The ReWork with Allison Tyler Jones

At its core, the art of marketing and selling involves guiding clients through the decision-making process. Yet many photographers encounter challenges in bringing transactions to a decisive close. We've all been there. Maybe the consultation wasn't clear enough. Maybe we have a hard time saying no to clients that are not the right fit. Or maybe the View and Order session is too overwhelming. Whatever the reason, we might find ourselves with clients that just can't seem to make a final decision. The amazing Kathryn Langsford joins me for this discussion about helping our clients finalize a decision. From running around like a chicken with her head cut off to now dedicating time to the right-fit clients, she really has been through it all. She is here to share her insights on how photographers can make more money with fewer clients while ensuring clients feel confident in their choices.  Imagine a View and Order session. Are your clients sitting through a 40-image slideshow with their eyes glazed over? Are they tired and overwhelmed at the end and then walk away to “think about it”? Or are they seeing your beautiful art of their beautiful family on their beautiful wall? Guiding clients to that final decision can be hard, but with some organization and making sure you have the bandwidth to serve them, these right-fit clients, this vision is definitely achievable. In this episode, you'll learn: How to achieve success with fewer clients Ways to smoothly guide clients to finalize decisions How to put aside “being busy” to focus on serving the right-fit client   Here's a glance at this episode: [3:34] - A great and absolutely attainable goal is to make more money with fewer clients. [4:36] - Kathryn and Allison both recommend The Pumpkin Plan by Mike Michalowicz to take the first step. [7:08] - For a long time, Kathryn felt that she had to give all her attention to her big spenders, but that isn't always the case. [9:10] - Be clear about the clients you need to let go. [10:53] - The best use of your time is to create art for your clients. Not run around like a chicken with its head cut off. [12:34] - We don't say no to small prints and holiday cards, but they are not the purpose for booking a session. [14:32] - How do we share changes with existing clients? They might not be the right fit anymore, but you won't know that until you share what you do. [17:18] - Allison prints a large version of a portrait to show after a session to give clients the feel of having an art piece on their wall. [20:03] - There are going to be clients that don't understand what you're doing and that's okay. [21:49] - There is a glorification of being really busy. [23:14] - The way you spend your time with clients is different when you are less busy. The way you serve your clients will be more meaningful. [26:09] - To help clients make a final decision, you have to be organized. [27:23] - All the steps to the process are easier to execute if you've got the time to think about them. [29:42] - For the health of your business, you have to consider what decisions your clients are making and what they're asking of you. [32:36] - Clients are thrilled with how easy a new method is. The view and order session is so much easier to make final decisions than sifting through 40 prints. [36:07] - When you change the way you do the view and order sessions, you help clients make a final decision. [39:21] - When you are spread thin, you won't have the bandwidth to serve your best clients.   Links and Resources: The Pumpkin Plan by Mike Michalowicz Kathryn LangsfordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Richard Marchisotto is a seasoned photographer who has been making significant shifts in his business over the past couple of years. Transitioning from a volume wedding model with multiple photographers to a luxury portrait studio,shooting less and making each session count more, Richard's journey embodies the evolution many photographers are considering making. As a valued member of our MindShift community and a former student of the Art of Selling Art™ course, Richard shares his experiences and the specific changes he's implemented to transform his business. Richard's story is one of dedication and adaptation. Beginning his photography career at an early age and continuing his father's studio legacy, he remains passionate about his craft and committed to excellence. During our discussion, Richard delves into the nuances of client qualification, emphasizing the significance of upfront communication and transparent pricing and shares insights into his studio's sales process.  In addition, Richard highlights the importance of continuous learning and innovation in the photography industry, specifically the need to stay on top of new sales techniques. Through it all, his unwavering passion for photography shines through, reminding us that success in this field requires both genuine love for the craft AND business savvy. In this episode, you'll learn: The possibilities of shifting away from high volume weddings How continuous learning impacts your business long term The importance of loving what you do   Here's a glance at this episode: [2:50] - Richard shares his background and the legacy of Sherwood Photography. [4:34] - The studio went from shooting hundreds of weddings per year to only 21 last year. He explains how his new pricing has made wedding shoots more of a boutique experience for clients. [6:12] - Your website should be a reflection of you. [8:51] - Richard describes a typical package for clients and how they've been able to print and design wall art in-house. [11:53] - One strategy that qualifies clients as the right-fit is to be upfront with a sitting fee. [13:04] - Richard shares the average sale price last year and the comparison of years past. [19:56] - Richard describes how he uses proofs to help clients envision their wall art. [22:09] - Going to conferences and learning about the craft is important, but what Richard is learning more about now is all about new ways to sell. [24:05] - He was born into this industry and felt from the time he was very young, he loved photography. Richard says he still loves what he does everyday. [27:30] - Your heart also needs to be fully in it to not only enjoy what you do but to also be successful.   Links and Resources: Download a Transcript Richard MarchisottoWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

In this episode, we are privileged to hear from Hildi Todrin, the talented photographer behind Crane Song Photography in Connecticut. Hildi is absolute proof that nice girls not only finish first but can thrive in building and running their own successful portrait studios. Though soft-spoken, she has the qualities of a great businesswoman, and with her love of learning and helping others, she has become a cherished member of our MindShift Community. Throughout our conversation, Hildi shares what she has learned and applied to her business, particularly from the Art of Selling Art course. We explore how she has integrated these concepts into her pricing strategies, which has left her with newfound pride in her business. As we discuss, Hildi explains the importance of transparency and upfront communication. You'll hear her ah-ha moments, her tips on selling albums in a new way, and how she was able to confidently step into the role of being a trusted advisor to her clients. Although her business has been successful for many years, Hildi is passionate about learning ways to improve. She took the pieces that resonated with her and they have not only enhanced her experience as a photographer and business owner, but has made the experience for her clients even better. She says it best when she says, “Finding the right-fit client is magical.” In this episode, you'll learn: The value of education at different points in your journey How to be up front and transparent with your clients How to find pride in your pricing   Here's a glance at this episode: [3:08] - Hildi loves education and learning new things. There's a lot available but certain things will resonate with you at different times in your career. [4:33] - Words matter. Be transparent and up front early on. [6:29] - When you are proud of your pricing, that is a level of confidence in yourself but also in your clients. [8:33] - When clients come in and don't value the price of your work, that's okay. The things they value may be different. [10:58] - Listen to your clients. They should be up front with you as well about what they want to buy. This will help you find right-fit clients. [13:47] - Don't try to convince a client to spend more money. Outline everything during the consultation and hold clients accountable during the session. [15:20] - Hildi lists some of the changes she's made to her business practice that has improved the experience for both her and her clients. [21:27] - Having pride in your prices also establishes yourself as an expert. [23:58] - Allison's goal as an educator has been for photographers to take the things she does and try them on for size to become a better version of the photographer they are. [26:12] - Hildi shares how she has incorporated candy bars and dog treats from Team Woofgang into her business model. [27:29] - This piece of community building is important to Hildi. [28:46] - Hildi would rather sell fewer albums at her current price point than more in the previous style. [31:18] - When we first start out, we are just so happy that anyone would pay us for something we love to do.   Links and Resources: Team WoofgangVision Art Hildi TodrinWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Welcome to another episode, where we tackle a topic that can feel intimidating for many of us – marketing. It's that thing we know we need to be doing but where/how do we do it? And how can we do it in a way that's not icky or too salesy? Our guest today is April Graves, a seasoned portrait photographer from Illinois, who brings a refreshing new look at marketing. With years of experience in the business and a background as a children's fashion designer for a luxury clientele, April has seamlessly integrated her unique approach to design and client care into her photography business.  In this episode, she shares her journey, discussing how she combines newfound knowledge and ideas from The Art of Selling Art course and our Mindshift Community with her existing knowledge to offer a fresh take on marketing. For April, it has been all about checking in on her existing clients and giving them the love the attention they need to come back time and time again for her to continue telling their story and sharing their legacy. In this episode, you'll learn how to: Simplify your marketing to be more personable and have a one-on-one feel Do less, but better Find a new way to say no and maintain boundaries Bring joy not only to your clients, but also to yourself   Here's a glance at this episode: [2:37] - April shares her background and a bit about her business in Illinois. [3:59] - She began serving luxury clientele as a children's fashion designer. [5:48] - April also designs and creates the costumes and fashion for clients to wear during their photo sessions. [8:01] - When raising prices, the only barrier is yourself. [12:07] - April has been in the business and was also an educator, but she still sought to learn more. [13:09] - Remember to always reach out to your existing clients. [16:01] - Of course we have to market, but one-on-one contact with clients is meaningful. Try less but better. [18:20] - Contacting your clients doesn't have to be about booking a session. Check in with your friends. [19:41] - In this business, you really have to love people. [20:38] - When your clients are your friends, do they get discounts? [22:16] - Photographers are not saving lives, but we are saving the client's legacy. [27:16] - April went through the Art of Selling Art course and shares the concepts that made the biggest difference for her business. [30:18] - We all have things in our business that are staring right at us that need to be changed and we don't see it. [32:27] - Finding another way to say no may open the door to something interesting. [37:01] - Write social media posts like you are talking directly to your existing clients and friends. [39:13] - Sometimes we try things that don't work or don't feel right. And that's okay. [41:08] - April's goal for 2024 is to bring joy to her clients that also brings joy to herself.   Links and Resources: April Graves Website | Instagram | Facebook Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Welcome to Season 4 of The ReWork Podcast! We're kicking off the New Year with a bang, and what better way to do it than with the incredible Tim Walden? Not only is he an industry icon, he's also a friend to all who know him and one of the most generous teachers in the business – seriously, you can take his advice to the bank.  In today's episode, we look at some of the pivotal moments in the history of the Walden's portrait studio and look at what they are doing right NOW to make their business relevant and forward-looking. Tim's commitment to always leveling up and improving shines through as he shares insights into his business, from new employees to fresh approaches in working with clients. If you're familiar with our podcast, you know that episodes featuring Tim Walden are consistently the most downloaded interviews, and trust me, this one is not to be missed. In this episode, you'll learn how to: Celebrate your clients and tell their story (not yours)  Make an imperfect plan and execute it, instead of wasting time trying to perfect it first Level up your brand and business by setting the client's expectations and then meeting them About Tim's latest hire and how she's helping Walden clients feel more spoiled than ever   Here's a glance at this episode: [3:25] - Tim's studio has been established for 50 years and Tim has run it for 40. [5:05] - The technical qualities are critical but only in order to carry the message uninterrupted. [6:59] - If you spend too much energy on competition, you lose the storytelling. [8:22] - You need to be approachable and conversational with clients. [10:31] - Celebrate the client. Capture their story. [12:04] - Tim shares some of what he's shifting in marketing and connecting with existing and new clients. [15:00] - This type of investment in Tim's business and in his clients' lives has had an incredible impact on his love for the work. [17:40] - Tim describes how he hired a new team member who was perfect for the team. [20:37] - There's a balance to strike to be different and over the top without losing the magic in storytelling. [22:43] - When there's something new to offer, like Tim's new designer sessions, it saturates his marketing and he truly believes in its value. [28:03] - As creatives, we always love to add things, but we fail to charge for it. We end up doing more and sometimes more isn't better. [31:23] - “Just make a bad plan and fix it.” [33:57] - Tim shares some of the things that have recently set them apart. [35:08] - Although set apart and strong in their brand, Tim shares what he has missed the mark on in the past. [39:11] - Tim admits that he is a bit of a control freak. [42:16] - We form the client's expectation of us. [45:19] - Over the next few years, there will be new ways that we find to finesse our business and take things to the next level. [46:35] - Allison recommends the book Sellers Be Sold by Grant Cardone. [48:41] - The tool isn't what makes the photographer.   Links and Resources: Tim Walden Website | Instagram Do The ReWork Website | Instagram Allison Tyler Jones Website | Instagram | LinkedIn  

We've all had experiences and interactions with clients that have made us question our career choice. These interactions might leave us frustrated, angry, upset, or just plain defeated. We replay these interactions over and over again to figure out where we went wrong. After all, we're in the happy business. Why would anyone get mad at us? Aren't we just doing what we can to make our clients happy?  No matter what, it is inevitable to have conflict at some point in your career. So, since we know that difficult clients are a possibility, let's be prepared. There are ways to expect and prepare for these interactions, ways to manage conflict, and ways to improve our client relationships. And I call them the 5 C's of Dealing with Difficult Clients. In this episode, you'll learn how to: Define what “difficult” is and what it isn't Manage expectations to avoid conflict and misunderstandings Handle unexpected conflicts and preserve the client relationship Here's a glance at this episode: [2:51] - Take a moment to define “difficult” and what “difficult” is not. [4:24] - Don't confuse different with difficult. [5:34] - To Allison, someone who is difficult is rude, condescending, will not play by the rules, or someone who is not going to be happy no matter what. [6:15] - The 5 C's are clarity, consultation, conversation, confrontation, and closure. [8:17] - Regarding clarity, the biggest mistake being made in the industry is posting an image on social media without any context. [8:59] - Allison's consultation process is designed to get potential clients on the phone to have a conversation as soon as possible. [10:32] - Allison shares some quick tips on how to get someone on the phone. [11:53] - A consultation helps manage expectations so people don't become difficult. [13:19] - The fourth C is a tough one: confrontation. Bring up areas of potential conflict before there's a problem. [15:12] - Listen to what the client is saying and if they use minimizing language. Confront that early on before it becomes a problem. [21:18] - The biggest mistake that portrait photographers make is when they think that clients are going to fall in love with the images so much that they won't care about the price. [22:59] - There is a difference between a difficult client and a disappointed client. [23:34] - But what about the unexpected conflicts? There are two stances you could take. [25:53] - Whatever stance you take, the client is going to take the opposite. [31:50] - Sometimes when things go wrong, the way you handle it can actually make the relationship stronger. [32:48] - No conflict is over until there's closure. [34:35] - Think about all of these steps and have a plan for potential conflict. Links and Resources: Download a TranscriptEpisode #058 How to Speak “Husband” Episode #003 Having a Successful Initial Phone Call Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Have you ever thought you knew how a conversation would go and then it took a surprising turn? Today's interview with Anna Kraft did just that. The direction it went took both of us by surprise in the best of ways. Anna Kraft has invested in top-rate education for her portrait business on her journey to find how her vision fits in a world full of photographers. What we find is that, along her education journey it's been too easy to lose herself while listening to other people; so much so that she's having trouble hearing her own voice. Many of us have been there. We look at what other successful photographers are doing and try to emulate their success. Ultimately, if we're smart, we figure out that simply we CAN'T be anybody else.  And the good news is the reverse is also true; nobody can be us.  We can take techniques and strategies from others and incorporate them—but to be authentic, we must run anything new through our brand's filter—the way WE see things—our point of view.  And whether you are just starting to find out what that brand is or you're an established photographer listening to too many voices, you will find a lot of inspiration in this episode.  And maybe, like Anna, you may already have what you're searching for. In this episode, you'll learn how to: Take strategies from other photographers and filter them through your brand.  Stay true to yourself and pay attention to what lights you up. Quiet the external voices and listen to yourself.   Here's a glance at this episode: [3:45] - Photography started out as a hobby for Anna, but became a business in 2014, starting out with weddings. [5:18] - Anna then learned about in-person sales and her life completely changed. [7:39] - After throwing herself into education and in-person sales, and experiencing her first successes, she did not want to go back to weddings. [8:52] - Anna realized that her brand wasn't really vibing with the community. [10:37] - Through some rebranding, Anna moved towards more traditional art pieces that are timeless. [13:17] - With rebranding, Anna maintains her older style with current clients. [15:24] - Because she is donating a lot of session certificates, Anna is finding that new clients are only coming in for the free session. [19:31] - Anna has completely changed her business model. [21:29] - Anna describes her consultation session. [23:26] - Allison believes that Anna's business instincts are very strong. But she's listening to a lot of different people. [31:03] - It is important to apply the education you've gone through to apply in your own style. Everything needs to go through your brand's filter. [32:44] - Allison proves that families do want to invest every year in portraits. [34:50] - Anna has always longed for a prestigious brand and Allison truly believes she already has it. [37:30] - After a challenging situation with a client, Anna felt unsettled and unsure of herself. [39:14] - Education should be valued, but not everything that is successful for one brand will be successful for yours. [41:30] - Anna and Allison discuss some brand inspirations and Anna's exploration of her new style. [43:09] - We are all a market of one. [44:50] - Anna grew up in a bubble and has had to be so brave in learning how to have formal conversations with clients. [48:03] - What is your filter? What's your own version of the brands you admire? [50:54] - There are different styles in family portraits and none of them are wrong. [52:48] - Don't start laying on language that isn't yours. You will find your way.   Links and Resources:  Anna KraftWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Let's check in. How are you feeling about what you're shooting right now?  Is every session making your heart sing with creativity or are you just checking the boxes off a shot list?  Are you leaping out of bed each morning excited to get to work, or are you dreading your next session because you're sick to death of everything you're shooting? Every artist experiences a creative slump. The trick is, how to get out of that slump as quickly as possible and today's conversation with Kathryn Langsford is going to help you do exactly that.  Join us as we talk about the ruts we find ourselves in and how to, quickly, motivate and inspire ourselves back to a creative mindset.  In this episode, you'll learn how to: Find actionable, easy ways to keep each session fresh and exciting Avoid shooting only from a “task list” Focusing fully on the clients and their personalities brings out your creativity   Here's a glance at this episode: [2:39] - We have all been at a point in our career where we've not felt in love with it. [3:40] - Creativity is hard to manufacture and problems are harder to solve. [4:42] - Sometimes something that we think is a problem, leads to something really great. [6:54] - For Kathryn, connecting with the people in front of her is what gets her creativity going. [8:50] - We're all going to have bad days. But paying attention to the individuals in front of you keeps you present and grounded. [10:17] - A new piece of furniture can make a huge difference. It could make you see things differently. [12:15] - When you get your style down, it is easy to get stuck in a rut due to lack of “playing around”. [13:59] - After moving to a new studio space, Kathryn felt very stuck because she couldn't figure out the lighting and angles that worked best. [15:52] - Allison spent a lot of time looking through interior design books to see how art and photography is displayed. It helped her find a lot of motivation. [22:18] - Kathryn shares the experience of shooting a family every single year for ten years and every year it's a new energy. [24:18] - For Kathryn, planning too much makes things harder for her to be creative. [27:20] - The personality of the clients, especially the children, make the biggest difference for creativity. [28:38] - When in a rut, Kathryn gets in the mode of making a “task list”. [30:37] - Creativity is not always energized by the same thing. [32:39] - Running through a set list is going to happen sometimes if a client has requests. [34:36] - Kathryn stuck with a really strict scheduling setup this year and it has helped her maintain her creativity. [35:47] - Manage your energy, rather than managing your time. [37:25] - Rotating through different props and furniture and moving over a few feet keeps things fresh.   Links and Resources:  Kathryn LangsfordWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Welcome to an all new ReWork Book Club Episode dedicated to one of my favorites: Oversubscribed: How to Get People Lined Up to Do Business With You by Daniel Priestley There are so many relevant and actionable principles in this book for our industry, and I've chosen the top three to share with you in today's episode.  In this episode, you'll learn how to: Define your capacity-how many sessions can you really shoot in a week/month/year? Create a philosophy for your business. Hint: The more defined it is, the better. Stick to your boundaries because you can't possibly serve everyone. Here's a glance at this episode: [2:18] - Allison is constantly asked how she finds the time to read, but she makes the time for it. [3:20] - The Kindle app is extremely helpful with the ability to highlight and take notes to pull up again on your phone. [5:02] - Define your capacity. Determine what amount of work you can realistically take on. [6:08] - Capacity is based upon your ability to deliver a full and remarkable solution to a person who can pay for it at a price that is profitable. [7:34] - Allison describes the way they have determined their capacity at the portrait studio providing services from start to finish. [9:27] - You don't need everyone because you can't serve everyone. [10:52] - Your value is much higher than you think to a small number of people. [12:55] - There is power in having a philosophy. Set your boundaries and your terms, protect your space, so you can deliver something special. [18:19] - A common mistake in this industry is not having a philosophy. [19:51] - It is common to have fear about your philosophy turning people away. But that's actually the point. [21:14] - Providing a low barrier of entry sounds like a great idea, but being clear from the start is important. [22:35] - Boundaries and rules are in place because you want to give a specific experience and you don't want to compromise that. [26:20] - Allison admits that she used to say yes to everyone and every job until she literally got sick. [28:47] - Specificity and exclusivity are different concepts. [29:50] - Listen to a summary of all the main points to apply to your business.   Links and Resources:  Oversubscribed: How to Get People Lining Up to Do Business with You by Daniel Priestley Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Welcome to the 100th episode of the ReWork! It's exciting to have made it this far and I have you, our listeners, to thank for listening and our many guests for lending their expertise. It's been 2 years of crafting information with one goal in mind:  To help portrait photographers: Uniquely Brand,  Profitably Price  and Confidently Sell  their Best Work!  With that in mind, I wanted our 100th episode to be dedicated to you, our listeners.  One of our very most requested topics is, of course, Marketing. It's the shiny new thing that we all like to chase. We love to hear about new ways to get our message out. Social media tricks, marketing funnels, SEO optimization, etc. etc.  The methods may change with technology - but the core principles remain the same because we are HUMAN BEINGS talking to other human beings.  We all want to get noticed, and “get our name out there.”  What I hear most often from photographers, “I just need MORE clients!”  or “I need NEW clients!”  If we're really smart, we know we need to get noticed by the right people–the best people for our particular business and in today's episode, our 100th episode, I'm going to talk about how to do just that, I'm going to share 10 ways to 10X Your Marketing (and last time I checked, 10x10 = 100! That's math that even I can do!) 10 Marketing Ideas that have changed my marketing from a spray and pray attempt to get anyone and everyone to a targeted, intentional effort that speaks to and attracts the very best clients for MY BUSINESS Join me as I count down 10 Marketing Ideas that will 10x your marketing.    Here's a glance at this episode: [3:05] - Number 10: Clarity and Communication.  [4:23] - Slow down and double check written communication to ensure that it conveys exactly what you want to communicate. [5:47] - Allison recommends the book Everybody Writes and the website Grammarly for support in written communication. [7:22] - AI tools like ChatGPT are also very helpful. [8:46] - Number 9: Define “more”. What does “more” mean to you? [10:24] - In 2022, 75% of Allison's clients were return clients. So her marketing focus is targeted on people who have booked her before. [13:01] - Number 8: Speak to someone. When you are posting on social media, think about the clients you want to bring in as a client and speak to them. [15:14] - Allison describes the ideal client for her services. [16:57] - Number 7: Create a database. This database is your business. [18:40] - Check out The Pumpkin Plan Spreadsheet that allows you to rate your clients in interesting ways to help organize your database. [20:12] - Number 6: Use your database and follow up! [21:49] - Allison uses her database to create her calendar. If she waited till clients called her, there wouldn't be many scheduled. [27:02] - Number 5: Create a plan. Set aside marketing time every week. [28:29] - Number 4: Anticipate client needs. Think about existing clients and what your ideas are for their next shoot before contacting them. [29:36] - Think about every little thing that a client could need or want before they think about it themselves. [31:11] - You don't have to implement all the new things at once. Add something new every year and keep building. [33:16] - Number 3: Run it all through your brand filter. [34:25] - If something trendy doesn't match your brand, don't do it. [35:02] - Number 2: Slow down and make it simple. [37:29] - A creator needs to be fully present and connected. [39:15] - Number 1: Make the value mindshift. If you don't believe it, no one else will. [40:50] - Clients want and need to be reminded and contacted. [42:17] - If we've created a memorable experience, odds are, the clients will be returning for more.   Links and Resources:  Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

If you're going to spend your day photographing kids, you'll need to be part circus clown and part shrink. Every kid is different. What works for one, is a disaster for another; so what's a nice portrait photographer to do?  The Client Consultation might give you an idea of what's coming your way. Is your session going to be hijacked by The Sassy Pants?  Or will The Slow Warmup need some extra time to acclimate?  Perhaps my personal favorites, The Difficult Kid or The Wild Card will keep you on your toes (or drive you crazy!).  Listen in to find out how to prep yourself for the challenging personalities coming your way this portrait season. Understanding each individual child is going to make your job easier and the expressions and portraits more authentic. Get inside their heads and learn some new directing techniques to give the kids what they want, while capturing the images that you want! In this episode, you'll learn: How to be prepared for every personality through the consultation process How to capture expressions for any personality type What tricks to have up your sleeve for different types of kid challenges Here's a glance at this episode: [2:16] - Allison lays the groundwork during the consultation. She asks questions about the kids and their personalities and relationships. [3:59] - She has found that the best clients are the ones that are really checked in to their kids and know how to explain their personalities. [5:07] - At the studio, Allison has a candy wall that helps with excitement. But she also asks questions about what they like that can help get them on board. [6:13] - Asking these questions creates collaboration. [7:02] - Treat the kids with the same respect you extend to their parents. [8:18] - Every kid is different but there are some common personality types that Allison has seen, like the Slow Warm Up. [10:45] - What can you do with “The Sassy Pants”? [13:02] - During the consultation, Allison tells the parents not to tell their kids what to do. If you get the kids on your side, you get their real expressions. [14:39] - There are times that you'll experience a difficult child. There are clues in the conversation with their parents. [16:36] - Telling a child that they don't have to cooperate may actually be the key to getting them to do just that. [18:43] - Allison shares a trick she uses with difficult children to give them the motivation to cooperate and feel seen. [26:36] - “The Wild Card” is never going to sit still and they will do anything for attention. But Allison loves these kids because they make the shoot interesting. [28:24] - Think about the kids you have had in the past or are working with currently. Which ones are the hardest for you? [30:14] - A rule that Allison has is for the family not to bribe the kids to cooperate. [31:25] - A common mistake that photographers make is not being 100% ready to go right when the kids get there. [33:24] - Look at what is in front of you. If it isn't working, move on. [35:13] - Avoid getting the energy amped up too soon. [37:40] - After a session, have a debrief with your assistant or on your own. Take down notes of what went well and what didn't.   Links and Resources:  Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

Sometimes the best inspiration for your business is outside our industry. In fact, some of the best ideas I've had for my business have been gleaned from the fashion world, the design world, even the automobile industry. If your goal is to become a luxury portrait photography brand, then you might look to other luxury brands like luxury cars and clothing. Today's guest is my daughter-in-law, Careesa Campbell Jones, a marketing manager who spent many years marketing for Ferrari, the luxury car manufacturer. In our conversation today, you may be surprised by some of the seemingly counterintuitive marketing strategies that have set Ferrari apart from other luxury vehicles.  Can you walk onto a Ferrari lot and pre-order a new Ferrari? Nope. Will you ever see a Ferrari ad on TV? Not gonna happen. Why does the marketing of luxury goods differ so widely from the mainstream and how can you absorb these lessons to make your portrait studio into a luxury brand?  Listen in to learn more.  In this episode, you'll learn: Marketing strategies that will set you apart How client retention is the most important focus of a luxury brand Why the experience is more impactful than the product itself Here's a glance at this episode: [2:34] - Welcome to the show, Careesa! Careesa shares her background and how she wound up working in marketing at Ferrari. [4:42] - You won't see a television ad for Ferrari. Their clientele aren't watching television. [6:09] - Ferrari is extremely selective on the clients who qualify for pre-ordering a brand new car. [7:49] - Allison notes a similarity between the way Ferrari works to a luxury photography brand. [9:30] - Just because you don't see the marketing, doesn't mean it's not happening. [11:22] - Ferrari is in the business of providing an experience. [13:04] - The salespeople at Ferrari hold themselves to a higher standard. [15:29] - Careesa explains how marketing events work at Ferrari. [17:01] - Do not run ads to clients you don't want. [23:18] - You don't want to exclude people, but you want to attract the people who absolutely love the brand. [24:56] - A good marketer won't be selling a product. They will be offering a solution to a problem that leads a buyer to their product. But luxury brands might be different. [27:18] - It can take time, but you should have a vision of what your ideal client is. [29:11] - Once you build this brand, then the focus changes to client retention. This is Careesa's favorite part. [31:28] - Family portraits can be stressful. Make the experience something to look forward to. [33:16] - Allison shares the impact of having an experience curated for her during a photoshoot. [36:02] - The prep work is really important. What can you give them during the consultation to get them excited to come back? [39:56] - The luxury brand focuses on client retention.   Links and Resources:  Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

How often do we get in our own way?  It happens all the time, especially as a photographer.  We look for inspiration from other photographers (a little too much) We make changes based on trends instead of our gut (“What's everyone else doing?”) We get stuck in a rut because we don't slow down long enough to be intentional about our work and how we are doing or delivering it to our clients We do all of this when what we really need to do is erase the board. Erasing the board is a concept from the brilliant minds of Gregory and Lesa Daniels who have had a thriving, successful photography business for many years. Through the years, there have been many iterations of their business and each time they've needed to pivot and make a change - they “erase the board;” starting over, if you will from a place of “what if?”. They're currently entering a new phase of their lives (hello grandkids!) but they still love what they do. So they have a decision to make, keep working the same way they always have, or reimagine their schedule and their lives to incorporate what is most important to them both at work and in their personal lives.  If you are a portrait photographer trying to figure out how to keep paying the bills with your work, while maintaining some personal freedom, this conversation is exactly what you need. In this episode, you'll learn: How to give yourself permission to dream about what's possible. When to slow down and erase the board. Why you should look outside the industry for inspiration.   Here's a glance at this episode: [2:51] - There have been many iterations of Gregory and Lesa's business. They share some of the things that go into making decisions to change. [5:38] - For Gregory and Lesa, a lot of the changes they've made in their business have lined up with their kids. [7:39] - The shift from weddings to portraits is very common. [8:43] - You have to give yourself time to dream about a change. [10:50] - There are some questions to ask yourself when you feel the itch to make a change. [12:01] - What would it look like if it could look different? [15:54] - The first step is to just give yourself permission to dream about what is possible. [17:09] - You don't dream and then make a massive change. You need to learn the skill before implementing something. [21:22] - While maybe you sell one or two things, you can offer many other things that you don't have to market. [25:21] - Clients have been trained to only want 8x10s and 5x7s. We need to open their eyes to what is possible. [31:32] - Gregory and Lesa explain how their dreaming turned into making a change. [34:08] - The vision doesn't have to be completely clear before you start to create it. [36:08] - When making big decisions, there are a lot of things to consider. It has to clear a lot of “gates”. [39:20] - Your brand really comes first. [41:56] - Your brand is built by what you know. But you can intentionally decide what you want your brand to become. [43:28] - You can give yourself permission to stop and start over with your brand in mind. [45:57] - When you erase the board, you aren't erasing yourself. [48:04] - To find inspiration, you need to look outside the industry. [50:03] - With the busy season coming up, take the time to dream now. [53:07] - Gregory and Lesa share the changes they have come up with to ensure that they have time for the things they love and their grandkids. [56:54] - After dreaming about their “hibernation,” they had to figure out all the little things. [60:09] - The key is to be intentional.   Links and Resources:  Gregory and Lesa DanielWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler Jones Website | Instagram | LinkedIn  

As human beings, we all struggle with our fair share of self-doubt; but when it comes to running our businesses there are so many more areas for those doubts to creep in. Whether it is doubting your work, your pricing, or in the case of today's podcast guest, facing an uncomfortable situation with a client, self doubt can paralyze us and cause us to act in ways that aren't in our best interest.  Ways like: Getting Defensive Shutting Down Over-explaining Discounting out of Fear Or a host of other, less-than-helpful reactions that, if not checked, can put our businesses in jeopardy. Kerra Fischer has been a solopreneur with a thriving portrait photography business for 10 years. She is also a member of our MindShift community. She is intelligent, kind, and asks great questions. Kerra joins us today with a client dilemma and she's agreed to let me do some one-on-one coaching to help her move forward.  In our conversation Kerra opens up about a situation that she knows she needed to handle differently but didn't have the right words at the moment (sound familiar?).  Even after 18 years in business, even after refining my process over and over again, I STILL run into client conversations that set me back and make me question myself.  How I move forward is to process those interactions afterward. I replay the situation, try to diagnose the problem and analyze how I might have done it better so that, next time, I HAVE the words and I'm prepared. In today's episode, Kerra and I will role play scenarios together and discuss common problems that hold us back and how to overcome them. I hope you find something helpful for your own client interactions. Let's do the Rework! In this episode, you'll learn: Ways to explain how changes you are making benefit the client Strategies to use in uncomfortable conversations How to prepare for or prevent difficult client interactions    Here's a glance at this episode: [2:24] - Welcome to the podcast, Kerra! Kerra shares a bit about herself and her business. [3:38] - Kerra asks fantastic questions because she is willing to say that she doesn't know the answer and wants to learn. [5:29] - One of Kerra's great existing clients who hadn't had a session in a long time received a call to set up a session time, but it was after some business changes. [8:15] - In this situation, she didn't have the confidence and the right words to reassure the client. [12:18] - Because this client is one that she already has an existing relationship with, Kerra was very concerned that she upset them. [14:31] - Allison and Kerra do a roleplay scenario to provide options on what could be said to help the situation. [18:40] - When it comes to changes, existing clients may not see the benefit to them. [20:49] - Allison shares that she is quick to want to make changes, but has to slow down to see what the possible consequences are. [22:50] - In this situation, Kerra feels uncomfortable because she reached out to the client and then proceeded without letting them know of the changes. [28:13] - Allison and Kerra do a roleplay but this time they act as if Kerra had communicated the changes. [31:47] - The client doesn't care about why you made the changes. The client cares about how it benefits them. [33:50] - Get the client exactly what they want and quote them for the things that are not important. They may come back and get more later. [36:16] - Good clients will stay quiet.  [37:18] - When we talk too fast and we're trying to gloss over, it feels very shady. [39:29] - When you're not 100% sure of what you're going to say, your lack of confidence will come across as sales-y and shady. [42:32] - It will mean a lot to the client to notice their discomfort and address the concerns. [45:10] - Most portrait photographers are solopreneurs and it can be lonely. The Mindshift membership is a great way to connect and learn.   Links and Resources:  Kerra FischerWebsite | Instagram | Facebook Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

There is no lack of photography education in this world. You can find just about anything on YouTube, TikTok, Instagram, it's all there for the viewing. Sometimes it feels like everyone has a class or a tutorial to sell you– so when you want or need to learn something new, how can you possibly wade through it all to find what you need? And, more importantly, who can you trust?   Today's guest has some answers for you. Angela Kurkian is the Director of Education at Professional Photographers of America and is not only a passionate advocate for business education, but has been in the trenches of portrait photography for decades.  We will discuss the best, FREE, resources for business education out there and Angela will share the most common mistakes and myths that have so many photographers stuck instead of moving forward. Don't let the confusion and overwhelming search for education slow you down. Angela has all the resources you need, no matter how long you've owned your business, in business foundations and beyond. In this episode, you'll learn: How to find valuable business education opportunities for free. Why business education is so important for portrait photographers. How to determine the skills you need to improve upon.   Here's a glance at this episode: [3:48] - Angela has been a member of PPA since 1994 and has seen a lot of change in the industry when it comes to education. [5:52] - There are so many different types of education on many topics. It is best to layer different types together. [7:13] - Start with PPA for business education. A good mentor is very impactful. [9:48] - Angela ran a business for 22 years but didn't learn how to effectively run a business until 7 years in. [12:12] - Once you can see the benchmarks, it is so much easier to understand. [13:48] - Allison shares how she started learning through PPA. [15:03] - Portrait photography is an amalgamation of manufacturing, a service, and retail. [16:48] - It is such a mindset shift to learn that your time is valuable. [19:06] - Photographers create the experience. You cannot separate the experience from the image. [20:59] - Get out of your own way. It's not that your clients don't value you. It's that you don't value your own time and work. [22:23] - YouTube videos are great for some things, but the business foundation is important to build. [25:27] - PPA offers great classes on all of the business foundations and they are all free. [27:23] - No matter how long you have been in business, these foundations and fundamentals need to be learned and looked at every year. [30:16] - Notice what you know you are good at but areas that need to improve. Look for the education opportunities in those areas. [33:49] - Angela describes some success stories of photographers who have gone through the courses that would improve their business. [35:36] - Allison went from thinking she needed to toot her own horn to bragging about her clients. [39:39] - Look at PPA's website and take a look at the vast amount of resources, specifically the PPA Business Guide. [42:01] - Angela describes the lessons she learned in taking a break. [45:03] - What do you really want? [47:50] - You can learn so much theory, but you have to actually apply it.   Links and Resources:  Angela KurkianPPA Website | LinkedIn | Email  Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

Welcome friends to Season 3 of The ReWork Podcast! It's that time of year again, time to dig back into your business and make this the best holiday season yet. And today's topic is meant to help you do exactly that. It also happens to be one of my favorite topics - Client Consultations.  First of all, are you providing clients with a consultation?  If you are, how are they working?  What's not working?  I would submit that there is NOTHING in your business that can impact your success more than making small, but important changes to how you conduct your client consultations.  This is an area of my business where I spend a lot of time finessing, evaluating, reworking, rethinking, and reflecting on how I can make them more effective for my clients and for our business.  We know that building relationships equates to the best experience and creates clients that keep coming back (and tell others). The consultation is another opportunity to do that and establishes the trust you and your clients need to make the most of your time together capturing the perfect image.  Listen in as I tell you how we've ReWorked our Client Consultations. In this episode, you'll learn: Why you should be doing consultations–but for REAL! Points you MUST cover with your clients to get on the same page. Tell-tale signs that your current consultations need some tweaking.   Here's a glance at this episode: [3:03] - Consultations establish trust with clients through transparency. [4:02] - We don't want clients to be blindsided and surprised by anything in the process. [5:06] - How do you know if your consultations need some tweaking? [7:04] - When more money is being spent, clients need more time to understand and decide. [9:19] - Consultations also become more collaborative and less salesy. [10:46] - A client's opinion of a consultation comes from your presentation of what it is and why it's important. [12:53] - In the first phone call, we set the tone for each appointment. [14:23] - Virtual consultations are an option as well and can be productive if the client is not distracted or multi-tasking. [15:50] - What are the goals of a consultation? [17:56] - Defining the scope of work during this time is extremely important. [21:30] - Learn about the ATJ Game Plan Booklet. [23:15] - The mistakes Allison makes now in consultations are different from the ones she made in the beginning. [24:23] - The first phone call is not for the details. That is what the consultation is for. [26:17] - A big mistake is not talking about price at all. [28:39] - Another common mistake is talking too much about how and not what. [30:54] - Different clients have different questions that need to be cleared up. The consultation is the time to answer these questions honestly. [33:21] - Commitment is hard and most people will delay big decisions. [34:27] - “Is that going on the wall or is it going in an album?” [35:31] - Another mistake is not listening for qualifiers and minimizing language. [37:25] - In Allison's experience, she has never had a client go away angry because she was honest and transparent with them. [39:02] - What if they cancel? Some of them will, but without exception, they will thank you for your time and realize what you do as special. [40:59] - Starting consultations this way can be scary and it's easy to fall into common mistakes. But a good consultation is an absolute game changer.   Links and Resources:  Do The ReWork Website | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

For the last episode of Season 2, we have none other than our own Kaitlyn Beagley, Client Coordinator extraordinaire at Allison Tyler Jones Photography. Since her start with ATJ in 2021, Kaitlyn has taken the client experience to a new level and continues to amaze me with her creative ideas that make every client feel special and confident. In our conversation today, we talk about a wide range and variety of ways we surprise and delight our clients at ATJ. Many of these initiatives are super simple to implement and can make a world of difference in the client experience. In this episode, you'll learn: Ways to make clients feel special with VIP treatment Initiatives that get clients back in the door without feeling pressured How to create a memorable experience for the whole family   Here's a glance at this episode: [2:05] - Kaitlyn started working with ATJ in 2021 but began as a client. [3:07] - When she began working in the studio, she thought she had a good idea of what the process was like, but she learned what happens in the background. [4:35] - Kaitlyn describes the learning experience when it comes to calling clients to get them back in for portraits. [6:11] - The main challenge for Kaitlyn is discussing scheduling with some clients who don't realize the value of their own time. [7:40] - One way Kaitlyn goes the extra mile for clients is to know the schedules of the schools in the area and when families might have weekdays available. [9:03] - A recent initiative at ATJ Photo is texts sent to clients to update them on the status of their portraits. [11:09] - At ATJ Photo, Kaitlyn makes sure clients have VIP treatment with their own special parking spot and even refreshments. [13:33] - The second clients walk in, their confidence is boosted and the whole process is going to be great. [14:43] - Kaitlyn also asks parents questions about music their children like and creates a fun environment. [18:07] - Since Kaitlyn has started at ATJ Photo, she has added candy and treasure box items for kids that make them feel special and proud after their sessions. [21:09] - It is okay to reach out to clients a couple of times. Life is crazy. [22:45] - Overcommunicating is not a problem.   Links and Resources:  Do The ReWork Website | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn Squishmallows Zipper Bracelets Slime Balls Waterbottle Stickers Bouncy Balls Invisible Ink Pens Mini Rubix Cubes Candy Bar Assortment Mentos Zotz Milk Bones (for dogs) Mini Playdough 

In our third, and final, episode of our Dad Series: What Real Men Think of Family Portraits, we are joined by another family man sharing his love for the artwork that adorns the walls not only in his home, but in his office as well (in a BIG way). As you'll hear in our conversation, Bob Cunningham is first and foremost a family man, but he is also the CEO of a commercial truck dealership that serves most of the western United States. With such an important role in the company, Bob has taken a unique approach and filled the walls of his office with continuously updated family portraits. In fact, these portraits have become so important to him that he is the driving force behind making sure they are updated and scheduled every year. And with 5 children and 21 grandchildren, you can imagine the project he undertakes to make it happen. Listen in to our brief conversation about what portraits mean to him personally, but also, how portraits in his office project a message that is on-brand for his business as well.  In this episode, you'll learn: A unique perspective on using family portraits in an office How family portraits are impactful for large families Ways to design a gallery wall in different environments   Here's a glance at this episode: [02:23] - Bob is the main driving force of family portraits and he actually gets some pushback. [3:36] - What is paramount for Bob is that his family portraits are displayed in his office which is very important to him. [5:09] - With a large family and with family members living out of state, it is chaotic to get portraits done, but it is wonderful to have everyone together. [6:54] - One thing that sets the Cunningham family apart is something unique they do in their gallery wall. [8:31] - Even with the pushback from some family members, the result is worth it to everyone. [9:53] - Having a family gallery wall in his office is unique and many clients and customers take notice.   Links and Resources:  Bob Cunningham Website | Instagram Do The ReWork Website | Instagram Allison Tyler Jones Website | Instagram | LinkedIn  

In my opinion, the greatest compliment a man can receive is that he is a family man. And that is certainly true of today's guest, Tommy Stapley, who is our guest for Part 2 of our Dad Series: What Real Men Think of Family Portraits. Tommy Stapley is a real estate developer by trade, but a dad and family man at heart. This has made him an absolute lover of family portraits. Not only that, but he has also become an ambassador for ATJ! Many clients have booked sessions based solely on his recommendation. In our effort to continue answering the question: “How do you get dads on board for family portraits?” You'll get so many good ideas from Tommy because he is 100% on board every time and in this episode you'll hear what he has to say about why family portraits are important to him. In this episode, you'll learn: How preparation can make all the difference The impact of a gallery wall in your home What is important to dads when it comes to family portraits   Here's a glance at this episode: [02:11] - Tommy shares what he does as a real estate developer. [03:39] - Even when he's not as excited about photos as his wife, Tommy is always on board because it is something important to her. [05:24] - Growing up, family portraits weren't on the wall. [06:24] - Tommy's wife was prepping him for years in going to ATJ for the more expensive artwork she wanted. He describes the experience. [07:37] - The preparation Allison did for the session made the experience fun and personal. [09:03] - Tommy doesn't miss a year for portraits, but doesn't always work exclusively with ATJ. They like the variety and use ATJ for milestone artwork. [11:49] - Their gallery wall is a conversation piece in the home that everyone is drawn to. [13:06] - Tommy shares the story of a friend who he “gave the hard sell” to. [14:38] - Women are typically sold to through their emotions, but ATJ doesn't like to work that way. [15:49] - The impact is hard to describe, but family portraits have been and will continue to be very important to Tommy and his family. Links and Resources:  Tommy Stapley Website Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

“How do we get the dads on board?” “How do you handle the grumpy husbands?” “What if Dad decides to tank the sale?” Historically, dads aren't as excited about family portraits as moms are. Perhaps it's because they weren't the ones to plan the session and are likely the ones that will be most concerned about the bill.  Maybe it's because their wife has been ordering $3M worth of clothing over the last month and stressing about every detail involved with the photo shoot.  Luckily, we have some great dad clients that not only love their portraits, but are even the driving force for their family scheduling them and seeking the service. Unicorn Dads! Let's find out directly from the horse's mouth how we can better serve the entire family and get dads on board with the process. Today is the first of a series of episodes to learn what real men think about family portraits. Kicking off the series is Dr. Ben Larrabee, an orthodontist, fellow business owner in our community, and ATJ client. He has so many pearls of wisdom that will surprise you, because what could orthodontics and photography ever have in common? Turns out, quite a bit! In this episode, you'll learn: How to appeal to dads during family portraits What to consider when talking to the whole family The lasting impact your work has on families   Here's a glance at this episode: [03:37] - Dr. Larrabee shares his background and what he does in his community. [05:01] - For Dr. Larrabee, he wants to love everything he does, even down to the photographer he uses. [06:07] - Historically, men don't seem to care about family portraits. Moms are usually the ones seeking the service. [08:10] - The best clients (and patients for Dr. Larrabee) are the ones that ask questions and trust the process. [09:36] - Dr. Larrabee not only loves the photography, he shares why he appreciated the service of placing the art on the wall in the perfect size. [10:50] - His family portraits remind him that time is moving quickly and gives him the opportunity to appreciate memories. [12:57] - Try to flip it. If you are the client coming in, what do you expect as a consumer? [14:06] - Dr. Larrabee shares how he handles clients who are not willing or unable to pay for the service he provides. [16:22] - Everyday is a good day when you are doing something you love. [19:32] - Relationship building is not only important but it's amazing when you see these families grow. [21:26] - Oftentimes, dads get involved when it comes to the bills. Dr. Larrabee shares his advice for getting both mom and dad involved. [22:58] - Try to never judge and stereotype. [25:03] - Dr. Larrabee describes what his family portraits mean to him and his kids.   Links and Resources: Do The ReWork Website | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

This episode features the most special guest we've ever had on the show, my husband, Ivan Jones. Beyond being the kindest man you'll ever meet, he is also extremely smart and he brings so much to our business that I never would have been able to achieve on my own.  Ten years ago, Ivan left his career in manufacturing and came into our portrait studio full time. Over the last decade, we've learned how to work with each other and still stay married.  We've learned how to play to our own strengths and get out of each other's way (the key is separate offices). Even if you never intend on working with a spouse or partner, listen closely, because the tips and tricks to making a relationship work in a business applies to hiring and working with employees as well.  In this episode, you'll learn: How to play to each person's strengths What changes to make if something isn't working The benefits of working with your spouse   Here's a glance at this episode: [02:47] - Before coming into the studio, Ivan worked in manufacturing. [04:27] - When blending their families together, it was almost impossible to schedule time together working in two different industries. [06:19] - You're going to want each person to contribute with their strengths to the business and not have redundancy. [08:30] - Ivan shares the tasks he works on in the business that play to his strengths. [10:01] - In the beginning, Allison didn't value Ivan's strengths because he didn't do things like her. But having someone who sees things differently is important. [11:40] - As a solopreneur, you don't usually see your flaws. [13:43] - Whoever is going to be using a program the most between business owners, needs to be the one to make a decision. [14:56] - What is The Pumpkin Plan? [17:44] - Another one of Ivan's strengths is seeing the big picture. [19:59] - Separate offices are better for Ivan and Allison. [21:12] - One thing to consider before working with your spouse is to have time that is separate. [22:26] - Make sure you are cross training other employees. Don't let it just be one person that does specific things. [25:17] - Ivan uses the skill of backwards scheduling learned in the manufacturing industry in the studio. [27:58] - Taking the time and going through every process in the business to understand the time each task takes changed the way they work. [30:18] - Ivan shares the strengths Allison has that makes the business unique. [33:01] - Working with your spouse can be amazing, but take the time to learn ways to support each other and what your strengths are.   Links and Resources: Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

If you've ever found yourself in a group of photographers talking shop, it won't take long for you to hear the common “That might work for you, but it won't work in my town.” Sometimes we find ourselves in the company of those kinds of people and, honestly, sometimes we are those people; believing that success can happen for everyone but us. Today's guest proves that success is within reach. Even if you live in a less populated area of the country. If portrait success can happen in Billings, Montana, then it can happen anywhere. Rudi Marten is the second-generation owner of Clark Marten Photography in the sparsely populated city of Billings and in today's episode, he shares how he was able to take his parent's small, home-based business to a stunning high-end studio and industry powerhouse. This is the inspirational story of the Marten family's portrait business and what Rudi is doing as he takes the next generation of Clark Marten in a completely new direction.  In this episode, you'll learn: Core values that have shaped Clark Marten Photography The influence portrait photographers can have on their clients How to shift to high end and high volume (you don't have to choose!) What marketing looks like in a small community   Here's a glance at this episode: [02:45] - Rudi's parents are now fully retired and he purchased the family business from them. Rudi shares the beginning of the studio. [04:26] - The studio space is designed to be something completely different than what people in the community have ever seen, but still felt intimate. [05:46] - Initially, the business wasn't designed to make a lot of money, but Rudi's mom changed that. [08:10] - Rudi never intended to take over the business, but he fell in love with how photographers can make people feel. [10:50] - Rudi describes the changes made to the business in the last couple of years. [13:08] - The brand can continue without the main person starting it. [14:50] - Photographers have a unique opportunity to make people feel beautiful and confident. [16:41] - Price did not change, but with the hiring of multiple photographers, they are also high volume. [18:07] - “What did we accomplish today and who did we influence?” [19:53] - With a small market, marketing might look a little different to Rudi's business. [22:01] - All of it comes down to how to get appointments on the calendar. [23:12] - There are resources available and some things to learn when it comes to starting a Facebook funnel. [24:40] - More leads are not going to help you if you don't continue to talk to the clients you already have. Start with them. [26:20] - What does Rudi look for in a person when hiring for someone to communicate with clients over the phone and book clients? [27:50] - Rudi emphasizes that this isn't just a sales call. This is influential work. [28:56] - Reviews are important. Rudi shares the ways they follow up for them. [30:57] - Using a session fee strategy, they were able to change to an indoor model. [34:08] - Rudi describes the initiative in cutting session times down just by a few minutes and how much it has boosted productivity. [37:11] - It's important not to change everything all at once. Start small and change things bit by bit. [42:07] - No matter what, you're going to have pushback from someone.   Links and Resources: Rudi Marten Website | Instagram Do The ReWork Website | Instagram Allison Tyler Jones Website | Instagram | LinkedIn  

We've heard that seeing is believing. But in the case of today's guest, Allison Gallagher, believing is seeing.  For years, Allison ran, what she thought was, a sustainable business. But as she continued to learn and level up after becoming a Mindshift member she says, “I was doing but not believing. My mindset didn't keep up with the growth.” Allison sits in the hot seat today and keeps it real with us as she continues to work on believing in the value she provides to clients. Allison is the portrait photographer behind Allisonanne Studios in Hammonton, New Jersey. She recently received a challenging question from a client that we can all relate to and is seeking some guidance on how to manage the situation. So the format of this episode is a little different and you are going to learn so much through our conversation. In this episode, you'll learn: How to step out of “convincing energy” through convincing yourself The value you provide to clients starts with you How to effectively communicate your value When it is best to say no to taking a client   Here's a glance at this episode: [03:16] - Allison has been in business for 16 years and describes what she specializes in. [04:15] - Recently a client has asked Allison for a generational session but only wants an 11x14. [05:54] - We get to decide what kind of business we're running. [07:44] - Generational sessions are more costly and with the amount of work involved, it probably isn't worth it for just a couple of framed photos. [09:31] - ATJ describes how she organizes and gets things in order during a pre-production phase of a generational session. [10:53] - The first thing out of a client's mouth isn't typically what they want. They say what they want based on what they know. [13:20] - A lot of times we feel defensive when we're asked a question, especially when it comes to cutting costs. [15:10] - When things change and we want to become defensive, we need to take a step back and have a conversation. [17:01] - Don't take on the things you don't see the value in or you know isn't the best for your clients. [19:43] - Clients are not problem aware. It is our job to educate them. [21:18] - ATJ gives a possible answer to Allison's client question. Do you really want to spend that much money on just an 8x10? [23:54] - Look at problems with the client focused mindset.  [26:20] - You have to believe that you are serving the client to the best of your ability and if what they want is not the best use of your value, you might have to say no. [27:41] - Our brains want to tell us all the reasons why a client would say no to something, but you can find the evidence that they'll say yes. [31:09] - We don't have to get the point of being beaten down to set boundaries and build the business you really want. [34:10] - Clients ask questions because they trust you. [36:18] - Allison admits that she feels like she doesn't add enough value for what she charges. But ATJ thinks she has the value but needs to communicate it. [38:44] - What is convincing energy and how can we change it by convincing ourselves? [43:09] - You weed out clients who don't want your service by simply communicating what you offer. [45:52] - Think about the ways you can make something work even when your brain is trying to show you negative evidence. [47:53] - If there is anything in your life you are not happy with, change is possible. It all starts and ends with our thoughts.   Links and Resources: Allison GallagherWebsite | Instagram Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn

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

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

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

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

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

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

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

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

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

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

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

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