$2.2 million in revenue. 190 five-star reviews. A waitlist of clients who don't even ask about price. And it all started with a cold call to a wedding planner 11 years ago.

Laura Vance of Flash And Frame Photo Booth (Kelowna, Canada) built one of the most recognizable photo booth brands in her market by doing things most operators overlook — showing up early, training a team that guests remember by name, keeping a shot list at every wedding, and refusing to compete on price even when the market got saturated.

In this interview, Laura breaks down exactly how she built a premium brand from the ground up, how she hires and trains her "booth babes and booth bros," why one relationship with a single wedding planner contributed an estimated $100,000 to her revenue, and what she says on sales calls that has clients paying invoices within five minutes of hanging up.

What you'll learn in this episode:

• Why Laura stopped trying to explain her pricing and started selling peace of mind instead

• The live event interview process that tells her everything she needs to know about a potential hire

• How her "shot list" approach sets Flash Frame apart from every other photo booth at a wedding

• The "if we can, we will" philosophy that has made her irreplaceable to repeat corporate clients

• How one cold call to a wedding planner 11 years ago turned into an estimated $100K in revenue

• The complimentary audio guest book add-on she gives to planner referrals — and why it works

• Why she never quotes price on the phone and sends visual proposals instead

• The 80/20 rule for sales calls: ask questions 80% of the time, pitch 20%

• Her advice for anyone afraid to get on the phone with clients

Follow Laura & Flash And Frame Photo Booth:

📸 @flashframebooth

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