What if you never had to “sell” your work again, because your clients were already doing it for you?

In today’s episode of The ReWork, I’m joined by one of my all-time favorite humans, photographer, educator, and master storyteller Tim Walden, to explore what might be the most overlooked, underused marketing tool in your business: your client. Tim shares how your client’s own words, own story, and own emotion can do the heavy lifting when it comes to selling your highest-value work.

If you’ve ever felt sales-y, awkward, or like you’re pushing too hard in the sales room, this conversation will flip that script entirely. Tim walks us through exactly how he:

• Crafts an intentional experience from the very first conversation
• Learns what matters most to his clients
• Uses that story to guide everything that follows

From how he shoots the session to how he presents the final artwork. He doesn’t wait until the sales appointment to start selling; he starts at “hello.” 

And the result?

Clients who have to have the work because it’s no longer just a photograph, it’s their story, told beautifully, yes, but also in their words, a collaboration.

We also dive into the power of technical excellence (that your clients shouldn’t even see), how to use emotional language that resonates, and why starting your sales appointment at the end is one of the smartest things you can do. 

Whether you're just beginning to sell your work or you're deep in the world of high-end portraiture, this episode will inspire you to rethink your entire approach, and maybe even raise your prices while you're at it. 

This isn’t about manipulation. 

It’s about meaning. 

And when your clients feel seen, the sale truly takes care of itself.

Episode Highlights:

• Your Client Is the Sales Team You Didn't Know You Had Turn your clients into raving fans by deeply connecting with their stories—and letting them do the selling.
• Design Appointments Are the New Sales Consult The sales process starts before the first photo is taken—Tim shares how design appointments uncover the soul of the session.
• Emotion Over Perfection—Every Time When emotion is present, imperfection is invisible. Capture the moment, adjust if you can, but don’t lose the magic.
• The Photograph Is Just the Vessel Tim challenges photographers to make their technical skill invisible so the client’s story can shine through.
• Don't Start Selling at the Beginning—Start at the End Show your client the finished result first. Lead with vision, then let them lead the conversation from there.
• Procrastination Is the Real Enemy Most clients aren’t objecting to price—they’re just putting it off. Tim offers scripts and strategies to fight delay with truth and intention.
• If It’s Not Investment-Worthy, Why Are You Selling It? Tim breaks down what makes portraiture timeless, worthy of being displayed, and impossible to replicate.

Key Takeaways:

• Your client’s story is the script. Learn it. Tell it. Sell it.
• Sales is about reflection, not persuasion. Show clients what they already told you they wanted.
• Emotionally driven work is more valuable than perfectly lit work.
• Simplify your offerings to remove barriers to buying.
• Procrastination is your biggest competition—not price.

About Tim Walden: a legendary portrait photographer based in Lexington, Kentucky. With decades of experience, Tim—alongside his wife, Beverly—has built an iconic brand around emotional, black-and-white relationship portraiture that transcends trends. Known for his heart-led teaching and powerful storytelling, Tim is also a beloved industry educator, speaker, and mentor to countless photographers worldwide. His work prioritizes emotion, story, and intentionality—turning portraits into treasured heirlooms.

Unpack how to shift the spotlight from your gear and techniques to what really sells portrait photography—emotion, intention, and the story your client sees in every image.

Click here to listen!

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