If only we could actually do all the things our clients THINK we can do in Photoshop….am I right?Today, we're digging into the world of portrait retouching – that magical process where we take already stunning images and make them even more polished and perfect. And that means, Stacey Hemeyer, ATJ Photo’s Associate Photographer and Retoucher Extraordinaire is joining us for a long overdue convo about all things retouching.Clients may come to us with wild expectations, thinking we can perform Photoshop miracles and transform them into unrecognizable beings; and sometimes we can, but SHOULD we?And then there are clients who are completely wowed by what they thought would BE impossible. Retouching can absolutely change a client’s experience, but we’ve got to know how to balance expectations with results.Stacey shares valuable insights on how to handle these situations with grace and professionalism, ensuring that our clients understand what's possible and what's NOT.We’ll also cover some essential tips and tricks for navigating the delicate balance between enhancing images and maintaining authenticity. We’ll be discussing retouching preferences with clients before a session and whether or not you should provide proofs for approval prior to printing. It's not always smooth sailing in the world of portrait retouching but Stacey shares some entertaining and enlightening stories about retouching gone wrong – and right! – giving us valuable lessons on what to do and what to avoid.In this episode, you’ll learn:The appropriate times to retouchQuestions to ask clients before and during a shoot regarding retouchingSituations where retouching should be avoidedHere’s a glance at this episode:[3:16] - Sometimes clients have questions about retouching before a session. Stacey explains to clients that the photos need to look like them.[4:39] - The amount of retouching also depends on who is buying the photo.[6:37] - Photographers all have a different philosophy on retouching and the type of shoot it is makes a difference.[8:40] - You have to consider your brand when you’re retouching. What do you want people to notice about your work?[10:39] - Stacey shares a story about unrealistic expectations.[12:41] - The majority of ATJ clients approve retouches after the first viewing of them.[13:50] - Stacey provides retouches as a proof with a watermark in a PDF through email.[16:03] - Managing the back and forth can be a challenge, but there are some solutions.[17:56] - Stacey shares how she learned the lesson that just because you can do something, doesn’t mean you should.[19:33] - There are things that are definitely a no-no when it comes to what to retouch.[22:11] - Guide clients with questions about retouching things out, like braces, scars, and acne.[26:12] - Allison shares the story of how retouching and reprinting a family portrait absolutely changed a negative into a positive.Links and Resources: Download a TranscriptDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedIn

Today's episode is one that hits close to home for many of us: using charitable auction events as a way to market our photography businesses. Now, before you roll your eyes or sigh in frustration, let's discuss. Donating a session to a good cause SEEMS like a great idea. We cross our fingers for some buzz and new clients, only to feel a bit let down by:Never hearing from the auction winners at allA less-than-amazing sale after shooting our hearts outA battle with a new client over pricing and what was (or wasn’t) included in the gift certificateMaybe at this point, you’ve given up on auctions altogether. Not so fast! Charitable auctions really are fantastic opportunities to not only attract right-fit clients, but also give back to the community. You just have to do them right.In this episode, we'll discuss the potential pitfalls and offer practical solutions to ensure your charitable auction endeavors are a resounding success.From the frustration of auction winners not redeeming their certificates to the challenge of attracting bids in the first place, we'll address the key issues photographers face in this type of marketing. Whether it's setting clear criteria for your donations, optimizing your display, or refining your auction strategy, we'll explore quick and easy steps you can take to make charitable auctions work wonders for your business.In this episode, you’ll learn:The common problems photographers face with this type of marketingHow these problems can be addressed and preventedQuestions to ask yourself when a charitable auction is not a successHere’s a glance at this episode:[2:06] - Have you tried this before? Many photographers have given up.[4:10] - This is one way that we have built a great new client pipeline.[5:35] - One way to avoid the problem of auction winners not redeeming their certificate is to donate with specific criteria.[7:27] - What happens if no one bids on your stuff? A better question would be, “Why is no one bidding?”[9:24] - Whatever is on your display will attract the people who want it. Be intentional.[10:27] - There are in-person and online silent auctions and they are very different.[12:32] - When someone wins an auction, what happens next? Some winners only want what is free and that isn’t going to be a client that sticks around.[15:15] - In the donation itself, you may be donating way too much or not enough.[16:38] - Donating something that requires a ton of work and time from you is a huge mistake.[17:51] - Learn what the sweet spot has been for us.[19:37] - We need to know and set the rules and requirements clearly.[21:23] - Rework your auctions through rules, displays, and being organized and prepared.[24:24] - Reflect on where you might be making a mistake in charitable auctions that might just need a little fix.Links and Resources: Download a TranscriptDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedIn

This episode is a special treat as we sit down with Lesa Daniel from Gregory Daniel Portraits and their legendary studio manager, Pat Chivers. If you've ever heard Lesa or Gregory's discussions, you've undoubtedly heard tales of Pat's indispensable role in their studio's success.In our conversation with Lesa and Pat, we explore the intricacies of studio management and team dynamics, and how Gregory Daniel Portraits thrives with a small-but-mighty team. From the luxurious client experience they cultivate to the behind-the-scenes magic orchestrated by Pat, you’ll learn how they seamlessly divide duties and leverage each other's strengths. You may be a solopreneur considering your first employee or a seasoned business owner looking to expand or make changes. Regardless of your situation, I’m convinced that every team needs a person like Pat.In this episode, you’ll learn:What qualities to look for in a new employeeWhy hiring a team member is valuableWhat NOT to do when hiring an employeeThe surprising places you might find the perfect personHere’s a glance at this episode:[3:31] - Gregory Daniel Portraits is a luxury studio that focuses on spoiling their clients.[4:45] - This team of three splits up duties and Lesa describes the role they each play.[8:01] - Pat describes what she does for the studio in the background as the “air traffic controller.”[9:35] - The duties are split by strengths and interests. They all rely on each other.[11:43] - They don’t micromanage each other. They are all trusted in their roles and duties.[14:29] - When everybody owns their job and they are proficient at what they do, they trust each other.[18:17] - Taxes can be outsourced, but Pat is also in charge of managing that for the business as well.[19:52] - Write out duties if you need clarity or if you are just starting out.[20:39] - Separate yourself from the people you are hiring. You don’t want them to be exactly like you.[22:37] - Don’t dismiss the people who love the things you don’t like to do. Value their strengths and accept that you need someone who can do the things you can’t.[25:02] - Lesa and Pat discuss mistakes people make when hiring new employees.[26:58] - Lesa highly recommends doing a quick weekly meeting with team members to make sure everyone is on the same page.[29:17] - Always say thank you to your employees as they leave.[30:28] - Pat has very little client contact. She explains some of the tasks she does for the business.[32:44] - Pat is bringing all of her experiences in the world to her job and to her employers as ways to improve the business.[35:15] - “I have people for that.”[37:19] - Lesa describes how she interacts with different types of clients and what she handles in her role at the studio.[38:49] - It is important for every photographer to know that they are not going to be the right person for every client.[41:22] - Lesa and Gregory have been in business for 44 years and really know what they each do well in the team.[44:09] - Don’t pigeonhole yourself into thinking you need a full time employee. You might need somebody to work a few hours a week on tasks you are not good at.[46:49] - Word of mouth and referrals are great. The people you are looking for could be a friend of someone you know.[49:19] - Allison has had many employees and would rather have somebody who is a go-getter over someone she has to micromanage.[53:01] - Have a trial period for new hires to make sure it is a good fit for you and the team member.Links and Resources: Lesa Daniel and Pat ChiversGregory Daniel Portraits WebsiteDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedIn

If you're in need of a ray of positivity and valuable insights on navigating change in your photography business, then grab a pen and settle in.Vicki Taufer, the owner of V Gallery Portrait Studio in Morton, Illinois joins us and with her, she brings a sunny disposition and a wealth of experience in our industry. Vicky’s success has been anything BUT linear. She has run a huge portrait studio with many employees in her hometown; she’s also been a solopreneur with no studio, shooting on location in a brand-new town. Vicky joins us at a critical juncture in her career as she comes full-circle back to opening a new studio in her hometown. Vicky will share some behind-the-scenes on moving into her brand-new studio and delve into the deeper aspects of finding the elusive sweet spot where her passion and purpose align.Throughout our conversation, Vicki reminds us of the beauty of uncertainty and the power of embracing change. From holding onto things loosely to navigating tough seasons with resilience, Vicki's journey is a testament to the transformative potential of staying open to new possibilities.So whether you are a seasoned portrait photographer in business for decades, or you are just starting out on your entrepreneurial journey, this episode offers a lot of inspiration on how to embrace change. In this episode, you’ll learn:How to move forward through tough seasonsHow positive change could beWays to be willing to hold onto things looselyHere’s a glance at this episode:[3:09] - Vicki shares her background and how she started out in the photography industry.[4:57] - There have been many different iterations of the ways Vicki and her husband have had to run their business.[7:37] - It seems as if every five years, there is a big change for Vicki.[8:40] - This business has allowed Vicki to tailor things around her family.[10:33] - The new location is beautiful, but she has had to get really creative.[14:08] - Storage is a current challenge in the new location.[16:25] - Vicki explains some of the decisions she has had to make and what she hasn’t decided on yet.[18:12] - Sometimes ideas and solutions to problems come at unusual times.[20:19] - Even if it's not a huge physical move, every five years is a great time to re-evaluate.[24:19] - Of course Vicki has had ups and downs and times of burn out.[27:00] - We get into ruts and stop thinking about the possibility of change.[29:35] - Hold things loosely. It’s okay for things to change.[31:22] - Keep the things that are working. You don’t have to let go of every single thing and start over.[33:25] - There will be hard times and it's not easy running a business through tough seasons.[35:27] - The new studio will be in a good enough state to reopen without it being completely done.Links and Resources: Vicki TauferWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedIn

Today, we're diving deep into the core of a luxury portrait business with the esteemed Gregory Daniel, owner of Gregory Daniel Portraits in Titusville, Florida.Gregory is not just a repeat guest; he's one of our most popular experts on all things branding and luxury, and today, he's bringing up a topic that's been simmering in his mind for some time now. (I feel like there should be a drumroll inserted here.)Gregory poses the question: Do we really know what we're selling? As he shares his insights, it becomes clear that there's a significant shift happening in the photographic industry and not a good shift. It’s a shift away from our core identity and purpose.Gregory's observations are profound. He emphasizes the allure of the experience-focused approach that many portrait studios are adopting, but he challenges us to reconsider where our priorities lie. Are we placing too much emphasis on the experience and neglecting the essence of our craft – the product itself?There’s no doubt that the experience a client has in your studio is important. But should it be the only thing that matters? No. The experience certainly enhances the product, but it should never overshadow it. Gregory says it best when he says, “I think about my product and then the experience is wrapped around it. The experience cannot survive on its own.”So, what are YOU really selling? Have you allowed yourself to get so experience focused that you aren’t helping your clients see the value in the finished product? If so, you’re not alone and you’re not without an answer!Get out your notepads and pencils–you’re going to want to take notes on this one. In this episode, you’ll learn:The importance of building a brand foundation with a strong sense of selfHow to put the product at the center of your businessHow to share who you are and who you are notHere’s a glance at this episode:[2:58] - As an industry we are drifting away from who we are and what we sell.[5:33] - Gregory compares the shift to a raft ride experience.[7:45] - The experience should not be at the center. The core should be the product with the experience wrapped around it.[10:08] - Clients are going to have a great experience and the experience makes the product even more worth it. But the product is at the center.[12:43] - It is more important for your clients to know you than for you to know your clients.[14:59] - Gregory describes his business model and why it’s a little different. He gains inspiration by looking outside the photography industry.[17:26] - If you are clear about who you are and what your business is, the right-fit clients will come directly to you.[19:19] - Allison is also a fan of knowing who she is not.[21:36] - What other businesses focus more on the experience than the product?[24:23] - Selling digital files to post on social media is not a product.[27:38] - What is the thing that clients will see when they walk through the door that will make them say, “Wow! I want that.”[30:51] - Allison suggests a way to keep clients on track which also improves the experience.[33:50] - How can you make it clear who you are and what you do?[36:07] - Allison describes the avatar of her ideal client and it has nothing to do with money.[39:09] - Focusing on the experience is a business model, but is it the right one for you in this industry?[41:03] - When you wrap the product in an experience, the experience lasts from start to finish.[43:00] - Reading books and learning more are great, but you have to find your foundation first.[47:04] - What would be the one thing you would love to do and feel so passionate about doing if you wiped the slate clean?[51:39] - Make sure your brand is solid and it could form your product.Links and Resources: Download a TranscriptBook - Building A StoryBrand by Donald MillerBook - The Experience Economy by B. Joseph Pine II & James H. GilmoreGregory DanielWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedIn

Have you ever stopped to think about what makes your portrait session experience different than any other portrait studio?Is it the price? The studio itself? Sexy packaging?Digital files/no digital files? None of the above?My guest today would submit that it's not about any of these things.  Differentiating yourself from other photographers is about the managing and creating the experience of capturing a moment with the people our clients love most.In this episode, Jed Taufer, a former podcaster turned Strategic Projects guru at White House Custom Colour joins us with his wealth of experience as both a portrait studio owner (with his wife, Vicky)  and a seasoned industry expert, Jed brings a unique perspective to the table when it comes to making the client experience something really special. He also tells it like it is and is very funny (bonus). Jed will inspire you to:Consider the importance of CONFIDENCE in your process–do you have confidence? Do you have a process? The transformative power of putting the client at the center of your sales.To really THINK about what we want our clients to feel and experience during their time with us. This episode will leave you feeling inspired to make your client’s experience, your products, and your business as special as you can.In this episode, you’ll learn:What clients really want out of a portrait sessionThe role your level of confidence plays in the processHow to determine and focus on what you want most for your clientsHere’s a glance at this episode:[2:58] - Jed shares what things have looked like for him in the past few years.[4:39] - It can be tough for a photographer to shift from shoot and burn to selling finished products.[7:19] - Confidence is a really big part of the process.[9:03] - It is a disservice not to offer your clients products through sales.[12:03] - Jed describes the experience of being on the client side of things and seeing the final products and wanting all of it.[15:24] - We undervalue what the experience can actually be. It is the experience of being with and watching people they love.[17:25] - Are you using your talents in the highest way?[19:05] - You have to know what you really want. [22:24] - There are a lot of different directions you can go down when you answer the question, “What do you want?”[25:37] - You’re not going to get the time back. Work towards the things you want, not the things you don’t really care about.[28:13] - Building your confidence is a layer at a time.Links and Resources: Jed TauferWebsite | InstagramDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedIn

When it comes to marketing, does it seem like what worked a few years ago just isn’t cutting it anymore?Marketing changes fast and, to reach the best clients for your business, you need to change with it but how?Hayes and Fisk Photography in Richmond, Virginia has been creating portraits for 30 years and during that time, Mary Fisk-Taylor has tried just about every marketing strategy there is, all with varying degrees of success. Years ago, creating a display in the local mall was the way to go–now?---not so much. Join us for the second in our two-part series on Marketing: What’s Working Now? Getting Referrals.Mary explains what has worked in the past that is still working, but more importantly, she’s spilling the beans about a brand new strategy that has completely changed the game for her: asking for referrals.Okay, so it's not a new strategy… How many times have we heard that asking for referrals is effective? But doesn’t it feel cringey and uncomfortable? Mary explains how a minor shift in how she has approached asking for referrals has not only brought new clients in, but she has attracted the exact type of clients that her business needs.You’ll learn what that shift is and the steps you can take to start bringing in more of that perfect-fit client to your portrait studio. By implementing this strategy, you’ll be teaming up with your current rockstar clients and bringing more people on board who value the work you do.In this episode, you’ll learn:How to ask for referrals without feeling cringeyWhy this type of marketing works so wellHow to make shifts in your mindset to allow for growthHere’s a glance at this episode:[4:26] - Hayes and Fisk Photography has been in business for 30 years, but the interesting change recently is the aging-out of current clients.[5:57] - Online marketing is great, but there is a lot of noise to break through.[7:18] - One constant form of marketing Mary has implemented is what she calls “warm calling”.[9:19] - Mary describes Heirloom Sessions.[10:18] - For about ten years, Mary has hired sales representatives that are current or former clients to book sessions.[12:19] - She explains “micro-influencers” in her local community and the impact of asking a big client to help bring people in.[15:09] - Asking for referrals doesn’t come from a place of desperation. Mary approaches it as wanting more clients that are just like them.[17:53] - The way she is asking for referrals has brought in half a million dollars this year.[19:50] - Asking for referrals can feel cringey. But there is a way to ask a client for their help.[23:10] - Mary describes a local event that a client was able to help her get into.[24:51] - Marketing has to be deliberate and intentional.[26:04] - The number one thing is believing in yourself that you can do this and charge what you deserve. This is the biggest barrier.[30:45] - If you are not charging what you deserve and paying a ton for marketing, you are not running a business. You are paying for an expensive hobby.Links and Resources: Mary Fisk-TaylorWebsite | PodcastDo The ReWorkWebsite | InstagramAllison Tyler JonesWebsite | Instagram | LinkedIn

Have you ever asked a fellow business owner how they get clients and get a response like, “All our marketing is word of mouth?”  What are you supposed to DO with that? What does “word of mouth marketing” even mean? How I interpret that answer is that I do my job so well and spoil my client so fabulously that they brag about me to other people = word of mouth marketing.  But what if there was another way of looking at that answer?  Well, there is and our guest, Jeff Dachowski, former president of Professional Photographers of America and co-owner of Dachowski Photography, is here to tell us how he looks at word of mouth marketing and how changing the way YOU look at it could do great things for your business. This episode is the first in a two-part series on Marketing: What’s Working Now. Jeff sheds light on the essence of word of mouth marketing and shares invaluable insights into how you can leverage this powerful tool to grow your own portrait studio.  You’ll learn actionable ways to be who YOU are instead of copying the trends du jour.  Jeff also shares ideas for focusing on the people who are naturally drawn to your brand –the people that “get” you all while maintaining consistency in your messaging and brand identity.  Jeff will share how he and his wife and partner, Carolle, utilize the concept of a "nag list" in their studio to keep tabs on people they run into when they are out and about and turn them into returning clients.  Jeff’s strategies for nurturing existing client relationships will help you to spoil your best clients and get them talking about you THE WAY YOU WANT THEM TO TALK and bring in other clients just like them  Word-of-mouth marketing isn’t waiting around for clients to start talking about you–it starts by giving them something to TALK ABOUT! You’re going to want to take notes on this one. In this episode, you’ll learn: What word-of-mouth marketing entails How to embrace this type of marketing How to ensure your marketing aligns with you brand and core values   Here’s a glance at this episode: [3:49] - The main thing that is working for Jeff right now is being true to his brand. [4:55] - Focus on the people who are attracted to your brand. [6:51] - Jeff puts less into marketing than most people do and focuses on curating and maintaining the brand. [9:09] - Don’t try to be someone you are not. Be yourself and the core values of your brand. [12:12] - You don’t have to have a “high-end” personality for your brand to luxury. [15:06] - What you say and how you say it will be parroted by your clients. [17:12] - Once you have a solid clientele who understands what you do, it becomes a self perpetuating business. [19:39] - Many creatives are introverts. Jeff talks about connecting with people regardless of what type of person you are. [23:08] - What is a “nag list”? [26:51] - A common mistake is constantly looking for new clients, when you’ve got clients that you could be paying attention to. [28:39] - Jeff shares some of his goals for this year including making sure his website and social media profiles all match and share the same message. [32:07] - When we say word of mouth, we’re not just talking about waiting for someone to talk about you. [34:56] - When you are yourself and speak the language that matches your brand, clients will repeat that same language. [36:48] - Marketing is in layers. [39:10] - Think about the language you use and consider what you want clients to take away as word of mouth. [41:46] - Consider what is in integrity in your brand. [42:39] - Some of the best marketing ideas never make it off the table if they don’t match the values of your brand. [45:08] - It’s not always about the money in marketing. There is also a lot of emotional energy invested. [47:09] - Allison describes the three filters she puts marketing through. She calls these “pillars” and Jeff shares what his are. [49:51] - You can find a document on the PPA website called Priorities and Objectives that is really helpful. [52:54] - Stop chasing. Think about all that you are putting out there and make sure it’s right.   Links and Resources:  Jeff DachowskiWebsite Do The ReWorkWebsite | Instagram Allison Tyler JonesWebsite | Instagram | LinkedIn  

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

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