new level and continues to amaze me with her creative ideas that make every client feel special and confident.
In our conversation today, we talk about a wide range and variety of ways we surprise and delight our clients at ATJ. Many of these initiatives are super simple to implement and can make a world of difference in the client experience.
In this episode, you’ll learn:
- Ways to make clients feel special with VIP treatment
- Initiatives that get clients back in the door without feeling pressured
- How to create a memorable experience for the whole family
Here’s a glance at this episode:
- [2:05] - Kaitlyn started working with ATJ in 2021 but began as a client.
- [3:07] - When she began working in the studio, she thought she had a good idea of what the process was like, but she learned what happens in the background.
- [4:35] - Kaitlyn describes the learning experience when it comes to calling clients to get them back in for portraits.
- [6:11] - The main challenge for Kaitlyn is discussing scheduling with some clients who don’t realize the value of their own time.
- [7:40] - One way Kaitlyn goes the extra mile for clients is to know the schedules of the schools in the area and when families might have weekdays available.
- [9:03] - A recent initiative at ATJ Photo is texts sent to clients to update them on the status of their portraits.
- [11:09] - At ATJ Photo, Kaitlyn makes sure clients have VIP treatment with their own special parking spot and even refreshments.
- [13:33] - The second clients walk in, their confidence is boosted and the whole process is going to be great.
- [14:43] - Kaitlyn also asks parents questions about music their children like and creates a fun environment.
- [18:07] - Since Kaitlyn has started at ATJ Photo, she has added candy and treasure box items for kids that make them feel special and proud after their sessions.
- [21:09] - It is okay to reach out to clients a couple of times. Life is crazy.
- [22:45] - Overcommunicating is not a problem.
Links and Resources:
Do The ReWork Website | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Squishmallows
Zipper Bracelets
Slime Balls
Waterbottle Stickers
Bouncy Balls
Invisible Ink Pens
Mini Rubix Cubes
Candy Bar Assortment
Mentos
Zotz
Milk Bones (for dogs)
Mini Playdough
In our third, and final, episode of our Dad Series: What Real Men Think of Family Portraits, we are joined by another family man sharing his love for the artwork that adorns the walls not only in his home, but in his office as well (in a BIG way).
As you’ll hear in our conversation, Bob Cunningham is first and foremost a family man, but he is also the CEO of a commercial truck dealership that serves most of the western United States. With such an important role in the company, Bob has taken a unique approach and filled the walls of his office with continuously updated family portraits. In fact, these portraits have become so important to him that he is the driving force behind making sure they are updated and scheduled every year. And with 5 children and 21 grandchildren, you can imagine the project he undertakes to make it happen.
Listen in to our brief conversation about what portraits mean to him personally, but also, how portraits in his office project a message that is on-brand for his business as well.
In this episode, you’ll learn:
- A unique perspective on using family portraits in an office
- How family portraits are impactful for large families
- Ways to design a gallery wall in different environments
Here’s a glance at this episode:
- [02:23] - Bob is the main driving force of family portraits and he actually gets some pushback.
- [3:36] - What is paramount for Bob is that his family portraits are displayed in his office which is very important to him.
- [5:09] - With a large family and with family members living out of state, it is chaotic to get portraits done, but it is wonderful to have everyone together.
- [6:54] - One thing that sets the Cunningham family apart is something unique they do in their gallery wall.
- [8:31] - Even with the pushback from some family members, the result is worth it to everyone.
- [9:53] - Having a family gallery wall in his office is unique and many clients and customers take notice.
Links and Resources:
Bob Cunningham Website | Instagram
Do The ReWork Website | Instagram
Allison Tyler Jones Website | Instagram | LinkedIn
In my opinion, the greatest compliment a man can receive is that he is a family man. And that is certainly true of today’s guest, Tommy Stapley, who is our guest for Part 2 of our Dad Series: What Real Men Think of Family Portraits.
Tommy Stapley is a real estate developer by trade, but a dad and family man at heart. This has made him an absolute lover of family portraits. Not only that, but he has also become an ambassador for ATJ! Many clients have booked sessions based solely on his recommendation.
In our effort to continue answering the question: “How do you get dads on board for family portraits?” You’ll get so many good ideas from Tommy because he is 100% on board every time and in this episode you’ll hear what he has to say about why family portraits are important to him.
In this episode, you’ll learn:
- How preparation can make all the difference
- The impact of a gallery wall in your home
- What is important to dads when it comes to family portraits
Here’s a glance at this episode:
- [02:11] - Tommy shares what he does as a real estate developer.
- [03:39] - Even when he’s not as excited about photos as his wife, Tommy is always on board because it is something important to her.
- [05:24] - Growing up, family portraits weren’t on the wall.
- [06:24] - Tommy’s wife was prepping him for years in going to ATJ for the more expensive artwork she wanted. He describes the experience.
- [07:37] - The preparation Allison did for the session made the experience fun and personal.
- [09:03] - Tommy doesn’t miss a year for portraits, but doesn’t always work exclusively with ATJ. They like the variety and use ATJ for milestone artwork.
- [11:49] - Their gallery wall is a conversation piece in the home that everyone is drawn to.
- [13:06] - Tommy shares the story of a friend who he “gave the hard sell” to.
- [14:38] - Women are typically sold to through their emotions, but ATJ doesn’t like to work that way.
- [15:49] - The impact is hard to describe, but family portraits have been and will continue to be very important to Tommy and his family.
Links and Resources:
Tommy Stapley Website Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
“How do we get the dads on board?” “How do you handle the grumpy husbands?” “What if Dad decides to tank the sale?”
Historically, dads aren’t as excited about family portraits as moms are. Perhaps it’s because they weren’t the ones to plan the session and are likely the ones that will be most concerned about the bill.
Maybe it’s because their wife has been ordering $3M worth of clothing over the last month and stressing about every detail involved with the photo shoot.
Luckily, we have some great dad clients that not only love their portraits, but are even the driving force for their family scheduling them and seeking the service. Unicorn Dads! Let’s find out directly from the horse’s mouth how we can better serve the entire family and get dads on board with the process.
Today is the first of a series of episodes to learn what real men think about family portraits. Kicking off the series is Dr. Ben Larrabee, an orthodontist, fellow business owner in our community, and ATJ client. He has so many pearls of wisdom that will surprise you, because what could orthodontics and photography ever have in common? Turns out, quite a bit!
In this episode, you’ll learn:
- How to appeal to dads during family portraits
- What to consider when talking to the whole family
- The lasting impact your work has on families
Here’s a glance at this episode:
- [03:37] - Dr. Larrabee shares his background and what he does in his community.
- [05:01] - For Dr. Larrabee, he wants to love everything he does, even down to the photographer he uses.
- [06:07] - Historically, men don’t seem to care about family portraits. Moms are usually the ones seeking the service.
- [08:10] - The best clients (and patients for Dr. Larrabee) are the ones that ask questions and trust the process.
- [09:36] - Dr. Larrabee not only loves the photography, he shares why he appreciated the service of placing the art on the wall in the perfect size.
- [10:50] - His family portraits remind him that time is moving quickly and gives him the opportunity to appreciate memories.
- [12:57] - Try to flip it. If you are the client coming in, what do you expect as a consumer?
- [14:06] - Dr. Larrabee shares how he handles clients who are not willing or unable to pay for the service he provides.
- [16:22] - Everyday is a good day when you are doing something you love.
- [19:32] - Relationship building is not only important but it's amazing when you see these families grow.
- [21:26] - Oftentimes, dads get involved when it comes to the bills. Dr. Larrabee shares his advice for getting both mom and dad involved.
- [22:58] - Try to never judge and stereotype.
- [25:03] - Dr. Larrabee describes what his family portraits mean to him and his kids.
Links and Resources:
Do The ReWork Website | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
This episode features the most special guest we’ve ever had on the show, my husband, Ivan Jones. Beyond being the kindest man you’ll ever meet, he is also extremely smart and he brings so much to our business that I never would have been able to achieve on my own.
Ten years ago, Ivan left his career in manufacturing and came into our portrait studio full time. Over the last decade, we’ve learned how to work with each other and still stay married. We’ve learned how to play to our own strengths and get out of each other’s way (the key is separate offices).
Even if you never intend on working with a spouse or partner, listen closely, because the tips and tricks to making a relationship work in a business applies to hiring and working with employees as well.
In this episode, you’ll learn:
- How to play to each person’s strengths
- What changes to make if something isn’t working
- The benefits of working with your spouse
Here’s a glance at this episode:
- [02:47] - Before coming into the studio, Ivan worked in manufacturing.
- [04:27] - When blending their families together, it was almost impossible to schedule time together working in two different industries.
- [06:19] - You’re going to want each person to contribute with their strengths to the business and not have redundancy.
- [08:30] - Ivan shares the tasks he works on in the business that play to his strengths.
- [10:01] - In the beginning, Allison didn’t value Ivan’s strengths because he didn’t do things like her. But having someone who sees things differently is important.
- [11:40] - As a solopreneur, you don’t usually see your flaws.
- [13:43] - Whoever is going to be using a program the most between business owners, needs to be the one to make a decision.
- [14:56] - What is The Pumpkin Plan?
- [17:44] - Another one of Ivan’s strengths is seeing the big picture.
- [19:59] - Separate offices are better for Ivan and Allison.
- [21:12] - One thing to consider before working with your spouse is to have time that is separate.
- [22:26] - Make sure you are cross training other employees. Don’t let it just be one person that does specific things.
- [25:17] - Ivan uses the skill of backwards scheduling learned in the manufacturing industry in the studio.
- [27:58] - Taking the time and going through every process in the business to understand the time each task takes changed the way they work.
- [30:18] - Ivan shares the strengths Allison has that makes the business unique.
- [33:01] - Working with your spouse can be amazing, but take the time to learn ways to support each other and what your strengths are.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If you’ve ever found yourself in a group of photographers talking shop, it won’t take long for you to hear the common “That might work for you, but it won’t work in my town.” Sometimes we find ourselves in the company of those kinds of people and, honestly, sometimes we are those people; believing that success can happen for everyone but us.
Today’s guest proves that success is within reach. Even if you live in a less populated area of the country. If portrait success can happen in Billings, Montana, then it can happen anywhere. Rudi Marten is the second-generation owner of Clark Marten Photography in the sparsely populated city of Billings and in today’s episode, he shares how he was able to take his parent’s small, home-based business to a stunning high-end studio and industry powerhouse.
This is the inspirational story of the Marten family’s portrait business and what Rudi is doing as he takes the next generation of Clark Marten in a completely new direction.
In this episode, you’ll learn:
- Core values that have shaped Clark Marten Photography
- The influence portrait photographers can have on their clients
- How to shift to high end and high volume (you don’t have to choose!)
- What marketing looks like in a small community
Here’s a glance at this episode:
- [02:45] - Rudi’s parents are now fully retired and he purchased the family business from them. Rudi shares the beginning of the studio.
- [04:26] - The studio space is designed to be something completely different than what people in the community have ever seen, but still felt intimate.
- [05:46] - Initially, the business wasn’t designed to make a lot of money, but Rudi’s mom changed that.
- [08:10] - Rudi never intended to take over the business, but he fell in love with how photographers can make people feel.
- [10:50] - Rudi describes the changes made to the business in the last couple of years.
- [13:08] - The brand can continue without the main person starting it.
- [14:50] - Photographers have a unique opportunity to make people feel beautiful and confident.
- [16:41] - Price did not change, but with the hiring of multiple photographers, they are also high volume.
- [18:07] - “What did we accomplish today and who did we influence?”
- [19:53] - With a small market, marketing might look a little different to Rudi’s business.
- [22:01] - All of it comes down to how to get appointments on the calendar.
- [23:12] - There are resources available and some things to learn when it comes to starting a Facebook funnel.
- [24:40] - More leads are not going to help you if you don’t continue to talk to the clients you already have. Start with them.
- [26:20] - What does Rudi look for in a person when hiring for someone to communicate with clients over the phone and book clients?
- [27:50] - Rudi emphasizes that this isn’t just a sales call. This is influential work.
- [28:56] - Reviews are important. Rudi shares the ways they follow up for them.
- [30:57] - Using a session fee strategy, they were able to change to an indoor model.
- [34:08] - Rudi describes the initiative in cutting session times down just by a few minutes and how much it has boosted productivity.
- [37:11] - It’s important not to change everything all at once. Start small and change things bit by bit.
- [42:07] - No matter what, you’re going to have pushback from someone.
Links and Resources:
Rudi Marten Website | Instagram
Do The ReWork Website | Instagram
Allison Tyler Jones Website | Instagram | LinkedIn
We’ve heard that seeing is believing. But in the case of today’s guest, Allison Gallagher, believing is seeing.
For years, Allison ran, what she thought was, a sustainable business. But as she continued to learn and level up after becoming a Mindshift member she says, “I was doing but not believing. My mindset didn’t keep up with the growth.” Allison sits in the hot seat today and keeps it real with us as she continues to work on believing in the value she provides to clients.
Allison is the portrait photographer behind Allisonanne Studios in Hammonton, New Jersey. She recently received a challenging question from a client that we can all relate to and is seeking some guidance on how to manage the situation. So the format of this episode is a little different and you are going to learn so much through our conversation.
In this episode, you’ll learn:
- How to step out of “convincing energy” through convincing yourself
- The value you provide to clients starts with you
- How to effectively communicate your value
- When it is best to say no to taking a client
Here’s a glance at this episode:
- [03:16] - Allison has been in business for 16 years and describes what she specializes in.
- [04:15] - Recently a client has asked Allison for a generational session but only wants an 11x14.
- [05:54] - We get to decide what kind of business we’re running.
- [07:44] - Generational sessions are more costly and with the amount of work involved, it probably isn’t worth it for just a couple of framed photos.
- [09:31] - ATJ describes how she organizes and gets things in order during a pre-production phase of a generational session.
- [10:53] - The first thing out of a client’s mouth isn’t typically what they want. They say what they want based on what they know.
- [13:20] - A lot of times we feel defensive when we’re asked a question, especially when it comes to cutting costs.
- [15:10] - When things change and we want to become defensive, we need to take a step back and have a conversation.
- [17:01] - Don’t take on the things you don’t see the value in or you know isn’t the best for your clients.
- [19:43] - Clients are not problem aware. It is our job to educate them.
- [21:18] - ATJ gives a possible answer to Allison’s client question. Do you really want to spend that much money on just an 8x10?
- [23:54] - Look at problems with the client focused mindset.
- [26:20] - You have to believe that you are serving the client to the best of your ability and if what they want is not the best use of your value, you might have to say no.
- [27:41] - Our brains want to tell us all the reasons why a client would say no to something, but you can find the evidence that they’ll say yes.
- [31:09] - We don’t have to get the point of being beaten down to set boundaries and build the business you really want.
- [34:10] - Clients ask questions because they trust you.
- [36:18] - Allison admits that she feels like she doesn’t add enough value for what she charges. But ATJ thinks she has the value but needs to communicate it.
- [38:44] - What is convincing energy and how can we change it by convincing ourselves?
- [43:09] - You weed out clients who don’t want your service by simply communicating what you offer.
- [45:52] - Think about the ways you can make something work even when your brain is trying to show you negative evidence.
- [47:53] - If there is anything in your life you are not happy with, change is possible. It all starts and ends with our thoughts.
Links and Resources:
Allison GallagherWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
It is officially the time of year where we’re thinking about spring cleaning! And that doesn’t just mean for your home.
The same goes for your business and maybe you’ve been thinking about making some changes. There’s no one better to talk about this than Tom Muñoz.
Tom has been a distinguished wedding photographer since the age of 16 and is a part of a long line of incredible photographers. Tom began learning at the age of 7 and now, he and his team are some of the highest awarded wedding photographers in the world.
Today, Tom brings us the energy and positivity we need to confidently reinvent our businesses by keeping things fun. He discusses new products, how Muñoz Photography keeps their teams competing with each other in the best ways, how they analyze everything, and how they’ve managed to stay on top for 90+ years.
In this episode, you’ll learn:
- How to stay relevant in your market
- To stop worrying over things you can’t control
- Minor and major changes you can make to reinvent the business
Here’s a glance at this episode:
- [03:12] - Tom shares his background and how the family business began.
- [05:49] - Tom’s mentors are among some of the best in the world.
- [07:31] - The internal culture of the studio is to be the best and competing against yourself is the biggest driver of growth.
- [09:20] - Being a good leader is being a better servant.
- [10:38] - It’s better to have people work on the business than in the business.
- [11:10] - Tom describes the senior portrait sessions and how using video increased clients booking them.
- [13:10] - Tom shares the pros and cons of the older software they used and what they use now.
- [14:37] - The workflow works for Tom’s large scale business and streamline processes will work for you as well.
- [16:26] - Because of Covid, a lot of wedding photographers did not survive or treat their clients well.
- [18:47] - There are different parts of photography that are easier to train and grow but when it comes to the high end wedding event market, it’s different.
- [20:07] - If you are committed to continually learning, that’s how you get to the high end bookings.
- [22:41] - There isn’t a single editing service or company that is good enough by itself. It’s about the people dedicated to the work.
- [25:01] - Rather than chasing something tangible, chase being a better version of yourself.
- [27:56] - It can be easy to become complacent, but getting to the next level is to do your absolute best work every time.
- [30:49] - Is there anything you can do to change something?
Links and Resources:
Tom Muñoz Website | Instagram
Do The ReWork Website | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
The definition of a sustainable business might be:
- we’re making money
- our bills are paid
- we’re feeling fulfilled.
But the true test of sustainability is challenging times. It might be global (pandemic anyone?); it might be national (economic uncertainty); or it might be personal adversity in our lives.
Today’s guest, Tania Gaylor, is no stranger to adversity of many kinds in the last few years, but through it all she has built a business that has sustained both her and her family through the ups and downs and has given her the opportunity to have the space she needed to heal.
Tania is a member of our Mindshift Membership community and a student of The Art of Selling Art course. She is a portrait photographer in Australia and has owned her business for 15 years. She maintains that through strong relationship building and caring for herself and her clients, her business has stayed afloat when she needed it the most. I know you’ll find so much inspiration here.
In this episode, you’ll learn:
- How to build a sustainable business through relationship building
- What adversity can do to your business
- What to do in uncomfortable situations with clients
- How to care for yourself when you need the space
Here’s a glance at this episode:
- [03:53] - Tania runs a portrait studio out of her home in Australia.
- [04:36] - At the moment, Tania is working her business part time after experiencing very challenging years.
- [06:38] - Through the relationships she built with her clients, they understood that Tania needed time and space.
- [09:05] - Tania attributes her success in building a sustainable career even when times were tough to treating her clients like friends.
- [10:47] - Sometimes it feels hard to charge for things you love to do.
- [12:22] - Tania shares that for a while, she did not take new clients, but started to connect with other people through shared emotions.
- [13:13] - Tania describes an uncomfortable situation she experienced as a business owner.
- [16:57] - There will be times where it is tempting to break your own rules, but Tania explains what she should have done differently in her situation.
- [19:53] - It’s impossible to over communicate. Reiterate and review everything you tell your clients to avoid misunderstanding.
- [22:18] - It’s all about caring; caring for yourself and your clients.
- [23:18] - Tania’s recent difficult time could have destroyed her business, but she built something that was sustainable through it all.
Links and Resources:
Tania GaylorWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
You’ve heard the old saying that nice guys (or girls) finish last.
Today’s guest is proof-positive that that is a myth.
I’ve noticed that portrait photographers, in particular, are creative individuals and most are overwhelmingly kind and sensitive.
Trying to always be “nice” can set us up to be taken advantage of when trying to run a business. Difficult experiences then leave us feeling frustrated, and they can harden us from being our true selves with our clients because we go into self-protect mode.
Every now and then, I meet a sensitive soul who, instead of letting the hard knocks make them tough, has, instead, turned their kindness and sensitivity into a SUPERPOWER. Today’s guest is Nadine Priestley, a portrait photographer working in Silicon Valley, California.
When Nadine isn’t photographing families and children, you’ll find her in the C suites of tech companies photographing editorial or commercial work of high-powered executives and she’s equally comfortable in both scenarios.
It hasn’t all come easy and she’s had some challenges along the way, but whether she is working with a CEO or a toddler, Nadine has learned to stay true to herself, her brand and her business while keeping her kindness and sensitivity intact.
I know you’ll find inspiration in her story.
In this episode, you’ll learn:
- The value of the services you offer is more than a pretty photo.
- How consultations change the way you interact with clients.
- The level of joy that you and your clients experience with relationship building.
- How to handle tough situations while staying true to yourself.
Learn what to say so clients get what you do and why they need you with Allison Tyler Jones. Register now for our free masterclass: ReWork Your Words
Here’s a glance at this episode:
- [04:34] - Welcome, Nadine! Nadine shares her background and a bit about herself.
- [05:54] - Soon after she started her business, she realized her passion for connecting generations.
- [08:41] - Clients don’t always feel good about their appearance, but Nadine’s empathy makes them feel comfortable.
- [10:01] - We live in a very complex world, but when families make time for photos, they are slowing down to have a memorable experience.
- [11:25] - Nadine admits that she has always been a good business person for others, but she learned how to see bigger and value what she, herself, was providing in her own business.
- [12:27] - When she valued her services and priced her work appropriately, she saw huge changes in her business.
- [14:02] - Don’t let anything get stale.
- [15:54] - Nadine shares some of the joys she experiences with repeat clients.
- [16:51] - Having a consultation ahead of time is a game changer for Nadine.
- [19:40] - Kind people can be taken advantage of. Nadine tries to eliminate any surprises and is always on a journey in communicating clearly.
- [21:34] - Sometimes clients experience sticker shock because they haven’t had enough time to get used to prices. We have to prepare them upfront.
- [23:35] - Nadine feels that the area she is working on getting consistently better is her website and social media.
- [25:43] - We gravitate toward what we know and love.
- [27:05] - Nadine suggests finding out exactly how much time you have with somebody so none of it is wasted.
Links and Resources:
Nadine PriestleyWebsite
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Debbie McFarland wears many hats. She’s a portrait photographer, she runs amazing Teen Empowerment Workshops, and is the founder of Sparks of Kindness, an online community whose goal is to make the world a kinder place. Oh, and she has also raised six kids (nbd)!
As a fellow artist, you can probably relate to having this many irons in the creative fire. Most photographers I meet have multiple projects, both personal and professional, going at the same time and Debbie is a perfect example of that.
For years, Debbie saw these different interests as separate from one another. What did her FB group have to do with Teen Empowerment? How did raising a pack of great kids impact her work as a portrait photographer?
Recently, Debbie’s world was rocked (in a good way) when she had the realization that what all of these projects had in common was HER!
Her heart for kids (especially teens); her love of spreading kindness (to self and others) and her passion for authentic portraiture. She wove all the threads together in a way that has made her heart, soul, and business whole and happy in a way she didn’t know was possible and I can’t wait for you to hear how she did it.
As a business owner for 25 years, Debbie shares that she is more excited and passionate than ever about her business because she has incorporated her whole heart and soul into every part of her business; creating a brand that stands out in her community. These eye-opening experiences have taught her the value in being herself. Louder.
In this episode, you’ll learn:
- How our self-worth impacts our business.
- The reason many photographers throw in the towel before seeing success.
- The importance of community building and helping others see their value.
- How you can amplify exactly who you are.
Here’s a glance at this episode:
- [02:41] - Debbie begins describing her journey raising 6 children and owning a business for 25 years. She has a lot of new projects underway that are making a huge impact.
- [04:10] - Through her experience, Debbie has seen a lot of change in the industry.
- [05:43] - Because of the shift to digital photography, Debbie saw a decline in sales.
- [06:41] - Debbie shares the last straw for her and her initial thoughts of throwing in the towel.
- [08:42] - She always had a consultation process but in the beginning, the discussion wasn’t about the plans for where it will be in the home.
- [11:51] - There is an evolution to how we run our businesses. We try different things and incorporate bits and pieces of what works.
- [13:45] - We make tragic decisions when the industry changes.
- [15:42] - Debbie shares an eye opening experience that proved the importance of showing people how beautiful they are.
- [18:07] - Portrait sessions are an experience worth remembering.
- [19:13] - Debbie explains the Tween Empowerment Workshops she hosts.
- [20:58] - You are not just taking photos. You are solving so many problems for this family.
- [22:36] - The real value is that you show people their own value.
- [24:12] - Debbie admits that she struggled with finding a niche, but she learned that she needs to just be herself and the niche follows.
- [25:44] - We can only be ourselves.
- [26:57] - Amplify exactly who you are.
- [29:05] - When we see something that works for someone else, we think of the reasons we can’t do the same thing.
Links and Resources:
Debbie McFarland Website | LinkedIn
Do The ReWork Website | Instagram
Allison Tyler Jones Website | Instagram | LinkedIn
At some point, many wedding photographers feel the itch to transition from events to shooting portraits instead. Maybe they want their weekends back. Maybe they are burnt out on the run and gun of the wedding business; but when you’ve built your entire brand around wedding photography, how do you make the switch?
Jeannine Pohl did it and she experienced more success than she imagined. Jeannine is a portrait photographer in Minneapolis who started her business in 2007 and formerly shot exclusively weddings and events. Enter Covid-19 and a reevaluation of her priorities forced her to change the trajectory of her business.
Over a three year period, Jeannine has transformed her business model from event-focused to portrait-focused photography and that is no small switch.
In this episode, she openly shares the mindset shifts she had to go through and the pain points she experienced along the way. As an Art of Selling Art student and a Mindshift Member, Jeannine also shares some of the critical concepts she learned and incorporated and how those changes helped her make the transition from a successful wedding photographer to a thriving portrait studio.
In this episode, you’ll learn:
- Why Jeannine (and many others) make the switch from wedding photography.
- How to find creative fulfillment (instead of fear) when trying something new.
- The pain points in making a major business model change.
- What mindset shifts were essential for her success (2022 was her best year yet!).
Here’s a glance at this episode:
- [2:07] - Jeannine was a wedding photographer for many years but Covid changed the way she does business.
- [3:37] - Wedding pricing was completely different and selling portraits turned out to be a challenge for Jeannine initially.
- [4:51] - With weddings, clients knew exactly what they were getting due to a contract with Jeannine’s offerings.
- [6:20] - Comparatively, weddings have a specific date. But with portrait sessions, it’s easy for clients to procrastinate unless the photographer creates the parameters.
- [7:59] - Another change for Jeannine was finding creative fulfillment in portrait photography.
- [10:01] - Jeannine executes newly learned skills very quickly.
- [11:58] - Initially, Jeannine needed to do a lot of money mindset work on herself before making major changes to what she offers.
- [14:09] - There are some things that are a pain in the beginning and you can learn better ways of doing things.
- [16:01] - Sometimes you don’t know there’s another way of doing things until you seek education.
- [17:53] - Jeannine describes the difference between her discovery calls for weddings and the consultations for portraits.
- [19:16] - The visual slideshow created for clients to see is also helpful for photographers to stay on track.
- [20:46] - Jeannine’s project this year is to change software which also creates some change within her own business systems and processes.
- [21:33] - Education is key and through working with Allison, Jeannine learned tremendously.
Links and Resources:
Jeannine Pohl Wedding Instagram | Portrait Instagram
Do The ReWork Website | Instagram
Allison Tyler Jones Website | Instagram | LinkedIn
When it comes to the software we use to manage our business, some make our lives easier and some don’t. And whether you are a solopreneur or manage a team, new to the business or a veteran, software can make or break the systems you use to be successful.
So what software can not only streamline the business but can also help us sell? We’ve got two portrait photographers on the podcast today to talk about just that and we are discussing ProSelect, the industry standard for selling portraits; and we’ll also look at CRM (Customer Relationship Management) software and how to decide which is best for your business.
Maureen Sullivan is a software consultant and portrait photographer in the photography business for 20+ years. As a software consultant, she has helped other photographers find the right programs for their business and that’s how she met Michele Cardamone, a solopreneur portrait photographer who knew she needed something different.
In our conversation about software today, Maureen shares what is current, what people are using, what is working well, and how that will help you manage your business. And if you are like Michele, a solopreneur wearing all the hats in your business, you can learn how to streamline and work smarter, not harder. But no matter where you are in your business, you’ll learn how you can create revenue that your business needs to be profitable and sustainable and how a lot of that can be achieved using the right software.
In this episode, you’ll learn:
- The best features of ProSelect and CRMs.
- Common roadblocks for photographers in implementing new software.
- Game-changing strategies to boost sales.
- What features to look for when selecting software.
Here’s a glance at this episode:
- [03:58] - Maureen and Michelle share their background and what they specialize in as portrait photographers.
- [05:28] - ProSelect in a nutshell can do everything from sales management, presentations, and production preparation.
- [07:37] - Even if you outsource to a retoucher, you can still use ProSelect to streamline everything without the use of another program.
- [08:57] - Michele was using ProSelect but knew she could be using it more effectively.
- [10:08] - In person sales are so impactful. Digital galleries are fine, but do they serve the client?
- [11:30] - The most common roadblock for photographers in using software and implementing in-person sales is their level of confidence.
- [13:05] - When a piece of software has a high learning curve, it means it is robust.
- [15:04] - People buy based on emotion. If your sales session has room views, you are showing them the products that will invoke emotion.
- [16:40] - Michele shares client experience stories that ProSelect has helped support her in making large sales.
- [18:17] - The in-person sales component does take some preparation.
- [19:40] - Another game-changing piece for Michele is consultations.
- [21:21] - Allison lists some of the ways they use ProSelect at ATJ Photography.
- [22:55] - Maureen shares an experience with a client using room photos to envision their art in their home.
- [24:31] - Changing the way you present images as product to your clients will change the way you sell for the better.
- [28:14] - What works for one photographer might not work for another.
- [30:12] - You can work with absolutely any vendor. You are not locked in to any one vendor.
- [31:27] - When starting to use ProSelect, Allison learned one thing at a time and every year got better and better at implementing the software into her business.
- [32:22] - Michele is a solopreneur who does it all on her own. She uses ProSelect to be more efficient and thus more successful.
- [34:46] - Maureen explains CRMs and what she helps photographers find in a program that fits their needs.
- [38:08] - What should you look for in a CRM?
- [40:08] - When it comes to a CRM, you may have to use a combination of programs depending on your needs.
- [43:51] - Invoicing through a CRM is much easier and much more accurate.
- [45:36] - Once you have momentum, it’s hard to find the time to improve systems. Prepare with a foundation now.
- [47:42] - New software is not just for new business owners.
- [49:09] - Maureen recommends starting with implementing ProSelect first and start learning.
- [52:19] - Just the exercise of going through your products to put into new software is eye-opening.
Links and Resources:
Maureen SullivanWebsite | Services | Complimentary Consultation
Michele CardamoneWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Recommended IPS SoftwareProSelect IPS
CRM’s with ProSelect IntegrationPixifi 17Hats Studio Ninja Táve Light Blue Software StudioCloud
CRM’s without ProSelect IntegrationShootQ Dubsado Sprout Studio HoneyBook Iris Works
Many photographers love the IDEA of albums, but when it comes to actually selling them they find themselves lost in a sea of confusion.
Confusion about: -What album sizes to offer? -What types of cover material to use (leather or photo cover)? -What type of pages or paper?
And we all know that when there are too many decisions to make, we often make no decision at all.
And this is all BEFORE we even talk to our clients about albums, which is a whole other story!
At ATJ Photo, we love albums. It has taken us years to curate and refine our offerings and I get a lot of questions about how we sell our albums.
So, I wanted to bring an album expert onto the podcast to help you navigate your own album dilemmas. Today’s guest is Priscilla Klingler from Visionart Albums and she is going to share her hard-won expertise on how to best start selling albums in your portrait studio.
In this episode, you’ll learn how to:
- Stand out with fine art albums.
- Avoid common mistakes and misconceptions.
- Appropriately price albums for clients.
- Show your clients the power of print.
Here’s a glance at this episode:
- [02:12] - Visionart Albums are customizable fine art albums.
- [03:35] - There’s so much to choose from right now when it comes to products to sell. What makes you stand out?
- [04:28] - One common mistake with albums is cramming them with too many photos on a single page.
- [06:15] - Albums can and should be presented as the wow factor.
- [07:15] - People don’t know where to start and they won’t order albums without guidance. Get a studio sample to show them.
- [08:51] - You don’t have to offer everything. Curate and pick the materials that represent your brand.
- [10:19] - At Visionart, everything is custom made in-house.
- [11:36] - Pricing can be hard and Visionart provides a pricing guide sheet so you can have all the tools you need to sell it.
- [15:32] - Allison breaks down the pricing of albums and why they should cost more than regular prints.
- [18:04] - At shows, Priscilla likes to show off new materials and big sellers like slip cases.
- [20:38] - Albums can be beautifully customized using things like wedding invitations and themes important to the client.
- [22:38] - If you’re thinking about albums or you want to reinvent your album, it’s important to just start somewhere. Start simple.
- [24:29] - Priscilla shares some new prints they have started and how Visionart is focusing on photographer education this year.
Links and Resources:
Visionart Website | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Marketing is, hands down, one of the most requested discussion topics here on The ReWork. Why? Because marketing is hard! And it takes a lot of time, energy, and you never really know what is going to work. Especially in uncertain economic times, it can be difficult to know where to spend your marketing time and money.
That’s why Drake Busath is joining the podcast today. The gold standard of portrait photography in Salt Lake City, Busath Photography has been in business for 50 years.
Drake purchased the business from his parents and his boys are now the third generation photographers to take over the studio.
With all that experience, Drake knows a thing or two about marketing through both good economic times and bad. He’s done it all and he’s found several sure-fire ways to keep his brand at the forefront of the market in his area for the 40+ years he has been in the studio.
So listen on to find out what is working in marketing portraits right now.
In this episode, you’ll learn how to:
- Map out email campaigns for the whole year.
- Run children’s events to get new families in the door.
- Design promotions that are on-brand.
- Create eye-catching mailers that showcase quality.
- Try new things and see if they are sustainable.
Here’s a glance at this episode:
- [03:15] - In the 40 years of his career, Drake has been through a booming economy and recessions.
- [04:19] - Drake shares the promotion driven style of email marketing and the efforts surrounding mailings that clients interact with.
- [07:10] - Drake’s studio does a Children’s Day event a few times a year to drive new young families coming in.
- [08:54] - It’s important to show products and not just images.
- [10:17] - Drake can’t maintain email promotions and stay consistent on his own.
- [12:03] - Employees can dual task, especially receptionists who are the first to talk to clients on the phone.
- [14:27] - One of the ways Drake keeps these children’s events on brand is to keep them themed by season, not holidays.
- [17:08] - These events differ from mini-sessions by being during the week and by being on site.
- [19:34] - After these events, families come back to the studio to order, just like regular sessions.
- [21:41] - Using Mailchimp, Drake has a team member build campaigns and schedule them out at the beginning of the year.
- [22:57] - Drake continues to use mailers as they have been successful through the years. He combines promotional deals and attractive design.
- [26:19] - The family sessions that include a high school graduate are typically the best clients for Busath Photography.
- [27:51] - This year, Drake is promoting an album with high school graduation sessions to include the variety they are shooting.
- [30:47] - Drake shares some exceptions he makes and some of the times he caves for certain client requests.
- [32:46] - Every other year, Drake sends out a catalog for services and products.
- [34:22] - Busath Photography offers a lot of different services and the catalog listings are powerful as a mailer and to have around the studio.
- [37:18] - The catalog is very attractive and acts as a brand ambassador.
- [39:20] - Be hesitant to say that something is free. Clients have to earn these promotions.
- [41:07] - Reach out to Drake through his website to get a copy of his catalog.
- [43:19] - You can’t do everything. Choose the marketing platforms that work for you.
- [45:00] - You will try something that will be successful for a while but isn’t sustainable.
- [46:21] - Plan to have a good website designed as it has been the best advertising for Busath.
- [47:32] - Room view images have been impactful.
- [49:42] - Drake and Allison have teamed up for an amazing opportunity in France.
- [54:01] - Drake does workshops in Italy as well which you can find out more about by clicking here.
- [59:26] - In the current economy, things can be tough, but Drake and Allison are seeing some good trends.
Links and Resources:
Drake Busath Website | Instagram | Italy Workshops
Do The ReWork Website | Instagram
Allison Tyler Jones Website | Instagram | LinkedIn
Many things are challenging during uncertain times. Money and the stress of owning a business is usually the most talked-about. But for creatives in the photography industry, scary times can also make finding inspiration difficult. When that happens, it impacts our decision-making and we all know that those decisions might hurt our bottom line as well as our passion for what we do.
When it comes to inspiration, there’s no one better to have as a guest on The ReWork than Tim Walden. Tim Walden is the most frequently listened to and most downloaded guest in past episodes and I’m confident this will be another gem of a conversation that will leave you inspired and confident.
In this episode, you’ll learn how to:
- Accelerate through inspiration.
- Reflect on the things that are the most important.
- Put inspiration through your brand filter.
- Show up with confidence.
- Personally connect with your clients.
Here’s a glance at this episode:
- [02:45] - We want hope and light and to know where we’re going. Tim shares how he got his inspiration from his dad.
- [04:29] - You accelerate through inspiration. Share what you know but more than anything, inspire others.
- [06:28] - Tim asks himself how he is serving his clients rather than how he’s serving himself. Everything he does is driven by his purpose.
- [7:32] - We are our own greatest enemy.
- [8:53] - There are some exaggerated fears that grow and grow during uncertain economic times.
- [10:05] - We need to see photography as a vehicle to share a person’s story.
- [11:47] - Competency is entry level. It’s more about exceeding expectations rather than simply meeting them.
- [14:23] - It is important to truly personally connect with people.
- [15:25] - Tim explains what is missing in marketing and the true enemy of high end photography. It’s not the money.
- [17:34] - We need to reflect on what is important.
- [20:04] - Sometimes it’s better to stay the same than it is to follow trends. Eventually, you will be the unique one.
- [23:04] - Anytime they see a new trend that they love, Allison and Tim put that idea through their brand’s filter to see if it’s something they can use.
- [25:33] - The more you are uniquely you, you will attract the right people to you.
- [27:34] - Tim describes the niche and the common clients he seems to attract into his business.
- [29:39] - The battlefield for photographers is their own minds.
- [30:45] - Tim shares the story of how he started in his business and the maturity of his work taking its own identity.
- [32:50] - The events of recent years have been a unique global experience. It is not just your experience.
- [34:36] - People are attracted to those who are confident.
- [37:14] - It is common to feel like self deprecating is a form of humility. But it actually puts your fears on someone else.
- [38:43] - Build relationships and have the confidence to show that it isn’t about you. It’s about your client.
- [39:47] - Don’t underestimate and undervalue what you do.
Links and Resources: Tim Walden Website | Instagram
Do The ReWork Website | Instagram
Allison Tyler Jones Website | Instagram | LinkedIn
Welcome back to Season 2 of The ReWork Podcast! We’re kicking off the 2023 season with a ReWork favorite guest, Kathryn Langsford of Photos by Kathryn, and we’re talking all about how to navigate the slow seasons in our business.
Following the hectic holiday season, January and February feel much slower. In the beginning of January, this feels great, but by the time we hit late January or early February, we might find ourselves in a mental tailspin. You know what I mean, the thought that we will never work again. That we might actually have to get a REAL job!
(Shudder).
It may or may not help to know that these thoughts are totally normal. But that doesn’t mean they are very helpful thoughts. So in our discussion today, Kathryn and I share our experiences and what we’ve learned to do now during our slower seasons to work on cleaning up, getting prepared for busier times ahead, and to really hone in on our own rest and mental health.
In this episode, you’ll learn how to:
- Manage the negative thoughts and fears that pop up during the slow season.
- Use the less busy time to clean up and polish your systems.
- Avoid making business decisions you’ll regret because you panicked.
Here’s a glance at this episode:
- [02:42] - For Kathryn, no matter how many years she has been in business, this time of year never gets any easier to deal with.
- [04:57] - Running a business in an uncertain world is hard, but when is it ever a certain world? There’s always something to navigate.
- [06:27] - Quantify the negative thoughts when you are scared. When we tell ourselves doom and gloom stories, we make stupid decisions.
- [08:34] - It’s not about the “how-to”. You have to have a strong “want-to”.
- [10:18] - Kathryn admits that she is constantly coming from a place of survival as the sole breadwinner in her home.
- [11:50] - Even with a savings for the first time with her business, Kathryn still gets fearful and negative thoughts during slow seasons.
- [12:56] - Someone else might be the person that needs to tell you that you are amazing and that things will be okay, but often, we can’t do that for ourselves.
- [14:34] - While Kathryn shares that she worries when making large purchases, Allison shares that she feels guilty.
- [15:49] - Slow seasons don’t mean that you’re doing things wrong.
- [17:20] - When we say that business is slow, what are we comparing that to?
- [18:09] - The best person to compare yourself to is yourself this time last year.
- [19:59] - It’s hard to always get out of the workhorse mentality. Working that way will lead to burnout.
- [21:50] - Kathryn lists the things that you will be better at when you are less busy, regardless of the glorification of being too busy.
- [23:44] - When she’s less busy, Kathryn takes the time to clean things up that get messy when it’s busy.
- [26:17] - This time of year is usually not the best time to drive new clients.
- [27:30] - Allison shares a tip of filming the space because you likely don’t even notice as you walk by them everyday.
- [31:27] - This time of year, it is a good idea to look through your calendar from last year and reflect on how it went and what you’d like to plan for.
- [33:32] - Kathryn describes how she blocks out her calendar and strategies she uses to ensure things aren’t overlooked.
- [36:00] - Kathryn changed her routine to keep a three day shoot schedule and shares her mental shift to make this happen.
- [40:28] - Underpromise and overdeliver.
- [42:42] - Allison reflects on 2021 and the lessons she learned about scheduling clients early.
- [44:37] - Clients appreciate when you give realistic time frames for completion rather than overpromising to make them happy in the moment.
- [47:01] - Use the slow season to work on your own mental health and rest to build yourself back up after the busy holiday season.
Links and Resources:
Kathryn LangsfordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
In our last episode of 2022, the tables are being turned with Jessica Mackey interviewing me about our year-end review at our portrait studio.
2022 has been both an extremely busy and exhausting year but we’ve learned so much that we want to share with you all the details, both good and bad and BIG changes on the ATJ horizon that we are looking forward to in 2023.
Setting aside time to reflect is essential to starting your 2023 strong so grab your favorite beverage and listen to how we document changes we want to make throughout the year, how we are wrapping up 2022 and specific improvements we want to make moving forward.
In this episode, you’ll learn how to/about:
- Tools to help you look back and forward
- What to do when everything seems out of control
- Put your own year-end gameplan together
Here’s a glance at this episode:
- [01:45] - It just seems that some years hit harder than others.
- [02:53] - This year has been hard with more than usual going on and coming out of a pandemic, things have been extra busy.
- [04:04] - There have been a lot of “bubbles” this year. These are new experiences to add on top of the things we do every year.
- [05:27] - Although a hard year, there have been a lot of bright spots.
- [07:02] - The community built around The ReWork has been one of those bright spots and an incredible, but busy, experience.
- [09:21] - Allison keeps a notebook throughout the year with things she wants to remember to change the following year to optimize efficiency.
- [11:47] - One thing that changed was booking indecisive clients in earlier months.
- [14:01] - This change impacted every facet of the business in a positive way.
- [15:40] - Communicating changes as a benefit to the client is the intentional way to make sure they’re happy with changes that also make a difference for you.
- [17:39] - It’s easy to get into an energy rut in the busy season which might make clients feel like they are not given the attention they need.
- [19:02] - This year, Allison feels like she took on too much. They were all good things, but it was a lot.
- [21:01] - Find the things that help you keep going and manage your mental health.
- [22:40] - We can control some things, but there are things that happen that are completely out of our control.
- [24:23] - Allison finally feels that she has the perfect team for ATJ Photography.
- [26:55] - Surrendering something every year has helped team members grow.
- [29:00] - A beautiful part of this podcast is that everyone will pull out the things they need as unique business owners.
- [30:01] - Allison lists the things to do between now and the beginning of 2023.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Today, we’re continuing our hypothetical conversation of “If I Was Starting Out Now” but this time we are having the convo with Kimberly Wylie, from Dallas, Texas.
Kimberly is a phenomenal portrait photographer that had to close her studio in 2020 due to health problems that are still impacting her life. In this episode, we talk about what she would do if she had to start over again in the portrait industry as it is now, and, maybe more importantly, some of the things she wouldn’t do.
Our current economic climate feels precarious and is causing many to question and fear the future. What are actions we can take to stay on top of our businesses, remain relevant to our clients, and make the decisions that move our brands forward?
In this episode, we’ll discuss how to:
- Narrow down your marketing efforts.
- Be a strong decision maker.
- Lean into what you love.
Here’s a glance at this episode:
- [02:57] - Kimberly shares her recent change in business due to health problems.
- [04:37] - The impact of her injury and ongoing surgeries was that she couldn’t do her job anymore.
- [06:26] - After having to close her studio, the Covid-19 pandemic shut the world down.
- [08:20] - Kimberly has a unique perspective because she has been out of the business for a couple of years.
- [09:40] - The Covid-19 pandemic impacted the middle market the most.
- [10:40] - Kimberly explains that having a very defined brand from Day 1 is something she would do if starting out now.
- [13:40] - Kimberly explains how she had to narrow down her products to leap into the luxury brand level.
- [15:28] - Her first marketing piece was fine, but it didn’t fit her brand or personality.
- [17:10] - Allison visited Kimberly’s studio years ago and helped her refine and curate her studio to match her brand.
- [18:44] - Be a decision maker. When it is clear what needs to be done, do it.
- [19:36] - The most important part of branding is consistency.
- [22:52] - Kimberly shares some of the marketing she did in the infancy of her business that she wouldn’t do again.
- [25:36] - When Allison shifted from her scrapbooking store to portrait photography, she had to be intentional about what she was providing.
- [27:54] - Was this change an overnight shift or more organic? Kimberly says it was a little bit of both.
- [28:25] - Unfortunately, making change means you will lose clients but Kimberly says that is actually part of the goal.
- [30:07] - If you build a brand with beautiful imagery, you will find the right clients.
- [31:32] - Lean into what you love and your unique vision.
- [33:37] - How are you evolving your brand?
- [35:03] - Getting bored is okay. Find ways to make it exciting.
- [36:38] - Ask yourself what you really love about what you do.
- [37:19] - Kimberly sums up the things she would do now if she were just starting out.
- [39:04] - What happened when Kimberly started to believe that she was an expert?
- [41:41] - There’s a point in your business where you’ll realize that you can’t do it all on your own.
- [42:56] - Even though we are heading into a scary time, people will still want to have these memories.
Links and Resources:Download a Transcript
Episode #031 - Stepping Off the Ledge with Kimberly Wylie
Kimberly WylieWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
After 17 years in business, I still refer to the notes I took from the presentations I’ve attended by Tim Walden and his wife, Beverly. Tim is the co-owner of Walden Photography in Lexington, Kentucky, and one of the most amazing business minds in this industry. He does his job with such class and kindness and invests his time not only with clients but in helping other photographers strengthen their skills, too.
In today’s episode, Tim and I are discussing the fear of selling. In this business, we’re often afraid of coming across as the used car salesman. We don’t want to trick our clients or be inauthentic and sometimes the idea of selling seems “icky”.
There is no better person to talk about this topic than Tim. He says it best when he says, “Sell the result of your art, not the art.” What does that mean? And how do we do that?
In this episode, you’ll learn how to:
- Stop underestimating the value of your work
- Form the client’s expectations and fulfill them
- Have confident conversations about price
Listen to Tim’s words of wisdom and get yourself a boost in confidence to overcome the fear of selling.
Here’s a glance at this episode:
- [02:24] - Welcome to the show, Tim!
- [03:40] - Many in the industry fear sales, but it should be a highlight of the experience.
- [4:28] - Sell the result of your art, not the art.
- [5:33] - It’s your responsibility to communicate the value of the art.
- [7:23] - Success in a sales room is having the right people there - you and the right client.
- [9:19] - Tim shares what he says to clients who are concerned about price.
- [11:25] - Context in selling is a big deal.
- [12:27] - Present the price and value and then be quiet.
- [14:38] - Form the client’s expectations and then fulfill them.
- [16:28] - Excellence is important, but that isn’t what you are selling.
- [18:50] - A selection appointment should be a plug and play experience for you because you’ve been selling the whole time.
- [20:32] - There’s only one you. What is it that makes your art unique?
- [22:40] - Loyalty has changed. You get loyalty through creating a buzz through a relationship.
- [24:32] - Sometimes we shy away from responsibility.
- [26:07] - When your expertise is established, taking the responsibility of telling the client exactly what they need is received well.
- [28:11] - Allison shares a recent experience of a client who had a hard time trusting her expertise.
- [32:17] - In person sales is where you build a stronger relationship at the highest level.
- [34:52] - Through relationships, you can present ideas that clients never even considered.
- [38:15] - Tim is currently doing a lot of coaching, classes, and has a new podcast.
Links and Resources:
Tim WaldenWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
The longer you’re in a space, it becomes easier to look back and reflect on decisions. As a photographer in the business for 17 years, I’ve learned so much through trial and error. But if I were starting out now, knowing everything I currently know, what would I do differently?
This is the question I asked today’s amazing guest, Mary Fisk-Taylor, who has been a photographer in the industry for 28 years. Mary is the former President of Professional Photographers of America and co-owner of Hayes and Fisk Photography where she specializes in incredible high end weddings and commissioned portrait paintings.
Mary is just a wealth of information, but we wanted to kick around the idea of starting a business now. What would she do differently? What would she do the same? It’s no secret that the industry has changed significantly over the years and continues to change as advances in technology move at a faster rate. But something that hasn’t changed is how to get to a gold standard brand with a lot of work and trial and error.
In this episode, you’ll learn how to:
- Find and narrow your niche quickly.
- Not feel guilty about self promotion.
- Stay authentic to your beliefs and values.
Here’s a glance at this episode:
- [02:59] - Welcome to the show, Mary!
- [03:34] - After spending years on the board and a year as the president of PPA, Mary shares her thoughts on the current state of the industry.
- [04:56] - Social media and internet marketing make things seem so easy, but that’s not enough.
- [06:04] - Mary explains that if she were starting now, she would focus on commissions.
- [08:06] - It is important to find your niche quickly.
- [09:27] - Mary shares the tiers of her ideal clients.
- [10:32] - It’s not about the money clients have, it’s about their values.
- [11:43] - Commonly, Mary hears “that’s easy for you to say.”
- [13:04] - Mary finds clients that are the right fit at events that make sense for her niche, not on social media.
- [13:47] - Allison and Mary both read the blog by Seth Godin.
- [15:14] - Being in the business for a long time is not enough to maintain it.
- [16:51] - Don’t feel guilty about self promotion.
- [17:42] - Mindset is important but it is challenging.
- [18:50] - The state of the industry is changing constantly with technological advances. It’s as amazing as you want it to be.
- [19:46] - A lot of times, we discount our own experiences if everyone else is doing something that doesn’t work for you.
- [21:27] - Mary describes the typical client experience and what the heirloom map is.
- [23:39] - What happens when the price quote is too much?
- [25:26] - Don’t try to upsell. Take things off the quote if the client isn’t sure.
- [26:37] - In other businesses, they don’t offer discounts or deals to close a sale.
- [27:48] - Sometimes we’re better together. But other times, the people we’re surrounded by are not supportive.
- [30:06] - It’s okay to have a “feel sorry for yourself” day, but don’t complain to others to drag them down.
- [31:51] - The language you use to describe what you do impacts someone’s impression.
- [33:19] - Your style needs to be recognizable as your own.
- [35:13] - Use the phrase, “This is what I would do.”
- [38:24] - When you’re years into something, it is easier to look back.
- [40:06] - You don’t have to do everything and chase every trend.
- [42:10] - Mary shares an example of a time she said no to something she knew wasn’t for her. It’s okay to refer to someone else.
- [43:42] - A lot doesn’t make it better.
- [45:29] - Kids only grow and get cuter over the years.
- [46:59] - If it isn’t authentic to who you are and you don’t believe in it, it really is going to be a hard journey.
- [48:50] - You can enjoy and admire what other people are doing, but stay true to what your business is.
Links and Resources:
Mary Fisk-TaylorWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Over the last few years, there has been an ever-growing trend for personal branding portraits and headshots. These can be an awesome opportunity, but it’s not uncommon to see photographers working way too hard and for way too many hours and not getting the financial benefits of that work.
With this expanding segment of our industry, I wanted to bring in an expert who has successfully threaded the needle of supplying her clients with the imagery they need while making the process efficient and profitable for her business.
Kira Derryberry is a portrait photographer based in Tallahassee, FL. She is also the Vice President of the Professional Photographers of America (PPA). In this conversation with Kira, we talk about the very intentional steps she took towards profitability, sustainability, and profitability in the Personal Branding category of her business. There are so many great tips in this episode, no matter what type of photographer you are or what your business goals are, because she also shares software tips, workflow ideas, and exactly how she runs a session for these seemingly “boring” shoots.
In this episode, you’ll learn how to:
- Nail down a few looks that create confidence and efficiency.
- Schedule back-to-back headshots and branding shoots.
- Use Calendly for online booking and payment.
- Spend less time on the shoot and more time on the proofing.
- Create sustainability with headshots and personal branding images
Here’s a glance at this episode:
- [2:43] - Welcome to the show, Kira!
- [4:25] - Personal branding images and headshots are the same thing in Kira’s studio.
- [5:51] - The elaborate personal branding images are not beneficial and profitable for Kira.
- [7:32] - There is a difference between the influencer who wants natural looking lifestyle branding photos and the professional who wants headshots.
- [8:56] - Leaving the studio, especially in a metropolitan area, is costly and time consuming.
- [9:32] - If you do not have a studio as part of your business model, the influencer market may be something to consider.
- [11:15] - Business exposure is hard and doesn’t always pan out.
- [12:23] - Shifting to only working within the studio was what Kira needed for sustainability.
- [14:01] - Kira describes a scenario where she stuck with her boundaries and the client made it work.
- [16:14] - Just because a client requests it, does not mean you have to accept the work.
- [18:47] - Kira describes the impact of nailing down a few “boring” looks in the studio that are asked for regularly.
- [20:21] - The “boring” and simple images need to have confident and comfortable clients.
- [21:35] - When a client is looking worried or isn’t confident, Kira builds trust.
- [22:57] - Kira shoots tethered to her computer and a large screen television.
- [24:08] - Kira tries to spend as little time on the actual shooting as possible to spend more time on sorting through them with the clients.
- [25:01] - Kira and Allison both use Calendly for online booking.
- [26:17] - What happens when you need to break up the monotony?
- [27:12] - Composite work has become hot recently for Kira’s business.
- [29:58] - There are retouching companies that can help with composite work.
- [32:08] - Wardrobe coaching or a recommendation list is helpful.
- [33:41] - The longer someone has to proof photos on their own, the more they will convince themselves they don’t like it.
- [36:20] - Set up an entire day where you can bring in clients back to back for the same type of shoot.
- [37:24] - At Kira’s studio, the session is fully paid for ahead of time through Calendly.
- [39:33] - This type of work has very little overhead and takes much less time than other types. There is no wrong client for headshots.
Links and Resources:
Kira DerryberryWebsite | Instagram | PPA
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Auburn Jones is head of client experience at DeCesare Design Group, a high-end, turnkey design firm that spends months and years on each individual project. Rather than approaching those relationships from a place of business, they instead make it a point to understand, celebrate, and commemorate the details of each family.
Gift giving is an extremely rewarding practice to incorporate into your business. Not just because it helps you build lasting client relationships, but also because it’s a skill that will help in every relationship you have.
The most important thing to remember is that the gifts you give should be personalized to each client. Which means it’s your job to keep track of the little things that light your clients up.
Auburn is a treasure trove of information on how to keep track of information, source products, and add those finishing touches that make each gift so special.
In this episode, you’ll learn how to:
- Keep track of little details about your clients to elevate your gifting skills
- Think of thoughtful gifts that incorporate the whole family
- Insert personalization into every client gift you give
- Create a system for filing away information about your clients as your relationship grows
- Re-evaluate the gifting process and the purpose behind it
This episode will give you unique client gift ideas as we move into the holiday season and the new year.
Here’s a glance at this episode:
- [01:19] - Auburn Jones is an expert in crafting a stellar client experience and she’s sharing her brilliance with us.
- [03:28] - Listen as Auburn shares her background and story.
- [04:52] - Where does their client experience philosophy stem from?
- [07:40] - How do they track the events in their clients’ lives?
- [08:16] - Things they gift to their new clients who are finally breaking ground.
- [10:38] - The groundbreaking is a huge celebration and they make it into an event.
- [12:27] - Learn how Auburn keeps track of what the kids like, the family likes, and the little details that make all the difference.
- [15:14] - How they manage to infuse design into all of the gifts they give.
- [17:33] - What they did for the clients when the world shut down due to Covid.
- [19:55] - The philosophy they use as they approach holidays.
- [22:16] - Why personalization is key.
- [25:15] - Another amazing client gift idea.
- [27:17] - Auburn’s advice for everyone as they approach building client relationships.
- [30:17] - The true purpose of the gifting experience in business and life.
- [33:09] - Your homework for next year as you learn about and work with your clients.
Links and Resources:
Auburn JonesWebsite
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Today’s episode is a joint pep talk for photographers with my friend, Jeff Dachowski, a portrait photographer from New Hampshire.In addition to creating beautiful portraits, he is also the current President of Professional Photographers of America.
Running a portrait business isn’t easy and, as creatives, you can let your fears erode your confidence until it seems that success is in the cards for everyone BUT you.
Jeff has spent the last year traveling all over the US talking to photographers just like you about their struggles and successes, the ups and downs, the highs and lows that we all experience as entrepreneurs.
He brings his down-to-earth sense of humor to encourage and inspire you to keep going in pursuit of your dreams.
This episode is devoted to helping you turn your failures into progress and shift your mindset to rock-solid belief in your abilities and the value you bring to your clients.
In this episode, you’ll learn how to:
- Make a plan and believe that you can do it.
- Overcome the fear of rejection.
- Make changes in your business confidently.
- Stop getting sucked into the negativity of others.
- Excavate fear and find your confidence.
This episode will give you a boost as you head into the busy portrait season.
Here’s a glance at this episode:
- [2:53] - Jeff shares the current state of the industry and recent announcements.
- [4:14] - One of the biggest problems in this industry is when people don’t believe in themselves.
- [6:28] - There are many real things to worry about, but if there is a level of self-belief, success is much more attainable.
- [9:10] - Clients prefer to work with people who are confident and not bemoaning the state of the industry.
- [11:01] - Figure out a way to believe in the value of your service and how to make it more valuable to your client.
- [12:49] - Jeff shares what happened when he decided to quit shooting weddings.
- [14:56] - Put your head there and believe it’s possible to make changes and continue to have a thriving business.
- [16:16] - You are the author of your own business.
- [17:49] - You have to make the plan and then believe you can do it.
- [19:50] - Jeff admits his fear in the beginning of raising prices.
- [21:19] - If you haven’t raised your prices—now is the time. .
- [23:57] - Never take advice from someone who isn’t where you want to be. This includes friends and family, especially if they are not supportive.
- [25:20] - If someone thinks you are too expensive, that’s okay. You can accept that they are not your client.
- [28:17] - There’s inspiration and motivation everywhere.
- [29:22] - Learning and seeking knowledge is great, but staying too long in that mode can delay progress.
- [31:01] - If you want to master something, including believing in yourself, it takes practice and repetition.
- [32:36] - The fear of rejection can be debilitating, but no matter what, you will experience rejection and you’ll survive it.
- [36:06] - By focusing on the value you provide keeps the focus less on price.
- [38:11] - when making change in your business, first mitigate the downside.
- [38:54] - Don’t allow yourself to get sucked into other people’s fear, especially on social media.
- [41:28] - Many times when we don’t know why a client didn’t book us, we make up stories that are usually much more extreme than the truth.
- [44:10] - You can make changes in your business a little at a time.
- [45:50] - Allison shares a way she tricks her brain to put big fears to rest.
- [47:30] - Jeff’s game: “Which is more likely?” He uses to change his outlook.
- [50:08] -Pick up the phone! You owe it to people who have not booked with you, but expressed the need for your service, to follow up with them.
- [53:04] -WHY NOT YOU? You can be successful.
- [55:09] - There are ways you can deconstruct the lofty goal you have.
- [56:19] - Jeff shares his final thoughts and words of wisdom.
Links and Resources:
Jeff DachowskiWebsite | Instagram |PPA
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
As we wrap up this four-part series, we’ve learned about retraining clients and retraining ourselves, but now it’s time to put the pieces together and set ourselves up for success.
So in the fourth and final part of the Training Your Clients series, Jessica Mackey joins again to discuss just that!
To set yourself up for success, you have to go back to the beginning and ask yourself what you want the outcome to be. There is a reason you want to make a change to your business. What is it? And more importantly, how can you set yourself up for success with new and existing clients?
In this episode, you’ll learn how to:
- Consider all angles when making a change to your business
- Take small steps to ease existing clients into a new process
- Ask yourself the appropriate questions about the changes
- How to communicate these changes effectively with your clients
Here’s a glance at this episode:
- [2:11] - It’s about making changes in your business but also communicating them to your clients.
- [3:15] - Why are you making a change to begin with?
- [4:20] - Allison describes the reason behind making a major change to her business structure.
- [6:02] - Jessica admits being a very impulsive person, but when making changes to your business, take your time.
- [7:31] - What do you want out of a change?
- [9:24] - A change should be inspired by the desire to serve clients better.
- [11:48] - What precedent are you setting? Consider how to communicate that.
- [13:23] - Sometimes when you are making changes, you can’t throw everything out and start over.
- [15:28] - Allison demonstrates how to talk to clients about the changes and how they are made to benefit them.
- [17:55] - Is the change consistent with your brand?
- [19:18] - When you set appropriate boundaries and communicate changes effectively, you will also enjoy your job even more.
- [21:21] - Reach out to Allison and Jessica about the changes you are making in your business.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
We’ve already worked on checking our messaging and taking a step back to retrain ourselves, so in today’s Part 3 of the Training Your Clients series, we’re discussing how to retrain your existing clients.
Jessica Mackey joins again to conduct a few role plays in this episode as she shares some of the experiences here at Allison Tyler Jones Photography. It is no secret that changes have been made to the business over time, so how do Jessica and I work with existing clients to keep them on board?
Your business is something that will change and evolve over time. This is not a bad thing! But how can you get your best clients to join you in this process? By remembering that the changes are made for their benefit!
In this episode, you’ll learn how to:
- Make changes from a positive place instead of a place of fear
- Communicate changes to existing clients clearly
- Avoid over-explaining and becoming defensive
- Implement a solid consultation process
Here’s a glance at this episode:
- [2:20] - Your business is something that will change and evolve over time.
- [4:01] - Some choose to honor past practices to avoid pushing away existing clients. But it can cause resentment.
- [5:05] - Jessica and Allison conduct a role play conversation about offering digital files.
- [6:10] - If you are making the change as a hard stop, it is very hard.
- [7:32] - When changing prices, avoid over-explaining and being defensive.
- [9:02] - If it has been a while since a client has been in and there have been changes they don’t know about, treat them as a new client.
- [10:40] - Train your clients’ brains that a consultation is important.
- [11:58] - What can you say to a client who is not interested in a consultation?
- [13:59] - Consultations open the door to relationship building and getting the hard questions out of the way.
- [15:40] - Clients should have a very clear idea of what they are spending from the beginning.
- [16:51] - What happens when we make fear based changes?
- [19:00] - If we take that same energy and focus on the best clients, the changes will be positive for them and your business.
- [20:08] - If we listen, we will hear that clients may just be confused.
- [22:06] - The next part of this series is about setting yourself up for success.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
In Part 2 of our Training Your Clients Series, Jessica Mackey joins me again to explore the next step in training our clients, which is a step backwards in order to move forward.
Before we can train our clients, we must first retrain ourselves.
Retraining ourselves means getting CRYSTAL CLEAR on who we are and what we do. So clear, in fact, that answers to difficult questions roll off our tongues with ease. No longer are we stammering or giving overly defensive answers when a client asks for “digitals only.”
Instead, we can answer any question or objection confidently and clearly, because we are in control of our process and our business. This provides the best possible experience for our clients because they know what to expect (no unwelcome surprises) and they can relax and feel taken care of.
That all sounds good but how do we get from here to there?
In this episode, you’ll learn how to:
- Take a minute to gather your thoughts before answering ANY question
- Recognize the value of the service you are providing your clients
- Provide context for clients and communicate the value of your work
- Set boundaries through an intentional process
- Avoid becoming defensive
Here’s a glance at this episode:
- [2:02] - Before we train our clients, we need to retrain ourselves.
- [3:17] - We can’t always control an initial reaction, but take a beat before you respond to something.
- [4:35] - How have you given a client the impression that something is okay?
- [6:31] - Allison and Jessica discuss how to handle things in the moment.
- [7:47] - Sometimes, you’ll find yourself getting defensive.
- [9:47] - It is not helpful to get mad at yourself or the client.
- [11:10] - Provide context and communicate the value.
- [13:08] - We have a tendency to minimize our contribution.
- [15:10] - The ability to listen and make a client feel relaxed is so valuable.
- [17:14] - No matter how different we are, we always have the ability to communicate.
- [18:20] - If you have an intentional process that you can effectively communicate, you have already set your boundaries.
- [19:21] - Tighten up on some things you might have gotten a little more lax about.
- [20:40] - Some things are easy to put off.
- [22:08] - Leads go cold the longer you put them off.
- [23:46] - The next part of this series is how to retrain a client’s thinking.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Are you constantly getting questions about services you don’t want to provide?
Are you working in a way that follows your clients’ rules and not your own?
Why is this happening?
More than likely, you are sending the wrong message to clients.
Crafting an unparalleled experience for your clients means educating them first.
Before you can spoil the heck out of them, they first need to know HOW IT WORKS AROUND HERE.
In the first episode of a four part series, our own Jessica Mackey, former Client Coordinator at ATJ Photo and now Content Developer at the ReWork, joins the conversation, which is a 4 part series on training and educating your clients.
Part 1 of that training begins with checking your messaging.
In this episode, you’ll learn how to:
- Get ahead of difficult questions
- Reflect on current experiences to find the problem with messaging
- Make your posts on social media and on your website match your message
- Get your messaging right
Here’s a glance at this episode:
- [2:54] - As the former Client Coordinator at ATJ, Jessica has a lot of experience talking to all types of clients.
- [4:47] - The photography industry has made it difficult to set boundaries.
- [6:09] - Many photographers let clients make the rules, but most clients don’t want that.
- [8:04] - Portrait clients need guidance.
- [9:27] - It’s up to us and that’s a good thing because you can give the best result.
- [10:48] - Jessica expects a surgeon to answer questions and explain it all. Similarly, a photography session needs to be walked through.
- [13:18] - You don’t have to be bossy. It’s about making the experience the best for your clients.
- [14:49] - Be constantly vigilant about what your messaging is saying.
- [16:16] - Your social media posts show what you do. If you don’t want to do something specific, don’t post it.
- [17:34] - Check your messaging, but also check in with yourself on your rules and boundaries. Is what you’re doing now working?
- [18:30] - “We do things a little differently than most photographers.”
- [20:21] - FADQ are Frequently Asked Difficult Questions. Jessica shares the common ones they get at ATJ.
- [22:43] - If someone comments that things are too expensive, don’t get defensive. Agree because it is expensive because it’s valuable.
- [25:17] - Communicate how you work, how you’re different, and don’t wait till they ask. But don’t overwhelm them with too much at once.
- [26:40] - Communicating your process is giving your client enough information to get them to the next step.
- [28:09] - The first step in training your clients is checking your messaging.
- [29:44] - The next step in training your clients is actually retraining yourself.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If you listened to last week’s episode you got all the info you needed to AVOID hating your clients.
This week, we are focusing on the POSITIVE.
How to ATTRACT the perfect clients for your business and then bring them into your world and solve their problems, love on them, and make them clients for life.
In this episode, Kathryn Langsford and I demonstrate how to attract the perfect client by creating a better service, doing the best work you can, and providing the best experience for clients.
And that is only possible when you are very clear on the way you want to work.
In this episode, you will learn how to:
- Create a well-defined service (that makes sense to prospective clients)
- Make changes to your business but bring your existing clients along with you
- Accept that not everyone is the perfect fit for your business
Creating a well-defined business and finding the perfect clients is an evolution; it takes time, but it’s oh so worth it.
Let’s do the ReWork!
Here’s a glance at this episode:
- [2:35] - What we really want is to love the way we’re working.
- [4:27] - There’s a misconception around finding higher end clients.
- [5:00] - It all starts with you.
- [6:01] - Attracting the right client comes from being extremely clear.
- [7:41] - A big reason photographers are not clear from the start is because they don’t know what they want.
- [9:40] - Kathryn demonstrates how she has conversations that are very clear.
- [10:50] - In the beginning, Kathryn took all the jobs, even the ones she didn’t want.
- [12:02] - Kathryn and Allison describe her perfect clients.
- [14:45] - You being able to capture the image that is exactly what your client is looking for is the best feeling.
- [15:45] - When becoming more clear on her services, Kathryn shifted her existing clients to work with her the way she wanted.
- [18:20] - Allison came to the realization that she wasn’t willing to do what everyone else was doing anymore.
- [20:16] - The job is not only to be available for what the client wants, but to educate them on what you provide exactly.
- [22:10] - You will know through having a conversation with a potential client whether or not they are a great fit.
- [24:59] - Show what you want to sell. But don’t show the things you don’t want to sell.
- [25:59] - It’s not thinking about the perfect client, but about how you want to work.
- [27:46] - Kathryn demonstrates how she would start the conversation with an existing client.
- [29:43] - Don’t make changes to your business and drop all of your existing clients. Some people will come along with you.
Links and Resources:
Kathryn LangsfordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Wait, why would we ever hate our clients? They support us and pay money for our services, what more could we want?
You’d be surprised how easy it is to get into a negative relationship with a client and almost always, it’s not the client’s fault.
It sounds something like this:
- “What does she (client) expect when she only paid $X?”
(you discounted when you shouldn’t have or your prices are too low resulting in client resentment)
- “Ok, I’ll do it just this once, but I normally never do this.”
(you’re breaking your own rules and will resent the client later)
- “Why do they keep asking for digital files only?!?!?”
(you’re not educating your client properly about your products and process)
The good news is, if it’s OUR FAULT we have the power to change it.
It all boils down to how we DECIDE to run our business and in today’s episode Kathryn Langsford joins us for a conversation on ways to not hate your clients.
In this episode, you will learn how to:
- Educate your clients effectively
- Stay firm on your rules
- Be clear and concise about your process
- Work your way while also making clients happy
Here’s a glance at this episode:
- [3:09] - Sometimes we get into a position where we hate our clients.
- [4:50] - Ultimately, a lot of these problems go back to the client not having enough information.
- [5:57] - What is the death spiral?
- [7:07] - Information needs to be well thought out and not rushed.
- [8:02] - If you and the client are not on the same page, there’s an issue with the processes in your business.
- [9:47] - You can work the way you want while also making clients happy.
- [10:58] - Clients might think they know what they want, but it is up to you to educate them.
- [11:56] - Some clients have more opinions than others.
- [12:45] - You have to show your expertise to allow the client to relax. This makes decisions easier to make.
- [15:18] - Kathryn didn’t believe any of these things would work so over the years, she had to force herself to try them.
- [17:28] - Clients know ahead of time what to expect and Kathryn asks for clarity when they request something additional in the session.
- [18:54] - Educating the client is the way you make sure that they know exactly what we’re doing.
- [20:07] - Another reason we may hate a client is when clients break our rules.
- [21:08] - Kathryn is exclusively a black and white photographer. She shares a recent experience where she had to say no to color art.
- [23:30] - If you say yes to something now, it makes it difficult to say no later.
- [25:27] - Clients are just asking. It is okay to say no.
- [26:08] - If you are hating clients, there is something that you are doing wrong.
Links and Resources:
Kathryn LangsfordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Running your own business is not for the faint of heart in the best of times. Add in a pandemic, inflation, wars and uncertainty and it’s a recipe for fear and anxiety.
So, consider this episode as your own personal ATJ pep-talk all about pricing, even in uncertain times.
Putting a price on your work is one of the most challenging parts of the portrait business but it can feel especially hard right now, when we are worried that changing anything could cause us to lose clients.
In this episode I’ll explore things you can do to help with pricing while also making sure that your clients are getting exactly what they want and need and the absolute best experience you’re able to offer.
In this episode, you will learn how to:
- Check in on your current mindset
- Recognize the mindshifts you need to make about pricing
- Make a plan
- Put the plan into action
You pour your heart and soul into your work, your art. Make it worth it and charge what it is worth. Believe it or not, your clients will thank you. Why? Because the best clients for your business want a better service, not a cheaper one.
Here’s a glance at this episode:
- [2:15] - When we are feeling down, we tend to feel like everyone is feeling that way. The same is true about feeling generous.
- [3:27] - Take a deep breath. You are here.
- [5:09] - We want to make positive changes in our business and give the most amazing services, but we also live in a world full of threats.
- [6:06] - The most vital asset in our business is our mental energy.
- [7:10] - What is good in your life right now? Protect your mindset.
- [8:37] - Are you focusing on things you can control or cannot control? Fear comes from focusing on things we can’t control.
- [10:29] - Clients get excited when we talk about the possibilities rather than the pricing.
- [11:57] - The lower the price, the more you resent your clients.
- [12:42] - When you focus on providing the best service you can, which is something you can control, the less fearful you will be.
- [13:49] - Don’t concentrate on what your clients can and can’t afford. Concentrate instead on giving them what they need and what they want.
- [14:48] - When making a plan, focus on your best client, not what everyone else is doing in their business.
- [16:16] - If you couldn’t talk about price at all, what would you talk about?
- [17:57] - In an uncertain world, be the consistent person that is there for your clients.
- [19:31] - After a hard year last year, Allison is booking clients earlier for holiday cards so they don’t run into the problem again.
- [20:53] - Take control and solve problems before they happen.
- [21:51] - Once you have a pricing plan in place, don’t look back.
- [23:40] - You pour yourself into your work. Make it worth it and charge what it’s worth.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
The common lament of portrait photographers everywhere, “I need more clients!” Ideally, yes, we want more clients. But what if you’ve increased your marketing efforts and it’s not working out how you’d hoped? Instead of attracting well-qualified clients who want what you do, you’re attracting:
Price sensitive people looking for “minis” or a deal.
Potential clients who just want digital files so they can DIY their own portraits.
Where is the disconnect?
Why is this happening?
It all boils down to branding and your branding might just be broken but, how can you tell if it is?
In this episode, I share 3 tell-tale signs that your branding is broken and what to do to fix it.
In this episode, you will learn how to:
- Clarity: Be crystal clear with yourself first and then your clients so there’s no confusion.
- Confidence: Confidently share what you do (and don’t do) to attract the best kind of client for your business.
- Consistent: Repeat that message again and again (and again) until it becomes a part of the DNA of your business.
Here’s a glance at this episode:
- [2:08] - If clients know exactly what you do, you will attract the best client for your business.
- [2:53] - The first way to tell if your branding is broken is when you get the wrong kinds of calls.
- [3:33] - Your marketing isn’t paying off like it should.
- [4:22] - Another sign is that you have confused clients.
- [5:15] - Be crystal clear about what your message is. Before you can be clear to your clients, you have to be clear with yourself.
- [6:46] - What happens when someone challenges you on your policies?
- [7:49] - Allison shares how she revamped her website to show finished artwork so she became more clear on what she provides.
- [10:51] - The reason we aren’t consistent is because we are afraid.
- [12:51] - When you are clear and make this change, you will actually get fewer yesses.
- [13:43] - Clarity with yourself breeds confidence.
- [15:17] - How can you reflect the client and what makes their portraits special?
- [17:20] - Confidently consulting with clients before ever picking up the camera creates clear expectations without being salesy.
- [18:30] - The word “consistency” means different things in different contexts.
- [19:42] - Your consistency pays off when your clients start quoting you.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Finding confidence in yourself, your business, your plans, and your future can feel like an uphill battle. We look at other business owners and we wish we had their talent or the confidence they exude. What can we do as business owners to not only set ourselves up as the expert with our client, but increase confidence in ourselves?
Today’s guest is no stranger to digging deep to find confidence, even in the face of adversity. Tania Gaylor of Tania Gaylor Family Photography in Adelaide, Australia, is one of the founding members of The Art of Selling Art™, in our Mindshift Membership™ and she is one-of-a-kind. A self-proclaimed introvert, Tania knows what she wants and she knows how to show up for her clients confidently. In this episode, Tania shares the actions she has taken in the last 15 years to find the confidence to make big changes in her business and overcome some staggering challenges in her life.
In this episode, you will learn how to:
- Focus on the value you bring rather than trying convince clients
- Do what feels right to you
- Learning from failures
- Exude quiet confidence over bossiness
Here’s a glance at this episode:
- [2:31] - Welcome to the show Tania! Tania shares her background and the progress of her photography business.
- [3:29] - At the start of this year, Tania lost her husband to cancer and she describes the outpouring of love and understanding from her clients.
- [5:33] - Tania is one of the founding members of The Art of Selling Art and the Mindshift Membership.
- [7:11] - Ideally, Tania would love to bring someone on board to handle marketing.
- [8:30] - Someone to help with marketing doesn’t necessarily need to be someone who is a marketing professional.
- [9:52] - Social media just didn’t sit right with Tania. She prefers reaching out to her “number ones” and going from there.
- [11:40] - Tania’s confidence is in knowing the value she brings her clients.
- [12:57] - With her confidence, she was able to step into her expertise.
- [13:58] - Tania describes how she works with clients who want an expanding gallery in their home for photographs every year.
- [16:01] - She goes in and tells what she thinks should be done and asks the right questions.
- [18:24] - Did Tania ever feel bossy when she started consultations this way?
- [21:21] - Tania became clearer on what she offers.
- [22:35] - We don’t necessarily want to book everybody. We want to book the people who know and value your work.
- [24:50] - “There are people out there who want what you do.”
- [26:11] - Where does Tania’s quiet confidence come from?
- [27:56] - If you want to, you will.
- [30:08] - Go take a look at Tania’s current Instagram and follow her to see the transformation she will be making in the next year.
Links and Resources:
Tania GaylorWebsite | Instagram | Facebook
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
After one year of podcasting and online educating, I have made a powerful discovery. Probably the biggest single stumbling block for most photographers is NOT what I thought it would be.
It’s not:
-Pricing too low (although, that IS a problem)
-Confusing Branding (yep, that’s an issue as well)
No, the single, biggest issue for most photographers is the naked fear of expressing their opinions to clients; advising them, telling them “How I would do it if these were portraits of my family” and truly becoming the expert we already ARE.
Instead, so many of us have been beaten down by antiquated notions like, “The customer is always right.” Our clients don’t know our business, they are relying on us to help them navigate EVERYTHING from what to wear to where to hang that gorgeously lit portrait you just captured.
Instead of confidently letting our clients know, “This is how the process works,” we beat around the bush hemming and hawing and back-tracking. It sounds something like, “Well, normally we do it this way, unless you don’t like that and then we will do it however you think.” In the end, we’ve failed to benefit our clients or our businesses to the best of our ability.
If I had one word to sum up today’s guest, it would be BRAVE. She learned to embrace her inner expert and because of that, the big moves and risks she has taken in her life and business are paying off. Iryna Soznovska is a portrait photographer in Manhattan, New York and she opened her studio in the middle of a global pandemic. A native of Ukraine and an adventurous former photojournalist, Iryna knows that things can get scary in a world of unknowns. But as a member of the Mindshift Membership Group and a student of The Art of Selling Art course, she has become an integral part of the ReWork family and has not only embraced her own expertise, but her clients are experiencing it, too.
So how can you embrace your inner expert?
In this episode, you will learn how to:
- Overcome the fear of guiding clients through your process
- Show up confidently in your expertise
- Focus on the positives instead of the unknowns
- Educate your clients early and often about how your talent and their needs intersect to create something truly unique for them.
Here’s a glance at this episode:
- [2:10] - Iryna has been an integral part of the ReWork family and she has made some really big moves in her business.
- [3:18] - She is thriving in spite of huge challenges.
- [4:22] - As an adventurous photojournalist, Iryna spent time in other countries but relocated to New York 11 years ago.
- [6:53] - Iryna’s ultimate goal is to become more well-known in her market. To do this, she has increased her social media presence.
- [8:27] - The essential nature of social media in Iryna’s world.
- [9:49] - Being intentional with your social media posting.
- [11:00] - Message first and then find a photograph to illustrates your concept.
- [12:30] - Post with photos of yourself and the behind-the-scenes work.
- [14:15] - When clients are fascinated, feed their curiosity about what you do and embrace your expertise.
- [16:01] - The biggest lesson Iryna learned from The Art of Selling Art course.
- [17:23] - She was always honest, but now she is more straightforward. She is no longer afraid to talk about pricing, but instead she is proud.
- [19:40] - Clients realize that it isn’t just about the photos. It’s about them and their family.
- [22:19] - By being more straightforward, she becomes a guide through the process.
- [24:27] - Be honest with your opinion rather than telling the client everything looks good.
- [25:41] - Iryna shares her advice for new business owners and established photographers.
- [28:53] - Iryna’s drive has come from her intense desire to reach her goals.
- [30:28] - You can look through the lens of fear or optimism.
- [31:58] - A lot of people are scared right now because of all the “unknowns” in the world. But Iryna will thrive.
- [33:31] - Everything comes at a price. Even time.
Links and Resources:
Iryna SosnovskaWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
More and more, social media is THE tool to connect with potential clients, to showcase your work and tell the story of how you do what you do. Being intentional with your social media is more important than ever.
That’s why we have our resident social media mastermind on the podcast today. My nephew, 17-year-old Ross Tyler DeCesare has been managing the social media for DeCesare Design Group for the last three years and their following has exploded ever since.
Today he shares tips on planning posts, how to get engagement, and how he was able to use TikTok to increase an Instagram following. There is so much you can do, you’re sure to find a nugget that will help you.
In this episode, you will learn:
- How to use or avoid trends to remain authentic
- What types of posts do well on Instagram and TikTok
- The data and insights you can track to post at optimal times
- Ways to batch and schedule posts to stay consistent
Here’s a glance at this episode:
- [1:52] - Welcome to the show, Ross! Ross describes his background and what he does with social media.
- [3:18] - Social media is a double edged sword. It is great but can be a time-suck.
- [4:07] - TikTok is a platform that blew up during Covid. Ross experienced a viral post in 2021.
- [5:35] - Sometimes we try to be too trendy and posts lose authenticity.
- [6:45] - Ross does look at trends to track engagement and what he has learned is the best time of day to post for follower interaction.
- [7:48] - When it comes to programs to help plan and post, Ross uses Planoly.
- [9:20] - Instagram stories get a lot of interaction. Ross describes what he usually shares in his Instagram stories.
- [10:34] - Behind the scenes video and posting end results is great video content for reels.
- [12:03] - Delaying posts is absolutely fine. You can better batch posts this way.
- [13:57] - Be yourself. Show what you do and what your message is.
- [14:46] - You have to be consistent. It could take a lot of posts to see progress.
- [16:10] - Sometimes social media doesn’t bring you clients, but it builds a follower base for your projects.
- [17:43] - Existing clients love seeing themselves on your social media.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Let’s talk husbands.
Not all husbands. Just the complainers. The whiners. The picture haters. The bribers. The threateners. The time checkers. The killers of finalized orders and those “too busy” to attend a consultation or sales appointment, but not too busy to scuttle the actual sale.
Actually…that might just cover 87% of husbands.
If you are a family photographer, you know EXACTLY what I’m talking about.
As much as we love the men in our lives, one of the questions I get most from my Art of Selling Art students is “what do we do about the husbands?”
In today’s podcast, Kathryn Langsford and I discuss our own journey in learning to “Speak Husband”.
Becoming a certified Husband Whisperer means:
- Including the husband in the process
- Acknowledging his “pain”
- Respecting his time by getting to the point
- Coming prepared
Figuring out how to engage the husband is worth your time. It will change the experience for everyone involved. Moms will feel less like the monkey in the middle trying to please everyone, and you might actually gain an ally (yep, the husband).
And before long, you might just hear our most favorite sentence when answering a call from a client: “My husband has been bugging me to call and book our session!”
Here’s a glance at this episode:
- [2:57] - The common issues with husbands we both noticed during sessions.
- [4:03] - Kathryn describes some of the common problems.
- [5:56] - Now that they know how to speak to them, the process is way easier.
- [6:34] - Kathryn now acknowledges that the husband may not want to be involved for a lengthy amount of time unless they want to.
- [8:02] - Even though their time is respected and they only plan to stay for a few minutes, Allison shares that they rarely leave even though they’re able to.
- [9:52] - When it comes to money, husbands are already on edge with the cost of clothing and prepping for the shoot. Acknowledging this lightens the mood.
- [11:20] - Find out if this is a decision that needs to be made together or a project that may only involve the wife.
- [13:27] - What happens when the husband and wife are not at all on the same page but don’t realize it until the sales appointment.
- [16:19] - What Kathryn and Allison know now came from years of experiences and tweaking their strategies.
- [17:05] - The process needs to be extremely clear.
- [18:36] - A benefit of having pricing conversations together is that everyone is on the same page.
- [20:21] - The consistent feedback Kathryn got earlier in her career is that the sessions didn’t have a clear end-goal.
- [21:49] - When she changed the way she ran consultations, things were much clearer for everyone.
- [24:05] - Allison shares the importance of having husbands included in the selection of photos.
- [26:02] - Editing the number of photos down so as not to overwhelm.
- [28:12] - People are busy and it’s important to take them through a process that doesn’t waste time (including your own time).
- [30:45] - The best client experiences are when both partners are included.
- [32:40] - Acknowledge time and help them work together to be decisive.
Links and Resources:
Drake BusathWebsite | Instagram | Italy Workshops
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
It’s summertime (in the Northern Hemisphere, anyway!) and maybe you are getting ready to take a well-deserved break from your usual routine.
Once the temps start climbing, I’m ready to play all day and avoid work at all costs; especially when the studio has been really busy and I’ve been shooting a lot.
I need a break from my routine.
A break to try something new.
To DO something new.
To SEE something new.
I’m inviting you to take your own break and listen to this episode, with my guest Drake Busath. Drake Busath is a portrait photographer from Salt Lake City, Utah and has been working in the same portrait studio for 50 years. While that alone is incredible, what is even more amazing is how he has managed to keep his work fresh and interesting for all of those years by using travel and personal projects to inspire his creative process.
This episode will help you to:
- Recognize burnout and when you’re in a creative rut
- Invite danger (Drake’s word) into your creative process
- Use passion projects to reignite your creativity and interest in your craft
- Be less visually literal and explore different kinds of beauty
Here’s a glance at this episode:
- [3:05] - Drake is not only a photographer, but he also takes groups of people on travel experiences.
- [4:27] - By doing the same thing over and over again, Drake sometimes finds himself in a rut.
- [5:08] - Drake’s studio is celebrating 50 years in business.
- [6:29] - Sometimes it feels like “Groundhog Day” when sessions feel repeated.
- [7:41] - When things get too safe, Drake makes “dangerous” choices to change things up.
- [9:16] - Drake likes to go out on a limb and shares memorable experiences.
- [10:22] - Through his workshops, Drake can shake off boredom and get out of a rut.
- [12:30] - We’ve been trained to capture something flattering, but being less literal boosts your creativity.
- [13:54] - When we focus so heavily on what clients like, we forget what we like.
- [16:07] - Sometimes, we can remember what we love when we think about the things we don’t like as a photographer.
- [17:20] - Drake explains his isolation technique that allows you to experience a place with all of your senses.
- [19:47] - There are a lot of little things you can do to help you get out of your comfort zone.
- [21:42] - Allison shares how photographing and observing details in her travels made her trip even more memorable.
- [24:08] - The “less literal” photography experience for Drake has made his projects and travels more personal.
- [25:44] - When he comes home, Drake feels like a better photographer.
- [27:09] - Drake describes how he “invites danger” into a session.
- [28:41] - When you first get into photography, especially owning your own business, it all feels dangerous.
- [31:59] - Drake was inspired by street photographers on his travels to try something new.
- [33:49] - For 20 years, Drake realized he was separating his experiences.
- [35:54] - Sometimes the awkward but real experiences of life are beautiful, although not traditionally beautiful.
- [38:11] - Another interesting thing that comes from traveling is seeing other real people and the way they live.
- [39:17] - It’s not important to flatter each individual subject but to flatter their connection and interaction.
- [41:20] - In travel and street photography, you’re looking for something completely different from traditional portrait photography.
- [42:23] - Drake describes a wall in his studio of black and white pinned photos that are themed and changed every year.
- [45:54] - We all love a mood-board and this is a strategy Drake uses to include that feeling in his studio.
- [47:36] - We need passion projects to keep us from becoming burnt out. Drake does these travels or projects a couple of times of year.
- [49:19] - Drake describes his next project that gets him even more involved in his community. The crazier the better.
Links and Resources:
Netflix 20 Feet from Stardom Documentary
Drake Busath:Website | Instagram | Italy Workshops
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Do you dread difficult client conversations?
Does potential client conflict have you questioning entrepreneurship?
Today we’re discussing ways to deal with difficult people.
Or is it just difficult situations we find ourselves in with great people?
Former client-coordinator and ReWork Director of Development, Jessica Mackey, shares four life-saving hacks for dealing with less-than-ideal situations. Life-saving phrases and words that work every single time.
Grab a pen and take some notes.
Jessica is sharing words and phrases that we use at Allison Tyler Jones Photography every day which will help you with your own dicey convos.
Once you put these hacks into practice, you’ll no longer dread the phone calls, or freak out about a nasty text from a client.
In this episode, you’ll learn how to:
- Buy time to collect yourself and find a solution
- Validate a client’s feelings and situation
- Respond in a way that puts the client at ease
- Implement the “What I can do” method
Here’s a glance at this episode:
- [2:02] - Sometimes it’s great clients, but just difficult situations.
- [3:32] - The first hack is the buy time. You are in panic mode and will come across defensive.
- [5:10] - Jessica and Allison describe some ways you can buy time.
- [6:02] - The second hack is to not justify or defend. It’s to validate what the client is saying.
- [7:10] - Allison and Jessica give an example with a role play.
- [8:39] - It helps to let the client know that it hasn’t happened before and it’s not what they should expect.
- [10:07] - When your products are priced appropriately, there’s wiggle room to handle possible problems.
- [11:29] - When a client calls with a problem, you can respond in one of two ways.
- [13:54] - At ATJ Photography, they take the route of these situations as the end of the world.
- [15:53] - This strategy helps in other parts of your life as well. Avoid minimizing someone else’s feelings.
- [19:31] - The fourth hack is that there’s always something you can do.
- [20:38] - In these situations, you are giving clients a solution.
- [22:15] - There are times when clients may have unreasonable requests.
- [23:50] - There are tactful ways to validate an unreasonable request and tell the client that it’s impossible at the same time.
- [25:12] - Coming out of the pandemic, most people are a little more fragile and what previously wouldn’t have been upsetting might land differently.
- [26:34] - In these situations, we go into fight, flight, or freeze. Allison gives examples of what you might say in these scenarios if you don’t buy time.
- [28:20] - Clients aren’t calling with a problem to get something for free. They want the problem solved.
- [30:15] - You can’t solve problems when you make assumptions.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Picture this: You meet a potential client, they love you, you love them; the consultation is a dream, the portrait session, even better!
And the images? #dead
They cry, they buy and everyone’s happy.
And then…..you never hear from them again.
Sound at all familiar?
Is there something missing in the process? Don’t they know we want them to come back? If you have clients who’ve been MIA for awhile, now is the time to get them back and in and there’s no better person in the world to help you do that than today’s guest, Kathryn Langsford.
Our favorite, Kathryn Langsford, joins the podcast today to share a marketing idea that has helped her bring back clients she hasn’t seen for awhile. Yes, even the clients she might not have seen in a few years.
A strategy that reminds clients that you’re still here and puts you top of mind when they know they are ready for portraits.
In this episode, you’ll learn how to:
- Find the ideal past clients to reach out to
- Craft your own “It’s Been a While” message
- Use different methods of contact like email, text, and social media
Here’s a glance at this episode:
- [2:36] - Kathryn calls this strategy “it’s been a while.”
- [3:37] - Kathryn went through her past clients, even clients who haven’t been back in a couple of years. She describes the questions she asked herself about each of them.
- [4:16] - She then pulls their file, chooses a photo that they didn’t order and puts together a brief email.
- [5:39] - In using this strategy, make it casual but give a call to action.
- [6:52] - As a result, Kathryn schedules 10 or more client appointments.
- [7:52] - Sometimes, clients will say they got busy and wanted to come in and they were thankful for the reminder.
- [8:57] - This is even a strategy that could be used by text.
- [9:58] - You could even use Instagram and tag the client.
- [12:30] - Kathryn has also found it a great strategy to follow clients on social media and comment on their photos of how much their kids have grown.
- [14:08] - Allison did a similar tactic, but shares how she used her physical printer to run her campaign.
- [15:51] - As a result, Allison was able to schedule 3 clients.
- [16:32] - This strategy has shown success and although it may seem like a lot of up front work, it is worth it.
Links and Resources:Download a Transcript
Kathryn LangsfordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
The idea of “Quality Over Quantity” is gaining steam in today’s culture of Aspiring Minimalists.
Think Capsule Wardrobe: less pieces of clothing that are higher quality (and more expensive). Every piece fits you perfectly and works together with all the others to make multiple great outfits (a system) vs. a closet full of TJ Maxx pieces purchased because they were “on sale.” You end up with “a lot” of clothes that kind of fit, don’t necessarily go together and, let’s be honest, some of them still have the tags on them.
Which shopper are you? I’ve been both.
Who I want to attract to my portrait business is clients who are looking for, as Gregg McKeown puts it in his book, Essentialism, “less but better.”
But do clients really KNOW that’s what they want? Most often they don’t.
Most clients THINK they want A LOT of pictures. They want us to shoot everything that comes into our minds (or theirs); show them everything, and then give them everything at the lowest possible price in the form of a lot of little prints or a collection of digital files.
THE RESULT?
For the Portrait Photographer: Their nights and weekends are spent with their face in a computer screen, editing their brains out for pennies while life goes on without them.
For the Client: They end up with a lot of little prints and digital files. None of which make it to the wall or an album to be enjoyed every day. Also, insert client guilt here, over never doing anything with the images. How many times have you heard, “I need to do something with those.” or “I’ve got to get those on the wall?”
But it doesn’t have to be like that. There is another way.
You can, instead, give clients what they didn’t know they wanted, while maintaining a sustainable work-life balance. It’s stepping forward as the Trusted Advisor and helping our clients create their “capsule wardrobe” of portraits of their family year after year.
But how?
On today’s episode I am joined by Allison Tyler Jones Photography’s very own Stacey Hemeyer, associate photographer and retoucher extraordinaire.
Stacey had her own successful wedding and portrait business for almost 16 years before joining the ATJ team in 2016. Her business model was built largely on the premise that “More is More” and that “Busy is Best”.
But that business model came at a steep cost.
Not only did she miss out on key moments with her young family, she found herself run ragged by clients who thought they wanted more, more, more AND wanted to pay less, less, less.
It wasn’t until she came to work at Allison Tyler Jones Photography that she understood that spending more time with less clients can be a calmer, more soul-satisfying way of doing business, for everyone involved.
Join us for an enlightening conversation with this kind, talented, former shoot and burn photographer and the lessons she has learned by doing business a different way.
In this episode, you’ll learn how to:
- Avoid too many clients
- Hone in on quality experiences
- Add team members to your business
- Believe in your team and take a step back
- Want better, not more.
Here’s a glance at this episode:
- [2:39] - Stacey shares her experience in meeting Allison.
- [5:13] - Through a series of coincidences, Stacey recognized Allison’s work and connection to the groom of a wedding she was shooting.
- [7:15] - Initially, Stacey’s goal was weddings but in the beginning she worked with all kinds of services to meet clients.
- [8:34] - When Stacey joined the team at Allison Tyler Jones Photography, she had already owned her own business for 15 years.
- [10:21] - What kind of qualities should you look for when adding people to your team?
- [11:17] - Now, Stacey does senior photos, some families, and the commercial work for ATJ Photography. But Allison shares the difficulty of the transition for her as an entrepreneur.
- [12:47] - Stacey shares her business background and why she was able to stay in business so long but also her downfall.
- [13:46] - She was known for quick turnaround, but more is not better.
- [15:08] - Some photographers believe that most people just want digital files quickly.
- [17:25] - One of the surprising differences Stacey realized when coming on board at ATJ is the turnaround time.
- [19:20] - Covid has had a lasting impact on many components of the business.
- [23:32] - Because of the lower quantity, Stacey can put far more effort, time, and creativity into her retouching process.
- [25:12] - Allison and Stacey converse about an experience with a client. Stacey was able to do a lot of retouching that they didn’t think was possible.
- [26:36] - Stacey describes the beginning of her retouching process.
- [28:27] - It is hard and unnatural for Allison to back off and rely on a team but she is seeing the benefit and work balance.
- [30:04] - It is difficult to hire the qualities you don’t have.
- [32:40] - We’re conditioned to think that more is better, but that is not always the case. It was a big mental shift for Stacey.
- [33:37] - Really cater to your higher paying clients. They trust you.
- [35:18] - Stacey shares the story of a client who put her total trust in ATJ Photography.
- [37:28] - Build it and they will come. But it will take time.
- [39:43] - All the great brands are long-lasting because of a team.
- [40:53] - How did Allison get out of her own way to allow her brand to grow even more?
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Taking client phone calls can feel stressful.
You want to make a good impression, while also gathering information and determining if you will be a good fit for their project.
When you have more experience with client conversations, it’s easy to forget just how hard you worked to get comfortable taking calls and walking clients through your process.
That’s why we knew now would be the perfect time to bring ATJ’s newest Client Coordinator, Kaitlyn Beagley, onto the podcast to talk about her process for learning and strengthening her first contact with potential clients.
Having been on the ATJ team for less than a year, Kaitlyn is still in the trenches and understands the fears you need to overcome to create a fabulous first phone call for yourself and the client.
Kaitlyn’s experience and advice will help you take your client contact to the next level, even if they don’t book a session, this level of customer service and attention will make potential clients feel seen, heard and a little bit spoiled.
And if they do book, it starts the relationship off right and sets you up for success!
In this episode, you’ll learn how to:
- Use a booking form to gather information for yourself and the client
- Begin developing a client relationship from the very first phone call
- Schedule multiple appointments at one time
- Improve your skills through self-development and reflection
- Create crystal clear expectations with clients over the phone
Here’s a glance at this episode:
- [2:28] - Welcome to the show, Kaitlyn! Kaitlyn is the youngest and newest member of ATJ Photography.
- [3:44] - Starting out as a client, Kaitlyn shares what surprised her when working behind the scenes.
- [5:35] - When starting in this new position, Kaitlyn observed phone calls and explains how she took notes to learn.
- [6:27] - You can download the booking form that ATJ Photography uses that guides you through the booking phone call.
- [8:10] - Sometimes, Kaitlyn also records her own phone calls to review on her own to improve.
- [9:28] - When speaking with potential clients, begin with the end in mind.
- [11:19] - The first phone call is not only an interview with you as a service provider, but for us to interview them.
- [12:28] - Even if a client doesn’t book after the first call, they need to feel that they were heard. It is the start of a relationship.
- [13:41] - Be clear and kind. Stop and smile before you answer the phone.
- [15:09] - People can tell if you are not truly listening.
- [17:54] - During the first call, Kaitlyn books three appointments at one time - the consultation, the shoot, and the viewing.
- [19:09] - Kaitlyn begins with scheduling the photo session.
- [21:18] - Allison has enough information on the booking form to have a foundation with the client without having to start the conversation over.
- [23:20] - When talking about pricing, Kaitlyn starts with a bottom pricing to let clients know what it will be at the least.
- [24:40] - If you are a solopreneur, you can use the booking form as a phone consultation.
- [26:27] - The booking form is an excellent guide and if you’re asked a question you are unsure how to answer, pause and let them know.
- [28:18] - Don’t just assume the client can talk if they answer the phone. Strike when the iron is hot and know that they have a few minutes to talk about their project.
- [30:02] - The booking form has been updated, so even if you’ve already downloaded it in the past, double check that you have the most recent one.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
As we emerge out of a global pandemic, we’re aware, more than ever, of the pain in the world. Our clients are coming to us mentally fragile and in need of extra care and healing. If you are thinking, “but I am just a portrait photographer, what can I do?” then this episode is for you.
As one of the wisest people I know, Houston photographer Cindy Crofford, was taught at a young age the importance of connecting with people. By learning to find the good in every single person, she is able to use her words and actions to strengthen and lift everyone she meets; especially her clients.
Cindy’s clients aren’t just coming to her for her art, but for how she makes them feel. Her goal?
To have each client leave feeling better about who they are and the family they have.
This episode will challenge you to look at how you are connecting with your own clients. It will empower you to spend a little more time and a little more mental energy to notice what makes each client special and what each client needs at this particular time in their lives.
Not only will your images improve, so will your client relationships.
Most of us got into this business because we love people. But people can be complicated and never more so than now. Take a look at your business through the eyes of Cindy Crofford and you’ll leave happier, more positive and better able to bring your best self to your clients.
In this episode, you’ll learn how to:
- Connect with people by finding qualities you love about them.
- Show your vulnerability to put clients at ease.
- Allow yourself to be uncomfortable in order to learn more.
- Flip your thinking to avoid negativity.
- Make bold moves that lead to great blessings.
Here’s a glance at this episode:
- [2:16] - Allison shares her first recollection of meeting Cindy Crofford.
- [3:12] - Cindy is a founding member of the Mindshift Membership. She shares her background.
- [4:57] - She started out as an educator but wanted a change to be more present with her children.
- [6:36] - In her shift to a new career, she took a 3 week course and opened a new business and explains how it evolved into a portrait photographer.
- [8:15] - Regardless of her own fears and judgment, Cindy kept going.
- [9:31] - Cindy’s parents played a big role in how she approaches business and life.
- [10:25] - Cindy’s mom instilled in her the importance of learning how to love people.
- [13:13] - Sometimes we may feel like we have been around people too much. Cindy shares that she is not frazzled about being around people, but does get burnt out with tedious computer work.
- [14:09] - Cindy shares her discomfort and anxiety about making a big financial decision on her own.
- [15:51] - We have people we see that we want to emulate. Cindy shares the first time she remembers watching someone and wanted to be like her.
- [17:48] - During sessions, Cindy has the ability to coach families to show what they love about themselves and their family.
- [20:26] - What are you doing to heal the pain of the world? Cindy knows that is what her business does and she has a strong mission.
- [22:23] - Learn to flip your thinking.
- [24:05] - Be someone who loves to find joy and save it.
- [25:41] - Cindy shows herself in real ways and her vulnerability makes her clients show more than they expected in their photos.
- [27:20] - Allison shares her experience in joining a mom group of children with Autism.
- [30:40] - Being a “connector” is something that comes naturally to Cindy but it is also something she has learned to improve.
- [31:56] - Sit back, breathe, and listen for a minute.
- [33:12] - The stories we make up are usually negative.
- [34:58] - Why is our first instinct to be negative?
- [35:40] - Discover who you are as a business owner.
- [37:33] - Stop putting yourself down.
- [39:07] - Receiving a compliment is a completely different experience to giving one.
- [43:31] - Cindy shares how she immediately felt like she couldn’t hit the same gross income this year.
- [45:42] - “I want people to come to me because I am good, not because I’m cheap.”
- [48:31] - You can guide clients to decisions that are great for everyone.
- [50:34] - Making bold moves has led to great blessings.
Links and Resources:
Cindy CroffordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
As business owners, it can be tempting to come into an industry and simply do what everyone else is doing. We often look for plug and play “best practices” for our businesses based on industry standards.
But what if industry standards don’t match the standards we have for ourselves?
When Dr. Stuart Frost came into the field of orthodontics, the typical business model was to work in volume. The goal was to get a higher quantity of patients at lower fees. But Dr. Frost quickly realized that this wasn’t how he wanted to do business. He wanted to have higher QUALITY and less clients at higher fees.
Sound familiar?
Like many photographers struggling to make this same type of transition for their clients, Dr. Frost faced challenges in building the business he wanted. Through extensive research, reading, and education, he came to understand the power of actionable goals, positive daily affirmations, intentional business practices, and building his brand.
Dr. Stuart Frost is the owner of Frost-Nichols Orthodontics and the man behind “The Frost Smile.” He is known as the Artist Orthodontist and lectures internationally, teaching orthodontists to build better businesses.
What sets Dr. Frost apart is his strength in developing relationships, building trust, and making very intentional decisions.
Our conversation will empower you to change how you think about yourself, your business, and your brand. And it will definitely leave you wishing your orthodontist had this level of customer service.
In this episode, you’ll learn how to:
- Value your worth
- Live to be good instead of striving for perfection
- Have a strong rationale behind every business decision
- Create a brand that boosts word-of-mouth marketing
- Change lives through artistry
Here’s a glance at this episode:
- [3:36] - Dr. Frost shares his background and how he knew there was something more for him than general dentistry.
- [5:00] - For a photoshoot with his family, the first time Dr. Frost and Allison met, he was already known as The Artist Orthodontist.
- [6:00] - Allison’s comment when they first met, changed the trajectory of Dr. Frost’s business and brand.
- [7:55] - Early on in his career, he knew he had thoughts and dreams of being the best orthodontist in the world.
- [9:00] - Dr. Frost recommends the book Outliers by Malcolm Gladwell.
- [10:53] - Dr. Frost has always been interested in quality over quantity.
- [13:20] - When something is easy for us, we devalue it.
- [14:47] - Any time you do a photoshoot, you change lives.
- [16:06] - The value isn’t just taking a photo, it’s capturing every family’s different story and creating an experience.
- [17:27] - Covid has made us all a little crazy and some people may not feel good about themselves. Connecting with them makes an impact.
- [19:46] - Dr. Frost and Allison both recommend the book Positive Intelligence by Shirzad Chamine.
- [23:18] - In the book and the website for the book, you can find out how to “operate out of the sage.”
- [24:43] - If we are relying on others to fill our cup, it will never be full.
- [26:20] - Look at photos of yourself as a child. How would you talk to that child?
- [27:27] - It is hard to be good to others if you are not good to yourself.
- [28:40] - Our brains were developed to either be in fight or flight. We have to train our brains.
- [31:46] - Even God doesn’t say something is perfect. You do not have to be perfect. Live to be good.
- [35:08] - There’s a very strong rationale behind everything that Dr. Frost does.
- [36:37] - Branding wasn’t initially something on Dr. Frost’s radar. He took courses when people were approaching him for “Frost Smiles.”
- [38:20] - The Frost Smiles Instagram feed is an incredible textbook example of the right things to do on social media in branding.
- [40:31] - In photography, a social media feed may just show pretty pictures. But ask yourself what the pretty picture is going to do for the client?
- [41:10] - Allison helped Dr. Frost set up a studio for taking photos of his work.
- [42:55] - In the world of orthodontics, there is sometimes a lengthy referral process. However, 80% or more of Dr. Frost’s clients come from word of mouth.
- [44:12] - Allison recommends the book Anything You Want by Derek Sivers.
- [45:52] - Discounts and deals are tempting, but are not always recommended.
- [47:25] - It’s not what you do, it’s how you make the client feel.
- [49:05] - The ability to create trust might be something you have to develop.
- [50:37] - When it comes to relationships, slow is fast. Be fully present.
- [52:45] - Dr. Frost has an identical twin brother who is a dentist that Allison has seen as well. Their relationship building skills are different. Be yourself.
- [54:50] - The term “Frost Smiles” was client created.
- [56:15] - Really good branding is how your client feels when in the presence of your brand.
- [58:18] - Words have immense power.
Links and Resources:
Dr. Stuart FrostWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If there’s anything we’ve learned coming out of the height of the Covid-19 pandemic, it is the importance of our mental health.
In fact I’d submit that, as entrepreneurs, our energy and mental health are THE primary assets in our businesses. After the last two years, we may be tired of being cooped up, but it is so important to remember the lessons we’ve learned by slowing down, especially now that the pressure to be busy is back in full swing.
Kathryn Langsford joins me today for a conversation about protecting the asset: your own mental health. This topic is very trendy on social media right now as we scroll and see candles and long baths. But that’s not what works for everyone. In this episode, Kathryn shares how her mental health rock bottom forced her to change how she was approaching her business and her time. What she learned was that managing her time wasn’t the whole issue, but rather managing her energy. It sometimes feels unnatural to schedule time for ourselves, but what we have found is that by not protecting our mental energy, our creativity suffers.
In this episode, you’ll learn how to:
- Create space for yourself
- Be aware of negativity and its impact on your wellbeing
- Cultivate success instead of forcing it
- Overcome the fear of scarcity
- Move your business forward through delegating and time blocking
Here’s a glance at this episode:
- [4:37] - The entrepreneur is the primary asset. If we’re going down, it’s all going down.
- [5:33] - By not leaving any time slots open, Kathryn’s creativity was suffering.
- [7:01] - There are different ways the fear of scarcity manifests.
- [10:08] - If you pack your day without room to breathe, what about the unexpected things that impact your schedule?
- [11:37] - Kathryn learned the hard way, but now keeps space in her schedule for her mental health and creativity.
- [13:14] - For Allison, the morning is the best time for moving her business forward.
- [15:26] - Be sure to block production time into your calendar, too, rather than just client appointments.
- [16:48] - Although tempting to schedule work 5 or more days a week, blocking time this way has given Kathryn space for new ideas.
- [18:21] - Kathryn shares an example of scheduling something later that felt very unnatural to her, but allowed her to focus on the things that mattered first.
- [20:14] - Telling a client that there isn’t a time slot for them right away is fine. They will understand and schedule a time that’s available.
- [22:48] - Notice how you feel when you have multiple types of tasks and appointments in your day.
- [25:30] - Be aware of negative thoughts.
- [27:59] - How does Kathryn mitigate the worrisome thoughts? She gives a mental exercise and questions to ask yourself in these times of negative thinking.
- [29:30] - If we can learn how to strip away the excess negativity, we can be more efficient in the way to apply our brain to every situation.
- [31:40] - What is the difference between forcing and cultivating success?
- [34:00] - Schedule yourself less so you can make space to cultivate success.
- [35:48] - Delegating certain tasks to others on a team is extremely helpful.
- [38:11] - Take a look at your calendar and find a way to put in space for the things that light you up.
Links and Resources:Download a Transcript
Kathryn LangsfordWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
As kids, we’ve all been asked the question, “What do you want to be when you grow up?” The answer to this question might change as we grow older, but in many ways the ideas we have early in life have an impact on our decisions as adults–just not in the ways that we might originally think.
In the experience of today’s podcast guest, that rings especially true. Traci Beagley knew early on that she wanted to own her own business, but through the ups, downs, and curveballs in life, her life and her business trajectory went through some drastic changes.
So what do we do when life doesn’t turn out quite like we imagined?
Today’s guest is Traci Beagley, CEO of Sunland Home Care & Medical in Arizona. She’s my long-time friend and confidante and together we have the most transformational conversations. I’m sharing one of our conversations with you today in the hope that it will lift you and inspire you to think about what to do when life turns out differently than you’d originally planned. Listen as Traci shares her entrepreneurial background, the life-changing experiences that changed her mindset, and her continuous learning journey.
In this episode, you’ll learn how to:
- Ask for help even when it is hard to do
- Normalize failure for yourself and your team
- Facilitate the growth of others
- Acknowledge Imposter Syndrome and move to overcome it
- Love your unique journey and continuous growth
Here’s a glance at this episode:
- [3:03] - Traci shares her background and what she envisioned for herself growing up in a family of entrepreneurs.
- [5:00] - Although she works in a field she didn’t expect, Traci and Allison own their own businesses which is exactly what they sought out to do.
- [6:43] - It’s important to think about the different seasons of your life. Different aspects of your life will need more attention at different times.
- [8:00] - Traci shares the major life experiences that changed her trajectory.
- [9:04] - Asking for help can be hard, but Traci realized the impact of showing vulnerability.
- [11:14] - We all have foundational experiences that change how we view things.
- [12:29] - Normalizing failure is important in your business, especially if you are leading a team.
- [13:31] - Traci recommends a book called The Compound Effect by Darren Hardy and the courses the author offers as well.
- [14:23] - Facilitating the growth of others is important to Traci in her business and she finds an immense amount of joy in doing this.
- [17:01] - In a previously owned business, Traci realized she didn’t feel gratified like she does now in senior care.
- [20:40] - Allison has taken photos of Traci and her family since the start of her business in 2005. Traci has seen the progress over the years.
- [22:21] - Allison shares the experience that made her realize that you can have everything you want but maybe not all at the same time.
- [23:43] - Imposter syndrome played a big role in Traci’s career in the beginning, but now she focuses on stepping into her role as an expert in her space.
- [25:54] - Staying in self-doubt is actually self-indulgent.
- [26:47] - As an achiever, Traci admits that it is exhausting to view her expertise as attached to the next step in her journey.
- [28:38] - Are you living your mission? Your mission can and should change over the years.
- [29:43] - The term “journey” is fluid. It gives you the opportunity to learn, explore, and get to know yourself more.
- [31:51] - Your trauma, experiences, and the healing journey you are on creates the inspiration to give back.
- [33:15] - Sometimes we doubt ourselves, but ask yourself, “Why not me?”
- [34:42] - Put your team first and your customers will be happier, too.
- [37:02] - There are a lot of great things in Traci’s future, but she’s pausing to figure out what the right path is for her.
Links and Resources:
Traci BeagleyWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
What do the businesses of aesthetics and portrait photography have in common?
You might be surprised.
In fact, many of the most valuable business insights I have gained through the years, have come from outside the portrait industry and that's exactly why I think you are going to love today’s guest.
Rechelle Trejo is the owner of Auri Aesthetics in Gilbert, Arizona. Rechelle is a registered nurse by education and since 2003 has become one of the most in demand aestheticians in our area as well as a highly sought after trainer of aestheticians worldwide.
Rechelle founded Auri Aesthetics in 2020 to create an innovative space where non-surgical treatments are prioritized. Her passion in this field is working with individual patients to create customized plans so they can achieve their aesthetic dreams in a natural and beautiful way.
What shines through in this conversation with Rechelle is her confidence and pride in what she does. Rechelle is the expert and through a detailed consultation process, she is able to guide clients and patients in getting the most beautiful results. Often the results are beyond what patients even thought possible.
When it comes to your photography business, the same is true. You are the trusted advisor and you can create absolutely beautiful results that your client might never have thought fathomable. With Rechelle’s guidance, you can learn how to leverage your expertise with client expectations and build the expert reputation you deserve.
In this episode, you’ll learn how to:
- Develop a consultation process that guides your clients to find exactly what they want and need.
- Solve problems and answer questions before your client even asks.
- Create a comfortable and trusting relationship between yourself and your clients.
- Use specific information to drive decision making in your business and with each individual client.
- Build your reputation through confidence and expertise.
Here’s a glance at this episode:
- [2:17] - Welcome to the show, Rechelle! Rechelle shares her background and what led her to aesthetics.
- [4:10] - Rechelle was able to combine her desire to create beauty with her nursing degree.
- [5:19] - The name of Rechelle’s business is Auri Aesthetics.
- [7:02] - Everything in the business, down to the name and brand, has been very intentional.
- [8:02] - When injecting, Rechelle looks at lights and shadows, similar to a photographer.
- [9:45] - We all want to feel good about how we look.
- [10:48] - Rechelle admits that she is not the cheapest and it was not a difficult decision to price her services. How does she find patients?
- [12:50] - Allison describes her experience with Auri Aesthetics.
- [15:03] - In Allison’s experience, Rechelle brought up concerns and answered questions before they were even asked.
- [16:10] - It is important to be honest and up front about things that could happen and offer a solution and plan for each one.
- [18:03] - Rechelle describes how she launched this business and used specific information to drive decision making.
- [19:59] - When it comes to leading a team, acknowledge that you don’t know everything.
- [20:40] - A consultation is a crucial piece to Rechelle’s business and she avoids being too overwhelming.
- [22:01] - The consultation is important in creating a step by step plan.
- [23:12] - Be the trusted advisor. Be the expert. It is okay to tell a client what they need and say no if what they are asking for is not in their best interest.
- [25:03] - Sometimes patients and clients want everything, but they don’t need it. There is a time where they need to be told no.
- [28:08] - What it comes down to, is trust.
- [29:45] - What happens when we run into micromanagement?
- [32:17] - The longer you are in the business and your reputation is established, challenging clients are not as common.
- [34:05] - It isn’t just about the time you invest in a single project that goes into your pricing. Your training and expertise increase your value.
- [36:40] - Rechelle shares how a photo’s pose that she initially said she wouldn’t like, turned out to be the most valuable photo taken.
- [38:27] - Visit Rechelle’s website and instagram linked below to see how she educates her clients.
Links and Resources:Download a Transcript
Rechelle TrejoWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Your mindset about money affects more than just your business. It affects your confidence, your feelings of worth and the value that you place on your time and work. Today we’re talking about all things money with return guest and friend, Kimberly Wylie. Kimberly is an absolute inspiration in this field and even though she started out in the world of finance and is a pro at Excel spreadsheets, that didn’t prevent her from experiencing the fears and doubts that so many small business owners encounter when it comes to pricing and selling their products. Kimberly went down the road of charging what everyone else was charging and working too hard for too little. She made the painful realization that the value she was placing on her services and products was actually a reflection of how she valued herself. It didn’t take long before she realized that she already knew how to see the stories that are told through numbers in a business and decided to start telling a different story for herself and her business partner Jessica Sikes.
Is talking about money and pricing uncomfortable for you? Kimberly contends that is actually a good thing! By definition, a business should be profitable and in an ever-changing economy, it is vital to consider how we value our work, time, and most importantly, the value we provide to our clients. To level up and scale your business, Kimberly challenges you to stop thinking of photography as a commodity and, instead, cross the bridge into making every session special and step into creating a true luxury brand for your business.
How? Listen in as Kim gives actionable steps to take to help shift your money mindset into thought processes that will increase your bottom line.
You’ll learn how to:
- Stop pricing from your own pocketbook.
- Get uncomfortable (in a good way!) with your pricing.
- Base your pricing on actual math and see the stories that numbers are telling.
- Value yourself and your time.
- Build trust with your clients to send the message that your products and services are very much worth the price you are charging.
- Understand the energy of money.
Here’s a glance at this episode:
- [2:58] - We all have our own feelings about money. Your views on money are developed by many components and impact your decision making.
- [4:10] - Money is just a piece of paper and in the world of cryptocurrency, it is just an agreed upon value.
- [7:10] - When digital photography came along, many people became photographers and eventually led to photography becoming a commodity.
- [9:31] - The way the “shoot and burn” model is used is to create disposable imagery.
- [11:53] - There are so many elements that come together for a finished product. The commodity is the digital file, but the finished piece is on the wall or in an album.
- [12:45] - Many women have started their work in photography and Kim believes that undercharging for their work is a result of why they became a photographer.
- [16:06] - Numbers tell stories and help you make decisions.
- [18:28] - Kim shares the metrics she uses and pays close attention to.
- [19:40] - There is a shift that must take place if you do not have a money mindset. It is uncomfortable to charge what you are worth with the commodity mindset.
- [21:00] - Kim advises to avoid pricing based on your own pocketbook.
- [23:01] - You might think that you would never spend an amount of money on something, but it is because you can create it.
- [25:08] - Initially, Kim priced her services and products based on her competitors’ pricing.
- [27:01] - It is harder to make risky decisions if you don’t have support or a “safety net.”
- [28:03] - If consumers see your low pricing, they may think that your work is not valuable.
- [32:56] - Knowing you need to make changes but not knowing what the changes should be can be very scary.
- [34:49] - On the flip side, sometimes money causes some decisions to be easier to make.
- [37:51] - Consider all of the little things that go into your time.
- [39:16] - Recognizing her own buying behavior changed the way Kim priced her services and products.
- [41:06] - “Shoot and burn” is okay, but bringing in more money will be tougher.
- [43:02] - Kim describes some of the extra things you can do to level up to luxury.
- [46:03] - The first step is to raise prices and then you can get creative in building more value.
- [48:39] - The intangible elements to a luxury brand are often not considered in pricing.
- [50:23] - The only success in “shoot and burn” is volume.
- [51:42] - Figure out the things that make people want to come to you. It isn’t the commodity, it’s the service.
- [54:02] - Think of all the pain points of your ideal client and provide a solution right at the start.
- [55:17] - Your mindset will shift you from “commodity in better packaging” to true luxury.
- [57:20] - Photographers who are the most successful have amazing relationships with their clients.
- [60:12] - For many luxury clients, time is what is most valued.
- [63:17] - When thinking about your ideal client or the client that wants it all, ask yourself if there is anyone else that offers the experience you provide.
- [65:02] - Make your rules based on the bulk of your clients.
- [66:19] - We all have things that are gifts and they come easy to us. But they also become easy for us to devalue in ourselves.
- [67:57] - Get uncomfortable with your prices.
- [70:53] - Just because you have your system working like a well-oiled machine, doesn’t mean you should charge less because it takes you less time.
- [72:03] - Allison references a questionnaire in the highly recommended book Secrets of Six-Figure Women by Barbara Stanny.
- [75:06] - Using a personal experience, Allison demonstrates the importance of intrinsic value of yourself and your business.
Links and Resources:
Kimberly WylieWebsite | Instagram
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Today’s episode finishes up our Sales Sabotage Series with an emphasis on intentionally creating products that serve your clients and business instead of sabotaging your sales.
So, if the goal is to serve, not sabotage, where do we go wrong? Sometimes the products we offer to our clients are unintentionally sabotaging our brand and our bottom line. Maybe we selected our products based on a special our lab was offering. More often, we created our product line up based on what every other photographer is doing.
In this episode of The Rework, we’re taking a closer look at intentionally developing products that are:
- Consistent with your brand
- Easy for your clients to understand and most importantly,
- Products that are profitable for your portrait business.
Every photographer will have a different take on the best product mix for their own business so it is important to run your products through your Brand Filter. Get a pad and pencil or grab your phone to take notes, because in this episode we’ll work through some actionable steps to take to help you narrow down your likes and dislikes to better develop a product mix that matches you and your style. You’ll learn about what my brand offers in products, how to avoid confusing presentation, and ultimately serve your clients without sabotaging yourself.
In this episode, you’ll learn:
- How to take a hard look at your product line
- How to ensure your product mix is intentional, consistent, and easy to understand
- How to create a product line that is profitable
Here’s a glance at this episode:
- [1:39] - Is your product mix intentional, consistent, easy to understand, and most importantly, profitable?
- [2:54] - Ask yourself the important questions to envision exactly what you want your work to look like and what your client needs. Sometimes you need to start with what you don’t like.
- [5:20] - What is consistent with your brand and your work? There should be a reason you are offering these products.
- [8:08] - Avoid being like the Applebee’s or Cheesecake Factory menu that’s too busy and confusing. Think spare, clean, and high-end.
- [9:54] - Take a hard look at your pricing and pay attention to the cost changes that are happening as a result of the pandemic and supply chain issues.
- [11:17] - Do you have the right product mix to accomplish the sales average you are trying to create? Visualize the ideal sale.
- [13:07] - By knowing your ideal sale, it is easier to focus on the products that represent your brand the best and are the most profitable.
- [15:10] - Add new products and remove the ones that are not brand-consistent or profitable.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Professional Photographers of America (PPA)Website
In the second episode in our Sale Sabotage Series we are taking a hard look at your Sale Process.
“What process?” you might ask. You may not know it, but you HAVE a sales process, it might not be leading you to the results you want for your clients or your business, but you do have one.
The big question is, is your process working for you? If the answer is, “NO,” you’re in the right place!
In today’s episode you will learn how to weed out unqualified clients, educate the uninitiated ones, and guide your ideal clients along the path to the best outcome for them and for your portrait business.
It all comes down to taking CONTROL of every, single aspect of your sales process and providing CLARITY at every turn so your clients know EXACTLY “how it works” at your studio and how that benefits them.
Control and clarity are two of the key factors which completely transformed my business when I realized their importance, and I am going to provide you with a number of practical ways in which you can use these tools to transform your portrait business too!
Here’s a glance at this episode…
- [01:05] The powerful tools that I am going to be equipping you with in today’s episode.
- [02:09] Control and clarity; two factors that make an enormous difference to your business.
- [02:53] How I approached sales when I first started my business, and why it didn’t have the desired effect.
- [06:28] The breaking point that drove me to completely transform my sales process.
- [08:01] Why it benefits your clients when you collaborate with them to help them choose which photographs they are going to buy.
- [10:33] How a lack of clarity can sabotage your sales (from my personal experience).
- [13:07] Changes I made to my website and social media pages to make it very clear to my clients what my offerings are.
- [17:18] What you will achieve with an effective sales process.
- [18:44] Questions you should and shouldn’t be asking yourself when a sales appointment doesn’t go the way you hoped it would.
- [19:32] Elements that make up a sales process.
- [20:56] My challenge for you this week!
- [22:26] What you can expect from episode 3 in our Sales Sabotage Series.
Links and Resources:Download a Transcript
Do The ReWork
Website | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
In the second episode in our Sale Sabotage Series we are going to talk about predicting what your clients will do or say BEFORE they do it.
Rather than coming from a place of fear and worry about what clients will or won’t do (you know the drill):
“What if they don’t buy anything?”
“What if they freak out over my prices?”
Instead, imagine every scary question or possible sales scenario and then bake your answers to those questions by bringing up the subject BEFORE your client’s can. Bake the answers into your first phone call, your consultation, and every, single conversation you have with a client.
To be honest, I’ve found that client objections tend to fall into three basic categories:
1) Not wanting to decide.
2) Who’s in control?
and
3) Is this worth it to me?
In today’s episode I’m going to share with you how you can harness the power of prediction to be as prepared as possible for any challenging client objections that come your way.
As the saying goes, if you are prepared, you’ll have no reason to fear, and armed with a little advice, you might even begin to love the sales side of this business as much as I do.
Here’s a glance at this episode…
- [01:30] What you can expect to learn from today’s episode, the first in our Sales Sabotage Series.
- [02:57] Some of the many reasons that photographers don’t like the sales side of their work.
- [04:26] Prediction that is based on fear versus prediction that comes from a positive mindset.
- [05:35] Why questions from clients are a good thing!
- [06:13] A challenge that I want you to complete.
- [06:46] Examples of common comments/questions that we receive from clients.
- [09:57] The way we respond when clients express shock at the price of our products.
- [11:16] How we communicate our stance on digital files to our clients.
- [13:22] Benefits of using our free Sales Sabotage Evaluation Tool.
- [14:00] Our approach to dealing with clients who delay decision making (something you are probably very familiar with!).
- [15:38] How we respond to clients who tell us they don’t want portraits on their walls.
- [18:22] Know the value of your work, and help your clients see that.
- [20:59] The importance of making sure that your clients are prepared for the process involved in getting their portraits done.
- [22:36] Control that most clients want you, as the professional, to take during the portrait session.
- [23:30] A recap of my challenge to you, and how it will benefit your business.
- [24:50] The power of the right kind of prediction!
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Do you ever feel like you could just work 24/7 and still not get everything done? If so, this episode is for you!
When you spend your time doing things you feel like you SHOULD do, and saying yes when you should be saying no, you end up not having time for the things you WANT to do, or for the things that are most important. So today Jessica and I are going to be talking about how to create SPACE for things in our lives outside of work (and running a thriving business at the same time!).
This episode is full of personal stories which highlight the importance of being intentional with your time, and we hope that it inspires you to be more conscious of how you are spending YOUR ultimate commodity!
Here’s a glance at this episode…
- [02:01] The common problem that we experience, and see other people experiencing, of feeling like there isn’t enough time in the day to get everything done.
- [05:55] Unnecessary expectations that are put on women in particular.
- [07:44] Asking for help in your professional or personal life can be difficult, but it will change your life!
- [10:54] You can probably afford more help than you think you can.
- [12:15] An example of how I changed a portion of my business in order to give myself more time with my family.
- [15:28] How you should be structuring your prices.
- [16:51] Benefits that I experienced when I started taking Friday’s off work.
- [18:44] The importance of allocating set times for tasks, and preparing for the unexpected.
- [21:09] Why we don’t give our clients reasons when we say no to doing a shoot.
- [25:46] The benefits of setting healthy boundaries.
- [29:56] Two personal stories which highlight the importance of making time for the things that matter most.
- [35:21] An example of a “tripping over dollars to pick up dimes” situation.
- [38:14] What we believe to be the most important thing in life.
Links and Resources:
Download a Transcript
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If you have been in business long, you might know EXACTLY what it feels like to become a Darling Doormat or a Disagreeable Dictator when it comes to your client interactions. Although you never started out intending to be either of those things, in an effort to “be nice” or get referrals, you’ve allowed clients to walk all over you and completely disregard your business rules (because you didn’t enforce them).
Or perhaps, in an effort to prevent being a doormat, you have become a Disagreeable Dictator, instituting multi-page contracts and showing up with a disgruntled and distrusting energy to nice clients who just want to pay you to photograph their families. All in an effort to ensure you are NEVER taken advantage of again.
It should come as no surprise that neither of these options will get you to where you want to be in your portrait business, because, at the end of the day, these strategies don’t serve your clients (or you) in the best possible way.
Consider instead a third option—stepping into the role of the expert and becoming a Trusted Advisor to your clients. Your clients don’t know the photography industry like you do. They don’t know “how it works” or how YOU work.
They just know they “need pictures.”
And the only way to succeed in creating a profitable, sustainable portrait studio is to take full responsibility for every aspect of your business and guide your clients through the process with an expert hand.
Join us for this week’s episode, where Jessica and I discuss exactly how we’ve evolved becoming Trusted Advisors to our own portrait clients.
Here’s a glance at this episode…
- [02:05] Similarities and differences between what we’re going through at ATJ Photography and what our Art of Selling Art students are experiencing in their businesses.
- [03:22] Characteristics of a “darling doormat.”
- [05:22] Discomfort that is likely to arise if you are not open with your clients about your costs and your offerings from the beginning.
- [08:36] How a “darling doormat” turns into a “disagreeable dictator,” and the characteristics of this type of photographer.
- [10:14] An example of what can happen when the traits of a “darling doormat” and a “disagreeable dictator” are combined in one photographer.
- [12:58] Why the “darling doormat” approach often results in unhappy clients.
- [15:04] How clients feel on the receiving end of the “disagreeable dictator” approach.
- [17:07] What it looks like when a photographer steps into the role of “the expert” (or “trusted advisor”).
- [21:56] Why you should drastically limit the number of images you show your clients.
- [28:09] The difference between dictating and guiding.
- [30:19] The realization which allowed me to move away from being a doormat.
- [34:34] Advice for dealing with clients who aren’t happy with their photographs, using a recent experience of mine as an example.
- [43:12] Emotions that clients feel when we take responsibility for our work.
- [45:08] Where you can access the (free) booklet that we have created to help you have difficult conversations with your clients.
- [48:11] My favorite quote about success.
Links and Resources:Download a Transcript
Do The ReWork
Website | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If there is one thing all humans seek to avoid, it is pain. And yet, as business owners, we often face painful moments with clients. Moments that make us question ourselves, and our talent, and our ability to build a sustainable business. Too often, in these painful moments, we find ourselves responding from a place of fear. In order to save the sale and keep our clients happy, we roll over and give in to their demands…and then feel bitter about it.
And this starts to happen over and over and over again.
So how do we change it? How do we use these painful moments with clients to develop effective policies, principles, and processes that protect how we do business?
In today’s podcast I talk with Kathryn Langsford about some real life examples of pain points she’s experienced in her business, and the positive changes that have come out of them. The unpleasant truth is that painful interactions with clients are inevitable. It’s just part of owning a business. But we can either let them bring us down, or allow them to help us create positive processes that benefit ourselves AND our clients moving forward.
Timestamps:
[00:59] One of the biggest pain points in the photography industry (which is the focus of today’s episode).
[03:15] Kathryn shares some of the biggest challenges that she dealt with in the early days of her career.
[06:06] The fundamental goals of most photographers, and where so many of us go wrong on our journey of pursuing them.
[09:36] How Kathryn’s session fee has increased over time.
[10:23] A process that Kathryn put in place to prevent clients from coming in for sessions and not ordering any portraits afterwards.
[11:33] My motivation for introducing an upfront product credit.
[15:18] An important question that Kathryn asked herself which helped her determine her minimum price threshold.
[16:13] What Kathryn’s initial conversation with a client will consist of.
[18:28] The principle that Kathryn and I have both based our business on, which ensures that we are serving our clients in the best way possible.
[22:36] A mistake that Kathryn made in an attempt to reduce client indecision.
[26:08] Why Kathryn made the decision to introduce client consultations into her business model, the resistance she faced at first, and how responded to it.
[31:05] Why you should never give into the inevitable push-back you will experience from clients when you change things in your business.
[34:51] The factor which results in the majority of problems that we experience with clients.
[35:36] Kathryn shares challenging experiences that she has had over the years with a long-term client.
[48:17] How Kathryn now knows she should have responded to the demands of this challenging client.
[48:54] Clarity is key!
[50:11] The reward that we (and our clients) receive when our processes are upheld.
Links and Resources:Download a Transcript
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Kathryn LangsfordWebsite | Instagram
Welcome to the first episode of The ReWork Book Club with my book bestie, Mary Fisk-Taylor. We both agree that much of the success we have achieved in our businesses can be attributed to the lessons we’ve learned from books. This book club series is all about distilling the key ideas from some of our favorite books to show you how they made a difference in our business, how we applied them, and how they can best help you in your business.
In today’s episode we discuss Carol Dweck’s Mindset, and Effortless by Greg McKeown. Mindset was gifted to Mary during a particularly challenging time in her life, and it completely changed her perspective on just about everything. Effortless, which she read afterwards, then helped her to put in place and sustain the practices which help her thrive.
Some of the key concepts that we discuss today are the difference between a fixed and a growth mindset (and how to cultivate the latter), learning fast versus learning well, letting go of perfectionism, and residual results.
We are all works in progress, and learning to look at the inevitable challenges of life as opportunities rather than problems will be transformative in ways you didn’t know were possible!
Here’s a glance at this episode…
- [01:02] What you can expect from the first episode of the ReWork Book Club!
- [02:18] The vital role that books have played in mine and Mary’s lives.
- [03:44] How Mindset by Carol Dweck changed Mary’s perspective on life.
- [05:19] Mary explains the difference between a fixed mindset and a growth mindset.
- [06:28] Examples of how a fixed mindset prevents people from achieving their full potential.
- [10:22] How Mindset helped us to better handle failure.
- [15:17] Some of the lessons we learned from Mindset about raising children.
- [17:17] Learning fast versus learning well.
- [18:48] How the process of relationship building with clients changes as your business grows.
- [21:26] An example of how people with a fixed mindset approach selling their products, and opposed to the approach used by people with a growth mindset.
- [27:11] Advice for dealing with clients who have a fixed mindset.
- [30:09] Brief overviews of Greg McKeown’s books, Essentialism and Effortless.
- [31:33] Factors which prevent us from starting, finishing, and sustaining essential projects.
- [33:28] An explanation of the concept of residual results, and examples of how this can play out in real life.
- [36:26] The benefits of starting small, whatever your final goal is.
- [38:38] Results from a study on how self-given pep talks influence peoples’ commitment to exercise.
- [42:46] Benefits of breaking down your work into 90 minute chunks.
- [43:46] Why you shouldn’t be worried if you don’t sleep straight through the night.
- [46:01] Streamlining processes; one of Mary’s key takeaways from Effortless.
Links and Resources:
Download a Transcript
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Hayes and Fisk PhotographyWebsite
Mindset by Carol DweckBook
Effortless by Greg McKeownBook
Exactly How to Sell by Phil M. JonesBook
Essentialism by Greg McKeownBook
Atomic Habits by James ClearBook
The Creative Habit by Twyla TharpBook
3 A.M. MelatoninWebsite
Today’s guests are beacons of hope, light, encouragement and class in the photography industry.
Lesa and Gregory Daniel, who own and operate Gregory Daniel Portraits, have been perfecting the art of marketing since long before the days of social media, and they know what it takes to build a successful brand for their luxury portrait studio.
The first step is deciding who you are.
Gregory Daniel Portraits started off as a volume business, but when they took a hard look at the numbers, they realized they needed to shift directions in order to build the business they really wanted. This they accomplished by mentally “erasing the board” starting over with a fresh mindset and uncovering who they really were, who they wanted to serve, and how to make it meaningful.
In today’s podcast, we discuss the importance of picking a lane and staying true to it, strategies for bringing in well qualified new clients, Instagram tips for attracting the right clients, and so much more.
Grab a notebook and pen, this episode is jam packed with pure gold.
Timestamps:
[01:01] Introducing today’s guests, and what you can expect to learn from this episode!
[03:41] One of the keys to a successful marketing strategy.
[05:05] Why so many photographers enter the industry without a sustainable business model.
[06:05] How Gregory Daniel Portraits has evolved over time.
[08:40] Where Lesa and Gregory learned how to run a Gold Standard business.
[12:00] The moment when Gregory and Lesa made the decision to increase their portrait prices (and subsequently remove themselves from the wedding photography industry).
[13:57] Gregory explains his ‘erase the board’ concept.
[18:25] The process Lesa and Gregory went through to transform their business into what it is today.
[22:52] Why the way you present yourself as a photographer is so important.
[25:32] How Gregory and Lesa approached the marketing of their business when they first began creating luxury portraits, and how this has evolved over the years.
[26:51] Greg & Lesa’s Do’s and Don’ts for Instagram marketing.
[32:44] The value of keeping your offerings consistent.
[34:10] How your brand should make your clients FEEL.
[38:38] What our best clients have in common with one another.
[39:50] One of Lesa and Gregory’s most effective strategies for finding new clients RIGHT NOW.
[45:30] Lesa and I role play some examples of initial conversations with potential new clients.
[51:43] Final words of encouragement and advice from Gregory and Lesa.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Gregory Daniel PortraitsWebsite | Instagram | Facebook
Books we discussed:
Difference by Bernadette JiwaBook
The Five Second Rule by Mel RobbinsWebsite
Storybrand by Donald MillerBook
A common misconception among photographers is that there’s no market for brick and mortar studios in today’s world of portrait photography. And yet Busath Photography, located in Salt Lake City, is going on 50 years and 3 generations in their bustling downtown studio.
Today’s guest, Drake Busath, has truly experienced the evolution of photography through the years and managed to stay relevant by leaning into what makes Busath Photography unique. Although studio contemporaries have come and gone, they have built a strong, successful business by developing a classic style, staying consistent, and clarifying their message to clients.
In our discussion we get into what drives Drake to do the work he does (it’s not the money!), some of the things he loves most about being a photographer, and how he takes control of the shoot. Drake is an inspiration of mine, and I’m sure after this episode he’ll be one of your photography role models too!
Here’s a glance at this episode…
- [01:01] An overview of the legacy that is Busath Photography, which is run by today’s guest, Drake Busath.
- [03:32] The imminent anniversary that Busath Photography is going to be celebrating.
- [06:04] Categories that Busath Photography focuses on.
- [07:51] Characteristics that Drake believes have contributed to the long lasting success of his business.
- [09:35] Drake describes the setting of the ‘studio and gardens’ where he and his team make magic happen.
- [14:06] Examples of how Drake tells meaningful stories through his photographs.
- [18:51] Similarities and differences between the way Drake and I direct our shoots.
- [24:49] Approaches that Drake uses to engage the minds of the people he is photographing.
- [28:55] How Drake’s son, Richard, expertly manages three-generation shoots.
- [31:02] Drake shares one of the things that he loves most about his work.
- [32:03] Tactics that I use with kids who don’t want to be photographed when they first come in.
- [37:43] The timelessness of a photograph that tells a story.
- [39:27] Drake’s drive to create unique pieces of art.
- [43:28] How Drake has kept Busath Photography relevant after so many years in business.
- [46:06] What we think is the ideal studio size.
- [48:20] An exciting new project that Drake began working on this year.
- [53:05] How the photography industry differs from most others.
- [53:55] Elements of Busath Photography that Drake is very proud of.
- [55:16] The award that Busath Photography has won for the past 12 years, and what made this year extra special.
- [57:16] Inspiration that I draw from Drake and his work.
- [1:00:54] Hear about Drake’s additional venture; Italy Workshops.
Links and Resources:Download a Transcript
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Busath PhotographyWebsite | Instagram
Italy WorkshopsWebsite
Nobody can do what you do, in quite the way you do it.
Take that in. Because it’s the truth.
If more portrait photographers could internalize this truth there would be less fear and less weird behavior when dealing with clients.
Weird behavior like, shooting off a mile-long contract or multi-page price list to a client over email—with no context or perspective.
What you really need to do is simply have a CONVERSATION!
In today’s episode, Jeff Dachowski, incoming president of PPA* and co-owner of Dachowski Photography, and I discuss some of the most common client complaints/mishaps, and how you can avoid almost all of them by:
- Building relationships in the initial client phone call.
- Not being afraid to bring up money early and often.
and
- Being transparent and authentic throughout the entire sales process.
I make Jeff roleplay a sticky client conversation with me (I get to be the client!🤗), and we discuss some encouraging statistics from the Gallup poll commissioned by PPA* that show how truly bright the future of the portrait photography industry is.
I know you’ll leave feeling wholly motivated and inspired to make some changes to the conversations you’re having with your own clients.
*Professional Photographers of America
Here’s a glance at this episode…
- [01:45] An introduction to today’s guest, Jeff Dachowski, and what you can expect from today’s episode.
- [04:17] What Jeff sees as the ultimate goal of continuous improvement as a photographer.
- [06:02] Why Jeff’s studio doesn’t send contracts to clients.
- [10:03] The information sheet that each client of Jeff’s receives during their initial consultation session.
- [13:46] What Jeff sends to clients instead of sending them a price list, and his reasoning behind this.
- [17:36] Why conversations are the key to getting the clients that you want.
- [19:25] The problematic approach that many photographers use when clients push back against their prices.
- [23:45] How Jeff builds relationships with his clients from the first conversation.
- [25:22] What to do if potential clients don’t have a clear “why” when they first approach you.
- [29:39] The importance of being authentic during your client consultation sessions.
- [32:01] Examples of how to make your clients feel comfortable and heard.
- [35:16] My approach to dealing with uninterested dads during a shoot.
- [36:31] Why you need to overcome your fear talking about money.
- [41:47] How Jeff addresses the topic of money for the first time with his clients.
- [44:26] Jeff and I roleplay a consultation discussion (with me as the client and him as the photographer).
- [53:39] Why it is irrelevant what other people think about your prices.
- [57:34] A major difference between luxury portrait photography and many other industries.
- [1:00:37] How to work out what you should be charging your clients.
- [1:02:01] Encouraging findings from recent research conducted on the photography industry by the Professional Photographers of America.
- [1:05:45] Proof that it is possible to create your dream life through portrait photography, no matter what anybody else tells you!
- [1:07:54] Some words of motivation for you to take away.
Links and Resources:Download a Transcript
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Jeff DachowskiWebsite | Instagram | Facebook | Email | PPA
This podcast is the final episode in a four part series featuring graduates of the ReWork’s Art of Selling Art business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course.
As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions:
1) How did principles in the Art of Selling Art course change your business or mindset?
2) If a Genie appeared, what is something you wish you could fix in your business?
3) And what advice or encouragement do you have for struggling photographers?
Their answers will enlighten you and inspire you to ask tough questions of yourself about your own portrait business.
Today I talk with Julie Collins. After 10 years doing portrait photography in Wisconsin, Julie found her sales averages were stuck, never quite getting past $2-$3K. Yet she knew they could be higher. With her kids quickly growing up and involved in team sports, she also wanted more flexibility to be there for her family.
By applying what she learned in the Art of Selling Art, a business course for photographers, Julie was able to simplify her messaging, rework her words, overcome her mental barriers, and raise her prices in order to double her sales averages and for the first time, break the six-figure income barrier for her studio.
As her business continues to grow, Julie shares the importance of simplifying EVERYTHING in order to maximize her time and talents for their best and highest use.
Here’s a glance at this episode…
- [01:47] An introduction to today’s guest, Julie Collins.
- [03:04] The photography niches that Julie focuses on, and the business anniversary that is coming up for her.
- [04:33] How Julie’s average sale has increased over the past few months.
- [05:21] One of the most important lessons Julie learned during the Art of Selling Art course.
- [07:57] The danger of comparing yourself to others.
- [09:53] What drove Julie to increase her average sale, and the elements of her business that she wants to work on this year.
- [12:12] Value that lies in client communication, and how Julie has changed her approach since attending the Art of Selling Art course.
- [18:15] Fear that prevents people from making changes in their businesses, and how Julie overcame that fear.
- [20:19] People that Julie would like to add to her team this year, and why.
- [22:51] Challenges that Julie faces in terms of scheduling, and my advice on how to deal with them.
- [28:51] Advice from Julie for any photographers who are struggling with the business side of photography.
Links and Resources:Download a Transcript
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Julie CollinsWebsite | Instagram | Facebook
BooksSubtract | Do Less | Essentialism | Get Different
This podcast episode is the first in a four part series featuring graduates of the ReWork’s Art of Selling Art Business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course.
As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions:
1) How did principles in the Art of Selling Art course change your business or mindset?
2)If a Genie appeared, what is something you wish you could fix in your business?
3) And what advice or encouragement do you have for struggling photographers?
Their answers will enlighten you and inspire you to ask tough questions of yourself about your own portrait business.
Today’s guest, Diane Dultmeier, tried her hand at a variety of photography niches before she realized that portraits were her perfect match. She’s been in the industry for 20 years, and in the 6 months since she attended the Art of Selling Art course, she has increased her income by 30% and drastically decreased her client numbers, allowing her to live a healthy, balanced life!
Like everything in life, building your dream business won’t happen overnight; it is a continuous learning process involving a lot of rethinking, reworking, and redoing. This episode with Diane will equip you with some extremely valuable knowledge which you can use on your own journey in the industry!
Here’s a glance at this episode…
- [01:43] Introducing today’s guest, Diane Dultmeier.
- [02:52] Types of photography that Diane has done throughout her career, and why portrait photography is the best fit for her.
- [04:36] Some of the ups and downs Diane has experienced over the past 20 years she has spent as a portrait photographer.
- [06:29] Why Diane only did a shoot-and-burn session once in her life.
- [07:38] Life-changing realizations that Diane has had over the past few months.
- [10:24] Implications of being a location photographer, and the best way to get your clients to respect and value your work.
- [13:09] Support that Diane has felt from fellow attendees in the Art of Selling Art course.
- [14:29] What the photography industry was like when Diane first started working in it, and how it has changed since.
- [16:42] Why Diane has started asking clients to send her photographs of walls in their houses before they come in for their shoot.
- [20:35] A business-related fear that Diane is still in the process of overcoming, and how she gathers the confidence to face it.
- [22:47] How Diane’s sales have increased since she implemented the lessons she learned during the Art of Selling Art course.
- [26:43] The height of Diane’s monthly client numbers (before she changed her business model) in comparison to the number of clients she shot over the past year.
- [30:54] Changes that Diane still wants to make in her business.
- [34:18] Advice for how to respond when clients request something different than you expected.
- [36:31] A major difference between the Art of Selling Art course and other courses in the photography realm.
- [38:38] The importance of establishing and maintaining connections with other people in the photography industry.
- [39:55] A book that had a profound impact on Diane’s life.
- [42:36] Qualities that I really appreciate in Diane.
Links and Resources:Download a Transcript
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Diane DultmeierWebsite | Facebook | LinkedIn
Essentialism by Greg McKeownBook
This podcast episode is the second in a four part series featuring graduates of the ReWork’s Art of Selling Art Business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course.
As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions:
1) How did principles in the Art of Selling Art course change your business or mindset?
2)If a genie appeared, what is something you wish you could fix in your business?
3) And what advice or encouragement do you have for struggling photographers?
Their answers will enlighten you and inspire you to ask tough questions of your own.
Next up is Lara Blair, another long-time photographer who literally wrote the book on pet photography, had a successful portrait studio on both the east and west coasts BUT after a few years of not charging enough and working so much that she wasn’t there for her kids, she burned out and quit the industry entirely.
Fast forward to today and Lara’s business is thriving, she’s shooting projects that she absolutely loves and has some sage advice for photographers thinking about throwing in the towel. It’s all about protecting your artist’s heart. In today’s episode Lara shares the important lessons she learned, and some valuable advice about finding your ideal clients, letting go of projects that don’t thrill you, and bringing in people to help you!
Here’s a glance at this episode…
- [01:51] Why photographers are so susceptible to burn-out.
- [03:50] Where Lara’s photography journey began, and what the next 13 years looked like.
- [05:07] The driving forces behind Lara’s choice to leave the photography industry, and what she did for a few years instead.
- [06:22] What Lara’s re-entry into the photography industry looked like.
- [08:28] The realization Lara had which now forms the foundation of her business.
- [11:16] Types of sessions that Lara loves doing, and why she is no longer afraid to charge what she thinks they are worth.
- [16:11] A recap of how Lara has progressed as a photographer over the past 18 months.
- [17:37] Advice from Lara for how to determine who your ideal clients are, and what to do once you’ve figured that out.
- [22:26] What an ideal month for Lara would look like in terms of work.
- [25:11] Changes Lara has made in her business to turn it into a luxury brand.
- [29:37] Two of the biggest lessons that Lara learned during the Art of Selling Art course.
- [32:18] A mistake that Lara made in the past, and what it taught her.
- [36:42] How Lara ensures that her clients get their money’s worth when they hire her.
- [37:43] The importance of protecting your “artist heart,” and examples of how to do so.
- [42:12] Questions you need to ask yourself if you are struggling to build a photography business that you really love.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Lara BlairWebsite | Facebook | Instagram | Book
This podcast episode is the first in a four part series featuring graduates of the ReWork’s Art of Selling Art Business course. These students have spent the last six months ReWorking their businesses and applying the concepts they’ve learned in the course.
As a part of each interview in the series, I ask each Art of Selling Art Graduate three questions:
1) How did principes in the Art of Selling Art course change your business or mindset?
2)If a genie appeared, what is something you wish you could fix in your business?
3) And what advice or encouragement do you have for struggling photographers?
Their answers will enlighten you and and inspire you to ask tough questions of your own.
First up is Jaime Seymour-Newton, a long-time photographer who was finally forced to ask herself “Why am I still doing photography?” This process led to some significant changes in her business that more than doubled her income and created space in her life for a dream opportunity.
This is an episode that will have you taking a hard look at your business and reconnecting to your very individual WHY behind it all.
Timestamps:
[03:20] Get to know Jaime, her passions, and what her photography career has looked like.
[04:45] How Jaime was feeling before she attended the Art of Selling Art class in comparison to how she is feeling now.
[06:10] Jaime explains how her approach to customer relations has changed since taking the class.
[08:36] The difference that Jaime has seen in her sales averages.
[09:41] Two of the biggest lessons that Jaime learned through the Art of Selling Art.
[10:39] Responses that Jaime received from potential clients when she expanded her offerings.
[11:33] Elements of Jaime’s business that she is still struggling with.
[14:11] Jaime’s inner dialogue when the topic of pricing comes up with clients, and how she combats it.
[17:38] The worst reaction that Jaime has ever received from a client, and my advice to her on how to deal with those kinds of situations.
[19:25] Changes that need to be made alongside a price increase.
[20:53] The exciting new opportunity that has come up for Jaime.
[22:13] How I see Jaime’s life playing out.
[23:30] The Masterclass that I am currently offering, and where you can sign up.
[26:30] My advice to Jaime about how to approach the social media element of her business.
[27:52] Differences between the amount Jaime makes in the various facets of her business.
[30:32] Why Jaime is struggling to let go of her school photography contract, and a plan to help her break away.
[36:34] The moment I decided I would never photograph another wedding, and how my career changed after that.
[39:40] Value in looking backwards to see how far you have really come.
[41:38] Advice from Jaime for any photographers who are in need of a little push!
[43:47] The “why” that inspires Jaime to do what she does.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Jaime Seymour-NewtonWebsite | Instagram
As artists, we are experts at composition and lighting. We plan and prepare for our shoots with precision and intention. We know what we are looking to accomplish and we use our vast technical knowledge to create something truly beautiful.
Windy skies? No problem. Crying toddler? We’ve got this.
A client complaint?
Well…now we get uncomfortable.
Part of owning and running our own business means that we HAVE to be just as intentional with our words as we are with our lighting. Just as careful selecting the correct mode of communication as we would be choosing a location for our shoot.
In today’s podcast, I talk with Kathryn Langsford about clarifying client communication, developing higher-end language, and tips to maximize your messaging.
Timestamps:
[01:01] The very distracting world that we live in, and what you can expect from today’s episode.
[02:48] How Kathryn and I help each other refine our communication with clients.
[03:30] Examples of breakdowns in communication.
[04:57] How the type of business you are running should dictate the way you communicate.
[06:43] Why Kathryn chose to create email templates to be used for client communication.
[08:37] What the format of your email templates should look like, and the kind of information that they should be providing your clients with.
[10:12] The responsibility that sits with us as professionals in the photography realm.
[13:03] Stories we make up about why our clients aren’t responsive, and what the real explanation usually is.
[14:31] Examples of the words that Kathryn chooses to use when she communicates with clients.
[17:11] Why it is so important to take communication into consideration when dealing with clients.
[18:41] “A lot of little;” what this concept looks like in action, and how we respond when we are confronted with it.
[24:27] The importance of clarifying with your clients what you think they are saying.
[25:13] How Kathryn decides which communication channel to use with each client.
[27:37] Our approaches to reaching out to clients who haven’t responded to a previous communication.
[31:31] Differences between client communication and casual communication.
[35:30] An overview of the key factors that result in effective client communication.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Kathryn LangsfordWebsite | Instagram
Forward progress in business, as in life, often finds us standing at a crossroads or, scarier still, looking over a ledge into the unknown.
What’s the next best step?
Will the new session idea/marketing scheme/business process really work and what if it doesn’t?
Today’s guest, Kimberly Wylie is no stranger to ledges. She’s thrown herself off a few in her time and joins me to talk about ledges, business and making decisions literally from the heart.
Kimberly made sweeping changes to her business during a time when most onlookers would have thought her CRAZY for doing so.
She had all the markers of “success”.
A big, beautiful studio.
Lots of employees.
Lots of clients.
She was working non-stop.
But something felt wrong. She was missing time with her family, time to even eat (time to even go to the bathroom some days!).
Sound familiar?
Coming from a background in finance, Kimberly had always believed that more, more, more was the ultimate goal. But it wasn’t sustainable. She was forced to challenge her assumptions about the business of photography. To ask the question,
“Is it possible to actually do less and make the same, or even more money?”
In order to stay true to who she was and the business she really wanted to run, Kimberly jumped off the ledge- cutting her sessions from 400 a year to 125 and transforming her business into a low-volume, luxury portrait studio.
In today’s episode, we discuss it all. The fear, the doing-it-anyway, the results and what we’ve learned along the way.
Timestamps:
[01:27] What it takes to be a successful entrepreneur.
[03:55] Kim’s professional background, and where her photography journey began.
[06:44] Feelings that Kim struggled with when she started her photography business.
[08:26] How you should and shouldn’t go about determining your prices.
[12:03] The ledges that Kim had to jump off in order to build the business and the life that she really wanted.
[14:43] Two key benchmarks that you should be looking at when pricing your work.
[15:51] What Kim’s life looked like for the first few years after she started her photography business.
[17:13] The moment that Kim realized she had to make some serious changes.
[20:17] Kim explains the process that she went through to recreate her business so that it aligns with what matters to her.
[22:24] The value of letting the little things go.
[28:37] Factors that motivated Kim to overcome her fears and transform her business from volume-based to luxury-based.
[31:28] How Kim and her partner cut costs when she made the decision to change her business model.
[37:23] The strategy Kim utilized in order to decide how many sessions she was going to do per year, and the life-changing success that came as a result.
[41:32] Important realizations that Kim had about profitable versus non-profitable clients.
[46:09] Changes that Kim made to her session and design fees.
[48:02] How Kim defines her style of work, and the similarities and differences between our styles.
[52:57] Advice from Kim for figuring out who you are as an artist.
[56:55] How Kim categorizes her clients, and how these lists changed when she changed her business.
[1:00:01] Benefits of implementing a compulsory upfront cost.
[1:01:40] The importance of communicating changes to your clients.
[1:03:12] How Kim knew she had made the right decision to make the changes that she did.
[1:04:23] One of the biggest mistakes that human beings make.
[1:06:52] How Kim’s average sale price increased when she changed her business model.
[1:07:38] Words of encouragement from Kim and I for anyone who needs a push off their ledge!
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Kimberly Wylie
Website | Instagram | Facebook | Twitter | LinkedIn
So many of us fall head over heels in love with the art of photography. We are motivated to develop our talents and, before we know it, our family and friends notice and ask us to create images for them. Fast forward a bit of time and, somehow, we find ourselves in the portrait business. Sound familiar?
Maybe you entered the portrait industry in a different way but I believe we all start out with the love of the craft first and business a distant second.
Maybe you’re done pursuing photography as a side-hustle, and are ready to make portraits your livelihood.
Maybe you’ve established a portrait business but you feel held back by not reaching the best clients or not having a process by which you can educate and spoil your clientele.
If any of the above apply, this episode is for you!
We’ve witnessed so many photographers struggle to build a business because of their lack of knowledge around things like pricing, self-promotion, and the art of booking your ideal clients, which forces even extremely talented photographers out of the industry (as Jessica knows from personal experience). And that is exactly what we are hoping to prevent.
Join me and Jessica Mackey for a candid discussion around what you can do, starting TODAY, to create a portrait business that fulfills your creativity and your income goals.
Timestamps:
[01:01] What Jessica and I have learned about photographers through the time we have spent developing this podcast and the Art of Selling Art course.
[02:54] Some of the bold moves that we made in our studio in 2021.
[03:40] Jessica’s experience starting her own photography business, and her thoughts on why it didn’t work out.
[06:25] The biggest challenges that Jessica faced while working as a photographer.
[09:11] Results from studies conducted by the PPA about the success rate of photographers.
[11:30] Jessica’s thoughts on how a mentor might have helped when she was setting up her photography business.
[14:47] One of the best pieces of advice I received when I entered the photography industry.
[16:43] Vital questions that you should ask yourself when starting or revamping your business.
[18:27] An important element that Jessica neglected when she was running her photography business.
[21:33] The importance of having processes in place as a business owner.
[24:33] One of the biggest mistakes that I have seen photographers make.
[25:20] The full complement of services that I offer to my clients.
[27:45] The importance of identifying who your ideal clients are.
[31:33] Misinformation that photographers are often exposed to.
[32:25] Societal misconceptions about the portrait photography industry.
[35:10] The approach I took when building my photography business.
[36:58] Why many photographers struggle with the business side of things.
[38:06] The iterative learning process that you should expect when you start a business.
[40:04] What I learned about knowing my numbers from my scrapbooking business.
[42:51] Valuable advice for any struggling photographers out there.
[45:05] The mindset that has helped me get through difficult times in my businesses and allowed me to succeed.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If you feel like you have to be “busy” in order to be able to call yourself successful, you’re not alone. If you feel like you can’t delegate work to other people because you need to be the one doing everything……we’ve been there. If you feel like you’re not able to spend enough time with your family because you’ve overbooked yourself—yep, been there, done that.
Today I’m joined by my friend and portrait photographer, Kathryn Langsford, for a discussion about success and how the way we define it has changed drastically over our years in the photography industry.
We’re big believers in building businesses that support your lifestyle and provide you with the freedom you deserve, rather than ones which keep you in the studio 7 days a week. This episode will provide you with the inspiration to make the changes that allow you to show up as your best self for your clients, your families, and yourself.
Timestamps:
[01:08] An introduction to today’s topic, with Kathryn Langsford.
[02:51] How each of our definitions of success has changed over many years in the photography industry.
[06:31] The overly-busy working life that Kathryn endured for a few years, and what motivated her to change.
[10:26] How the COVID pandemic altered Kathryn’s perspective.
[12:26] Questions you should be asking yourself to determine whether or not your business is working for you.
[14:48] New measures of success that Kathryn now uses.
[16:20] What the voices in our heads tell us when we slow down, and how we’ve learned to handle them.
[18:38] Benefits of reducing the number of clients that we work with each year.
[20:18] Why early in the year is a great time for some self-reflection.
[22:09] Steps that we have taken over the years to create more of a balance between our work and home lives.
[26:03] How our approach to scheduling clients has changed since we first started our businesses.
[31:04] The importance of learning how to delegate some elements of your work.
[34:57] What Kathryn does with the space she deliberately leaves open in her calendar.
[38:08] Lessons we can learn from high profile people about time scheduling, and a tip for attracting their attention.
[41:38] The value in understanding that you don’t have to be available to everyone at all times.
[46:18] A recap of what redefining success means for us.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Kathryn LangsfordWebsite | Instagram
TaveWebsite
Netflix Documentary: Inside Bill’s BrainWebsite
Today’s guest is the powerfully resilient, flexible and confident Cynthia Moore, fellow portrait photographer who I have had the privilege of mentoring over the past few years.
With the beginning of 2022 upon us (most likely after a crazy festive season for all the photographers out there listening!), now is the perfect time to do some reevaluations and reflections on 2021, and make some decisions about the direction you want to be taking your business. This episode will get you thinking about all the important questions you should be asking yourself in order to feel more fulfilled by your work and to serve your clients better.
We’re talking pricing, web-galleries, client consultations, and coming to terms with the fact that YOU are the expert, and with that comes a responsibility to yourself as much as your clients!
Timestamps:
[03:05] Four key questions that I ask myself at the end of every year.
[04:52] The story of how Cynthia and I met.
[05:50] Cynthia shares a brief rundown of her photography journey, including what the past two years have looked like for her business.
[09:24] The new-found appreciation that people have for portrait photography since the pandemic began.
[11:39] What my first conversation with Cynthia consisted of.
[14:00] Cynthia’s approach to dealing with the craziness of the festive season.
[15:05] A recap of the reflections that I do each year, and how these compare to Cythnia’s yearly goals.
[18:59] Why Cynthia chooses to send web galleries to clients prior to view-and-order sessions.
[21:57] My reasoning for only allowing clients to see their photographs for the first time during the view-and-order session.
[26:34] How my sister reacted when I sent her a web gallery.
[29:22] Why web galleries do not benefit your clients.
[34:12] The importance of clear communication during client consultation sessions.
[37:55] What your clients are really hiring you for.
[39:34] A metaphor which highlights the major downside of web galleries.
[44:10] Why we stopped booking sessions from October for the rest of 2021.
[46:23] How Cynthia thinks her clients will respond if she decides to stop sending web galleries.
[49:19] Cynthia’s main goals for 2022.
[51:42] Why confidence is a key to success, and how Cynthia has developed hers over many years.
[57:06] The importance of doing regular reevaluations on your business.
[1:00:04] A valuable lesson about deciding how to price your work.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Cynthia MooreWebsite | Instagram | Facebook | LinkedIn
As a portrait photographer, our heart sings at the thought of lighting and photographing and all the creative things that we would like to dream up for our clients, but have we considered that what our clients might REALLY want, what they might really NEED, is a Trusted Advisor to help them make sense of the portrait process and decide which images will look best in their homes?
Someone who’s opinion they can trust.
A guide for every step of the process.
In today’s podcast with Jed Taufer, we talk with two seasoned photographers, Kathryn Langsford and Lara Blair, about how they made the transformation from camera-for-hire to positioning themselves as an expert to serve their client in more complete and better ways.
As we discuss the evolutions of their businesses, you will hear about the pitfalls and mistakes they have made on the road to finding the value that comes from being the expert and Trusted Advisor that your clients need; mistakes that you can learn from and avoid in your own business.
Join us for this final (and my favorite) segment of our Pixels to Product series with Jed Taufer - where we dive into PROfiles of making change.
Timestamps:
[02:21] The issue with selling a product for digital files in photography.
[03:43] - What other options are out there for photography.
[06:01] - Photography is a business that can be restructured again and again.
[07:52] - A preview offer can lead to problems for you.
[11:13] - How you can address client concerns without hindering sales.
[14:15] - The best time to manage session expectations.
[18:37] - What to do to create a better experience for client meetings.
[21:30] - The most effective way to switch previous clients to new business procedures.
[25:08] - Clients are looking for a confident photographer.
[28:18] - Why you should lead conversations with clients.
[32:29] - How you can perform better in your business operations.
[33:39] - Why it’s okay for photographers to pivot.
[36:58] - What tasks you can reevaluate and delegate in your business.
[40:23] - The best indicator of an appropriate price range.
[42:31] - The balance of business and play.
[45:00] - The balance of business and family.
[48:43] - How you should talk about photography as an investment.
[52:11] - Value is in the art itself.
[55:43] - Presenting your art without fear.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram
Kathryn LangsfordWebsite | Instagram
Lara BlairWebsite | Instagram
Portrait photography is an art. The ability to capture something beautiful with your camera is truly something to be treasured and shared and enjoyed by others. However, for most of us, portrait photography is also a business. The way we put food on the table and support our families.
Blending photography and business can be its own kind of art. And being able to sell our art without turning into a Salesy Jerk is truly a beautiful thing. The transition from awkward salesperson to a true artist of the Sales Room comes as you ReWork your thinking. As you start to realize that the portrait sale isn’t about you but about meeting the needs of the client, you can more confidently approach your sales appointments.
Thanks to a well done consultation, you can enter into the sales appointment prepared and excited to be the expert they need to guide them through the portrait buying process.
In this podcast, we talk with Jed Taufer for the 3rd segment in our Pixels to Product series. A discussion all about strengthening our portraits sales.
Timestamps:
[02:40] The value of learning from other people’s mistakes.
[03:55] Why I no longer do ‘sneak peeks’ for my clients.
[07:28] When the process of in-person sales begins.
[08:14] What a client consultation consists of at ATJ Photography, and why we won’t do a shoot without one.
[11:47] The most common answers I get when I ask clients what they want to do with their family photographs, and how I respond.
[16:09] One of the characteristics that makes the photography industry unique.
[17:25] Why you need to discuss your prices early-on in the consultation process.
[19:47] Sales approaches that clients don’t respond well to (from my personal experience).
[21:40] My approach to handling objections that clients have about my prices.
[24:06] Every photographer’s biggest fear.
[25:02] The magic bullet response to clients who have major complaints.
[29:48] Where you can access the client consultation form that will do wonders for your business.
[31:27] Problems with offering “a lot of little.”
[32:55] Questions I ask myself before deciding on the products that I am going to offer to my clients.
[33:17] The range of iterations of the two types of products that I offer.
[35:45] What I want my clients to feel everytime they look at my photographs in their home.
[38:02] Why you need to showcase your work at the size you want to sell it.
[40:02] How you should present yourself when you are interacting with clients.
[43:17] Your ‘street-cred’ in the photography world.
[48:08] A quality that separates the most successful people from the rest.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram
Pricing is one of those hot topics that makes most photographers squirm. For most photographers, you KNOW you aren’t charging enough, but you can’t quite wrap your brain around how to charge more. What if you lose all of your clients? What if other photographers think you’re crazy? What if…? There are a million fears swimming around in our minds when it comes to raising prices. I know. I have had them too! But all of the growth in my business has come from shifting how I think about pricing- by moving from competition-based pricing (what everyone else is charging) to value-based pricing.
Rather than worrying about whether or not someone is going to pay what you charge, think about how you can offer your clients a service and a product worth the price tag!
Jed and I both know the feeling of fear that comes with raising prices, but we also know how it feels to be paid for the value we give. So join us today for a VALUABLE lesson that could completely change the way you think about pricing!
Timestamps:
[01:14] Why pricing is one of my and Jed’s favorite topics of discussion.
[02:38] Negative feelings and misconceptions that many photographers have around pricing.
[06:01] The three main pricing strategies available to portrait photographers.
[08:07] Jed explains the journey that he has gone through in his business with regard to pricing.
[12:01] A key to pricing right; valuing yourself!
[15:45] Problems that I have with education in the photography realm.
[16:48] Why you should stop comparing yourself to other photographers.
[19:16] Various factors that I took into consideration in order to determine my pricing structure.
[24:02] How not pricing your photographs correctly will negatively impact your relationships with your clients.
[27:44] The reaction I received from the first client I had after I doubled my prices.
[31:39] I run through the process that I went through when increasing the prices of my products.
[33:31] What clients care about far more than the price of your products.
[37:00] The questions that you should be asking yourself when determining your pricing.
[41:24] Why you are doing yourself a disservice if you don’t increase your prices yearly.
[43:06] How the demand for Jed’s work changed when he began increasing his prices.
[47:45] The problem with the way many photographers communicate their price increases with their clients.
[52:56] Examples of better ways to explain why your prices are going up.
[56:48] How the value that you assign to your work affects the way your clients experience it.
[58:21] Jed shares a story of an artist who charges $10 000 to position his artworks in his customers’ homes.
[1:00:45] What I want my clients to tell other people about my work.
[1:02:35] An overview of the conversation I recently had on Clubhouse about pricing.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram
To sell or not to sell? When it comes to developing a successful photography business, that is always the question. While industry experts have long since shown that there is more money in selling product, many photographers continue to prefer to shoot and burn. Why? Because making the transition to selling product feels beyond overwhelming.
But you don’t have to do it alone.
In this four part podcast series with Jed Taufer (which originally aired on his podcast, This Conversation sponsored by White House Custom Color), we will explore the process of taking an image from Pixels to Product. Whether you are just starting out or have been selling product for years, this series will be one you won’t want to miss.
Timestamps:
[01:08] What you can expect from the next four episodes of The Rework.
[03:26] The focus of this segment of the Pixels to Product series.
[03:49] Step number one in my process of developing a product.
[06:18] Experiences that encouraged me to start printing my photographs for my clients, although I was hesitant at first.
[08:18] Pros and cons of the huge amount of information available on the internet.
[08:56] Our go-to trusted websites for educational materials.
[11:06] What the full process of developing an ATJ product entails.
[12:22] How to determine what your first printed product offering is going to be when you are just starting out.
[15:52] Why focusing on wall art is a good place to start.
[17:50] The two types of products that I offer to my clients.
[22:03] Old school oversell versus new school undersell, and why I don’t use either of these strategies.
[25:06] My favorite type of prints for my wall photographs and my albums.
[27:43] Where you can find the (free) client consultation form that will solve all your consultation woes!
[29:25] The importance of getting printed samples of your work before you dive in.
[32:25] Why creating finished products for your clients will help your business thrive.
[36:12] Encouragement to attribute to your work the value that it deserves.
[39:31] Why I don’t ask my clients what they want their photographs to be printed on.
[40:00] Evolutions that I have seen occurring amongst my client base.
[43:06] The importance of having an open mind while maintaining your position as the boss.
[44:44] An overview of what it takes to develop a product line or refresh an old one.
[46:14] Pricing; our next topic of conversation.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Jed TauferThis Conversation [Website] | This Conversation [Instagram] | Instagram
White House Custom ColorWebsite
Professional Photographers of AmericaWebsite
Being a good photographer isn’t only determined by your lighting, or the composition of an image. In fact, the most overlooked ability of a photographer might be their ability to successfully direct a portrait session. There are as many different styles of directing as there are photographers. Some directing styles will lead to standard, boring photographs, and others will cause even the most disinterested clients to appear natural and having a great time and, subsequently, walk out of the session with their kids asking when they can come back!
In today’s episode I’m on my own in the hot seat, and I’m going to share with you some of the most valuable tips and tricks that I have learned through sixteen years in the trenches of portrait photography, all in an effort to help you get those expressions that you’re looking for.
If you’re tired of using the same ideas and can’t stand the thought of doing another portrait session, this episode will be just the creative inspiration you need to make your upcoming shoots smooth and full of fun for everyone involved.
Timestamps:
[01:42] Why you need to be a good director on top of being a good photographer.
[04:17] Descriptions of some of the numerous director profiles (from the “techno weenie” to the “queen of calm.”)
of the “techno-weenie” director profile.
[09:38] How my assistant and I balance each other out during sessions.
[11:30] What you need to do to prepare before your clients arrive for a shoot.
[12:57] My number one goal at the beginning of every photography session I do.
[15:27] Why my camera is the only camera allowed in the room during a shoot.
[16:31] The “time out” strategy that results in some of the best expressions.
[18:04] Circumstances under which I will ask a parent to leave the session.
[18:33] One of my very favorite parts of being a portrait photographer.
[20:07] Ways that you can get rid of the cheesy smile that so many kids develop at a young age.
[25:23] Why I always work with an assistant, and an example of a game we play to get the kids laughing.
[27:33] The “fake laugh” strategy.
[29:06] More tips and tricks to get the expressions that you are looking for.
[30:35] How I use music to get my clients moving.
[32:05] The importance of taking into consideration how you say things, not only what you are saying.
[35:14] How you can ensure that your clients walk away from their session feeling glad that they chose you.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Mistakes are inevitable. It doesn’t matter how long you’ve been in business or how meticulous you think you are, even the best of us are bound to say the wrong thing or order the wrong print or completely forget part of an order. And that’s okay. Because it’s how we deal with those mistakes that can transform them from our biggest regret into our greatest marketing tool.
In this episode we share some of the most memorable mistakes we’ve made at ATJ Photography, and what we’ve learned about using our mistakes to build trust in the brand and retain clients. It’s not about assigning fault, it’s about accepting responsibility and ensuring solutions. It’s about providing the kind of service they can’t find anywhere else. It’s about having the courage to allow our mistakes to become our strongest form of marketing.
Timestamps:
[00:59] An introduction to today’s topic.
[02:10] How you should be thinking about your mistakes.
[03:20] Examples of the “end of the world” and “no big deal” strategies, and how clients will respond to each.
[05:52] Jessica shares a mistake that she made, and how she responded when the clients pointed it out.
[07:57] Major issues that we had with a generational shoot, and how we kept our clients happy.
[11:10] Our approach to resolving the issue of the bubbly canvases.
[14:57] How we helped a client get a family photo back on the wall after it was taken down through no fault of our own.
[18:12] The importance of making sure you can deliver on something before you promise it to a client.
[19:12] Benefits of using mistakes as marketing.
[20:41] Why you will not be able to use mistakes as marketing if you are not priced appropriately.
[22:13] An experience that Jessica had which epitomizes how not to deal with clients.
[24:36] Always take responsibility, even if it’s not your fault.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If the idea of calling yourself a luxury photographer makes you recoil, you might be thinking about it in the wrong way. No matter your field of expertise or your preferred medium, if you are charging for your photographs, you’re in the luxury business!
Today I’m joined by the no-nonsense and hilarious Mary Fisk-Taylor PPA’s current president, and a photography studio owner who knows what it’s like to be doing 300 sessions a year and not having any time to do anything else, and how it feels when you change your mindset from “take everything you can get” to “less is more.”
When Mary got to the point where her studio was bringing in 7 figures annually but she couldn’t get out of bed in the morning, she knew something had to change. So she rid herself of other people's expectations, figured out who her ideal client was, and began assigning value to her portraits and communicating that value to her clients.
This episode is inspirational from start to finish, and may be just the motivation you need to make the changes to your business that you deserve!
Timestamps:
[02:41] The shift that occurs the day you decide to charge for your photographs.
[03:30] Mary shares the history of her studio and the mentor who helped her get to where she is today.
[04:46] A profound moment in Mary’s life that drove her to shift her mindset and change her business model.
[08:15] The philosophy in the photography world causes many photographers to burn out.
[10:07] How Mary identified her ideal client and then refined her services to suit them.
[14:42] Mary’s innovative approach to business during the COVID-19 lockdown, when in-person consultations were prohibited.
[19:22] Why Mary and I advocate for the “less is more” approach rather than the “take everything you can get” one.
[21:42] Some of the requirements for Mary’s Zoom consultations.
[23:38] How Mary’s clients responded to the changes she made to her business during the pandemic.
[26:35] What Mary’s schedule looks like since she changed her messaging and her business model.
[28:01] The shifts that I made within ATJ Photography a few years ago, and how my clients reacted.
[29:44] How to handle negativity from clients and other photographers.
[33:56] What Mary realized after she reached her rock bottom.
[37:40] Why all photographers should embrace the concept of luxury.
[38:12] Books that you need to read.
[42:02] An inspirational message from Mary to all photographers out there.
[45:43] How Mary’s upbringing impacted her approach to work.
Links and Resources:
Do The ReWorkWebsite | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Hayes and Fisk PhotographyWebsite
StoryBrandWebsite
Business Made SimpleWebsite
Brene BrownWebsite
Seth GodinWebsite
Carol Dweck Mindset: The New Psychology of SuccessMindset
Mike Michalowicz The Pumpkin Plan and Profit FirstWebsite
Phil M. Jones Exactly What to SayWebsite
Jim CollinsWebsite
Greg McKeown, Essentialism and EffortlessWebsite
James Clear Atomic HabitsWebsite
Tiny HabitsWebsite
J.N Kapferer and V. BastienThe Luxury Strategy
The goal of any portrait photographer is to produce beautiful artwork for their clients. But what happens when that beautiful piece of art - that portrait that you retouched into the early hours of the morning - ends up in some cheap, tacky frame your client picked up for 50% off at their local craft store?
Running a full-service portrait studio means worrying about more than just the portraits we take and retouch. It means worrying about how those portraits are presented and displayed. That’s why developing a partnership with a custom framer you can trust is so important.
Today on the podcast I am joined by Rob Brinton, owner of Matage Custom Framing, and the OCD, master-of-custom-framing to whom I have entrusted my artwork for the last 16 years.
In this episode Rob and I get into the nitty gritty of all things framing (conservation glass or museum?) and give you a rundown of what it takes to form and sustain a successful business partnership with a custom framer in your area.
Timestamps:
[02:18] An introduction to Rob Brinton, and the special working partnership we have.
[03:14] Why custom framers are often sceptical of forming partnerships with photographers, and why Rob’s mindset is different.
[04:26] I share what drove me to seek out a partnership with Rob.
[06:04] The move we both made in 2009.
[08:01] A question that all photographers should be asking framers before they start working with them.
[08:36] Some of the keys to a successful business partnership.
[11:11] How to decide whether you want to work with a particular framer.
[13:52] Different types of offerings that framers provide to their clients.
[15:53] A story which epitomizes the value that Rob provides to my business.
[17:53] Common mistakes that Rob sees interior designers make.
[19:24] Different types of glass available for use in frames.
[22:32] Circumstances under which you cannot use glass in your frames.
[24:55] The importance of having up front conversations with your framer about what you are looking for.
[27:01] Rob weighs in on matting.
[29:09] The biggest mistakes people make when hanging frames on a wall, and how to avoid them.
[32:17] Why framers and photographers should always have insurance.
[34:36] Benefits of a framer-photographer relationship to both parties.
[37:01] Rob explains the different types of mats that can be used.
[40:51] How to ensure that the framer-photographer relationship is a win-win.
[41:46] Where Rob looks for inspiration for his work.
Links and Resources:
Do The ReWork
Website | Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Matage Custom FramingWebsite
Almost every photographer finds something about in-person sales to be intimidating. It can be overwhelming to try to strike that fine balance between persuading the client or rolling over and just giving everything away.
Done right, a successful portrait sales session can be a work of art all its own.
Today’s guest is a sales master. Having tried a myriad of sales techniques through the years, Tim Walden and his wife Bev, stumbled upon pure genius - selling with suggestions. This technique, used by their landscaper of all people, has been a game changer in their portrait studio.
In today’s episode with Tim, we don’t just talk about applying this concept, we actually go full role-play mode to SHOW you how it’s done.
Timestamps:
[00:59] Why photographers are fearful of conversations about selling.
[02:30] The importance of the environment that you create in your sales and selection room.
[03:44] Tim shares the lesson he learned from the landscaper of his home.
[05:10] How Tim uses suggestions as his sales strategy.
[06:24] A gamechanger in the photography industry.
[07:39] Why suggestions work so well as a sales approach.
[09:31] What Tim’s editing process looks like.
[10:26] The purpose that Tim aims to achieve in his consultations with clients.
[11:38] Tim and I role play a consultation session.
[14:51] How to engage the mind of your clients and authentically tell their story.
[17:11] Factors that you should be focusing on when you photograph your clients.
[19:28] What Tim means when he says, “Every portrait is a self-portrait.”
[22:54] The type of photography that Tim was raised on, and why he chose to move away from it.
[26:37] Tim explains where he thinks the value of posing lies.
[28:50] What makes a great brand.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Tim WaldenPhotography Website | Coaching Website | LinkedIn
Change is inevitable. Especially in our industry. Whether you are adjusting pricing due to vendor increases or moving away from selling digitals, change can feel scary. Especially when we have to communicate that change to our clients. What if they push back? What if they walk away? Fear of losing or upsetting clients can prevent us from making important changes to our business.
The solution? Get comfortable being uncomfortable.
In today’s episode, Kathryn Langsford and I discuss tips for having uncomfortable conversations with clients and the importance of clarity- starting with understanding our own rationale and then turning that into clear messaging for our clients. Using real examples of our own client conversations and messaging, we will help you find the words you need to tackle your own uncomfortable client conversations.
Timestamps:
[0:01:00] Why today’s topic is such an important one.
[0:02:42] The first step in the process of making changes to your business; getting clear on your vision!
[0:03:43] How Kathryn’s approach to dealing with clients has changed over time.
[0:06:35] Rules that Kathryn and I have put in place with regard to the products that we sell, and why we have done this.
[0:09:22] Having a clear vision about the product you are selling is key.
[0:10:34] Reactions that you should expect when you change your offerings.
[0:12:17] How Kathryn broaches the topic of changes she has made to her business model with existing clients.
[0:13:00] Clients who Kathryn has found to be the most averse to change.
[0:14:08] Kathryn runs us through her experience of explaining her business model changes to a particularly difficult client (“Client A”).
[0:16:16] What I love about the way Kathryn approaches the topic of changes she has made to her business.
[0:18:50] Pushback that Kathryn received from “Client A,” and what the outcome of this interaction was.
[0:21:41] How the majority of Kathryn’s clients have responded to changes she has made to her business model.
[0:23:06] Another experience Kathryn had with clients who pushed back, which had a different final outcome to “Client A.”
[0:25:03] Applying the threshold principle that we use to other industries.
[0:27:01] When to let clients go.
[0:28:48] Evolution in small businesses is normal, and clients should be understanding of that.
[0:29:29] The first two clients I had (who have just recently returned for another shoot), how my business has changed since then, and how they felt about the changes.
[0:31:33] A recap of the main points we have discussed in this episode.
[0:33:59] How we fulfill our role of helping our clients get clear on what it is they want.
[0:37:09] Decisions that should be made before the shoot.
[0:39:06] Benefits that you and your clients experience when you stay true to your vision.
[0:41:52] Appreciation that clients feel when Kathryn shares her process with them.
[0:43:23] What “amnesia” looks like in Kathryn’s world (in reference to Grant Cardone’s book, Sell or Be Sold).
[0:44:46] How Kathryn and I deal with clients who get cold feet in the sales room.
[0:45:06] Recommended reading resources.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Kathryn LangsfordWebsite | Instagram
Sell or Be Sold by Grant Cardone
Sell or Be Sold by Grant Cardone [Audible version]
The Closer’s Survival Guide by Grant Cardone
The Pumpkin Plan by Mike Michalowicz
I used to think that confidence was either something you had or you didn’t. And for a lot of years, I didn’t feel confident. Starting my own photography business didn’t help. I knew that I needed to create a sustainable business to support my family, but I didn’t resonate with the old-school oversell or the new-school undersell sales approaches in the industry. I was constantly second guessing if I was good enough or smart enough or talented enough to pull this off...and to do it MY way! So began my journey of Creating Bullet Proof Confidence.
This 15+ year journey has confirmed what all of the experts have been saying- confidence isn’t something you have, it’s something you develop. And so today I am sharing with you the realizations that have enhanced my confidence and helped me turn my business into the success it is today.
This is a short, potent shot to send you into the crazy season with the knowledge that there is nobody like you out there, and the more you lean into YOUR vision, the better you and your client are going to feel about your work!
Timestamps:
[0:01:36] What I have achieved through my portrait photography business, and what my goal is for The ReWork podcast.
[0:02:16] A key ingredient to my success.
[0:03:24] Examples of old-school photography sales techniques which didn’t resonate with me.
[0:05:42] The business model which developed when digital photography took off (around the time I entered the industry), and why I chose not to go down this route.
[0:08:08] “Grumpy Guys” of the photography world.
[0:10:01] Realization number one that I had when I was starting my business: It’s not about you.
[0:12:21] The realization I had which made me stop comparing myself to others, and how this gave me confidence.
[0:14:43] Why it’s so important to have a clear vision, and to be confident in that.
[0:16:06] A recap of the three major realizations which helped me build a successful photography business.
[0:17:18] Best of luck for the crazy season!
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
Can you believe that the holidays are just around the corner!? Often, after a long summer, getting back into the real swing of things at work can be difficult and draining, and those are the last things you want to be experiencing during your busiest time of the year.
In today’s episode, Jessica and I will share our best tips to avoid creative burn-out, inspire new ideas to ensure that this holiday season is your best yet.
We’ll be discussing the physical elements of your studio that you should focus on before the holiday season starts, how to make your clients feel extra special, ways to refresh your inspiration (which will benefit you as the artist, as well as your clients), and more!
If you’re ready to kick things into gear in your business this season, and really “WOW” your clients, this is the episode for you!
And because we want to support you all we can, we’ve created a downloadable PDF The 5 Key Steps to Getting Ready for Your Busy Season full of tips and ideas to get your own creative wheels turning.
Timestamps:
[0:01:02] The holidays are coming, and this episode is going to make this holiday season your best yet!
[0:02:04] Where you can find the downloadable PDF that corresponds with today’s episode.
[0:03:59] The most common struggles experienced during the crazy busy season.
[0:04:38] A strategy that we use to ensure that our calendar is filled with clients we love most.
[0:07:24] Steps we take to refresh our studio space to ready it for the holiday season.
[0:09:35] Jessica’s infamous popcorn faux pas, and a reminder to be thoughtful of the scent in your studio.
[0:11:24] Examples of the ways that we keep our studio fresh and refreshed.
[0:13:03] Factors that I take into consideration when I have clients in my salesroom.
[0:14:08] The time when we make any adjustments to the business, and examples of what those adjustments might be.
[0:17:38] Reworking your inspiration; our third tip for the fall season.
[0:19:07] What I do to fuel my inspiration.
[0:21:23] How I make each experience with returning clients new and exciting.
[0:24:38] Why I love this creative restriction of working in studio.
[0:25:30] How we keep our holiday cards concepts creative and custom.
[0:28:01] The value of challenging yourself in every portrait session.
[0:30:47] Ideas for making our clients feel special.
[0:34:29] Overcoming the challenges that parents experience when bringing their children for a session.
[0:37:11] A recap of the 5 key steps that we discussed today.
Links and Resources:
The 5 Key Steps to Getting Ready for Your Busy SeasonDownload PDF here
Do The ReWork on InstagramDo The ReWork
Allison Tyler Jones PhotographyWebsite
Despite photography not being a major part of her life growing up, and studying a finance and accounting degree (which was a big surprise to me too!), Rhea Whitney has always had a love for imagery, and after a lot of experimentation, many bold moves, and a crazy amount of discipline, she found her true calling in wedding and portrait photography AND photography business coaching.
Now, this absolute ray of sunshine is the owner of multiple 6 figure businesses, and even after 10 years in the photography industry, her passion for her work is as strong as ever. When it comes to understanding their businesses, Rhea helps her clients remove their blinders, but in other ways, Rhea wants us to put our blinders on; everyone is on a different journey, focus on YOURS, and nobody else’s!
As a creative entrepreneur, you’re always going to be met with resistance along your journey of starting something new. Everyone has fears and doubts, including Rhea and I, but Rhea has some fantastic advice for how to work through these negative emotions, learn to love yourself and your work, and get you on track to living your best life!
Timestamps:
[0:01:00] An introduction to today’s guest, Rhea Whitney, and why I wanted to have her on the show today.
[0:02:25] What Rhea’s professional life consists of, and the passion she has for her work.
[0:03:48] Rhea’s educational background (which is unusual for a photographer) and how it has helped her in her career.
[0:04:47] The first big photography event Rhea went to, and her experience of presenting at that same event recently.
[0:07:37] Dangers of social media, and the mistakes Rhea sees people making as a result.
[0:09:00] How Rhea’s photography business started, and the way it progressed.
[0:10:12] Rhea explains how she found her niche.
[0:12:08] The rebrand that Rhea’s business underwent in 2015.
[0:14:30] How Rhea changed the way she attracted her ideal client after her rebrand.
[0:16:11] Rhea’s plans for the future of her businesses.
[0:17:43] Barriers to success that Rhea sees amongst her coaching clients.
[0:19:25] What entrepreneurs need to expect when they are starting something new.
[0:20:21] A lesson my daughter in law taught me about not worrying about what other people think.
[0:21:27] Fears that Rhea still has around putting herself out there, and how she works through them.
[0:24:24] A bold move that Rhea made to move cities.
[0:26:12] The importance of celebrate the small wins and getting out of your comfort zone.
[0:28:06] Factors that Rhea believes have been key to her success.
[0:32:07] Learn to love your work and your business!
[0:33:57] Rhea shares some of the exciting programs she is going to be running and where you can get in touch with her.
Links and Resources:
Do The ReWork on InstagramDo The ReWork
Rhea WhitneyWebsite | Instagram | Facebook
PhotoBomb AcademyWebsite
WPPIWebsite
Munaluchi BrideWebsite
Quick tips and tricks might be useful in your business in the short term but I find that focusing on core principles and refining my business around those principles contributes to a greater understanding of my client and how they experience our business.
Would you believe me if I told you there was a single, simple element that you can ReWork in your business that would change the way you sell, the way clients experience your service, and that will lead to greater overall success?
Well, there is.
That single, simple element is your client consultation. It might sound too easy but I can tell you that EVERY. SINGLE. TIME. I have experienced objections or confusion in a sales appointment, it can all be traced back to something I did/didn’t do correctly in my client consultation.
Maybe I got too chatty and forgot to quote pricing.
Perhaps I talked too much about HOW I was going to shoot the session rather than what we were actually shooting FOR.
I’ve learned that critiquing myself and refining my client consultation results in sales appointments that are FUN! Sales appointments where we are enjoying the images together and simply populating what was ALREADY DECIDED on in the consultation. No sticker shock. No awkward silences. No “I need to go home and measure” type objections.
In today’s show I’m going to share with you my Three Step Plan to ReWorking Your Client Consultations. You’re going to get the inside scoop into how the client consultation process at Allison Tyler Jones Photography works, and you will leave this episode with practical tools that you can use to improve this fundamental part of your business.
Whether you are brand new to the industry, or looking to revamp your existing system, there’s always room for growth and learning, and my goal is to help you do just that. We’re talking mindset, creating memorable experiences, and what you need to cover in that all-important first meeting. Don’t miss it.
Timestamps:
[0:01:40] Where you can access the Client Consultation form that we are going to go through today.
[0:02:24] I share my dad’s business story, which is a big part of the reason why I am doing the work that I am.
[0:04:52] Changes I have made in my business over the years in order to be able to fulfil my dream of helping other photographers.
[0:06:27] Why I think client consultation is a core principle which plays a big role in the success of a business.
[0:07:16] Strategy Number One of the Three Step Plan to Client Consultation; mindset!
[0:07:50] Problems that I have experienced with my client consultations.
[0:10:06] How I want my clients to feel when they come for a consultation.
[0:11:33] Why it’s better to get the price talk out of the way early on.
[0:14:02] Strategy Number Two; focus on the experience that your client is going to have during the consultation.
[0:15:19] A rundown of Strategy Number Three; the consultation before the consultation.
[0:15:25] Why I don’t believe in emailing price lists to prospective clients.
[0:16:32] The importance of responding to prospective client emails as soon as possible.
[0:18:51] How we begin our first phone conversations with prospective clients.
[0:20:05] Why we always ask prospective clients how they heard about our company during the initial call.
[0:21:26] Reasons that I want to know if prospective clients have been photographed professionally before, and if so, what they have done with those photos.
[0:23:07] Information about the family that we find out during the first phone call, and information that we leave to be discovered during the in-person consultation.
[0:26:00] How we respond when someone asks for a studio fee over the phone.
[0:27:56] A breakdown of how we conclude our initial conversation if the client decides they want to book a session with us.
[0:30:07] Why my clients don’t miss their consultation appointment.
[0:30:54] Our approach to refunds for session fees.
[0:33:00] One way that the COVID-19 pandemic has impacted consultation sessions.
[0:34:42] Questions that I always ask during consultation sessions.
[0:38:39] How I would approach client consultations as a location photographer.
[0:40:53] Advice for dealing with client consultations for charity auctions.
[0:43:01] What I like to find out about my clients’ houses.
[0:44:50] How I emphasize concept and meaning in my work.
[0:47:02] My feelings about online consultations, which have become common since the pandemic.
[0:49:03] How I feel about canvas.
[0:51:19] ReWork homework for you to do!
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler JonesWebsite | Instagram | LinkedIn
If you want to send nice portrait photographers into a tailspin, start talking about pricing their work.
We’ll chat all day about lighting and technique but when it comes to putting an actual value on what we do, ah, get ready for some serious pushback.
“I could never charge that!”
“I’ll lose all my clients!”
And on it goes.
If any of that sounds uncomfortably familiar join me for today’s episode where I’m joined by the Director of Education for the Professional Photographers of America (PPA), Angela Kurkian, a wedding and portrait photographer herself, who has worked with thousands of photographers through PPA to up-level their businesses.
Unfortunately, pricing is more often than not an awkward topic of conversation in our profession, and even more unfortunately, many portrait photographers hugely undervalue themselves.
But how to effect change?
Angela has an interesting take on recognizing the value of what we, as photographers,really do for our clients
From understanding what you want, to creating unique customer journeys and being clear about your offerings, to taking the emotional element out of pricing, Angela has a wealth of knowledge to share, in her characteristic encouraging, kind, and honest way.
We’ll discuss pricing from the inside out. From assigning value to your work to getting out of your head and getting into a profitable, sustainable business. This episode might just change the way you think about pricing your work.
Timestamps:
[0:00:59] How to get portrait photographers excited, and how to scare them away.
[0:01:18] An introduction to today’s guest, Angela, and what we are going to be talking about today.
[0:04:48] One of the main reasons that portrait photographers often don’t charge what they should.
[0:06:55] A mistake that Angela sees portrait photographers make with regard to pricing.
[0:07:28] The important realization that Angela after six years in business.
[0:08:14] What it means to really know what you want.
[0:10:55] Trends that Angela and I have noticed in the way some photographers price their portraits, and some reasons why.
[0:13:53] The shift that occurs as soon as you start charging for your work.
[0:14:43] Angela explains what a Salesman Session Projection is, and the value of engaging in this process.
[0:17:52] A meme I saw the other day which accurately captures the pricing element of portrait photography.
[0:18:22] The two camps that have formed in the realm of photography pricing.
[0:19:34] Steps that follow the Salesman Session Projection in the Business Challenge that Angela runs.
[0:20:06] PPA’s highest cost of sales recommendation.
[0:21:24] A mental exercise which drives home the importance of pricing correctly.
[0:24:09] Creating customer journeys; this is what you should focus on after you have had your pricing ‘aha’ moment.
[0:26:02] What I have noticed about the photographers in the recent class I have run.
[0:26:49] A word on subjectivity and the danger of comparison.
[0:28:23] The surprising prices that people will pay for impersonal items.
[0:29:35] Don’t sell from your own pocket.
[0:30:32] Why your marketing strategy should not focus on price.
[0:33:13] A new way to think about money.
[0:36:33] Angela’s personal experiences which highlight why you need to be very clear about what you do.
[0:39:54] Continuous evolvement is essential to the journey of a portrait photographer.
[0:41:37] How to handle your emotions and the emotions of your clients.
[0:44:31] An example of how I sell my value to my clients.
[0:45:45] Portrait photography is about the experience as much as it is about the final product on the canvas.
[0:47:55] Traits that Angela believes auger well for success.
[0:49:05] A TV and book series that Angela highly recommends.
[0:50:52] Why Angela advises photographers learn from outside the world of photography.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Angela KurkianWebsite | Professional Photographers of America | Instagram | LinkedIn
It’s easy to get caught up in the hype of quick marketing fixes, but there are better, more sustainable and more soul-satisfying ways to attract clients. In today’s episode I am joined by studio photographer, coach, and master of marketing, Tim Walden, who is here to share his wisdom on this fundamental element of running a business.
So many photographers aren’t clear on what their niche is, or the unique value they offer to their clients. According to Tim, this kind of clarity is what forms the foundation of a successful marketing strategy. Using his own work as an example, Tim explains why the meaning that is captured in photographs, and the connection that you as a photographer form with your clients, is far more important than your technical skills, and how those values can translate into a more profitable business.
We also discuss the biggest enemy of photography, the difference between confidence and arrogance (and why you need to exude the former), and what permission marketing is. Tim is not only one of the smartest people I know, but also one of the nicest, so be sure to tune in today!
Timestamps:
[0:01:22] An introduction to today’s guest, Tim Walden, the master of marketing.
[0:04:05] How we should reframe the way we think about marketing.
[0:06:22] Dangers of following in the marketing footsteps of big companies.
[0:07:45] The change of marketing strategy that caused Tim’s business to experience huge growth.
[0:10:10] Mistakes that small business owners commonly make with regard to their marketing.
[0:11:05] Why clarity is the foundational element of marketing.
[0:12:45] Lack of clarity that is pervasive amongst photographers.
[0:15:45] Tim’s definition of a great brand.
[0:17:43] Ways that Tim forms and fulfils expectations in his business.
[0:19:24] The difference between confidence and arrogance, and the importance of the former.
[0:22:02] How to stand out as a service provider of any kind.
[0:23:55] The collaborative process that Tim engages his clients in.
[0:27:53] Portraits are investments and their value increases over time.
[0:29:16] Hear about the tradition that my mother started.
[0:30:29] Elements that Tim considers to be part of his job as a photographer, outside of the actual taking of photographs.
[0:31:14] What permission marketing is and why Tim thinks it is the best kind of marketing.
[0:31:53] The biggest enemy of photography, according to Tim.
[0:35:09] A document that Tim has created for the purpose of “seed marketing.”
[0:37:00] Tim and I briefly revisit the main themes discussed in this episode.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Tim WaldenPhotography Website | Coaching Website | LinkedIn
Do you ever worry about your pricing? Is it too high, too low? Nothing can make a nice portrait photographer doubt themselves like figuring out their pricing. For today’s show, I’ve brought Kathryn Langsford back, and we are going to discuss the ways to build the value of what you do in your own mind first and then communicate that value to your clients.
Timestamps:
[0:01:04] A reintroduction to one of my greatest fortunes in life, and the topic that she and I are going to be discussing today.
[0:03:08] The value in comparing prices of goods and services across different sectors.
[0:05:55] Your price tag should make you happy and align with the other elements that your clients choose to surround themselves with.
[0:08:40] Kathryn’s process of making sure she is providing her clients with high-quality pieces of art.
[0:11:28] A conversation I recently had with a client which made me rethink my prices.
[0:12:42] How conversations with high-end clients about prices usually play out.
[0:15:38] The segment of our client base who spend more on portraits than they do on anything else.
[0:18:06] Elements of our service that are worked into the cost of our portraits.
[0:18:35] Mindset shifts that we need to have around the costs we assign to our work.
[0:20:31] The important lesson of not answering questions that weren’t asked.
[0:21:37] Advantages and disadvantages of being a woman in the portrait photography industry.
[0:22:49] Why Kathryn and I don’t feel guilty about the prices we charge.
[0:24:01] When I will tell prospective clients that my work isn’t what they’re looking for.
[0:25:25] Examples of the minimizing language that clients often use.
[0:27:59] Difficulty Kathryn had with pricing her albums.
[0:31:15] Different types of clients you’ll have along your journey as a photographer and the importance of treating them all the same.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Kathryn LangsfordWebsite | Instagram
Before we can communicate the value of what we do to our customers, we first need to learn to value ourselves, our time, and our work. Today’s episode is all about value, and who better to discuss this with than Jed Taufer, host of the This Conversation podcast, and someone who has had a positive impact on my own career.
There are a number of factors which value is built upon, some of which are objective, and some of which are subjective. Jed, through his years of experience on both the studio ownership and photo lab sides of the photography industry, has created a list of game changing factors relating to value, a few of which he shares with us today.
Among other topics, we discuss mentors, minimalism, and the “hire slow, fire fast” approach Jed and his business partner and wife Vicki have adopted.
Timestamps:
[0:01:02] An introduction to today’s guest, Jed Taufer, host of the This Conversation podcast, and what we are going to discuss in this episode.
[0:03:16] Where a sense of value originates from.
[0:05:45] The experience I had with my husband when he joined my business.
[0:07:40] The money-saving breakthrough by using a Wacom Tablet.
[0:09:10] Jed’s list of Game-Changers relating to Value.
[0:11:43] What Value is based on: Reality and Perception.
[0:12:55] Why Peter Lik can charge the high prices that he does.
[0:13:52] Different camps that photographers fall into.
[0:14:45] An example of a brand that has married reality and perception.
[0:19:07] A lot of things signal cheaper prices and less things signal higher prices
[0:20:27] What you should and shouldn’t let your photo lab do.
[0:21:30] Advice from Jed about defining roles within a business.
[0:22:38] Hiring well. The “hire slow, fire fast” approach that Jed and his partner use.
[0:24:57] Why delegation is a key piece of the value puzzle.
[0:29:01] The importance of asking ourselves, “What else could be true?”
[0:30:09] Jed’s thoughts about the importance of mentors.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Jed Taufer
Instagram | Facebook | LinkedIn
This Conversation
Website | Instagram
The relationship between portrait photographers and interior designers has historically been tense; interior designers feel frustrated when portraits don’t cohere with the style of the house, and photographers feel hard done by when their portraits end up in the basement. In today’s episode, my sister, Caroline DeCesare, and I are going to explain how professionals in our respective lines of work can actually make each other’s work better by collaborating.
Timestamps:
[0:01:44] An introduction to today’s guest, an interior designer who is not only my sister but also one of my favorite people in the world!
[0:02:32] Tension that often exists in the relationship between interior designers and portrait photographers.
[0:04:02] Why Caroline makes sure to incorporate family’s portraits in her interior designs.
[0:04:36] Frustrations that Caroline has with the work of some portrait photographers.
[0:07:17] The importance of curation in both portrait photography and interior design.
[0:09:46] How portrait photographers and interior designers can work together to fulfil their client’s vision.
[0:12:11] Caroline’s approach to her first meeting with a client.
[0:13:55] Why Caroline always likes to visit the current home of the client whose future house she is designing.
[0:17:10] What portrait photographers can learn from visiting their clients’ homes.
[0:18:12] Tray’s that Caroline uses to help her clients figure out what they want.
[0:21:03] Learnings that Caroline has had about attachment.
[0:23:43] How I make my clients feel comfortable enough to tell me if they don’t like the photographs that I’ve taken of them.
[0:25:22] Caroline explains how she makes sure her designs will stand the test of time.
[0:27:16] The timeless portraits that our mother had taken of us.
[0:30:11] Popular and unpopular time periods in the family life cycle for portraits.
[0:31:31] Fears that Caroline has around being photographed.
[0:33:48] Advice from Caroline about how portrait photographers and interior designers should work together.
[0:35:54] The positive engagement that I recently had with an interior designer.
[0:38:00] A mindset shift that portrait photographers and interior designers need to have when entering into a project.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
DeCesare Design GroupWebsite | Instagram
While there are a million ways that we can spoil our clients, it took years of experience, and testing a variety of different approaches before Kathryn Langsford figured out what “spoiling strategies” made the most impact, and we’ve brought her onto the show today to get the goods.
In this episode Kathryn shares how she shifted her mindset about gifting clients at the end of a job. Instead of giving away branded merchandise, small photographic items, or even bottles of champagne, Kathryn focuses instead on creating layer upon layer of unparalleled service, and focusing on Every. Little. Thing.
Timestamps:
[0:02:35] Ways that photographers can spoil their clients, and the approach that Kathryn has found to have the greatest impact.
[0:05:30] Examples of how Kathryn goes the extra mile for her clients in terms of her service offering.
[0:07:05] Rules that have been put in place in Kathryn’s studio, and the atmosphere that is created as a result.
[0:09:44] The importance of the initial consultation with a client.
[0:10:44] Vetting of other professionals that Kathryn does so that her clients don’t have to.
[0:13:57] Examples of assumptions that Kathryn’s clients often used to make.
[0:15:48] Kathryn shares how she handles situations where the husband isn’t committed to the family photography session.
[0:19:38] How Kathryn uses humor in her sessions to ease the mood.
[0:21:10] Examples of jokes that I use in my sessions, and the value that I see in doing this.
[0:23:33] Extra special touches that Tim Walden adds to his portraits.
[0:24:12] A 6-month job Kathryn did for a client, and the moment which blew the client’s mind.
[0:28:05] Gifts that Kathryn has given her clients in the past, and why she stopped this practice.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Kathryn Langsford
Website | Instagram |
The Pumpkin Plan by Mike Michalowicz
Book
It may not seem like building homes has much to do with portrait photography, but the strategies used by luxury custom home builder Brad Leavitt, can certainly be transferred to the photography industry, and will likely have lots of benefits, which is why we’ve brought him onto the show today.
Building a house can be a very daunting process, but through his emphasis on education, transparency and communication, Brad builds the trust of his prospective clients before he even meets them. He does this through utilizing the full power of social media, as you will hear in today’s episode.
We also discuss the importance of managing clients’ expectations, why you need to be clear about who your ideal client is and what value you can offer them, and the responsibility that lies with you as a professional, no matter what industry you work in.
Timestamps:
[0:01:04] How building luxury custom homes relates to the business of portrait photography.
[0:02:13] Brad Levitt, today’s guest, shares the upsides and downsides he is experiencing in his business right now.
[0:03:45] The value of social media that so many people fail to see.
[0:04:55] Lack of progress in the construction industry.
[0:07:44] Ways that Brad’s social media account has helped other contractors.
[0:08:30] How Brad builds trust with his prospective clients through social media before he meets them.
[0:10:59] The important lesson that Brad was taught by one of his first clients.
[0:13:48] Translating building industry pain points into the portrait photography world.
[0:14:22] Why managing expectations is a key to success.
[0:16:18] Information that Brad acquires from his clients before he starts building.
[0:17:03] What Brad ensures his clients are aware of before the project begins.
[0:19:52] The importance of having a deep understanding of your business, and who your ideal client is.
[0:23:34] Characteristics of Brad’s ideal clients.
[0:25:31] How Brad’s ideal clients compare to my ideal clients.
[0:28:07] Value that Brad offers to his clients.
[0:30:30] The educational role that professionals need to hold with their clients.
[0:32:54] Mistakes that Brad made which encouraged him develop a system.
[0:34:00] How Brad trying to change the perception of the construction industry.
[0:34:46] A recent mistake made by a member of Brad’s team, and how he dealt with it.
[0:35:31] Responsibility that we should all feel towards our clients, and how to act on this.
[0:38:00] Where you can get in touch with Brad, and the social media firm that he uses.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Brad Leavitt
LinkedIn
AFT Construction
Website | Instagram | Facebook LinkedIn | Podcast
Elevate
Website
Nobody likes to be said no to, particularly paying clients. That’s why I don’t ever say it. Don’t believe me? Listen to this episode to hear examples of all the things I will say to clients instead of saying no.
I’m in the hot seat today, with Jessica Mackey, our client coordinator, asking the questions. We’re having this discussion to share with you how we deal with clients who make requests for things outside of the scope of work that we do, in the hope that this information will be helpful for you the next time you get requests of a similar nature.
Just because I never say no, doesn’t mean I always say yes. It is our responsibility as photographers to give clients the best experience possible, and that sometimes means guiding them in a new direction.
Timestamps:
[0:01:31] An introduction to today’s guest, Jessica Mackey, and the topic of today’s discussion.
[0:02:07] My opinion on saying no to clients.
[0:03:31] The answer I would give to a client who asks for the digitals, instead of saying no.
[0:04:16] How I would respond to a client who asks for a Saturday shoot.
[0:06:23] An example of what I would say to a client who asks me to travel to a remote location for a shoot.
[0:09:21] The responsibility that you have to your clients to provide them with the best service, and guide them in the right direction in terms of the types of photographs they want.
[0:12:49] When someone asks for a special type of shoot, it’s so important to ensure you know what they are really asking for.
[0:15:40] An example of a time when I turned away a client asking for holidays cards.
[0:18:20] How I make my shoots a special, memorable experience.
[0:20:49] A rundown of how to approach a conversation with a potential client asking for something outside of your usual scope of work.
[0:23:34] The physical reaction that Allison has to an unusual request.
[0:25:55] How Allison deals with clients who say they want time to think about which photos they want to buy.
[0:28:30] Building relationships with clients is a long game.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler Jones
Website | Facebook | Twitter | Instagram | LinkedIn
We all know the feeling of being unable to make changes in our lives because we are scared of what the outcome will be. That fear of change exists because we have given too much control to our ego and have fallen into the trappings of a fixed mindset.
Julia Woods joins me on The Rework today to share the inspirational story of how she rid herself of her limiting beliefs and replaced them with a growth mindset (which you will learn more about today). In doing so she transformed her photography business from a $350 sale average to a $5000 sale average and began to live her life the way she truly wanted to. We discuss the reasons that Julia undercharged for her services for so long, the life changing moment when she realized her worth, and the ways that she altered her business model accordingly.
A few years ago, Julia sold her incredibly successful photography business, and now works as a coach, helping others to reach their full potential and find their own version of success. Julia’s philosophy is based on a “believing is seeing” approach, which involves finding the courage to take small steps in the pursuit of your goals and remaining authentic in all your endeavours.
Timestamps:
[0:00:59] What you can expect to learn in this episode from today’s inspirational guest, Julia Woods.
[0:03:16] Julia explains how she and her husband became wedding photographers.
[0:04:37] Growth that Julia’s business experienced, while they remained poor.
[0:05:31] Reasons that Julia and her husband believed were responsible for the minimal rewards they were receiving for their hard work.
[0:06:29] How Julia came to realize what she needed to do to get her business on the right track.
[0:09:00] The ultimatum that Julia set for herself.
[0:10:55] Julia’s first step in changing her beliefs about herself, after always believing she was not worthy.
[0:12:45] Ways that our ego prevents us from changing our beliefs.
[0:15:18] How Julia’s commitment to authenticity completely changed the trajectory of her business.
[0:16:52] The three pricing tiers that made up Julia’s business.
[0:18:31] Julia’s decision to add projection to her services.
[0:21:04] Relationship building that Julia did with her clients, and the difference this made to her business.
[0:24:08] How a natural disaster highlighted the immense value that clients attribute to Julia’s photographs.
[0:26:24] When Julia changed her business model, her clients became her top marketers.
[0:29:33] Julia explains why a fixed mindset is the biggest hindrance to us reaching our full potential.
[0:31:51] How a growth mindset helps us continually move forward.
[0:33:40] The “fraud message” that often arises in Julia’s sessions as a transformational coach, and advice she gives her clients to help them through this.
[0:36:41] A question to ask yourself when feel afraid of stepping out of your comfort zone.
[0:37:45] Seeing is believing versus believing is seeing.
[0:41:08] The belief that Julia had in me, before I believed in myself.
[0:44:01] How I approached my clients after my coaching session with Julia.
[0:47:36] Where you can connect with Julia.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler Jones
Website | Facebook | Twitter | Instagram | LinkedIn
Julia Woods
Instagram
Wouldn’t it be amazing to have a business that fully aligns with what you love and services clients in a way that THEY love? Today I chat with photography business coach Steve Saporito from Melbourne, Australia who believes that these goals are not only possible but how it should be done.
Steve believes that it’s easy to blame the economy and other external variables when experiencing lack of success in your portrait studio but it all comes back to what we believe.
“There’s a belief in our industry that you could never sell your business.” He argues that if you build your portrait studio from the ground up AS a business, it becomes a revenue producing asset that can eventually be sold.
We explore many topics relating to money, mindset and creating value.
Topics like:
Paying yourself first
Making sure your business can support itself AND you
Pricing for the value you are providing your clients
How to discover what is most important to your client
Building in the value from the very first phone call
He busts a few photo industry myths along the way.
Myths like:
You can’t sell a photography studio business.
It’s impossible to make a good living as a portrait photographer.
COVID has ruined the photo industry.
Timestamps:
[03:00] Why professional photographers believe they can’t make a great living from portrait photography.
[06:34] Why you must build your business to pay yourself first.
[10:53] The importance of building value for your client and pricing accordingly.
[12:47] Building and celebrating relationships with your clients.
[14:40] How to guide clients through the purchasing process.
[18:21] Photography and the images for your clients is about more than the photo.
[21:16] Why the Lead-up to your photography session is essential to the images and the sale.
[26:32] Building long-term relationships with your clients.
[34:43] Celebrating your current clients and their value in your business.
[41:14] Spending money on the family, not just another piece of wall art.
[48:18] Coming out of COVID and why many portrait photographers are having their best year ever.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram @do.the.rework
Check out my FREE Masterclass on Building a Business with Better Clients
Visit Steve Saporito on the web
Allison Tyler Jones on Social Media
Website | Facebook | Twitter | Instagram | LinkedIn
Have you ever wondered if you can create a business out of portrait photography? You may want to increase your income, and your first thoughts are to find more clients. However, instead of having more clients, consider getting better clients. Or do you need a better way of doing business that attracts great clients who love what you do and see the value in it? Today I’m with my client coordinator Jessica, and we will chat about client contact and find your best clients!
When she first started, Jessica was terrified of calling new clients. “I did everything I could to put off making that phone call.” Of course, there were certain types of questions that were scarier to the field than others. “When anybody talked about investment, the cost and expense. That’s something that has to be addressed early on and depending on how the conversation goes, it sets the tone for the rest of the phone call.”
She soon found that focusing on connection creates a sense of value for new leads who called about service inquiries. Jessica also realized the value in relating to potential clients from a parent’s perspective, adding more connection points. “You’re looking for ways to validate and make it clear that you want to know more. Setting a feeling of caring about the person on the other line gives them a phenomenal first experience, setting the expectations for future points of contact and service.
Jessica’s experience has shown that focusing on clients and not focusing on yourself is the most effective way to achieve new client buy-in. “Everything you say to the client has to circle back to them.” This is about them, not you, so make sure you always refer back to the person you are talking to.
Listen in to find out why you need to be mindful of client contact calls, how multitasking affects potential client calls, and how to answer the most difficult questions a potential customer can ask you. Learn how to ask more questions and dig deeper into the initial consultation and the importance of transparency in your business.
Timestamps:
[0:03:40] Jessica’s first experience with new client calls.
[0:06:08] What she was trying to avoid when she was postponing calling new clients.
[0:07:52] Scariest questions to field when Jessica was taking calls.
[0:12:51] Leading the conversation asking details to make a connection.
[0:15:58] Relating to clients from a parent’s perspective.
[0:19:03] Using the initial consult to reconnect with clients when they are planning their shoot.
[0:22:42] Why you should assume that everyone is your client.
[0:24:00] How to answer the most difficult questions clients will ask you.
[0:29:12] The client’s contact sequence of events and how to set up appointments.
[0:32:06] Little nuances in your conversation make the biggest difference.
[0:38:09] Other than price, what is the second most difficult conversation to have with a potential client.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Check out my FREE Masterclass on Building a Business with Better Clients
Allison Tyler Jones on Social MediaWebsite | Facebook | Twitter | Instagram | LinkedIn
So many photographers undervalue their work, and therefore lack the confidence to start a business that can provide an income stream that supports their families and their dreams. I, Allison Tyler Jones, am on a mission to change this! In the first episode of this podcast, I am going to run you through The ReWork framework which my sister and I put together as a guide for anyone looking to make a success of themselves as an entrepreneur.
There are six steps which make up the framework: re-evaluate, research, rethink, reimagine, redesign, and execute. I will explain what each of these steps entails, the questions that you should be asking yourself as you go through this journey, and how to assess whether you are going in the right direction. Then, I will give you a practical example of how these steps play out in the real world.
Using The ReWork framework allowed me to figure out what is important to me, find clients who align with my values, and turn my photography business into what it is today. I couldn’t be happier with the outcome and I am so excited for you to join me as I embark on this new venture which I hope will add a huge amount of value to your work and to your life.
Timestamps:
[0:01:17] Allison introduces herself and explains what she does.
[0:01:34] The common character trait that Allison has noticed in many artists that she has worked with over the years.
[0:02:40] How the concept of ReWork came about.
[0:03:31] Barriers that have prevented Allison from starting The ReWork until now.
[0:05:20] Allison explains what The Rework framework is and outlines the six steps that is consists of.
[0:07:10] The importance of understanding what you want before you go out and look for help.
[0:08:02] Step one of The ReWork: Identify something that has been bothering you in your business.
[0:08:33] Step two: Research the conventional wisdom and best practices around solving that problem, and find someone who can mentor you.
[0:10:33] Step three: Rethink the information that you have researched and determine the elements you want to keep and those you want to eliminate.
[0:12:13] Why step four, the reimagine step, is where the magic happens.
[0:13:24] Questions that you should be asking yourself at step four of The ReWork process.
[0:14:40] Step five: Everything you need to be redesigning at this stage.
[0:17:25] Step six: Execute.
[0:18:32] Allison runs through a practical example of how to utilize The ReWork method, using one of the biggest problems that photographers claim they struggle with as an example.
[0:21:31] The difference between being busier and making more money; two things which are often conflated.
[0:22:43] Changes that Allison has decided to make in her business after going through The ReWork process herself.
[0:25:19] Things that Allison needs to let go of as she goes on this new journey.
[0:26:37] Marketing strategies that Allison has recently adopted.
[0:28:14] The clients who you should be structuring your business towards.
[0:31:19] What you can expect from The ReWork podcast in the future.
Links and Resources:
Do The ReWork
Do The ReWork on Instagram
Allison Tyler Jones
Website | Facebook | Twitter | Instagram | LinkedIn
So many photographers undervalue their work and therefore lack the confidence to start a business that can provide an income stream that supports their families and their dreams. I, Allison Tyler Jones, am on a mission to change this!
Today, I’ll chat with my friend, Kathryn Langsford, the owner of Photos by Kathryn based in Vancouver, Canada. She specializes in fine art portraits of families and children. Kathryn has been deep in the trenches of portrait photography for over two decades, and she has created a niche of a niche by specializing exclusively in black and white fine art portraits.
My conversation with Kathryn is one we often share about our own fears in selling our work and the way we sabotage ourselves. We talk about doubting our worth, and feeling unsure about talking price with our clients. Even with the vast experience, value, and knowledge she brings to each project, Kathryn isn’t immune to feeling fear and asking for what her art is worth.
Kathryn’s experience has led her to develop a process in which she leads her potential buyers through a sales process that makes them feel comfortable about their decision to purchase art. She stresses the importance of consultation time, where she finds out what her clients want and guides them through the purchase process, educating her clients, so they are confident in their art purchase.
Listen in to find out Kathryn’s advice on dealing with price-sensitive clients, the conversations Kathryn has with her clients answering their doubts and concerns, how she handles conversations inside the salesroom.
Timestamps:
[0:01:27] Kathryn tells about her work in fine art.
[0:02:59] How we sabotage ourselves when it comes to sales.
[0:04:20] When things are going well, it’s easier to ask for what your art is worth.
[0:09:00] What to do when a potential client delays decision-making.
[0:11:18] Be careful not to let your clients walk away with a bad taste in their mouth.
[0:13:09] Frontloading customers with a consultation creates a better sales process.
[0:16:00] How to avoid sticker shock when selling to your clients.
[0:17:46] Defining your service to find clients that are a good fit for your business.
[0:20:47] Where to start if you feel that your sales aren’t up to par.
Links and Resources:
Kathryn’s Website:
www.photosbykathryn.com
Kathryn’s Instagram
@pdk_studio
Website
www.dotherework.com
Do The ReWork
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