What if I were to tell you that confidence in your business doesn’t come from booking more clients or getting that one huge sale, that it actually comes from having a solid process in place?

​​Joining me for this episode to help me tackle this topic is my good friend and popular repeat guest Jeff Dachowski. We get real about this because it doesn't get talked about enough.

Again, it is not about landing big sales or hoping for good luck; it’s about having processes that keep things running smoothly. Trust me, once I figured that out, everything clicked.

We talk about how confidence in your business isn’t some magical thing you’re born with. No, it comes from having solid systems in place. No more panicking about no-shows or wondering how you’ll pull everything together.

Jeff and I both realized that clear processes for everything from client calls to delivering the final product make things way more predictable and way less stressful. Trusting the process feels so much better than winging it every time.

Here’s the thing, though - it’s so easy to fall into that whole imposter syndrome headspace, like, “Who am I to charge that much?”

We’ve both had those moments, and we’re sharing how structure helped us kick imposter syndrome to the curb and actually build businesses that support our lives (and not the other way around). Listen in while Jeff and I chat through how to build a business that runs smoother and feels better. You might just start loving your systems.

We talk about how:

• confidence comes from repeatable processes, not praise or talent
• clear systems and policies help overcome fear, guilt, and inconsistency
• photographers need to educate clients on the value of printed products
• focusing on legacy builds sustainable business and not just one-time digital sales
• strong client relationships and one-on-one conversations often lead to long-term success

Timestamps:

[3:13] Jeff points out how many photographers feel torn between creative validation and profit.

[6:34] Jeff’s confidence increased once he adopted repeatable systems that ensured quality.

[9:26] Achieving success ultimately requires a defined strategy.

[12:08] Jeff’s evolving business plan is grounded in consistent service and learning from failure and leads to lasting success.

[15:57] ATJ states that educating clients and setting firm boundaries helps ensure that you're valued and fairly compensated.

[18:26] By clearly differentiating his services early, Jeff leads his clients toward appreciating nontraditional offerings.

[19:22] Jeff stresses offering custom wall portraits during sessions, turning casual prints into lasting displays.

[22:38] In-person conversations reveal client needs and build trust, even before a portrait sale is secured.

[25:06] ATJ asserts that confidence comes from highlighting unique value instead of justifying prices or mimicking other photographers.

[29:18] Exceptional service leads to powerful word-of-mouth, as one portrait client brought $750,000 in referrals.

[31:58] Jeff reframes print sales as emotional preservation, contrasting them with easily forgotten digital files.

[34:31] We learn that Jeff prioritizes legacy over digital files, aiming to make portraits part of daily home life.

[36:18] After the session, Jeff collaborates with clients to choose the perfect wall portrait.

[39:59] Clients tend to feel more fulfilled when they receive tangible artwork and not just files.

[40:42] Avoiding digital gallery overwhelm, ATJ now helps plan meaningful portraits with less stress.

[43:36] Thoughtful decision-making, not instant agreement, is essential for lasting client relationships.

[45:43] By offering a distinct luxury product, you attract fewer but more appreciative clients.

[48:13] Fewer clients can still yield higher income when you offer exceptional service.

[51:28] Jeff stresses discussing pricing changes to support both business needs and personal livelihood.

[53:56] ATJ warns that skipping education or money talks can damage client trust and limit future opportunities.

[55:25] Referrals and print sales, even small ones, are powerful tools for long-term growth.

[58:50] Jeff urges photographers to always ask about prints, turning minor jobs into major profit.

[1:01:33] Clients tend to appreciate options they didn’t know they had.

[1:04:33] Rather than offering free sessions, Jeff stresses capturing family portraits before milestones shift everything.

[1:07:26] Learn why Jeff prefers phone calls to in-person consultations.

[1:10:39] ATJ, on the other hand, values in-person consults to build connection and clarify vision.

Click here to listen!

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Links and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Books:

Go for No! Yes is the Destination, No is How You Get There by Richard Fenton & Andrea Waltz

Do The ReWork

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Allison Tyler Jones

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Jeff Dachowski

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