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 ofsimplifying the client experience and eliminating unnecessary variablesfocusing on the finished product rather than an elaborate, drawn-out experienceusing the concept of the "minimum effective dose" to determine the smallest amount of effort or time neededcreative constraints and how they can enhance focus and creativity, allowing photographers to capture the most impactful images with simplicitypre-session consultations to create a clear agenda, aligning client expectations with achievable outcomesTimestamps:[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: [email protected] - 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 TranscriptUltimate Client Consultation FormThe ReWork #113: Who Are You and What Are You Actually Selling?The 4-Hour Workweek by Tim FerrisDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 confusionThe two primary causes of client overwhelm - the creative's own ADD brain tendencies and insecurities about their abilitiesWhy overloading clients with information or choices can hinder business growthWhy simplification is key, focusing on essential communication, breaking information into bite-sized pieces, and ensuring clarity in what the brand offersThe importance of listening to client cues and maintaining concise, focused communicationReady 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: [email protected] - 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 TranscriptUltimate Client Consultation FormDonald Miller - Building a StoryBrand: Clarify Your Message So Customers Will ListenGreg McKeown - Essentialism: The Disciplined Pursuit of LessDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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: [email protected] - 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 TranscriptDrake Busath:Website | Instagram | Italy WorkshopsDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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.PLUSThe 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: [email protected] - 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 TranscriptATJ’s Ultimate Client Consultation Form - Free DownloadDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 ofBuilding client relationships and learning why treating clients like family can help establish sincerity and trustBalancing art and business and discovering how to thread authenticity into sales and marketingNarrative-driven photography and how focusing on storytelling enhances the emotional connection in portraitsCreating authentic portraits and understanding the impact of learning clients' stories and personalities before sessionsLeadership and confidence and gaining insights into taking control during sessionsClarity and consistency in branding and recognizing the value of maintaining a clear personal style to attract the right clientsTimestamps:[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: [email protected] - 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 TranscriptDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedInTim WaldenWebsite | 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: [email protected] - 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 TranscriptThe 5 Key Steps to Getting Ready for Your Holiday Season  Do The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 discussMindset Shift: make the transition from a hobbyist mindset to a business, especially in how you value your work and subsequently price itAdapt to Change: how the shift from film to digital photography created challengesUnderstand The Value of Physical Product: the need for photographers to focus on creating and pricing physical products rather than treating digital files as the productDream Big: why to give yourself permission to envision new possibilities and business models that can lead to growth and expansionHere’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: [email protected] - 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 TranscriptSmartless PodcastDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedInGregory DanielWebsite | 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 stressCreating a luxurious experience and offering personalized touches to make clients feel valuedEstablishing a creative agenda and planning the session with the end product in mindEffective communication with clientsReducing overwhelm by limiting options and providing clear guidanceHere’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: [email protected] - 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 TranscriptDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedInKathryn LangsfordWebsite | 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 methodsThe importance of capturing genuine interactions and emotions to create meaningful, lasting portraitsTips for evolving your unique style by blending control with collaboration and drawing inspiration from famous movie directorsDifferent 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: [email protected] - 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 TranscriptTranscending Trend with Drake Busath Episode #038Marketing Right Now with Drake Busath ReWork Episode #079Reading:Book: Culinary Artistry by Andrew Dornenburg & Karen PageBook: The Talented Mr. Ripley by Patricia HighsmithTV/Film:Netflix Series: RIPLEYDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedInDrake Busath / Busath PhotographyWebsite | 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 intentionThe value of specializing in a specific niche, enhancing business growth and client satisfactionHow to manage initial pushback from clientsStrategies for setting prices that reflect the value of the work and managing client expectationsThe significance of having a clear mission and vision to guide business decisions and inspire both your team and your clientsHere’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: [email protected] - 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 TranscriptReading:Book: Buy Back Your Time by Dan MartellBook: Fierce Conversations by Susan ScottDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedInRudi Marten / Clark Marten PhotographyWebsite | 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 learnHow to conduct a self-assessment of your portrait business using an A-F "Report Card" approachThe importance of tracking revenue growth, stagnation, or decline and grading yourself based on financial performanceStrategies for maintaining or improving your profit margins, including adjusting prices or lowering costsTips on how to boost average sales by adding new products or refreshing existing onesHow to track session counts by type and evaluate if they’re in keeping with your business goalsHere’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: [email protected] - 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 TranscriptReWork Episode #024ReWork Episode #025ReWork Episode #026ReWork Episode #027ReWork Episode #055Reading:Book: Atomic Habits by James ClearDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 Art course 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 learnHow using Room View photos can boost your art salesThe 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 wantHow 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: [email protected] - 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 TranscriptDiane's Previous ReWork Episode #035Reading:Book: Atomic Habits by James ClearDiane DultmeierWebsite | Instagram | FacebookDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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-SmithSmart 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 confidenceHere’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: [email protected] - 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 TranscriptReWork Episode #113TV:Netflix Series: BridgertonReading:Author: Denise Duffield-ThomasAlicia Insley-SmithWebsite | Instagram | FacebookDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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!) toTrust 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: [email protected] - 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 TranscriptNadine's Previous ReWork Episode #084Reading:Book: Setting the Table by Danny MeyerBook: Unreasonable Hospitality by Will GuidaraNadine PriestleyWebsiteDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 mediaHow she combines digital underpainting with traditional oil paintingWhy she prefers building personal connections over social media adsYou’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 mediaTailored Communication: writing personalized emails rather than generic onesContinuous 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: [email protected] - 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 TranscriptApril’s Previous ReWork Episode #106Reading: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 SimpleBingeing:Renoir: French Film that April found inspiring Bridgerton on NetflixAnne With an E on NetflixInspiring:  The Art Institute of ChicagoApril Graves / Light Drawn Studios:Website | InstagramDo The ReWork:Website | InstagramAllison 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:ProcrastinationToo Much Info, Too FastToo Little Info, Too LateNot Really Listening and Jumping to the Wrong ConclusionsYou 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: [email protected] - 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 TranscriptKathryn LangsfordWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 yourselfWays to identify anxiety and fear and what to do about itStrategies in moving forward in spite of your fearHere’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 TranscriptKathryn LangsfordWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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: ClarityConversationConsultationConfrontationandClosureBy 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 problemsWays to implement each part of the processHow to handle mistakes that can actually boost your imageHere’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 TranscriptPodcast Episode #003 - Having a Successful Initial Client CallDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 retouchQuestions to ask clients before and during a shoot regarding retouchingSituations where retouching should be avoidedHere’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 TranscriptDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 allA less-than-amazing sale after shooting our hearts outA battle with a new client over pricing and what was (or wasn’t) included in the gift certificateMaybe 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 marketingHow these problems can be addressed and preventedQuestions to ask yourself when a charitable auction is not a successHere’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 TranscriptDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 employeeWhy hiring a team member is valuableWhat NOT to do when hiring an employeeThe surprising places you might find the perfect personHere’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 ChiversGregory Daniel Portraits WebsiteDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 seasonsHow positive change could beWays to be willing to hold onto things looselyHere’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 TauferWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 selfHow to put the product at the center of your businessHow to share who you are and who you are notHere’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 TranscriptBook - Building A StoryBrand by Donald MillerBook - The Experience Economy by B. Joseph Pine II & James H. GilmoreGregory DanielWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 sessionThe role your level of confidence plays in the processHow to determine and focus on what you want most for your clientsHere’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 TauferWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 cringeyWhy this type of marketing works so wellHow to make shifts in your mindset to allow for growthHere’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-TaylorWebsite | PodcastDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | 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 WoofgangVision 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 TranscriptEpisode #058 How to Speak “Husband” Episode #003 Having a Successful Initial Phone Call Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

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