It is officially the time of year where we’re thinking about spring cleaning! And that doesn’t just mean for your home. The same goes for your business and maybe you’ve been thinking about making some changes. There’s no one better to talk about this than Tom Muñoz. Tom has been a distinguished wedding photographer since the age of 16 and is a part of a long line of incredible photographers. Tom began learning at the age of 7 and now, he and his team are some of the highest awarded wedding photographers in the world.  Today, Tom brings us the energy and positivity we need to confidently reinvent our businesses by keeping things fun. He discusses new products, how Muñoz Photography keeps their teams competing with each other in the best ways, how they analyze everything, and how they’ve managed to stay on top for 90+ years. In this episode, you’ll learn: How to stay relevant in your market To stop worrying over things you can’t control Minor and major changes you can make to reinvent the business   Here’s a glance at this episode: [03:12] - Tom shares his background and how the family business began. [05:49] - Tom’s mentors are among some of the best in the world. [07:31] - The internal culture of the studio is to be the best and competing against yourself is the biggest driver of growth. [09:20] - Being a good leader is being a better servant. [10:38] - It’s better to have people work on the business than in the business. [11:10] - Tom describes the senior portrait sessions and how using video increased clients booking them. [13:10] - Tom shares the pros and cons of the older software they used and what they use now. [14:37] - The workflow works for Tom’s large scale business and streamline processes will work for you as well. [16:26] - Because of Covid, a lot of wedding photographers did not survive or treat their clients well.  [18:47] - There are different parts of photography that are easier to train and grow but when it comes to the high end wedding event market, it’s different. [20:07] - If you are committed to continually learning, that’s how you get to the high end bookings. [22:41] - There isn’t a single editing service or company that is good enough by itself. It’s about the people dedicated to the work. [25:01] - Rather than chasing something tangible, chase being a better version of yourself. [27:56] - It can be easy to become complacent, but getting to the next level is to do your absolute best work every time. [30:49] - Is there anything you can do to change something?   Links and Resources: Tom Muñoz Website | Instagram Do The ReWork Website | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

The definition of a sustainable business might be: we’re making money our bills are paid we’re feeling fulfilled.  But the true test of sustainability is challenging times. It might be global (pandemic anyone?); it might be national (economic uncertainty); or it might be personal adversity in our lives. Today’s guest, Tania Gaylor, is no stranger to adversity of many kinds in the last few years, but through it all she has built a business that has sustained both her and her family through the ups and downs and has given her the opportunity to have the space she needed to heal. Tania is a member of our Mindshift Membership community and a student of The Art of Selling Art course. She is a portrait photographer in Australia and has owned her business for 15 years. She maintains that through strong relationship building and caring for herself and her clients, her business has stayed afloat when she needed it the most. I know you’ll find so much inspiration here.  In this episode, you’ll learn: How to build a sustainable business through relationship building What adversity can do to your business What to do in uncomfortable situations with clients How to care for yourself when you need the space   Here’s a glance at this episode: [03:53] - Tania runs a portrait studio out of her home in Australia. [04:36] - At the moment, Tania is working her business part time after experiencing very challenging years. [06:38] - Through the relationships she built with her clients, they understood that Tania needed time and space. [09:05] - Tania attributes her success in building a sustainable career even when times were tough to treating her clients like friends. [10:47] - Sometimes it feels hard to charge for things you love to do.  [12:22] - Tania shares that for a while, she did not take new clients, but started to connect with other people through shared emotions. [13:13] - Tania describes an uncomfortable situation she experienced as a business owner. [16:57] - There will be times where it is tempting to break your own rules, but Tania explains what she should have done differently in her situation. [19:53] - It’s impossible to over communicate. Reiterate and review everything you tell your clients to avoid misunderstanding. [22:18] - It’s all about caring; caring for yourself and your clients. [23:18] - Tania’s recent difficult time could have destroyed her business, but she built something that was sustainable through it all.   Links and Resources: Tania GaylorWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

You’ve heard the old saying that nice guys (or girls) finish last. Today’s guest is proof-positive that that is a myth. I’ve noticed that portrait photographers, in particular, are creative individuals and most are overwhelmingly kind and sensitive.  Trying to always be “nice” can set us up to be taken advantage of when trying to run a business. Difficult experiences then leave us feeling frustrated, and they can harden us from being our true selves with our clients because we go into self-protect mode. Every now and then, I meet a sensitive soul who, instead of letting the hard knocks make them tough, has, instead, turned their kindness and sensitivity into a SUPERPOWER. Today’s guest is Nadine Priestley, a portrait photographer working in Silicon Valley, California.  When Nadine isn’t photographing families and children, you’ll find her in the C suites of tech companies photographing editorial or commercial work of high-powered executives and she’s equally comfortable in both scenarios. It hasn’t all come easy and she’s had some challenges along the way, but whether she is working with a CEO or a toddler, Nadine has learned to stay true to herself, her brand and her business while keeping her kindness and sensitivity intact.  I know you’ll find inspiration in her story. In this episode, you’ll learn: The value of the services you offer is more than a pretty photo. How consultations change the way you interact with clients. The level of joy that you and your clients experience with relationship building. How to handle tough situations while staying true to yourself. Learn what to say so clients get what you do and why they need you with Allison Tyler Jones. Register now for our free masterclass: ReWork Your Words   Here’s a glance at this episode: [04:34] - Welcome, Nadine! Nadine shares her background and a bit about herself. [05:54] - Soon after she started her business, she realized her passion for connecting generations. [08:41] - Clients don’t always feel good about their appearance, but Nadine’s empathy makes them feel comfortable. [10:01] - We live in a very complex world, but when families make time for photos, they are slowing down to have a memorable experience. [11:25] - Nadine admits that she has always been a good business person for others, but she learned how to see bigger and value what she, herself, was providing in her own business. [12:27] - When she valued her services and priced her work appropriately, she saw huge changes in her business. [14:02] - Don’t let anything get stale. [15:54] - Nadine shares some of the joys she experiences with repeat clients. [16:51] - Having a consultation ahead of time is a game changer for Nadine. [19:40] - Kind people can be taken advantage of. Nadine tries to eliminate any surprises and is always on a journey in communicating clearly. [21:34] - Sometimes clients experience sticker shock because they haven’t had enough time to get used to prices. We have to prepare them upfront. [23:35] - Nadine feels that the area she is working on getting consistently better is her website and social media. [25:43] - We gravitate toward what we know and love. [27:05] - Nadine suggests finding out exactly how much time you have with somebody so none of it is wasted.   Links and Resources: Nadine PriestleyWebsite Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Debbie McFarland wears many hats. She’s a portrait photographer, she runs amazing Teen Empowerment Workshops, and is the founder of Sparks of Kindness, an online community whose goal is to make the world a kinder place. Oh, and she has also raised six kids (nbd)!  As a fellow artist, you can probably relate to having this many irons in the creative fire. Most photographers I meet have multiple projects, both personal and professional, going at the same time and Debbie is a perfect example of that. For years, Debbie saw these different interests as separate from one another. What did her FB group have to do with Teen Empowerment? How did raising a pack of great kids impact her work as a portrait photographer?  Recently, Debbie’s world was rocked (in a good way) when she had the realization that what all of these projects had in common was HER!  Her heart for kids (especially teens); her love of spreading kindness (to self and others) and her passion for authentic portraiture. She wove all the threads together in a way that has made her heart, soul, and business whole and happy in a way she didn’t know was possible and I can’t wait for you to hear how she did it. As a business owner for 25 years, Debbie shares that she is more excited and passionate than ever about her business because she has incorporated her whole heart and soul into every part of her business; creating a brand that stands out in her community. These eye-opening experiences have taught her the value in being herself. Louder.  In this episode, you’ll learn: How our self-worth impacts our business. The reason many photographers throw in the towel before seeing success. The importance of community building and helping others see their value. How you can amplify exactly who you are.   Here’s a glance at this episode: [02:41] - Debbie begins describing her journey raising 6 children and owning a business for 25 years. She has a lot of new projects underway that are making a huge impact. [04:10] - Through her experience, Debbie has seen a lot of change in the industry. [05:43] - Because of the shift to digital photography, Debbie saw a decline in sales. [06:41] - Debbie shares the last straw for her and her initial thoughts of throwing in the towel. [08:42] - She always had a consultation process but in the beginning, the discussion wasn’t about the plans for where it will be in the home. [11:51] - There is an evolution to how we run our businesses. We try different things and incorporate bits and pieces of what works. [13:45] - We make tragic decisions when the industry changes. [15:42] - Debbie shares an eye opening experience that proved the importance of showing people how beautiful they are. [18:07] - Portrait sessions are an experience worth remembering. [19:13] - Debbie explains the Tween Empowerment Workshops she hosts. [20:58] - You are not just taking photos. You are solving so many problems for this family. [22:36] - The real value is that you show people their own value. [24:12] - Debbie admits that she struggled with finding a niche, but she learned that she needs to just be herself and the niche follows. [25:44] - We can only be ourselves. [26:57] - Amplify exactly who you are. [29:05] - When we see something that works for someone else, we think of the reasons we can’t do the same thing.   Links and Resources: Debbie McFarland Website | LinkedIn Do The ReWork Website | Instagram Allison Tyler Jones Website | Instagram | LinkedIn  

At some point, many wedding photographers feel the itch to transition from events to shooting portraits instead. Maybe they want their weekends back. Maybe they are burnt out on the run and gun of the wedding business; but when you’ve built your entire brand around wedding photography, how do you make the switch? Jeannine Pohl did it and she experienced more success than she imagined. Jeannine is a portrait photographer in Minneapolis who started her business in 2007 and formerly shot exclusively weddings and events. Enter Covid-19 and a reevaluation of her priorities forced her to change the trajectory of her business.  Over a three year period, Jeannine has transformed her business model from event-focused to portrait-focused photography and that is no small switch.  In this episode, she openly shares the mindset shifts she had to go through and the pain points she experienced along the way. As an Art of Selling Art student and a Mindshift Member, Jeannine also shares some of the critical concepts she learned and incorporated and how those changes helped her make the transition from a successful wedding photographer to a thriving portrait studio. In this episode, you’ll learn: Why Jeannine (and many others) make the switch from wedding photography. How to find creative fulfillment (instead of fear) when trying something new. The pain points in making a major business model change. What mindset shifts were essential for her success (2022 was her best year yet!).   Here’s a glance at this episode: [2:07] - Jeannine was a wedding photographer for many years but Covid changed the way she does business. [3:37] - Wedding pricing was completely different and selling portraits turned out to be a challenge for Jeannine initially. [4:51] - With weddings, clients knew exactly what they were getting due to a contract with Jeannine’s offerings. [6:20] - Comparatively, weddings have a specific date. But with portrait sessions, it’s easy for clients to procrastinate unless the photographer creates the parameters. [7:59] - Another change for Jeannine was finding creative fulfillment in portrait photography. [10:01] - Jeannine executes newly learned skills very quickly. [11:58] - Initially, Jeannine needed to do a lot of money mindset work on herself before making major changes to what she offers. [14:09] - There are some things that are a pain in the beginning and you can learn better ways of doing things. [16:01] - Sometimes you don’t know there’s another way of doing things until you seek education. [17:53] - Jeannine describes the difference between her discovery calls for weddings and the consultations for portraits. [19:16] - The visual slideshow created for clients to see is also helpful for photographers to stay on track. [20:46] - Jeannine’s project this year is to change software which also creates some change within her own business systems and processes. [21:33] - Education is key and through working with Allison, Jeannine learned tremendously.   Links and Resources: Jeannine Pohl Wedding Instagram | Portrait Instagram Do The ReWork Website | Instagram Allison Tyler Jones Website | Instagram | LinkedIn  

When it comes to the software we use to manage our business, some make our lives easier and some don’t. And whether you are a solopreneur or manage a team, new to the business or a veteran, software can make or break the systems you use to be successful. So what software can not only streamline the business but can also help us sell? We’ve got two portrait photographers on the podcast today to talk about just that and we are discussing ProSelect, the industry standard for selling portraits; and we’ll also look at CRM (Customer Relationship Management) software and how to decide which is best for your business.  Maureen Sullivan is a software consultant and portrait photographer in the photography business for 20+ years. As a software consultant, she has helped other photographers find the right programs for their business and that’s how she met Michele Cardamone, a solopreneur portrait photographer who knew she needed something different. In our conversation about software today, Maureen shares what is current, what people are using, what is working well, and how that will help you manage your business. And if you are like Michele, a solopreneur wearing all the hats in your business, you can learn how to streamline and work smarter, not harder. But no matter where you are in your business, you’ll learn how you can create revenue that your business needs to be profitable and sustainable and how a lot of that can be achieved using the right software. In this episode, you’ll learn: The best features of ProSelect and CRMs. Common roadblocks for photographers in implementing new software. Game-changing strategies to boost sales. What features to look for when selecting software.   Here’s a glance at this episode: [03:58] - Maureen and Michelle share their background and what they specialize in as portrait photographers. [05:28] - ProSelect in a nutshell can do everything from sales management, presentations, and production preparation. [07:37] - Even if you outsource to a retoucher, you can still use ProSelect to streamline everything without the use of another program. [08:57] - Michele was using ProSelect but knew she could be using it more effectively. [10:08] - In person sales are so impactful. Digital galleries are fine, but do they serve the client? [11:30] - The most common roadblock for photographers in using software and implementing in-person sales is their level of confidence. [13:05] - When a piece of software has a high learning curve, it means it is robust. [15:04] - People buy based on emotion. If your sales session has room views, you are showing them the products that will invoke emotion. [16:40] - Michele shares client experience stories that ProSelect has helped support her in making large sales. [18:17] - The in-person sales component does take some preparation. [19:40] - Another game-changing piece for Michele is consultations. [21:21] - Allison lists some of the ways they use ProSelect at ATJ Photography. [22:55] - Maureen shares an experience with a client using room photos to envision their art in their home. [24:31] - Changing the way you present images as product to your clients will change the way you sell for the better. [28:14] - What works for one photographer might not work for another. [30:12] - You can work with absolutely any vendor. You are not locked in to any one vendor. [31:27] - When starting to use ProSelect, Allison learned one thing at a time and every year got better and better at implementing the software into her business. [32:22] - Michele is a solopreneur who does it all on her own. She uses ProSelect to be more efficient and thus more successful. [34:46] - Maureen explains CRMs and what she helps photographers find in a program that fits their needs. [38:08] - What should you look for in a CRM? [40:08] - When it comes to a CRM, you may have to use a combination of programs depending on your needs. [43:51] - Invoicing through a CRM is much easier and much more accurate. [45:36] - Once you have momentum, it’s hard to find the time to improve systems. Prepare with a foundation now. [47:42] - New software is not just for new business owners. [49:09] - Maureen recommends starting with implementing ProSelect first and start learning. [52:19] - Just the exercise of going through your products to put into new software is eye-opening.   Links and Resources: Maureen SullivanWebsite | Services | Complimentary Consultation Michele CardamoneWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Recommended IPS SoftwareProSelect IPS  CRM’s with ProSelect IntegrationPixifi 17Hats Studio Ninja Táve Light Blue Software StudioCloud CRM’s without ProSelect IntegrationShootQ Dubsado Sprout Studio HoneyBook Iris Works  

Many photographers love the IDEA of albums, but when it comes to actually selling them they find themselves lost in a sea of confusion. Confusion about: -What album sizes to offer? -What types of cover material to use (leather or photo cover)? -What type of pages or paper? And we all know that when there are too many decisions to make, we often make no decision at all.  And this is all BEFORE we even talk to our clients about albums, which is a whole other story!  At ATJ Photo, we love albums. It has taken us years to curate and refine our offerings and I get a lot of questions about how we sell our albums.  So, I wanted to bring an album expert onto the podcast to help you navigate your own album dilemmas. Today’s guest is Priscilla Klingler from Visionart Albums and she is going to share her hard-won expertise on how to best start selling albums in your portrait studio.   In this episode, you’ll learn how to: Stand out with fine art albums. Avoid common mistakes and misconceptions. Appropriately price albums for clients. Show your clients the power of print.   Here’s a glance at this episode: [02:12] - Visionart Albums are customizable fine art albums. [03:35] - There’s so much to choose from right now when it comes to products to sell. What makes you stand out? [04:28] - One common mistake with albums is cramming them with too many photos on a single page. [06:15] - Albums can and should be presented as the wow factor. [07:15] - People don’t know where to start and they won’t order albums without guidance. Get a studio sample to show them. [08:51] - You don’t have to offer everything. Curate and pick the materials that represent your brand. [10:19] - At Visionart, everything is custom made in-house. [11:36] - Pricing can be hard and Visionart provides a pricing guide sheet so you can have all the tools you need to sell it. [15:32] - Allison breaks down the pricing of albums and why they should cost more than regular prints. [18:04] - At shows, Priscilla likes to show off new materials and big sellers like slip cases. [20:38] - Albums can be beautifully customized using things like wedding invitations and themes important to the client. [22:38] - If you’re thinking about albums or you want to reinvent your album, it’s important to just start somewhere. Start simple. [24:29] - Priscilla shares some new prints they have started and how Visionart is focusing on photographer education this year.   Links and Resources: Visionart Website | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Marketing is, hands down, one of the most requested discussion topics here on The ReWork. Why? Because marketing is hard! And it takes a lot of time, energy, and you never really know what is going to work. Especially in uncertain economic times, it can be difficult to know where to spend your marketing time and money. That’s why Drake Busath is joining the podcast today. The gold standard of portrait photography in Salt Lake City, Busath Photography has been in business for 50 years. Drake purchased the business from his parents and his boys are now the third generation photographers to take over the studio.  With all that experience, Drake knows a thing or two about marketing through both good economic times and bad. He’s done it all and he’s found several sure-fire ways to keep his brand at the forefront of the market in his area for the 40+ years he has been in the studio. So listen on to find out what is working in marketing portraits right now. In this episode, you’ll learn how to: Map out email campaigns for the whole year. Run children’s events to get new families in the door. Design promotions that are on-brand. Create eye-catching mailers that showcase quality. Try new things and see if they are sustainable.   Here’s a glance at this episode: [03:15] - In the 40 years of his career, Drake has been through a booming economy and recessions. [04:19] - Drake shares the promotion driven style of email marketing and the efforts surrounding mailings that clients interact with. [07:10] - Drake’s studio does a Children’s Day event a few times a year to drive new young families coming in. [08:54] - It’s important to show products and not just images. [10:17] - Drake can’t maintain email promotions and stay consistent on his own. [12:03] - Employees can dual task, especially receptionists who are the first to talk to clients on the phone. [14:27] - One of the ways Drake keeps these children’s events on brand is to keep them themed by season, not holidays. [17:08] - These events differ from mini-sessions by being during the week and by being on site. [19:34] - After these events, families come back to the studio to order, just like regular sessions. [21:41] - Using Mailchimp, Drake has a team member build campaigns and schedule them out at the beginning of the year. [22:57] - Drake continues to use mailers as they have been successful through the years. He combines promotional deals and attractive design. [26:19] - The family sessions that include a high school graduate are typically the best clients for Busath Photography. [27:51] - This year, Drake is promoting an album with high school graduation sessions to include the variety they are shooting. [30:47] - Drake shares some exceptions he makes and some of the times he caves for certain client requests. [32:46] - Every other year, Drake sends out a catalog for services and products. [34:22] - Busath Photography offers a lot of different services and the catalog listings are powerful as a mailer and to have around the studio. [37:18] - The catalog is very attractive and acts as a brand ambassador. [39:20] - Be hesitant to say that something is free. Clients have to earn these promotions. [41:07] - Reach out to Drake through his website to get a copy of his catalog. [43:19] - You can’t do everything. Choose the marketing platforms that work for you. [45:00] - You will try something that will be successful for a while but isn’t sustainable. [46:21] - Plan to have a good website designed as it has been the best advertising for Busath. [47:32] - Room view images have been impactful. [49:42] - Drake and Allison have teamed up for an amazing opportunity in France. [54:01] - Drake does workshops in Italy as well which you can find out more about by clicking here. [59:26] - In the current economy, things can be tough, but Drake and Allison are seeing some good trends.   Links and Resources: Drake Busath Website | Instagram | Italy Workshops Do The ReWork Website | Instagram Allison Tyler Jones Website | Instagram | LinkedIn

Many things are challenging during uncertain times. Money and the stress of owning a business is usually the most talked-about. But for creatives in the photography industry, scary times can also make finding inspiration difficult. When that happens, it impacts our decision-making and we all know that those decisions might hurt our bottom line as well as our passion for what we do. When it comes to inspiration, there’s no one better to have as a guest on The ReWork than Tim Walden. Tim Walden is the most frequently listened to and most downloaded guest in past episodes and I’m confident this will be another gem of a conversation that will leave you inspired and confident. In this episode, you’ll learn how to: Accelerate through inspiration. Reflect on the things that are the most important. Put inspiration through your brand filter. Show up with confidence. Personally connect with your clients.   Here’s a glance at this episode: [02:45] - We want hope and light and to know where we’re going. Tim shares how he got his inspiration from his dad. [04:29] - You accelerate through inspiration. Share what you know but more than anything, inspire others. [06:28] - Tim asks himself how he is serving his clients rather than how he’s serving himself. Everything he does is driven by his purpose. [7:32] - We are our own greatest enemy. [8:53] - There are some exaggerated fears that grow and grow during uncertain economic times. [10:05] - We need to see photography as a vehicle to share a person’s story. [11:47] - Competency is entry level. It’s more about exceeding expectations rather than simply meeting them. [14:23] - It is important to truly personally connect with people. [15:25] - Tim explains what is missing in marketing and the true enemy of high end photography. It’s not the money. [17:34] - We need to reflect on what is important. [20:04] - Sometimes it’s better to stay the same than it is to follow trends. Eventually, you will be the unique one. [23:04] - Anytime they see a new trend that they love, Allison and Tim put that idea through their brand’s filter to see if it’s something they can use. [25:33] - The more you are uniquely you, you will attract the right people to you. [27:34] - Tim describes the niche and the common clients he seems to attract into his business. [29:39] - The battlefield for photographers is their own minds. [30:45] - Tim shares the story of how he started in his business and the maturity of his work taking its own identity. [32:50] - The events of recent years have been a unique global experience. It is not just your experience. [34:36] - People are attracted to those who are confident. [37:14] - It is common to feel like self deprecating is a form of humility. But it actually puts your fears on someone else. [38:43] - Build relationships and have the confidence to show that it isn’t about you. It’s about your client. [39:47] - Don’t underestimate and undervalue what you do.   Links and Resources: Tim Walden Website | Instagram Do The ReWork Website | Instagram Allison Tyler Jones Website | Instagram | LinkedIn  

Welcome back to Season 2 of The ReWork Podcast! We’re kicking off the 2023 season with a ReWork favorite guest, Kathryn Langsford of Photos by Kathryn, and we’re talking all about how to navigate the slow seasons in our business.  Following the hectic holiday season, January and February feel much slower. In the beginning of January, this feels great, but by the time we hit late January or early February, we might find ourselves in a mental tailspin. You know what I mean, the thought that we will never work again. That we might actually have to get a REAL job! (Shudder). It may or may not help to know that these thoughts are totally normal. But that doesn’t mean they are very helpful thoughts. So in our discussion today, Kathryn and I share our experiences and what we’ve learned to do now during our slower seasons to work on cleaning up, getting prepared for busier times ahead, and to really hone in on our own rest and mental health. In this episode, you’ll learn how to: Manage the negative thoughts and fears that pop up during the slow season. Use the less busy time to clean up and polish your systems. Avoid making business decisions you’ll regret because you panicked.   Here’s a glance at this episode: [02:42] - For Kathryn, no matter how many years she has been in business, this time of year never gets any easier to deal with. [04:57] - Running a business in an uncertain world is hard, but when is it ever a certain world? There’s always something to navigate. [06:27] - Quantify the negative thoughts when you are scared. When we tell ourselves doom and gloom stories, we make stupid decisions. [08:34] - It’s not about the “how-to”. You have to have a strong “want-to”. [10:18] - Kathryn admits that she is constantly coming from a place of survival as the sole breadwinner in her home. [11:50] - Even with a savings for the first time with her business, Kathryn still gets fearful and negative thoughts during slow seasons. [12:56] - Someone else might be the person that needs to tell you that you are amazing and that things will be okay, but often, we can’t do that for ourselves. [14:34] - While Kathryn shares that she worries when making large purchases, Allison shares that she feels guilty. [15:49] - Slow seasons don’t mean that you’re doing things wrong. [17:20] - When we say that business is slow, what are we comparing that to? [18:09] - The best person to compare yourself to is yourself this time last year. [19:59] - It’s hard to always get out of the workhorse mentality. Working that way will lead to burnout. [21:50] - Kathryn lists the things that you will be better at when you are less busy, regardless of the glorification of being too busy. [23:44] - When she’s less busy, Kathryn takes the time to clean things up that get messy when it’s busy. [26:17] - This time of year is usually not the best time to drive new clients. [27:30] - Allison shares a tip of filming the space because you likely don’t even notice as you walk by them everyday. [31:27] - This time of year, it is a good idea to look through your calendar from last year and reflect on how it went and what you’d like to plan for. [33:32] - Kathryn describes how she blocks out her calendar and strategies she uses to ensure things aren’t overlooked. [36:00] - Kathryn changed her routine to keep a three day shoot schedule and shares her mental shift to make this happen. [40:28] - Underpromise and overdeliver. [42:42] - Allison reflects on 2021 and the lessons she learned about scheduling clients early. [44:37] - Clients appreciate when you give realistic time frames for completion rather than overpromising to make them happy in the moment. [47:01] - Use the slow season to work on your own mental health and rest to build yourself back up after the busy holiday season.   Links and Resources: Kathryn LangsfordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

In our last episode of 2022, the tables are being turned with Jessica Mackey interviewing me about our year-end review at our portrait studio.  2022 has been both an extremely busy and exhausting year but we’ve learned so much that we want to share with you all the details, both good and bad and BIG changes on the ATJ horizon that we are looking forward to in 2023. Setting aside time to reflect is essential to starting your 2023 strong so grab your favorite beverage and listen to how we document changes we want to make throughout the year, how we are wrapping up 2022 and specific improvements we want to make moving forward.  In this episode, you’ll learn how to/about: Tools to help you look back and forward  What to do when everything seems out of control Put your own year-end gameplan together   Here’s a glance at this episode: [01:45] - It just seems that some years hit harder than others. [02:53] - This year has been hard with more than usual going on and coming out of a pandemic, things have been extra busy. [04:04] - There have been a lot of “bubbles” this year. These are new experiences to add on top of the things we do every year. [05:27] - Although a hard year, there have been a lot of bright spots. [07:02] - The community built around The ReWork has been one of those bright spots and an incredible, but busy, experience. [09:21] - Allison keeps a notebook throughout the year with things she wants to remember to change the following year to optimize efficiency. [11:47] - One thing that changed was booking indecisive clients in earlier months. [14:01] - This change impacted every facet of the business in a positive way. [15:40] - Communicating changes as a benefit to the client is the intentional way to make sure they’re happy with changes that also make a difference for you. [17:39] - It’s easy to get into an energy rut in the busy season which might make clients feel like they are not given the attention they need. [19:02] - This year, Allison feels like she took on too much. They were all good things, but it was a lot. [21:01] - Find the things that help you keep going and manage your mental health. [22:40] - We can control some things, but there are things that happen that are completely out of our control. [24:23] - Allison finally feels that she has the perfect team for ATJ Photography.  [26:55] - Surrendering something every year has helped team members grow. [29:00] - A beautiful part of this podcast is that everyone will pull out the things they need as unique business owners. [30:01] - Allison lists the things to do between now and the beginning of 2023.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Today, we’re continuing our hypothetical conversation of “If I Was Starting Out Now” but this time we are having the convo with Kimberly Wylie, from Dallas, Texas. Kimberly is a phenomenal portrait photographer that had to close her studio in 2020 due to health problems that are still impacting her life. In this episode, we talk about what she would do if she had to start over again in the portrait industry as it is now, and, maybe more importantly, some of the things she wouldn’t do. Our current economic climate feels precarious and is causing many to question and fear the future. What are actions we can take to stay on top of our businesses, remain relevant to our clients, and make the decisions that move our brands forward? In this episode, we’ll discuss how to: Narrow down your marketing efforts. Be a strong decision maker. Lean into what you love.   Here’s a glance at this episode: [02:57] - Kimberly shares her recent change in business due to health problems. [04:37] - The impact of her injury and ongoing surgeries was that she couldn’t do her job anymore. [06:26] - After having to close her studio, the Covid-19 pandemic shut the world down. [08:20] - Kimberly has a unique perspective because she has been out of the business for a couple of years. [09:40] - The Covid-19 pandemic impacted the middle market the most. [10:40] - Kimberly explains that having a very defined brand from Day 1 is something she would do if starting out now. [13:40] - Kimberly explains how she had to narrow down her products to leap into the luxury brand level. [15:28] - Her first marketing piece was fine, but it didn’t fit her brand or personality. [17:10] - Allison visited Kimberly’s studio years ago and helped her refine and curate her studio to match her brand. [18:44] - Be a decision maker. When it is clear what needs to be done, do it. [19:36] - The most important part of branding is consistency. [22:52] - Kimberly shares some of the marketing she did in the infancy of her business that she wouldn’t do again. [25:36] - When Allison shifted from her scrapbooking store to portrait photography, she had to be intentional about what she was providing. [27:54] - Was this change an overnight shift or more organic? Kimberly says it was a little bit of both. [28:25] - Unfortunately, making change means you will lose clients but Kimberly says that is actually part of the goal. [30:07] - If you build a brand with beautiful imagery, you will find the right clients. [31:32] - Lean into what you love and your unique vision. [33:37] - How are you evolving your brand? [35:03] - Getting bored is okay. Find ways to make it exciting. [36:38] - Ask yourself what you really love about what you do. [37:19] - Kimberly sums up the things she would do now if she were just starting out. [39:04] - What happened when Kimberly started to believe that she was an expert? [41:41] - There’s a point in your business where you’ll realize that you can’t do it all on your own. [42:56] - Even though we are heading into a scary time, people will still want to have these memories.   Links and Resources:Download a TranscriptEpisode #031 - Stepping Off the Ledge with Kimberly Wylie Kimberly WylieWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

After 17 years in business, I still refer to the notes I took from the presentations I’ve attended by Tim Walden and his wife, Beverly. Tim is the co-owner of Walden Photography in Lexington, Kentucky, and one of the most amazing business minds in this industry. He does his job with such class and kindness and invests his time not only with clients but in helping other photographers strengthen their skills, too. In today’s episode, Tim and I are discussing the fear of selling. In this business, we’re often afraid of coming across as the used car salesman. We don’t want to trick our clients or be inauthentic and sometimes the idea of selling seems “icky”.  There is no better person to talk about this topic than Tim. He says it best when he says, “Sell the result of your art, not the art.” What does that mean? And how do we do that?  In this episode, you’ll learn how to: Stop underestimating the value of your work Form the client’s expectations and fulfill them Have confident conversations about price Listen to Tim’s words of wisdom and get yourself a boost in confidence to overcome the fear of selling.   Here’s a glance at this episode: [02:24] - Welcome to the show, Tim! [03:40] - Many in the industry fear sales, but it should be a highlight of the experience. [4:28] - Sell the result of your art, not the art. [5:33] - It’s your responsibility to communicate the value of the art. [7:23] - Success in a sales room is having the right people there - you and the right client. [9:19] - Tim shares what he says to clients who are concerned about price. [11:25] - Context in selling is a big deal. [12:27] - Present the price and value and then be quiet. [14:38] - Form the client’s expectations and then fulfill them. [16:28] - Excellence is important, but that isn’t what you are selling.  [18:50] - A selection appointment should be a plug and play experience for you because you’ve been selling the whole time. [20:32] - There’s only one you. What is it that makes your art unique? [22:40] - Loyalty has changed. You get loyalty through creating a buzz through a relationship. [24:32] - Sometimes we shy away from responsibility. [26:07] - When your expertise is established, taking the responsibility of telling the client exactly what they need is received well. [28:11] - Allison shares a recent experience of a client who had a hard time trusting her expertise. [32:17] - In person sales is where you build a stronger relationship at the highest level. [34:52] - Through relationships, you can present ideas that clients never even considered. [38:15] - Tim is currently doing a lot of coaching, classes, and has a new podcast.   Links and Resources: Tim WaldenWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

The longer you’re in a space, it becomes easier to look back and reflect on decisions. As a photographer in the business for 17 years, I’ve learned so much through trial and error. But if I were starting out now, knowing everything I currently know, what would I do differently?  This is the question I asked today’s amazing guest, Mary Fisk-Taylor, who has been a photographer in the industry for 28 years. Mary is the former President of Professional Photographers of America and co-owner of Hayes and Fisk Photography where she specializes in incredible high end weddings and commissioned portrait paintings. Mary is just a wealth of information, but we wanted to kick around the idea of starting a business now. What would she do differently? What would she do the same? It’s no secret that the industry has changed significantly over the years and continues to change as advances in technology move at a faster rate. But something that hasn’t changed is how to get to a gold standard brand with a lot of work and trial and error. In this episode, you’ll learn how to: Find and narrow your niche quickly. Not feel guilty about self promotion. Stay authentic to your beliefs and values.   Here’s a glance at this episode: [02:59] - Welcome to the show, Mary! [03:34] - After spending years on the board and a year as the president of PPA, Mary shares her thoughts on the current state of the industry. [04:56] - Social media and internet marketing make things seem so easy, but that’s not enough. [06:04] - Mary explains that if she were starting now, she would focus on commissions. [08:06] - It is important to find your niche quickly. [09:27] - Mary shares the tiers of her ideal clients. [10:32] - It’s not about the money clients have, it’s about their values. [11:43] - Commonly, Mary hears “that’s easy for you to say.” [13:04] - Mary finds clients that are the right fit at events that make sense for her niche, not on social media. [13:47] - Allison and Mary both read the blog by Seth Godin. [15:14] - Being in the business for a long time is not enough to maintain it. [16:51] - Don’t feel guilty about self promotion. [17:42] - Mindset is important but it is challenging. [18:50] - The state of the industry is changing constantly with technological advances. It’s as amazing as you want it to be. [19:46] - A lot of times, we discount our own experiences if everyone else is doing something that doesn’t work for you. [21:27] - Mary describes the typical client experience and what the heirloom map is. [23:39] - What happens when the price quote is too much?  [25:26] - Don’t try to upsell. Take things off the quote if the client isn’t sure. [26:37] - In other businesses, they don’t offer discounts or deals to close a sale. [27:48] - Sometimes we’re better together. But other times, the people we’re surrounded by are not supportive. [30:06] - It’s okay to have a “feel sorry for yourself” day, but don’t complain to others to drag them down.  [31:51] - The language you use to describe what you do impacts someone’s impression. [33:19] - Your style needs to be recognizable as your own. [35:13] - Use the phrase, “This is what I would do.” [38:24] - When you’re years into something, it is easier to look back. [40:06] - You don’t have to do everything and chase every trend. [42:10] - Mary shares an example of a time she said no to something she knew wasn’t for her. It’s okay to refer to someone else. [43:42] - A lot doesn’t make it better. [45:29] - Kids only grow and get cuter over the years. [46:59] - If it isn’t authentic to who you are and you don’t believe in it, it really is going to be a hard journey. [48:50] - You can enjoy and admire what other people are doing, but stay true to what your business is.   Links and Resources: Mary Fisk-TaylorWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Over the last few years, there has been an ever-growing trend for personal branding portraits and headshots. These can be an awesome opportunity, but it’s not uncommon to see photographers working way too hard and for way too many hours and not getting the financial benefits of that work. With this expanding segment of our industry, I wanted to bring in an expert who has successfully threaded the needle of supplying her clients with the imagery they need while making the process efficient and profitable for her business.  Kira Derryberry is a portrait photographer based in Tallahassee, FL. She is also the Vice President of the Professional Photographers of America (PPA). In this conversation with Kira, we talk about the very intentional steps she took towards profitability, sustainability, and profitability in the Personal Branding category of her business. There are so many great tips in this episode, no matter what type of photographer you are or what your business goals are, because she also shares software tips, workflow ideas, and exactly how she runs a session for these seemingly “boring” shoots. In this episode, you’ll learn how to: Nail down a few looks that create confidence and efficiency. Schedule back-to-back headshots and branding shoots. Use Calendly for online booking and payment. Spend less time on the shoot and more time on the proofing. Create sustainability with headshots and personal branding images   Here’s a glance at this episode: [2:43] - Welcome to the show, Kira! [4:25] - Personal branding images and headshots are the same thing in Kira’s studio. [5:51] - The elaborate personal branding images are not beneficial and profitable for Kira. [7:32] - There is a difference between the influencer who wants natural looking lifestyle branding photos and the professional who wants headshots. [8:56] - Leaving the studio, especially in a metropolitan area, is costly and time consuming. [9:32] - If you do not have a studio as part of your business model, the influencer market may be something to consider. [11:15] - Business exposure is hard and doesn’t always pan out. [12:23] - Shifting to only working within the studio was what Kira needed for sustainability. [14:01] - Kira describes a scenario where she stuck with her boundaries and the client made it work. [16:14] - Just because a client requests it, does not mean you have to accept the work. [18:47] - Kira describes the impact of nailing down a few “boring” looks in the studio that are asked for regularly. [20:21] - The “boring” and simple images need to have confident and comfortable clients. [21:35] - When a client is looking worried or isn’t confident, Kira builds trust. [22:57] - Kira shoots tethered to her computer and a large screen television. [24:08] - Kira tries to spend as little time on the actual shooting as possible to spend more time on sorting through them with the clients. [25:01] - Kira and Allison both use Calendly for online booking. [26:17] - What happens when you need to break up the monotony? [27:12] - Composite work has become hot recently for Kira’s business. [29:58] - There are retouching companies that can help with composite work. [32:08] - Wardrobe coaching or a recommendation list is helpful. [33:41] - The longer someone has to proof photos on their own, the more they will convince themselves they don’t like it. [36:20] - Set up an entire day where you can bring in clients back to back for the same type of shoot. [37:24] - At Kira’s studio, the session is fully paid for ahead of time through Calendly. [39:33] - This type of work has very little overhead and takes much less time than other types. There is no wrong client for headshots.   Links and Resources: Kira DerryberryWebsite | Instagram | PPA Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Auburn Jones is head of client experience at DeCesare Design Group, a high-end, turnkey design firm that spends months and years on each individual project. Rather than approaching those relationships from a place of business, they instead make it a point to understand, celebrate, and commemorate the details of each family.  Gift giving is an extremely rewarding practice to incorporate into your business. Not just because it helps you build lasting client relationships, but also because it’s a skill that will help in every relationship you have.  The most important thing to remember is that the gifts you give should be personalized to each client. Which means it’s your job to keep track of the little things that light your clients up.  Auburn is a treasure trove of information on how to keep track of information, source products, and add those finishing touches that make each gift so special.  In this episode, you’ll learn how to: Keep track of little details about your clients to elevate your gifting skills Think of thoughtful gifts that incorporate the whole family Insert personalization into every client gift you give Create a system for filing away information about your clients as your relationship grows Re-evaluate the gifting process and the purpose behind it This episode will give you unique client gift ideas as we move into the holiday season and the new year.   Here’s a glance at this episode: [01:19] - Auburn Jones is an expert in crafting a stellar client experience and she’s sharing her brilliance with us.  [03:28] - Listen as Auburn shares her background and story.  [04:52] - Where does their client experience philosophy stem from?  [07:40] - How do they track the events in their clients’ lives?  [08:16] - Things they gift to their new clients who are finally breaking ground.  [10:38] - The groundbreaking is a huge celebration and they make it into an event.  [12:27] - Learn how Auburn keeps track of what the kids like, the family likes, and the little details that make all the difference. [15:14] - How they manage to infuse design into all of the gifts they give.  [17:33] - What they did for the clients when the world shut down due to Covid.  [19:55] - The philosophy they use as they approach holidays.  [22:16] - Why personalization is key. [25:15] - Another amazing client gift idea. [27:17] - Auburn’s advice for everyone as they approach building client relationships. [30:17] - The true purpose of the gifting experience in business and life.  [33:09] - Your homework for next year as you learn about and work with your clients.    Links and Resources: Auburn JonesWebsite  Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Today’s episode is a joint pep talk for photographers with my friend, Jeff Dachowski, a portrait photographer from New Hampshire.In addition to creating beautiful portraits, he is also the current President of Professional Photographers of America. Running a portrait business isn’t easy and, as creatives, you can let your fears erode your confidence until it seems that success is in the cards for everyone BUT you. Jeff has spent the last year traveling all over the US talking to photographers just like you about their struggles and successes, the ups and downs, the highs and lows that we all experience as entrepreneurs.  He brings his down-to-earth sense of humor to encourage and inspire you to keep going in pursuit of your dreams.   This episode is devoted to helping you turn your failures into progress and shift your mindset to rock-solid belief in your abilities and the value you bring to your clients.  In this episode, you’ll learn how to: Make a plan and believe that you can do it. Overcome the fear of rejection. Make changes in your business confidently. Stop getting sucked into the negativity of others. Excavate fear and find your confidence. This episode will give you a boost as you head into the busy portrait season.   Here’s a glance at this episode: [2:53] - Jeff shares the current state of the industry and recent announcements. [4:14] - One of the biggest problems in this industry is when people don’t believe in themselves. [6:28] - There are many real things to worry about, but if there is a level of self-belief, success is much more attainable. [9:10] - Clients prefer to work with people who are confident and not bemoaning the state of the industry. [11:01] - Figure out a way to believe in the value of your service and how to make it more valuable to your client.  [12:49] - Jeff shares what happened when he decided to quit shooting weddings. [14:56] - Put your head there and believe it’s possible to make changes and continue to have a thriving business. [16:16] - You are the author of your own business. [17:49] - You have to make the plan and then believe you can do it. [19:50] - Jeff admits his fear in the beginning of raising prices. [21:19] - If you haven’t raised your prices—now is the time. . [23:57] - Never take advice from someone who isn’t where you want to be. This includes friends and family, especially if they are not supportive. [25:20] - If someone thinks you are too expensive, that’s okay. You can accept that they are not your client. [28:17] - There’s inspiration and motivation everywhere. [29:22] - Learning and seeking knowledge is great, but staying too long  in that mode can delay progress. [31:01] - If you want to master something, including believing in yourself, it takes practice and repetition. [32:36] - The fear of rejection can be debilitating, but no matter what, you will experience rejection and you’ll survive it.  [36:06] - By focusing on the value you provide keeps the focus less on price. [38:11] - when making change in your business, first mitigate the downside. [38:54] - Don’t allow yourself to get sucked into other people’s fear, especially on social media. [41:28] - Many times when we don’t know why a client didn’t book us, we make up stories that are usually much more extreme than the truth. [44:10] - You can make changes in your business a little at a time. [45:50] - Allison shares a way she tricks her brain to put big fears to rest. [47:30] - Jeff’s game: “Which is more likely?” He uses to change his outlook. [50:08] -Pick up the phone!  You owe it to people who have not booked with you, but expressed the need for your service, to follow up with them. [53:04] -WHY NOT YOU? You can be successful. [55:09] - There are ways you can deconstruct the lofty goal you have. [56:19] - Jeff shares his final thoughts and words of wisdom.   Links and Resources: Jeff DachowskiWebsite | Instagram | PPA Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

As we wrap up this four-part series, we’ve learned about retraining clients and retraining ourselves, but now it’s time to put the pieces together and set ourselves up for success. So in the fourth and final part of the Training Your Clients series, Jessica Mackey joins again to discuss just that! To set yourself up for success, you have to go back to the beginning and ask yourself what you want the outcome to be. There is a reason you want to make a change to your business. What is it? And more importantly, how can you set yourself up for success with new and existing clients? In this episode, you’ll learn how to: Consider all angles when making a change to your business Take small steps to ease existing clients into a new process Ask yourself the appropriate questions about the changes How to communicate these changes effectively with your clients   Here’s a glance at this episode: [2:11] - It’s about making changes in your business but also communicating them to your clients. [3:15] - Why are you making a change to begin with? [4:20] - Allison describes the reason behind making a major change to her business structure. [6:02] - Jessica admits being a very impulsive person, but when making changes to your business, take your time. [7:31] - What do you want out of a change? [9:24] - A change should be inspired by the desire to serve clients better. [11:48] - What precedent are you setting? Consider how to communicate that. [13:23] - Sometimes when you are making changes, you can’t throw everything out and start over. [15:28] - Allison demonstrates how to talk to clients about the changes and how they are made to benefit them. [17:55] - Is the change consistent with your brand? [19:18] - When you set appropriate boundaries and communicate changes effectively, you will also enjoy your job even more. [21:21] - Reach out to Allison and Jessica about the changes you are making in your business.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

We’ve already worked on checking our messaging and taking a step back to retrain ourselves, so in today’s Part 3 of the Training Your Clients series, we’re discussing how to retrain your existing clients.  Jessica Mackey joins again to conduct a few role plays in this episode as she shares some of the experiences here at Allison Tyler Jones Photography. It is no secret that changes have been made to the business over time, so how do Jessica and I work with existing clients to keep them on board? Your business is something that will change and evolve over time. This is not a bad thing! But how can you get your best clients to join you in this process? By remembering that the changes are made for their benefit! In this episode, you’ll learn how to: Make changes from a positive place instead of a place of fear Communicate changes to existing clients clearly Avoid over-explaining and becoming defensive Implement a solid consultation process   Here’s a glance at this episode: [2:20] - Your business is something that will change and evolve over time. [4:01] - Some choose to honor past practices to avoid pushing away existing clients. But it can cause resentment. [5:05] - Jessica and Allison conduct a role play conversation about offering digital files. [6:10] - If you are making the change as a hard stop, it is very hard. [7:32] - When changing prices, avoid over-explaining and being defensive. [9:02] - If it has been a while since a client has been in and there have been changes they don’t know about, treat them as a new client. [10:40] - Train your clients’ brains that a consultation is important. [11:58] - What can you say to a client who is not interested in a consultation? [13:59] - Consultations open the door to relationship building and getting the hard questions out of the way. [15:40] - Clients should have a very clear idea of what they are spending from the beginning. [16:51] - What happens when we make fear based changes? [19:00] - If we take that same energy and focus on the best clients, the changes will be positive for them and your business. [20:08] - If we listen, we will hear that clients may just be confused. [22:06] - The next part of this series is about setting yourself up for success.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

In Part 2 of our Training Your Clients Series, Jessica Mackey joins me again to explore the next step in training our clients, which is a step backwards in order to move forward. Before we can train our clients, we must first retrain ourselves.  Retraining ourselves means getting CRYSTAL CLEAR on who we are and what we do. So clear, in fact, that answers to difficult questions roll off our tongues with ease. No longer are we stammering or giving overly defensive answers when a client asks for “digitals only.”  Instead, we can answer any question or objection confidently and clearly, because we are in control of our process and our business. This provides the best possible experience for our clients because they know what to expect (no unwelcome surprises) and they can relax and feel taken care of. That all sounds good but how do we get from here to there?  In this episode, you’ll learn how to: Take a minute to gather your thoughts before answering ANY question Recognize the value of the service you are providing your clients Provide context for clients and communicate the value of your work Set boundaries through an intentional process Avoid becoming defensive   Here’s a glance at this episode: [2:02] - Before we train our clients, we need to retrain ourselves. [3:17] - We can’t always control an initial reaction, but take a beat before you respond to something. [4:35] - How have you given a client the impression that something is okay? [6:31] - Allison and Jessica discuss how to handle things in the moment. [7:47] - Sometimes, you’ll find yourself getting defensive. [9:47] - It is not helpful to get mad at yourself or the client. [11:10] - Provide context and communicate the value. [13:08] - We have a tendency to minimize our contribution. [15:10] - The ability to listen and make a client feel relaxed is so valuable. [17:14] - No matter how different we are, we always have the ability to communicate. [18:20] - If you have an intentional process that you can effectively communicate, you have already set your boundaries. [19:21] - Tighten up on some things you might have gotten a little more lax about. [20:40] - Some things are easy to put off. [22:08] - Leads go cold the longer you put them off. [23:46] - The next part of this series is how to retrain a client’s thinking.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Are you constantly getting questions about services you don’t want to provide?  Are you working in a way that follows your clients’ rules and not your own?  Why is this happening?  More than likely, you are sending the wrong message to clients.  Crafting an unparalleled experience for your clients means educating them first.  Before you can spoil the heck out of them, they first need to know HOW IT WORKS AROUND HERE. In the first episode of a four part series, our own Jessica Mackey, former Client Coordinator at ATJ Photo and now Content Developer at the ReWork, joins the conversation, which is a 4 part series on training and educating your clients. Part 1 of that training begins with checking your messaging.  In this episode, you’ll learn how to: Get ahead of difficult questions Reflect on current experiences to find the problem with messaging Make your posts on social media and on your website match your message Get your messaging right   Here’s a glance at this episode: [2:54] - As the former Client Coordinator at ATJ, Jessica has a lot of experience talking to all types of clients. [4:47] - The photography industry has made it difficult to set boundaries. [6:09] - Many photographers let clients make the rules, but most clients don’t want that. [8:04] - Portrait clients need guidance. [9:27] - It’s up to us and that’s a good thing because you can give the best result. [10:48] - Jessica expects a surgeon to answer questions and explain it all. Similarly, a photography session needs to be walked through. [13:18] - You don’t have to be bossy. It’s about making the experience the best for your clients. [14:49] - Be constantly vigilant about what your messaging is saying. [16:16] - Your social media posts show what you do. If you don’t want to do something specific, don’t post it. [17:34] - Check your messaging, but also check in with yourself on your rules and boundaries. Is what you’re doing now working? [18:30] - “We do things a little differently than most photographers.” [20:21] - FADQ are Frequently Asked Difficult Questions. Jessica shares the common ones they get at ATJ. [22:43] - If someone comments that things are too expensive, don’t get defensive. Agree because it is expensive because it’s valuable. [25:17] - Communicate how you work, how you’re different, and don’t wait till they ask. But don’t overwhelm them with too much at once. [26:40] - Communicating your process is giving your client enough information to get them to the next step. [28:09] - The first step in training your clients is checking your messaging. [29:44] - The next step in training your clients is actually retraining yourself.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

If you listened to last week’s episode you got all the info you needed to AVOID hating your clients.  This week, we are focusing on the POSITIVE.  How to ATTRACT the perfect clients for your business and then bring them into your world and solve their problems, love on them, and make them clients for life.  In this episode, Kathryn Langsford and I demonstrate how to attract the perfect client by creating a better service, doing the best work you can, and providing the best experience for clients.  And that is only possible when you are very clear on the way you want to work. In this episode, you will learn how to: Create a well-defined service (that makes sense to prospective clients) Make changes to your business but bring your existing clients along with you Accept that not everyone is the perfect fit for your business Creating a well-defined business and finding the perfect clients is an evolution; it takes time, but it’s oh so worth it.  Let’s do the ReWork! Here’s a glance at this episode: [2:35] - What we really want is to love the way we’re working. [4:27] - There’s a misconception around finding higher end clients. [5:00] - It all starts with you. [6:01] - Attracting the right client comes from being extremely clear. [7:41] - A big reason photographers are not clear from the start is because they don’t know what they want. [9:40] - Kathryn demonstrates how she has conversations that are very clear. [10:50] - In the beginning, Kathryn took all the jobs, even the ones she didn’t want. [12:02] - Kathryn and Allison describe her perfect clients. [14:45] - You being able to capture the image that is exactly what your client is looking for is the best feeling. [15:45] - When becoming more clear on her services, Kathryn shifted her existing clients to work with her the way she wanted. [18:20] - Allison came to the realization that she wasn’t willing to do what everyone else was doing anymore. [20:16] - The job is not only to be available for what the client wants, but to educate them on what you provide exactly. [22:10] - You will know through having a conversation with a potential client whether or not they are a great fit. [24:59] - Show what you want to sell. But don’t show the things you don’t want to sell. [25:59] - It’s not thinking about the perfect client, but about how you want to work. [27:46] - Kathryn demonstrates how she would start the conversation with an existing client. [29:43] - Don’t make changes to your business and drop all of your existing clients. Some people will come along with you.   Links and Resources: Kathryn LangsfordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Wait, why would we ever hate our clients? They support us and pay money for our services, what more could we want?  You’d be surprised how easy it is to get into a negative relationship with a client and almost always, it’s not the client’s fault.  It sounds something like this:   “What does she (client) expect when she only paid $X?”    (you discounted when you shouldn’t have or your prices are too low resulting in client resentment)   “Ok, I’ll do it just this once, but I normally never do this.”   (you’re breaking your own rules and will resent the client later)   “Why do they keep asking for digital files only?!?!?”   (you’re not educating your client properly about your products and process) The good news is, if it’s OUR FAULT we have the power to change it.  It all boils down to how we DECIDE to run our business and in today’s episode Kathryn Langsford joins us for a conversation on ways to not hate your clients. In this episode, you will learn how to: Educate your clients effectively Stay firm on your rules Be clear and concise about your process Work your way while also making clients happy   Here’s a glance at this episode: [3:09] - Sometimes we get into a position where we hate our clients. [4:50] - Ultimately, a lot of these problems go back to the client not having enough information. [5:57] - What is the death spiral? [7:07] - Information needs to be well thought out and not rushed. [8:02] - If you and the client are not on the same page, there’s an issue with the processes in your business. [9:47] - You can work the way you want while also making clients happy. [10:58] - Clients might think they know what they want, but it is up to you to educate them. [11:56] - Some clients have more opinions than others. [12:45] - You have to show your expertise to allow the client to relax. This makes decisions easier to make. [15:18] - Kathryn didn’t believe any of these things would work so over the years, she had to force herself to try them.  [17:28] - Clients know ahead of time what to expect and Kathryn asks for clarity when they request something additional in the session. [18:54] - Educating the client is the way you make sure that they know exactly what we’re doing. [20:07] - Another reason we may hate a client is when clients break our rules. [21:08] - Kathryn is exclusively a black and white photographer. She shares a recent experience where she had to say no to color art. [23:30] - If you say yes to something now, it makes it difficult to say no later. [25:27] - Clients are just asking. It is okay to say no. [26:08] - If you are hating clients, there is something that you are doing wrong.   Links and Resources: Kathryn LangsfordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Running your own business is not for the faint of heart in the best of times. Add in a pandemic, inflation, wars and uncertainty and it’s a recipe for fear and anxiety. So, consider this episode as your own personal ATJ pep-talk all about pricing, even in uncertain times. Putting a price on your work is one of the most challenging parts of the portrait business but it can feel especially hard right now, when we are worried that changing anything could cause us to lose clients. In this episode I’ll explore things you can do to help with pricing while also making sure that your clients are getting exactly what they want and need and the absolute best experience you’re able to offer. In this episode, you will learn how to: Check in on your current mindset Recognize the mindshifts you need to make about pricing Make a plan Put the plan into action You pour your heart and soul into your work, your art. Make it worth it and charge what it is worth. Believe it or not, your clients will thank you. Why? Because the best clients for your business want a better service, not a cheaper one.    Here’s a glance at this episode: [2:15] - When we are feeling down, we tend to feel like everyone is feeling that way. The same is true about feeling generous. [3:27] - Take a deep breath. You are here. [5:09] - We want to make positive changes in our business and give the most amazing services, but we also live in a world full of threats. [6:06] - The most vital asset in our business is our mental energy. [7:10] - What is good in your life right now? Protect your mindset. [8:37] - Are you focusing on things you can control or cannot control? Fear comes from focusing on things we can’t control. [10:29] - Clients get excited when we talk about the possibilities rather than the pricing. [11:57] - The lower the price, the more you resent your clients. [12:42] - When you focus on providing the best service you can, which is something you can control, the less fearful you will be. [13:49] - Don’t concentrate on what your clients can and can’t afford. Concentrate instead on giving them what they need and what they want. [14:48] - When making a plan, focus on your best client, not what everyone else is doing in their business. [16:16] - If you couldn’t talk about price at all, what would you talk about? [17:57] - In an uncertain world, be the consistent person that is there for your clients. [19:31] - After a hard year last year, Allison is booking clients earlier for holiday cards so they don’t run into the problem again. [20:53] - Take control and solve problems before they happen. [21:51] - Once you have a pricing plan in place, don’t look back. [23:40] - You pour yourself into your work. Make it worth it and charge what it’s worth.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

The common lament of portrait photographers everywhere, “I need more clients!” Ideally, yes, we want more clients. But what if you’ve increased your marketing efforts and it’s not working out how you’d hoped? Instead of attracting well-qualified clients who want what you do, you’re attracting: Price sensitive people looking for “minis” or a deal. Potential clients who just want digital files so they can DIY their own portraits.  Where is the disconnect?  Why is this happening? It all boils down to branding and your branding might just be broken but, how can you tell if it is? In this episode, I share 3 tell-tale signs that your branding is broken and what to do to fix it.  In this episode, you will learn how to: Clarity: Be crystal clear with yourself first and then your clients so there’s no confusion. Confidence: Confidently share what you do (and don’t do) to attract the best kind of client for your business. Consistent: Repeat that message again and again (and again) until it becomes a part of the DNA of your business.   Here’s a glance at this episode: [2:08] - If clients know exactly what you do, you will attract the best client for your business. [2:53] - The first way to tell if your branding is broken is when you get the wrong kinds of calls. [3:33] - Your marketing isn’t paying off like it should. [4:22] - Another sign is that you have confused clients. [5:15] - Be crystal clear about what your message is. Before you can be clear to your clients, you have to be clear with yourself. [6:46] - What happens when someone challenges you on your policies? [7:49] - Allison shares how she revamped her website to show finished artwork so she became more clear on what she provides. [10:51] - The reason we aren’t consistent is because we are afraid. [12:51] - When you are clear and make this change, you will actually get fewer yesses. [13:43] - Clarity with yourself breeds confidence. [15:17] - How can you reflect the client and what makes their portraits special? [17:20] - Confidently consulting with clients before ever picking up the camera creates clear expectations without being salesy. [18:30] - The word “consistency” means different things in different contexts. [19:42] - Your consistency pays off when your clients start quoting you.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Finding confidence in yourself, your business, your plans, and your future can feel like an uphill battle. We look at other business owners and we wish we had their talent or the confidence they exude. What can we do as business owners to not only set ourselves up as the expert with our client, but increase confidence in ourselves? Today’s guest is no stranger to digging deep to find confidence, even in the face of adversity. Tania Gaylor of Tania Gaylor Family Photography in Adelaide, Australia, is one of the founding members of The Art of Selling Art™, in our Mindshift Membership™ and she is one-of-a-kind. A self-proclaimed introvert, Tania knows what she wants and she knows how to show up for her clients confidently. In this episode, Tania shares the actions she has taken in the last 15 years to find the confidence to make big changes in her business and overcome some staggering challenges in her life. In this episode, you will learn how to: Focus on the value you bring rather than trying convince clients Do what feels right to you Learning from failures Exude quiet confidence over bossiness   Here’s a glance at this episode: [2:31] - Welcome to the show Tania! Tania shares her background and the progress of her photography business. [3:29] - At the start of this year, Tania lost her husband to cancer and she describes the outpouring of love and understanding from her clients. [5:33] - Tania is one of the founding members of The Art of Selling Art and the Mindshift Membership. [7:11] - Ideally, Tania would love to bring someone on board to handle marketing. [8:30] - Someone to help with marketing doesn’t necessarily need to be someone who is a marketing professional. [9:52] - Social media just didn’t sit right with Tania. She prefers reaching out to her “number ones” and going from there. [11:40] - Tania’s confidence is in knowing the value she brings her clients. [12:57] - With her confidence, she was able to step into her expertise. [13:58] - Tania describes how she works with clients who want an expanding gallery in their home for photographs every year. [16:01] - She goes in and tells what she thinks should be done and asks the right questions. [18:24] - Did Tania ever feel bossy when she started consultations this way? [21:21] - Tania became clearer on what she offers. [22:35] - We don’t necessarily want to book everybody. We want to book the people who know and value your work. [24:50] - “There are people out there who want what you do.” [26:11] - Where does Tania’s quiet confidence come from? [27:56] - If you want to, you will. [30:08] - Go take a look at Tania’s current Instagram and follow her to see the transformation she will be making in the next year.   Links and Resources: Tania GaylorWebsite | Instagram | Facebook Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

After one year of podcasting and online educating, I have made a powerful discovery. Probably the biggest single stumbling block for most photographers is NOT what I thought it would be. It’s not:-Pricing too low (although, that IS a problem)-Confusing Branding (yep, that’s an issue as well) No, the single, biggest issue for most photographers is the naked fear of expressing their opinions to clients; advising them, telling them “How I would do it if these were portraits of my family” and truly becoming the expert we already ARE.  Instead, so many of us have been beaten down by antiquated notions like, “The customer is always right.” Our clients don’t know our business, they are relying on us to help them navigate EVERYTHING from what to wear to where to hang that gorgeously lit portrait you just captured.  Instead of confidently letting our clients know, “This is how the process works,” we beat around the bush hemming and hawing and back-tracking. It sounds something like,  “Well, normally we do it this way, unless you don’t like that and then we will do it however you think.” In the end, we’ve failed to benefit our clients or our businesses to the best of our ability.  If I had one word to sum up today’s guest, it would be BRAVE. She learned to embrace her inner expert and because of that, the big moves and risks she has taken in her life and business are paying off. Iryna Soznovska is a portrait photographer in Manhattan, New York and she opened her studio in the middle of a global pandemic. A native of Ukraine and an adventurous former photojournalist, Iryna knows that things can get scary in a world of unknowns. But as a member of the Mindshift Membership Group and a student of The Art of Selling Art course, she has become an integral part of the ReWork family and has not only embraced her own expertise, but her clients are experiencing it, too. So how can you embrace your inner expert? In this episode, you will learn how to: Overcome the fear of guiding clients through your process Show up confidently in your expertise Focus on the positives instead of the unknowns Educate your clients early and often about how your talent and their needs intersect to create something truly unique for them.  Here’s a glance at this episode: [2:10] - Iryna has been an integral part of the ReWork family and she has made some really big moves in her business. [3:18] - She is thriving in spite of huge challenges. [4:22] - As an adventurous photojournalist, Iryna spent time in other countries but relocated to New York 11 years ago. [6:53] - Iryna’s ultimate goal is to become more well-known in her market. To do this, she has increased her social media presence. [8:27] - The essential nature of social media in Iryna’s world. [9:49] - Being intentional with your social media posting. [11:00] - Message first and then find a photograph to illustrates your concept. [12:30] - Post with photos of yourself and the behind-the-scenes work. [14:15] - When clients are fascinated, feed their curiosity about what you do and embrace your expertise. [16:01] - The biggest lesson Iryna learned from The Art of Selling Art course. [17:23] - She was always honest, but now she is more straightforward. She is no longer afraid to talk about pricing, but instead she is proud. [19:40] - Clients realize that it isn’t just about the photos. It’s about them and their family. [22:19] - By being more straightforward, she becomes a guide through the process. [24:27] - Be honest with your opinion rather than telling the client everything looks good.  [25:41] - Iryna shares her advice for new business owners and established photographers. [28:53] - Iryna’s drive has come from her intense desire to reach her goals. [30:28] - You can look through the lens of fear or optimism. [31:58] - A lot of people are scared right now because of all the “unknowns” in the world. But Iryna will thrive. [33:31] - Everything comes at a price. Even time. Links and Resources: Iryna SosnovskaWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

More and more, social media is THE tool to connect with potential clients, to showcase your work and tell the story of how you do what you do. Being intentional with your social media is more important than ever.  That’s why we have our resident social media mastermind on the podcast today. My nephew, 17-year-old Ross Tyler DeCesare has been managing the social media for DeCesare Design Group for the last three years and their following has exploded ever since. Today he shares tips on planning posts, how to get engagement, and how he was able to use TikTok to increase an Instagram following. There is so much you can do, you’re sure to find a nugget that will help you.  In this episode, you will learn: How to use or avoid trends to remain authentic What types of posts do well on Instagram and TikTok The data and insights you can track to post at optimal times Ways to batch and schedule posts to stay consistent   Here’s a glance at this episode: [1:52] - Welcome to the show, Ross! Ross describes his background and what he does with social media. [3:18] - Social media is a double edged sword. It is great but can be a time-suck. [4:07] - TikTok is a platform that blew up during Covid. Ross experienced a viral post in 2021. [5:35] - Sometimes we try to be too trendy and posts lose authenticity. [6:45] - Ross does look at trends to track engagement and what he has learned is the best time of day to post for follower interaction. [7:48] - When it comes to programs to help plan and post, Ross uses Planoly. [9:20] - Instagram stories get a lot of interaction. Ross describes what he usually shares in his Instagram stories. [10:34] - Behind the scenes video and posting end results is great video content for reels. [12:03] - Delaying posts is absolutely fine. You can better batch posts this way. [13:57] - Be yourself. Show what you do and what your message is. [14:46] - You have to be consistent. It could take a lot of posts to see progress. [16:10] - Sometimes social media doesn’t bring you clients, but it builds a follower base for your projects. [17:43] - Existing clients love seeing themselves on your social media.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Let’s talk husbands.  Not all husbands. Just the complainers. The whiners. The picture haters. The bribers. The threateners. The time checkers. The killers of finalized orders and those “too busy” to attend a consultation or sales appointment, but not too busy to scuttle the actual sale. Actually…that might just cover 87% of husbands. If you are a family photographer, you know EXACTLY what I’m talking about. As much as we love the men in our lives, one of the questions I get most from my Art of Selling Art students is “what do we do about the husbands?” In today’s podcast, Kathryn Langsford and I discuss our own journey in learning to “Speak Husband”.  Becoming a certified Husband Whisperer means: Including the husband in the process Acknowledging his “pain”  Respecting his time by getting to the point Coming prepared Figuring out how to engage the husband is worth your time. It will change the experience for everyone involved. Moms will feel less like the monkey in the middle trying to please everyone, and you might actually gain an ally (yep, the husband).  And before long, you might just hear our most favorite sentence when answering a call from a client: “My husband has been bugging me to call and book our session!”   Here’s a glance at this episode: [2:57] - The common issues with husbands we both noticed during sessions. [4:03] - Kathryn describes some of the common problems. [5:56] - Now that they know how to speak to them, the process is way easier. [6:34] - Kathryn now acknowledges that the husband may not want to be involved for a lengthy amount of time unless they want to. [8:02] - Even though their time is respected and they only plan to stay for a few minutes, Allison shares that they rarely leave even though they’re able to. [9:52] - When it comes to money, husbands are already on edge with the cost of clothing and prepping for the shoot. Acknowledging this lightens the mood. [11:20] - Find out if this is a decision that needs to be made together or a project that may only involve the wife. [13:27] - What happens when the husband and wife are not at all on the same page but don’t realize it until the sales appointment. [16:19] - What Kathryn and Allison know now came from years of experiences and tweaking their strategies. [17:05] - The process needs to be extremely clear. [18:36] - A benefit of having pricing conversations together is that everyone is on the same page. [20:21] - The consistent feedback Kathryn got earlier in her career is that the sessions didn’t have a clear end-goal. [21:49] - When she changed the way she ran consultations, things were much clearer for everyone. [24:05] - Allison shares the importance of having husbands included in the selection of photos. [26:02] - Editing the number of photos down so as not to overwhelm. [28:12] - People are busy and it’s important to take them through a process that doesn’t waste time (including your own time). [30:45] - The best client experiences are when both partners are included. [32:40] - Acknowledge time and help them work together to be decisive.   Links and Resources: Drake BusathWebsite | Instagram | Italy Workshops Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

It’s summertime (in the Northern Hemisphere, anyway!) and maybe you are getting ready to take a well-deserved break from your usual routine. Once the temps start climbing, I’m ready to play all day and avoid work at all costs; especially when the studio has been really busy and I’ve been shooting a lot.  I need a break from my routine.  A break to try something new. To DO something new. To SEE something new. I’m inviting you to take your own break and listen to this episode, with my guest Drake Busath. Drake Busath is a portrait photographer from Salt Lake City, Utah and has been working in the same portrait studio for 50 years. While that alone is incredible, what is even more amazing is how he has managed to keep his work fresh and interesting for all of those years by using travel and personal projects to inspire his creative process. This episode will help you to: Recognize burnout and when you’re in a creative rut Invite danger (Drake’s word) into your creative process Use passion projects to reignite your creativity and interest in your craft Be less visually literal and explore different kinds of beauty   Here’s a glance at this episode: [3:05] - Drake is not only a photographer, but he also takes groups of people on travel experiences. [4:27] - By doing the same thing over and over again, Drake sometimes finds himself in a rut. [5:08] - Drake’s studio is celebrating 50 years in business. [6:29] - Sometimes it feels like “Groundhog Day” when sessions feel repeated. [7:41] - When things get too safe, Drake makes “dangerous” choices to change things up. [9:16] - Drake likes to go out on a limb and shares memorable experiences. [10:22] - Through his workshops, Drake can shake off boredom and get out of a rut. [12:30] - We’ve been trained to capture something flattering, but being less literal boosts your creativity. [13:54] - When we focus so heavily on what clients like, we forget what we like. [16:07] - Sometimes, we can remember what we love when we think about the things we don’t like as a photographer. [17:20] - Drake explains his isolation technique that allows you to experience a place with all of your senses. [19:47] - There are a lot of little things you can do to help you get out of your comfort zone. [21:42] - Allison shares how photographing and observing details in her travels made her trip even more memorable. [24:08] - The “less literal” photography experience for Drake has made his projects and travels more personal. [25:44] - When he comes home, Drake feels like a better photographer. [27:09] - Drake describes how he “invites danger” into a session. [28:41] - When you first get into photography, especially owning your own business, it all feels dangerous. [31:59] - Drake was inspired by street photographers on his travels to try something new. [33:49] - For 20 years, Drake realized he was separating his experiences. [35:54] - Sometimes the awkward but real experiences of life are beautiful, although not traditionally beautiful. [38:11] - Another interesting thing that comes from traveling is seeing other real people and the way they live. [39:17] - It’s not important to flatter each individual subject but to flatter their connection and interaction. [41:20] - In travel and street photography, you’re looking for something completely different from traditional portrait photography. [42:23] - Drake describes a wall in his studio of black and white pinned photos that are themed and changed every year. [45:54] - We all love a mood-board and this is a strategy Drake uses to include that feeling in his studio. [47:36] - We need passion projects to keep us from becoming burnt out. Drake does these travels or projects a couple of times of year. [49:19] - Drake describes his next project that gets him even more involved in his community. The crazier the better.   Links and Resources: Netflix 20 Feet from Stardom Documentary Drake Busath:Website | Instagram | Italy Workshops Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Do you dread difficult client conversations?  Does potential client conflict have you questioning entrepreneurship? Today we’re discussing ways to deal with difficult people.  Or is it just difficult situations we find ourselves in with great people? Former client-coordinator and ReWork Director of Development, Jessica Mackey, shares four life-saving hacks for dealing with less-than-ideal situations. Life-saving phrases and words that work every single time.  Grab a pen and take some notes.  Jessica is sharing words and phrases that we use at Allison Tyler Jones Photography every day which will help you with your own dicey convos.  Once you put these hacks into practice, you’ll no longer dread the phone calls, or freak out about a nasty text from a client.  In this episode, you’ll learn how to: Buy time to collect yourself and find a solution Validate a client’s feelings and situation Respond in a way that puts the client at ease Implement the “What I can do” method   Here’s a glance at this episode: [2:02] - Sometimes it’s great clients, but just difficult situations. [3:32] - The first hack is the buy time. You are in panic mode and will come across defensive. [5:10] - Jessica and Allison describe some ways you can buy time. [6:02] - The second hack is to not justify or defend. It’s to validate what the client is saying. [7:10] - Allison and Jessica give an example with a role play. [8:39] - It helps to let the client know that it hasn’t happened before and it’s not what they should expect. [10:07] - When your products are priced appropriately, there’s wiggle room to handle possible problems. [11:29] - When a client calls with a problem, you can respond in one of two ways. [13:54] - At ATJ Photography, they take the route of these situations as the end of the world. [15:53] - This strategy helps in other parts of your life as well. Avoid minimizing someone else’s feelings. [19:31] - The fourth hack is that there’s always something you can do. [20:38] - In these situations, you are giving clients a solution. [22:15] - There are times when clients may have unreasonable requests. [23:50] - There are tactful ways to validate an unreasonable request and tell the client that it’s impossible at the same time. [25:12] - Coming out of the pandemic, most people are a little more fragile and what previously wouldn’t have been upsetting might land differently. [26:34] - In these situations, we go into fight, flight, or freeze. Allison gives examples of what you might say in these scenarios if you don’t buy time. [28:20] - Clients aren’t calling with a problem to get something for free. They want the problem solved. [30:15] - You can’t solve problems when you make assumptions.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Picture this: You meet a potential client, they love you, you love them; the consultation is a dream, the portrait session, even better! And the images? #dead They cry, they buy and everyone’s happy. And then…..you never hear from them again. Sound at all familiar?  Is there something missing in the process? Don’t they know we want them to come back? If you have clients who’ve been MIA for awhile, now is the time to get them back and in and there’s no better person in the world to help you do that than today’s guest, Kathryn Langsford.  Our favorite, Kathryn Langsford, joins the podcast today to share a marketing idea that has helped her bring back clients she hasn’t seen for awhile. Yes, even the clients she might not have seen in a few years.  A strategy that reminds clients that you’re still here and puts you top of mind when they know they are ready for portraits. In this episode, you’ll learn how to: Find the ideal past clients to reach out to Craft your own “It’s Been a While” message Use different methods of contact like email, text, and social media   Here’s a glance at this episode: [2:36] - Kathryn calls this strategy “it’s been a while.” [3:37] - Kathryn went through her past clients, even clients who haven’t been back in a couple of years. She describes the questions she asked herself about each of them. [4:16] - She then pulls their file, chooses a photo that they didn’t order and puts together a brief email. [5:39] - In using this strategy, make it casual but give a call to action. [6:52] - As a result, Kathryn schedules 10 or more client appointments. [7:52] - Sometimes, clients will say they got busy and wanted to come in and they were thankful for the reminder. [8:57] - This is even a strategy that could be used by text. [9:58] - You could even use Instagram and tag the client. [12:30] - Kathryn has also found it a great strategy to follow clients on social media and comment on their photos of how much their kids have grown. [14:08] - Allison did a similar tactic, but shares how she used her physical printer to run her campaign. [15:51] - As a result, Allison was able to schedule 3 clients. [16:32] - This strategy has shown success and although it may seem like a lot of up front work, it is worth it.   Links and Resources:Download a Transcript Kathryn LangsfordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

The idea of “Quality Over Quantity” is gaining steam in today’s culture of Aspiring Minimalists.  Think Capsule Wardrobe: less pieces of clothing that are higher quality (and more expensive). Every piece fits you perfectly and works together with all the others to make multiple great outfits (a system) vs. a closet full of TJ Maxx pieces purchased because they were “on sale.” You end up with “a lot” of clothes that kind of fit, don’t necessarily go together and, let’s be honest, some of them still have the tags on them. Which shopper are you? I’ve been both. Who I want to attract to my portrait business is clients who are looking for, as Gregg McKeown puts it in his book, Essentialism, “less but better.” But do clients really KNOW that’s what they want? Most often they don’t. Most clients THINK they want A LOT of pictures. They want us to shoot everything that comes into our minds (or theirs); show them everything, and then give them everything at the lowest possible price in the form of a lot of little prints or a collection of digital files. THE RESULT?  For the Portrait Photographer:  Their nights and weekends are spent with their face in a computer screen, editing their brains out for pennies while life goes on without them. For the Client: They end up with a lot of little prints and digital files. None of which make it to the wall or an album to be enjoyed every day. Also, insert client guilt here, over never doing anything with the images. How many times have you heard, “I need to do something with those.” or “I’ve got to get those on the wall?” But it doesn’t have to be like that. There is another way.  You can, instead, give clients what they didn’t know they wanted, while maintaining a sustainable work-life balance. It’s stepping forward as the Trusted Advisor and helping our clients create their “capsule wardrobe” of portraits of their family year after year.  But how? On today’s episode I am joined by Allison Tyler Jones Photography’s very own Stacey Hemeyer, associate photographer and retoucher extraordinaire. Stacey had her own successful wedding and portrait business for almost 16 years before joining the ATJ team in 2016. Her business model was built largely on the premise that “More is More” and that “Busy is Best”.  But that business model came at a steep cost.  Not only did she miss out on key moments with her young family, she found herself run ragged by clients who thought they wanted more, more, more AND wanted to pay less, less, less. It wasn’t until she came to work at Allison Tyler Jones Photography that she understood that spending more time with less clients can be a calmer, more soul-satisfying way of doing business, for everyone involved.  Join us for an enlightening conversation with this kind, talented, former shoot and burn photographer and the lessons she has learned by doing business a different way.  In this episode, you’ll learn how to: Avoid too many clients Hone in on quality experiences Add team members to your business Believe in your team and take a step back Want better, not more.   Here’s a glance at this episode: [2:39] - Stacey shares her experience in meeting Allison. [5:13] - Through a series of coincidences, Stacey recognized Allison’s work and connection to the groom of a wedding she was shooting. [7:15] - Initially, Stacey’s goal was weddings but in the beginning she worked with all kinds of services to meet clients. [8:34] - When Stacey joined the team at Allison Tyler Jones Photography, she had already owned her own business for 15 years. [10:21] - What kind of qualities should you look for when adding people to your team? [11:17] - Now, Stacey does senior photos, some families, and the commercial work for ATJ Photography. But Allison shares the difficulty of the transition for her as an entrepreneur. [12:47] - Stacey shares her business background and why she was able to stay in business so long but also her downfall. [13:46] - She was known for quick turnaround, but more is not better. [15:08] - Some photographers believe that most people just want digital files quickly.  [17:25] - One of the surprising differences Stacey realized when coming on board at ATJ is the turnaround time. [19:20] - Covid has had a lasting impact on many components of the business. [23:32] - Because of the lower quantity, Stacey can put far more effort, time, and creativity into her retouching process. [25:12] - Allison and Stacey converse about an experience with a client. Stacey was able to do a lot of retouching that they didn’t think was possible. [26:36] - Stacey describes the beginning of her retouching process. [28:27] - It is hard and unnatural for Allison to back off and rely on a team but she is seeing the benefit and work balance. [30:04] - It is difficult to hire the qualities you don’t have. [32:40] - We’re conditioned to think that more is better, but that is not always the case. It was a big mental shift for Stacey. [33:37] - Really cater to your higher paying clients. They trust you. [35:18] - Stacey shares the story of a client who put her total trust in ATJ Photography. [37:28] - Build it and they will come. But it will take time. [39:43] - All the great brands are long-lasting because of a team. [40:53] - How did Allison get out of her own way to allow her brand to grow even more?   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Taking client phone calls can feel stressful. You want to make a good impression, while also gathering information and determining if you will be a good fit for their project.  When you have more experience with client conversations, it’s easy to forget just how hard you worked to get comfortable taking calls and walking clients through your process.  That’s why we knew now would be the perfect time to bring ATJ’s newest Client Coordinator, Kaitlyn Beagley, onto the podcast to talk about her process for learning and strengthening her first contact with potential clients.  Having been on the ATJ team for less than a year, Kaitlyn  is still in the trenches and understands the fears you need to overcome to create a fabulous first phone call for yourself and the client. Kaitlyn’s experience and advice will help you take your client contact to the next level, even if they don’t book a session, this level of customer service and attention will make potential clients feel seen, heard and a little bit spoiled.  And if they do book, it starts the relationship off right and sets you up for success! In this episode, you’ll learn how to: Use a booking form to gather information for yourself and the client Begin developing a client relationship from the very first phone call Schedule multiple appointments at one time Improve your skills through self-development and reflection Create crystal clear expectations with clients over the phone   Here’s a glance at this episode: [2:28] - Welcome to the show, Kaitlyn! Kaitlyn is the youngest and newest member of ATJ Photography. [3:44] - Starting out as a client, Kaitlyn shares what surprised her when working behind the scenes. [5:35] - When starting in this new position, Kaitlyn observed phone calls and explains how she took notes to learn. [6:27] - You can download the booking form that ATJ Photography uses that guides you through the booking phone call. [8:10] - Sometimes, Kaitlyn also records her own phone calls to review on her own to improve. [9:28] - When speaking with potential clients, begin with the end in mind. [11:19] - The first phone call is not only an interview with you as a service provider, but for us to interview them. [12:28] - Even if a client doesn’t book after the first call, they need to feel that they were heard. It is the start of a relationship. [13:41] - Be clear and kind. Stop and smile before you answer the phone. [15:09] - People can tell if you are not truly listening. [17:54] - During the first call, Kaitlyn books three appointments at one time - the consultation, the shoot, and the viewing. [19:09] - Kaitlyn begins with scheduling the photo session. [21:18] - Allison has enough information on the booking form to have a foundation with the client without having to start the conversation over. [23:20] - When talking about pricing, Kaitlyn starts with a bottom pricing to let clients know what it will be at the least. [24:40] - If you are a solopreneur, you can use the booking form as a phone consultation. [26:27] - The booking form is an excellent guide and if you’re asked a question you are unsure how to answer, pause and let them know. [28:18] - Don’t just assume the client can talk if they answer the phone. Strike when the iron is hot and know that they have a few minutes to talk about their project. [30:02] - The booking form has been updated, so even if you’ve already downloaded it in the past, double check that you have the most recent one.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

As we emerge out of a global pandemic, we’re aware, more than ever, of the pain in the world. Our clients are coming to us mentally fragile and in need of extra care and healing. If you are thinking, “but I am just a portrait photographer, what can I do?” then this episode is for you. As one of the wisest people I know, Houston photographer Cindy Crofford, was taught at a young age the importance of connecting with people. By learning to find the good in every single person, she is able to use her words and actions to strengthen and lift everyone she meets; especially her clients.  Cindy’s clients aren’t just coming to her for her art, but for how she makes them feel. Her goal?  To have each client leave feeling better about who they are and the family they have. This episode will challenge you to look at how you are connecting with your own clients. It will empower you to spend a little more time and a little more mental energy to notice what makes each client special and what each client needs at this particular time in their lives.  Not only will your images improve, so will your client relationships. Most of us got into this business because we love people. But people can be complicated and never more so than now. Take a look at your business through the eyes of Cindy Crofford and you’ll leave happier, more positive and better able to bring your best self to your clients.  In this episode, you’ll learn how to: Connect with people by finding qualities you love about them. Show your vulnerability to put clients at ease. Allow yourself to be uncomfortable in order to learn more. Flip your thinking to avoid negativity. Make bold moves that lead to great blessings.   Here’s a glance at this episode: [2:16] - Allison shares her first recollection of meeting Cindy Crofford. [3:12] - Cindy is a founding member of the Mindshift Membership. She shares her background. [4:57] - She started out as an educator but wanted a change to be more present with her children. [6:36] - In her shift to a new career, she took a 3 week course and opened a new business and explains how it evolved into a portrait photographer. [8:15] - Regardless of her own fears and judgment, Cindy kept going. [9:31] - Cindy’s parents played a big role in how she approaches business and life. [10:25] - Cindy’s mom instilled in her the importance of learning how to love people. [13:13] - Sometimes we may feel like we have been around people too much. Cindy shares that she is not frazzled about being around people, but does get burnt out with tedious computer work. [14:09] - Cindy shares her discomfort and anxiety about making a big financial decision on her own. [15:51] - We have people we see that we want to emulate. Cindy shares the first time she remembers watching someone and wanted to be like her. [17:48] - During sessions, Cindy has the ability to coach families to show what they love about themselves and their family. [20:26] - What are you doing to heal the pain of the world? Cindy knows that is what her business does and she has a strong mission. [22:23] - Learn to flip your thinking. [24:05] - Be someone who loves to find joy and save it. [25:41] - Cindy shows herself in real ways and her vulnerability makes her clients show more than they expected in their photos. [27:20] - Allison shares her experience in joining a mom group of children with Autism. [30:40] - Being a “connector” is something that comes naturally to Cindy but it is also something she has learned to improve. [31:56] - Sit back, breathe, and listen for a minute. [33:12] - The stories we make up are usually negative. [34:58] - Why is our first instinct to be negative? [35:40] - Discover who you are as a business owner. [37:33] - Stop putting yourself down. [39:07] - Receiving a compliment is a completely different experience to giving one. [43:31] - Cindy shares how she immediately felt like she couldn’t hit the same gross income this year. [45:42] - “I want people to come to me because I am good, not because I’m cheap.” [48:31] - You can guide clients to decisions that are great for everyone. [50:34] - Making bold moves has led to great blessings.   Links and Resources: Cindy CroffordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

As business owners, it can be tempting to come into an industry and simply do what everyone else is doing. We often look for plug and play “best practices” for our businesses based on industry standards.  But what if industry standards don’t match the standards we have for ourselves? When Dr. Stuart Frost came into the field of orthodontics, the typical business model was to work in volume. The goal was to get a higher quantity of patients at lower fees. But Dr. Frost quickly realized that this wasn’t how he wanted to do business. He wanted to have higher QUALITY and less clients at higher fees.  Sound familiar? Like many photographers struggling to make this same type of transition for their clients, Dr. Frost faced challenges in building the business he wanted. Through extensive research, reading, and education, he came to understand the power of actionable goals, positive daily affirmations, intentional business practices, and building his brand. Dr. Stuart Frost is the owner of Frost-Nichols Orthodontics and the man behind “The Frost Smile.” He is known as the Artist Orthodontist and lectures internationally, teaching orthodontists to build better businesses.  What sets Dr. Frost apart is his strength in developing relationships, building trust, and making very intentional decisions. Our conversation will empower you to change how you think about yourself, your business, and your brand. And it will definitely leave you wishing your orthodontist had this level of customer service.  In this episode, you’ll learn how to: Value your worth Live to be good instead of striving for perfection Have a strong rationale behind every business decision Create a brand that boosts word-of-mouth marketing Change lives through artistry   Here’s a glance at this episode: [3:36] - Dr. Frost shares his background and how he knew there was something more for him than general dentistry. [5:00] - For a photoshoot with his family, the first time Dr. Frost and Allison met, he was already known as The Artist Orthodontist. [6:00] - Allison’s comment when they first met, changed the trajectory of Dr. Frost’s business and brand. [7:55] - Early on in his career, he knew he had thoughts and dreams of being the best orthodontist in the world. [9:00] - Dr. Frost recommends the book Outliers by Malcolm Gladwell. [10:53] - Dr. Frost has always been interested in quality over quantity.  [13:20] - When something is easy for us, we devalue it. [14:47] - Any time you do a photoshoot, you change lives. [16:06] - The value isn’t just taking a photo, it’s capturing every family’s different story and creating an experience. [17:27] - Covid has made us all a little crazy and some people may not feel good about themselves. Connecting with them makes an impact. [19:46] - Dr. Frost and Allison both recommend the book Positive Intelligence by Shirzad Chamine. [23:18] - In the book and the website for the book, you can find out how to “operate out of the sage.” [24:43] - If we are relying on others to fill our cup, it will never be full. [26:20] - Look at photos of yourself as a child. How would you talk to that child? [27:27] - It is hard to be good to others if you are not good to yourself. [28:40] - Our brains were developed to either be in fight or flight. We have to train our brains. [31:46] - Even God doesn’t say something is perfect. You do not have to be perfect. Live to be good. [35:08] - There’s a very strong rationale behind everything that Dr. Frost does. [36:37] - Branding wasn’t initially something on Dr. Frost’s radar. He took courses when people were approaching him for “Frost Smiles.” [38:20] - The Frost Smiles Instagram feed is an incredible textbook example of the right things to do on social media in branding. [40:31] - In photography, a social media feed may just show pretty pictures. But ask yourself what the pretty picture is going to do for the client? [41:10] - Allison helped Dr. Frost set up a studio for taking photos of his work. [42:55] - In the world of orthodontics, there is sometimes a lengthy referral process. However, 80% or more of Dr. Frost’s clients come from word of mouth. [44:12] - Allison recommends the book Anything You Want by Derek Sivers. [45:52] - Discounts and deals are tempting, but are not always recommended. [47:25] - It’s not what you do, it’s how you make the client feel. [49:05] - The ability to create trust might be something you have to develop. [50:37] - When it comes to relationships, slow is fast. Be fully present. [52:45] - Dr. Frost has an identical twin brother who is a dentist that Allison has seen as well. Their relationship building skills are different. Be yourself. [54:50] - The term “Frost Smiles” was client created. [56:15] - Really good branding is how your client feels when in the presence of your brand. [58:18] - Words have immense power.   Links and Resources: Dr. Stuart FrostWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

If there’s anything we’ve learned coming out of the height of the Covid-19 pandemic, it is the importance of our mental health. In fact I’d submit that, as entrepreneurs, our energy and mental health are THE primary assets in our businesses. After the last two years, we may be tired of being cooped up, but it is so important to remember the lessons we’ve learned by slowing down, especially now that the pressure to be busy is back in full swing. Kathryn Langsford joins me today for a conversation about protecting the asset: your own mental health. This topic is very trendy on social media right now as we scroll and see candles and long baths. But that’s not what works for everyone. In this episode, Kathryn shares how her mental health rock bottom forced her to change how she was approaching her business and her time. What she learned was that managing her time wasn’t the whole issue, but rather managing her energy. It sometimes feels unnatural to schedule time for ourselves, but what we have found is that by not protecting our mental energy, our creativity suffers.  In this episode, you’ll learn how to: Create space for yourself Be aware of negativity and its impact on your wellbeing Cultivate success instead of forcing it Overcome the fear of scarcity Move your business forward through delegating and time blocking   Here’s a glance at this episode: [4:37] - The entrepreneur is the primary asset. If we’re going down, it’s all going down. [5:33] - By not leaving any time slots open, Kathryn’s creativity was suffering. [7:01] - There are different ways the fear of scarcity manifests. [10:08] - If you pack your day without room to breathe, what about the unexpected things that impact your schedule? [11:37] - Kathryn learned the hard way, but now keeps space in her schedule for her mental health and creativity. [13:14] - For Allison, the morning is the best time for moving her business forward. [15:26] - Be sure to block production time into your calendar, too, rather than just client appointments. [16:48] - Although tempting to schedule work 5 or more days a week, blocking time this way has given Kathryn space for new ideas. [18:21] - Kathryn shares an example of scheduling something later that felt very unnatural to her, but allowed her to focus on the things that mattered first. [20:14] - Telling a client that there isn’t a time slot for them right away is fine. They will understand and schedule a time that’s available. [22:48] - Notice how you feel when you have multiple types of tasks and appointments in your day.  [25:30] - Be aware of negative thoughts.  [27:59] - How does Kathryn mitigate the worrisome thoughts? She gives a mental exercise and questions to ask yourself in these times of negative thinking. [29:30] - If we can learn how to strip away the excess negativity, we can be more efficient in the way to apply our brain to every situation. [31:40] - What is the difference between forcing and cultivating success? [34:00] - Schedule yourself less so you can make space to cultivate success. [35:48] - Delegating certain tasks to others on a team is extremely helpful. [38:11] - Take a look at your calendar and find a way to put in space for the things that light you up.   Links and Resources:Download a Transcript Kathryn LangsfordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

As kids, we’ve all been asked the question, “What do you want to be when you grow up?” The answer to this question might change as we grow older, but in many ways the ideas we have early in life have an impact on our decisions as adults–just not in the ways that we might originally think. In the experience of today’s podcast guest, that rings especially true. Traci Beagley knew early on that she wanted to own her own business, but through the ups, downs, and curveballs in life, her life and her business trajectory went through some drastic changes. So what do we do when life doesn’t turn out quite like we imagined? Today’s guest is Traci Beagley, CEO of Sunland Home Care & Medical in Arizona. She’s my long-time friend and confidante and together we have the most transformational conversations. I’m sharing one of our conversations with you today in the hope that it will lift you and inspire you to think about what to do when life turns out differently than you’d originally planned. Listen as Traci shares her entrepreneurial background, the life-changing experiences that changed her mindset, and her continuous learning journey. In this episode, you’ll learn how to: Ask for help even when it is hard to do Normalize failure for yourself and your team Facilitate the growth of others Acknowledge Imposter Syndrome and move to overcome it Love your unique journey and continuous growth   Here’s a glance at this episode: [3:03] - Traci shares her background and what she envisioned for herself growing up in a family of entrepreneurs. [5:00] - Although she works in a field she didn’t expect, Traci and Allison own their own businesses which is exactly what they sought out to do. [6:43] - It’s important to think about the different seasons of your life. Different aspects of your life will need more attention at different times. [8:00] - Traci shares the major life experiences that changed her trajectory. [9:04] - Asking for help can be hard, but Traci realized the impact of showing vulnerability. [11:14] - We all have foundational experiences that change how we view things. [12:29] - Normalizing failure is important in your business, especially if you are leading a team. [13:31] - Traci recommends a book called The Compound Effect by Darren Hardy and the courses the author offers as well. [14:23] - Facilitating the growth of others is important to Traci in her business and she finds an immense amount of joy in doing this. [17:01] - In a previously owned business, Traci realized she didn’t feel gratified like she does now in senior care. [20:40] - Allison has taken photos of Traci and her family since the start of her business in 2005. Traci has seen the progress over the years. [22:21] - Allison shares the experience that made her realize that you can have everything you want but maybe not all at the same time. [23:43] - Imposter syndrome played a big role in Traci’s career in the beginning, but now she focuses on stepping into her role as an expert in her space. [25:54] - Staying in self-doubt is actually self-indulgent. [26:47] - As an achiever, Traci admits that it is exhausting to view her expertise as attached to the next step in her journey. [28:38] - Are you living your mission? Your mission can and should change over the years. [29:43] - The term “journey” is fluid. It gives you the opportunity to learn, explore, and get to know yourself more. [31:51] - Your trauma, experiences, and the healing journey you are on creates the inspiration to give back. [33:15] - Sometimes we doubt ourselves, but ask yourself, “Why not me?” [34:42] - Put your team first and your customers will be happier, too. [37:02] - There are a lot of great things in Traci’s future, but she’s pausing to figure out what the right path is for her.   Links and Resources: Traci BeagleyWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

What do the businesses of aesthetics and portrait photography have in common?  You might be surprised.  In fact, many of the most valuable business insights I have gained through the years, have come from outside the portrait industry and that's exactly why I think you are going to love today’s guest.  Rechelle Trejo is the owner of Auri Aesthetics in Gilbert, Arizona. Rechelle is a registered nurse by education and since 2003 has become one of the most in demand aestheticians in our area as well as a highly sought after trainer of aestheticians worldwide.  Rechelle founded Auri Aesthetics in 2020 to create an innovative space where non-surgical treatments are prioritized. Her passion in this field is working with individual patients to create customized plans so they can achieve their aesthetic dreams in a natural and beautiful way. What shines through in this conversation with Rechelle is her confidence and pride in what she does. Rechelle is the expert and through a detailed consultation process, she is able to guide clients and patients in getting the most beautiful results. Often the results are beyond what patients even thought possible.  When it comes to your photography business, the same is true. You are the trusted advisor and you can create absolutely beautiful results that your client might never have thought fathomable. With Rechelle’s guidance, you can learn how to leverage your expertise with client expectations and build the expert reputation you deserve.   In this episode, you’ll learn how to: Develop a consultation process that guides your clients to find exactly what they want and need. Solve problems and answer questions before your client even asks. Create a comfortable and trusting relationship between yourself and your clients. Use specific information to drive decision making in your business and with each individual client. Build your reputation through confidence and expertise.   Here’s a glance at this episode: [2:17] - Welcome to the show, Rechelle! Rechelle shares her background and what led her to aesthetics. [4:10] - Rechelle was able to combine her desire to create beauty with her nursing degree. [5:19] - The name of Rechelle’s business is Auri Aesthetics. [7:02] - Everything in the business, down to the name and brand, has been very intentional. [8:02] - When injecting, Rechelle looks at lights and shadows, similar to a photographer. [9:45] - We all want to feel good about how we look. [10:48] - Rechelle admits that she is not the cheapest and it was not a difficult decision to price her services. How does she find patients? [12:50] - Allison describes her experience with Auri Aesthetics. [15:03] - In Allison’s experience, Rechelle brought up concerns and answered questions before they were even asked. [16:10] - It is important to be honest and up front about things that could happen and offer a solution and plan for each one. [18:03] - Rechelle describes how she launched this business and used specific information to drive decision making. [19:59] - When it comes to leading a team, acknowledge that you don’t know everything. [20:40] - A consultation is a crucial piece to Rechelle’s business and she avoids being too overwhelming. [22:01] - The consultation is important in creating a step by step plan. [23:12] - Be the trusted advisor. Be the expert. It is okay to tell a client what they need and say no if what they are asking for is not in their best interest. [25:03] - Sometimes patients and clients want everything, but they don’t need it. There is a time where they need to be told no. [28:08] - What it comes down to, is trust. [29:45] - What happens when we run into micromanagement? [32:17] - The longer you are in the business and your reputation is established, challenging clients are not as common. [34:05] - It isn’t just about the time you invest in a single project that goes into your pricing. Your training and expertise increase your value. [36:40] - Rechelle shares how a photo’s pose that she initially said she wouldn’t like, turned out to be the most valuable photo taken. [38:27] - Visit Rechelle’s website and instagram linked below to see how she educates her clients.   Links and Resources:Download a Transcript Rechelle TrejoWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Your mindset about money affects more than just your business. It affects your confidence, your feelings of worth and the value that you place on your time and work. Today we’re talking about all things money with return guest and friend, Kimberly Wylie. Kimberly is an absolute inspiration in this field and even though she started out in the world of finance and is a pro at Excel spreadsheets, that didn’t prevent her from experiencing the fears and doubts that so many small business owners encounter when it comes to pricing and selling their products. Kimberly went down the road of charging what everyone else was charging and working too hard for too little. She made the painful realization that the value she was placing on her services and products was actually a reflection of how she valued herself. It didn’t take long before she realized that she already knew how to see the stories that are told through numbers in a business and decided to start telling a different story for herself and her business partner Jessica Sikes.  Is talking about money and pricing uncomfortable for you? Kimberly contends that is actually a good thing! By definition, a business should be profitable and in an ever-changing economy, it is vital to consider how we value our work, time, and most importantly, the value we provide to our clients. To level up and scale your business, Kimberly challenges you to stop thinking of photography as a commodity and, instead, cross the bridge into making every session special and step into creating a true luxury brand for your business.  How? Listen in as Kim gives actionable steps to take to help shift your money mindset into thought processes that will increase your bottom line. You’ll learn how to: Stop pricing from your own pocketbook. Get uncomfortable (in a good way!) with your pricing. Base your pricing on actual math and see the stories that numbers are telling. Value yourself and your time. Build trust with your clients to send the message that your products and services are very much worth the price you are charging. Understand the energy of money.   Here’s a glance at this episode: [2:58] - We all have our own feelings about money. Your views on money are developed by many components and impact your decision making. [4:10] - Money is just a piece of paper and in the world of cryptocurrency, it is just an agreed upon value. [7:10] - When digital photography came along, many people became photographers and eventually led to photography becoming a commodity. [9:31] - The way the “shoot and burn” model is used is to create disposable imagery. [11:53] - There are so many elements that come together for a finished product. The commodity is the digital file, but the finished piece is on the wall or in an album. [12:45] - Many women have started their work in photography and Kim believes that undercharging for their work is a result of why they became a photographer. [16:06] - Numbers tell stories and help you make decisions. [18:28] - Kim shares the metrics she uses and pays close attention to. [19:40] - There is a shift that must take place if you do not have a money mindset. It is uncomfortable to charge what you are worth with the commodity mindset. [21:00] - Kim advises to avoid pricing based on your own pocketbook. [23:01] - You might think that you would never spend an amount of money on something, but it is because you can create it. [25:08] - Initially, Kim priced her services and products based on her competitors’ pricing. [27:01] - It is harder to make risky decisions if you don’t have support or a “safety net.”  [28:03] - If consumers see your low pricing, they may think that your work is not valuable. [32:56] - Knowing you need to make changes but not knowing what the changes should be can be very scary. [34:49] - On the flip side, sometimes money causes some decisions to be easier to make. [37:51] - Consider all of the little things that go into your time. [39:16] - Recognizing her own buying behavior changed the way Kim priced her services and products. [41:06] - “Shoot and burn” is okay, but bringing in more money will be tougher. [43:02] - Kim describes some of the extra things you can do to level up to luxury. [46:03] - The first step is to raise prices and then you can get creative in building more value. [48:39] - The intangible elements to a luxury brand are often not considered in pricing. [50:23] - The only success in “shoot and burn” is volume. [51:42] - Figure out the things that make people want to come to you. It isn’t the commodity, it’s the service. [54:02] - Think of all the pain points of your ideal client and provide a solution right at the start. [55:17] - Your mindset will shift you from “commodity in better packaging” to true luxury. [57:20] - Photographers who are the most successful have amazing relationships with their clients. [60:12] - For many luxury clients, time is what is most valued. [63:17] - When thinking about your ideal client or the client that wants it all, ask yourself if there is anyone else that offers the experience you provide. [65:02] - Make your rules based on the bulk of your clients. [66:19] - We all have things that are gifts and they come easy to us. But they also become easy for us to devalue in ourselves. [67:57] - Get uncomfortable with your prices. [70:53] - Just because you have your system working like a well-oiled machine, doesn’t mean you should charge less because it takes you less time. [72:03] - Allison references a questionnaire in the highly recommended book Secrets of Six-Figure Women by Barbara Stanny. [75:06] - Using a personal experience, Allison demonstrates the importance of intrinsic value of yourself and your business. Links and Resources: Kimberly WylieWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Today’s episode finishes up our Sales Sabotage Series with an emphasis on intentionally creating products that serve your clients and business instead of sabotaging your sales.  So, if the goal is to serve, not sabotage, where do we go wrong? Sometimes the products we offer to our clients are unintentionally sabotaging our brand and our bottom line. Maybe we selected our products based on a special our lab was offering. More often, we created our product line up based on what every other photographer is doing.  In this episode of The Rework, we’re taking a closer look at intentionally developing products that are: Consistent with your brand Easy for your clients to understand and most importantly, Products that are profitable for your portrait business.  Every photographer will have a different take on the best product mix for their own business so it is important to run your products through your Brand Filter. Get a pad and pencil or grab your phone to take notes, because in this episode we’ll work through some actionable steps to take to help you narrow down your likes and dislikes to better develop a product mix that matches you and your style. You’ll learn about what my brand offers in products, how to avoid confusing presentation, and ultimately serve your clients without sabotaging yourself.   In this episode, you’ll learn: How to take a hard look at your product line How to ensure your product mix is intentional, consistent, and easy to understand How to create a product line that is profitable   Here’s a glance at this episode: [1:39] - Is your product mix intentional, consistent, easy to understand, and most importantly, profitable? [2:54] - Ask yourself the important questions to envision exactly what you want your work to look like and what your client needs. Sometimes you need to start with what you don’t like. [5:20] - What is consistent with your brand and your work? There should be a reason you are offering these products. [8:08] - Avoid being like the Applebee’s or Cheesecake Factory menu that’s too busy and confusing. Think spare, clean, and high-end. [9:54] - Take a hard look at your pricing and pay attention to the cost changes that are happening as a result of the pandemic and supply chain issues. [11:17] - Do you have the right product mix to accomplish the sales average you are trying to create? Visualize the ideal sale. [13:07] - By knowing your ideal sale, it is easier to focus on the products that represent your brand the best and are the most profitable. [15:10] - Add new products and remove the ones that are not brand-consistent or profitable.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Professional Photographers of America (PPA)Website  

In the second episode in our Sale Sabotage Series we are taking a hard look at your Sale Process.  “What process?” you might ask. You may not know it, but you HAVE a sales process, it might not be leading you to the results you want for your clients or your business, but you do have one. The big question is, is your process working for you? If the answer is, “NO,” you’re in the right place!  In today’s episode you will learn how to weed out unqualified clients, educate the uninitiated ones, and guide your ideal clients along the path to the best outcome for them and for your portrait business.  It all comes down to taking CONTROL of every, single aspect of your sales process and providing CLARITY at every turn so your clients know EXACTLY “how it works” at your studio and how that benefits them. Control and clarity are two of the key factors which completely transformed my business when I realized their importance, and I am going to provide you with a number of practical ways in which you can use these tools to transform your portrait business too!    Here’s a glance at this episode… [01:05] The powerful tools that I am going to be equipping you with in today’s episode.  [02:09] Control and clarity; two factors that make an enormous difference to your business. [02:53] How I approached sales when I first started my business, and why it didn’t have the desired effect.  [06:28] The breaking point that drove me to completely transform my sales process. [08:01] Why it benefits your clients when you collaborate with them to help them choose which photographs they are going to buy.  [10:33] How a lack of clarity can sabotage your sales (from my personal experience). [13:07] Changes I made to my website and social media pages to make it very clear to my clients what my offerings are.    [17:18] What you will achieve with an effective sales process.    [18:44] Questions you should and shouldn’t be asking yourself when a sales appointment doesn’t go the way you hoped it would.  [19:32] Elements that make up a sales process. [20:56] My challenge for you this week!   [22:26] What you can expect from episode 3 in our Sales Sabotage Series.   Links and Resources:Download a Transcript Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

In the second episode in our Sale Sabotage Series we are going to talk about predicting what your clients will do or say BEFORE they do it.   Rather than coming from a place of fear and worry about what clients will or won’t do (you know the drill): “What if they don’t buy anything?”  “What if they freak out over my prices?” Instead, imagine every scary question or possible sales scenario and then bake your answers to those questions by bringing up the subject BEFORE your client’s can. Bake the answers into your first phone call, your consultation, and every, single conversation you have with a client.  To be honest, I’ve found that client objections tend to fall into three basic categories:1) Not wanting to decide.2) Who’s in control?and3) Is this worth it to me? In today’s episode I’m going to share with you how you can harness the power of prediction to be as prepared as possible for any challenging client objections that come your way. As the saying goes, if you are prepared, you’ll have no reason to fear, and armed with a little advice, you might even begin to love the sales side of this business as much as I do.    Here’s a glance at this episode… [01:30] What you can expect to learn from today’s episode, the first in our Sales Sabotage Series.  [02:57] Some of the many reasons that photographers don’t like the sales side of their work. [04:26] Prediction that is based on fear versus prediction that comes from a positive mindset. [05:35] Why questions from clients are a good thing! [06:13] A challenge that I want you to complete. [06:46] Examples of common comments/questions that we receive from clients. [09:57] The way we respond when clients express shock at the price of our products. [11:16] How we communicate our stance on digital files to our clients.  [13:22] Benefits of using our free Sales Sabotage Evaluation Tool.  [14:00] Our approach to dealing with clients who delay decision making (something you are probably very familiar with!).  [15:38] How we respond to clients who tell us they don’t want portraits on their walls. [18:22] Know the value of your work, and help your clients see that. [20:59] The importance of making sure that your clients are prepared for the process involved in getting their portraits done.  [22:36] Control that most clients want you, as the professional, to take during the portrait session. [23:30] A recap of my challenge to you, and how it will benefit your business. [24:50] The power of the right kind of prediction!    Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Do you ever feel like you could just work 24/7 and still not get everything done? If so, this episode is for you! When you spend your time doing things you feel like you SHOULD do, and saying yes when you should be saying no, you end up not having time for the things you WANT to do, or for the things that are most important. So today Jessica and I are going to be talking about how to create SPACE for things in our lives outside of work (and running a thriving business at the same time!).  This episode is full of personal stories which highlight the importance of being intentional with your time, and we hope that it inspires you to be more conscious of how you are spending YOUR ultimate commodity!    Here’s a glance at this episode… [02:01] The common problem that we experience, and see other people experiencing, of feeling like there isn’t enough time in the day to get everything done. [05:55] Unnecessary expectations that are put on women in particular.  [07:44] Asking for help in your professional or personal life can be difficult, but it will change your life!   [10:54] You can probably afford more help than you think you can. [12:15] An example of how I changed a portion of my business in order to give myself more time with my family. [15:28] How you should be structuring your prices.   [16:51] Benefits that I experienced when I started taking Friday’s off work. [18:44] The importance of allocating set times for tasks, and preparing for the unexpected. [21:09] Why we don’t give our clients reasons when we say no to doing a shoot. [25:46] The benefits of setting healthy boundaries.  [29:56] Two personal stories which highlight the importance of making time for the things that matter most.  [35:21] An example of a “tripping over dollars to pick up dimes” situation. [38:14] What we believe to be the most important thing in life.    Links and Resources:Download a Transcript Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

If you have been in business long, you might know EXACTLY what it feels like to become a Darling Doormat or a Disagreeable Dictator when it comes to your client interactions. Although you never started out intending to be either of those things, in an effort to “be nice” or get referrals, you’ve allowed clients to walk all over you and completely disregard your business rules (because you didn’t enforce them). Or perhaps, in an effort to prevent being a doormat, you have become a Disagreeable Dictator, instituting multi-page contracts and showing up with a disgruntled and distrusting energy to nice clients who just want to pay you to photograph their families. All in an effort to ensure you are NEVER taken advantage of again.   It should come as no surprise that neither of these options will get you to where you want to be in your portrait business, because, at the end of the day, these strategies don’t serve your clients (or you) in the best possible way. Consider instead a third option—stepping into the role of the expert and becoming a Trusted Advisor to your clients. Your clients don’t know the photography industry like you do. They don’t know “how it works” or how YOU work. They just know they “need pictures.” And the only way to succeed in creating a profitable, sustainable portrait studio is to take full responsibility for every aspect of your business and guide your clients through the process with an expert hand.  Join us for this week’s episode, where Jessica and I discuss exactly how we’ve evolved becoming Trusted Advisors to our own portrait clients.    Here’s a glance at this episode… [02:05] Similarities and differences between what we’re going through at ATJ Photography and what our Art of Selling Art students are experiencing in their businesses. [03:22] Characteristics of a “darling doormat.” [05:22] Discomfort that is likely to arise if you are not open with your clients about your costs and your offerings from the beginning.  [08:36] How  a “darling doormat” turns into a “disagreeable dictator,” and the characteristics of this type of photographer.  [10:14] An example of what can happen when the traits of a “darling doormat” and a “disagreeable dictator” are combined in one photographer. [12:58] Why the “darling doormat” approach often results in unhappy clients. [15:04] How clients feel on the receiving end of the “disagreeable dictator” approach. [17:07] What it looks like when a photographer steps into the role of “the expert” (or “trusted advisor”).  [21:56] Why you should drastically limit the number of images you show your clients.  [28:09] The difference between dictating and guiding.  [30:19] The realization which allowed me to move away from being a doormat. [34:34] Advice for dealing with clients who aren’t happy with their photographs, using a recent experience of mine as an example. [43:12] Emotions that clients feel when we take responsibility for our work.  [45:08] Where you can access the (free) booklet that we have created to help you have difficult conversations with your clients. [48:11] My favorite quote about success.    Links and Resources:Download a Transcript Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

If there is one thing all humans seek to avoid, it is pain. And yet, as business owners, we often face painful moments with clients. Moments that make us question ourselves, and our talent, and our ability to build a sustainable business. Too often, in these painful moments, we find ourselves responding from a place of fear. In order to save the sale and keep our clients happy, we roll over and give in to their demands…and then feel bitter about it.  And this starts to happen over and over and over again. So how do we change it? How do we use these painful moments with clients to develop effective policies, principles, and processes that protect how we do business? In today’s podcast I talk with Kathryn Langsford about some real life examples of pain points she’s experienced in her business, and the positive changes that have come out of them. The unpleasant truth is that painful interactions with clients are inevitable. It’s just part of owning a business. But we can either let them bring us down, or allow them to help us create positive processes that benefit ourselves AND our clients moving forward.    Timestamps: [00:59] One of the biggest pain points in the photography industry (which is the focus of today’s episode). [03:15] Kathryn shares some of the biggest challenges that she dealt with in the early days of her career.   [06:06] The fundamental goals of most photographers, and where so many of us go wrong on our journey of pursuing them.  [09:36] How Kathryn’s session fee has increased over time. [10:23] A process that Kathryn put in place to prevent clients from coming in for sessions and not ordering any portraits afterwards.  [11:33] My motivation for introducing an upfront product credit. [15:18] An important question that Kathryn asked herself which helped her determine her minimum price threshold. [16:13] What Kathryn’s initial conversation with a client will consist of.  [18:28] The principle that Kathryn and I have both based our business on, which ensures that we are serving our clients in the best way possible.  [22:36] A mistake that Kathryn made in an attempt to reduce client indecision.  [26:08] Why Kathryn made the decision to introduce client consultations into her business model, the resistance she faced at first, and how responded to it. [31:05] Why you should never give into the inevitable push-back you will experience from clients when you change things in your business.  [34:51] The factor which results in the majority of problems that we experience with clients. [35:36] Kathryn shares challenging experiences that she has had over the years with a long-term client.  [48:17] How Kathryn now knows she should have responded to the demands of this challenging client.  [48:54] Clarity is key!  [50:11] The reward that we (and our clients) receive when our processes are upheld.    Links and Resources:Download a Transcript Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Kathryn LangsfordWebsite | Instagram  

Welcome to the first episode of The ReWork Book Club with my book bestie, Mary Fisk-Taylor. We both agree that much of the success we have achieved in our businesses can be attributed to the lessons we’ve learned from books. This book club series is all about distilling the key ideas from some of our favorite books to show you how they made a difference in our business, how we applied them, and how they can best help you in your business. In today’s episode we discuss Carol Dweck’s Mindset, and Effortless by Greg McKeown. Mindset was gifted to Mary during a particularly challenging time in her life, and it completely changed her perspective on just about everything. Effortless, which she read afterwards, then helped her to put in place and sustain the practices which help her thrive.  Some of the key concepts that we discuss today are the difference between a fixed and a growth mindset (and how to cultivate the latter), learning fast versus learning well, letting go of perfectionism, and residual results.  We are all works in progress, and learning to look at the inevitable challenges of life as opportunities rather than problems will be transformative in ways you didn’t know were possible!    Here’s a glance at this episode… [01:02] What you can expect from the first episode of the ReWork Book Club! [02:18] The vital role that books have played in mine and Mary’s lives.  [03:44] How Mindset by Carol Dweck changed Mary’s perspective on life.  [05:19] Mary explains the difference between a fixed mindset and a growth mindset.   [06:28] Examples of how a fixed mindset prevents people from achieving their full potential.  [10:22] How Mindset helped us to better handle failure.  [15:17] Some of the lessons we learned from Mindset about raising children.  [17:17] Learning fast versus learning well.  [18:48] How the process of relationship building with clients changes as your business grows.  [21:26] An example of how people with a fixed mindset approach selling their products, and opposed to the approach used by people with a growth mindset. [27:11] Advice for dealing with clients who have a fixed mindset.  [30:09] Brief overviews of Greg McKeown’s books, Essentialism and Effortless. [31:33] Factors which prevent us from starting, finishing, and sustaining essential projects. [33:28] An explanation of the concept of residual results, and examples of how this can play out in real life.   [36:26] The benefits of starting small, whatever your final goal is. [38:38] Results from a study on how self-given pep talks influence peoples’ commitment to exercise.   [42:46] Benefits of breaking down your work into 90 minute chunks.  [43:46] Why you shouldn’t be worried if you don’t sleep straight through the night.  [46:01] Streamlining processes; one of Mary’s key takeaways from Effortless.    Links and Resources: Download a Transcript Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Hayes and Fisk PhotographyWebsite Mindset by Carol DweckBook Effortless by Greg McKeownBook Exactly How to Sell by Phil M. JonesBook Essentialism by Greg McKeownBook Atomic Habits by James ClearBook The Creative Habit by Twyla TharpBook 3 A.M. MelatoninWebsite

Today’s guests are beacons of hope, light, encouragement and class in the photography industry. Lesa and Gregory Daniel, who own and operate Gregory Daniel Portraits, have been perfecting the art of marketing since long before the days of social media, and they know what it takes to build a successful brand for their luxury portrait studio.  The first step is deciding who you are. Gregory Daniel Portraits started off as a volume business, but when they took a hard look at the numbers, they realized they needed to shift directions in order to build the business they really wanted. This they accomplished by mentally “erasing the board” starting over with a fresh mindset and uncovering who they really were, who they wanted to serve, and how to make it meaningful. In today’s podcast, we discuss the importance of picking a lane and staying true to it, strategies for bringing in well qualified new clients, Instagram tips for attracting the right clients, and so much more. Grab a notebook and pen, this episode is jam packed with pure gold.    Timestamps: [01:01] Introducing today’s guests, and what you can expect to learn from this episode! [03:41] One of the keys to a successful marketing strategy. [05:05] Why so many photographers enter the industry without a sustainable business model.  [06:05] How Gregory Daniel Portraits has evolved over time. [08:40] Where Lesa and Gregory learned how to run a Gold Standard business. [12:00] The moment when Gregory and Lesa made the decision to increase their portrait prices (and subsequently remove themselves from the wedding photography industry). [13:57] Gregory explains his ‘erase the board’ concept.  [18:25] The process Lesa and Gregory went through to transform their business into what it is today. [22:52] Why the way you present yourself as a photographer is so important.  [25:32] How Gregory and Lesa approached the marketing of their business when they first began creating luxury portraits, and how this has evolved over the years.  [26:51] Greg & Lesa’s Do’s and Don’ts for Instagram marketing. [32:44] The value of keeping your offerings consistent.  [34:10] How your brand should make your clients FEEL.   [38:38] What our best clients have in common with one another.  [39:50] One of Lesa and Gregory’s most effective strategies for finding new clients RIGHT NOW.  [45:30] Lesa and I role play some examples of initial conversations with potential new clients.  [51:43] Final words of encouragement and advice from Gregory and Lesa.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Gregory Daniel PortraitsWebsite | Instagram | Facebook Books we discussed: Difference by Bernadette JiwaBook The Five Second Rule by Mel RobbinsWebsite Storybrand by Donald MillerBook