Most photographers are obsessed with getting new clients. We pour time, money, and energy into marketing campaigns, social media, and chasing the next lead—while the best clients we’ll ever have are quietly sitting right in our database.

In this solo episode, ATJ flips the script on the “always looking for the next client” mindset and shows you what happens when you stop chasing new and start nurturing next time. 

You’ll learn how to design a portrait business that doesn’t depend on constant lead generation, but instead thrives on deep, ongoing client relationships built over years.

From the very first phone call to the final installation, Allison shares exactly how her studio creates the expectation that clients will return by having a long-term plan for them to do so. 

You’ll walk away knowing how to:

• Set the vision early so every client understands this is the beginning of a relationship, not a one-off session
• Create continuing projects—albums, wall galleries, and holiday cards that grow over time
• Design “big years” and “continuation years” to keep clients engaged without overwhelming them
• Communicate like a true expert and lead your clients with confidence instead of following their cues
• Build systems to track milestones, plan ahead, and stay top-of-mind all year long

This isn’t about hustling harder or discounting to stay busy. It’s about building a long-term, profitable, joy-filled business—one that grows through legacy, loyalty, and relationships.

Let’s do it!

ATJ & The ReWork Crew

Episode Highlights:

• Expect the return. Your business follows your expectations. If you design for one-time sessions, that’s what you’ll get.
• Set the vision early and repeat it often. Every interaction is a chance to remind clients that this is the start of a long-term collaboration.
• Serve, don’t chase. Your best clients already love you. Stay in touch, anticipate their needs, and make their lives easier.
• Create continuing projects. Every wall portrait or album is a chapter, not a one-off.
• Be the expert. Great clients want someone to lead. Take responsibility for their family legacy like a trusted advisor.
• Don’t panic when they stray. Clients who experience true excellence will always come back when it matters.

Key Takeaways:

• The crucial mindset shift from “grateful they came once” to “expecting them to return”
• How to design every touchpoint for long-term relationships
• Simple ways to re-engage past clients using genuine service, not gimmicks
• How to use consultations and sales appointments to plant seeds for “next time”
• The concept of continuing projects—albums, galleries, and holiday cards as ongoing stories
• Structuring your business around “big years” and “continuation years”
• What to do when loyal clients “cheat” with another photographer—and how to handle it with grace
• Why the best clients crave leadership, not discounts
• How to become part of the rhythm of your clients’ lives

About Allison Tyler Jones: A portrait photographer of 20 years, creating unforgettable

wall art for loyal clients who return to her studio year after year. ATJ has built a sustainable business doing what she loves for clients she loves. She has also spent the last 16 years speaking, teaching and inspiring portrait photographers around the world to create their own businesses based on their unique strengths while creating value for their clients. As the host of the ReWork podcast she aspires to help other portrait photographers transform their businesses into sustainable, profitable and enjoyable enterprises..

From one portrait session to a lifetime legacy—how to build a business clients never outgrow.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

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What do pest control and portrait photography have in common? More than you might imagine.

They are both service businesses, and both industries have business owners complaining that their markets are “saturated” with tons of competitors. Some practitioners are thriving and others….are not.

Sound familiar?

In this episode of The ReWork, Allison sits down with Cameron Bawden, a serial entrepreneur and co-host of The Premium Mindset Podcast, who has built, scaled, and sold multiple service-based companies, including Green Mango Pest Control, Coconut Cleaning, and Agave Auto Glass.

Cameron and his wife Alyssa recently commissioned ATJ to create their family portraits. During that process, ATJ & Cameron struck up a conversation about service businesses and the real struggles that entrepreneurs face. That led to this podcast episode. 

From one truck and a dream to a multi-million-dollar exit, Cameron shares his hard-won lessons on building a premium service brand, leading a team, and growing without burning out. This conversation is packed with mindset shifts and practical tools photographers can apply right now. Like what it takes to stand out in a saturated market, build a loyal client base, and scale without losing your mind or your magic.

You’ll learn:

• The “sacred rhythms” that fuel long-term growth
• How to stand out in a saturated market
• The formula for knowing exactly when to hire help
• The psychology behind referrals and premium pricing
• Why the “ready, fire, aim” mindset might be your next best move

It’s part business therapy, part systems masterclass, and full of ideas that will make you rethink how you serve your clients and structure your studio for growth.

Episode Highlights:

• Stick to Your Sacred Rhythms. Growth comes from consistency—don’t abandon the principles that made you stand out in the first place.
• Different Beats Bigger. Cameron turned pest control into a premium brand by obsessing over design, experience, and service quality.
• Know When to Hire. Use Cameron’s simple formula: if you’re spending more than 50% of your hourly value on a task, it’s time to delegate.
• Systemize the Magic. Document what works—scripts, workflows, brand standards—so your excellence can be replicated.
• Raise Prices Without Fear. A thoughtful price increase can improve profit and client quality; value-driven customers rarely flinch.
• Build a Team That Complements You. Visionaries need systems people; creatives need operators. Hire your opposite and multiply your impact.
• Ready, Fire, Aim. Don’t wait for perfect—act, adjust, and learn. Momentum beats hesitation every time.

Key Takeaways:

• Different is the point, don’t dilute your vision to blend in, double down on what makes you stand out.
• Codify success, once something works, document it and repeat it.
• Buy back your time, use the 50% rule to know when to delegate.
• Client referrals are gold, they outperform ads two-to-one when your client experience is exceptional.
• Premium brands don’t apologize, price for the value you provide and let go of those who don’t see it.

About Cameron Bawden: a dynamic entrepreneur and co-host of the podcast The Premium Mindset. He founded and scaled service-based companies including Green Mango Pest Control and Coconut Cleaning, transforming them into high-growth, premium-branded businesses. Through relentless focus on operational systems, culture design and customer experience, he built brands that disrupted traditional service industries. Today he mentors other business-owners on pricing, scaling, hiring and building lasting value through a premium mindset. 

An inspiring reminder that premium brands aren’t born, they’re built, one intentional decision at a time. Stop cutting corners. Start standing out.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

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For Cameron Bawden’s Employee Roadmap/Pricing Playbook

and Customer Service Roadmap email [email protected]

The Premium Mindset Podcast

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What if one product could define your entire brand?

Greg and Lesa Daniel know something about that. They built their long-term success around a single, unmistakable piece of artwork, their embellished mixed media wall portrait. It’s the product that their clients talk about, recognize instantly, and come back for again and again.

In this episode of the ReWork, Lesa and Greg break down how finding your flagship product can simplify your business, sharpen your marketing, and elevate your value in the minds of your potential clients. In addition, creating a flagship product creates clarity, confidence, and fewer options that sell themselves. In this conversation, we’ll spend time learning:

• How to identify and develop your own flagship product
• Why niching down frees your creativity instead of limiting it
• How to merchandise and sell a single hero product with ease
• And why being known for one exceptional product can unlock both creative freedom and higher profitability.

As creatives we are often attracted by “more” and “different” and “new.” This episode isn’t about adding more products to your menu; it’s about getting clear on what you want to be known for and building your brand around THAT thing. Can you sell other things? Sure. But getting clear on what you want to be known for might change your business forever (in a good way).

You’ll hear how Greg and Lesa found their flagship product, why simplifying actually unleashed their creativity, and how focusing on one hero offering can make marketing, sales, and client communication radically easier.

Episode Highlights:

• “Flagship Product Singular”. Greg and Lesa reveal how one recognizable product can anchor an entire business model.
• From Commodity to Designer. How their mixed-media wall portraits elevated them from “just another studio” to a highly sought-after brand.
• The Dream Exercise. Why finding your flagship starts with permission to dream big.
• Merchandising Matters. How their studio layout sells for them by showcasing one product in multiple variations.
• Control the Sale. Lesa explains how to keep sales efficient, elegant, and client-centered with minimal overwhelm.
• Signature = Status. Why flagship products build brand equity, trust, and desire.
• More Creativity, Not Less. How narrowing your product line gives you more room to play creatively within a structure.

Key Takeaways:

• A flagship product isn’t only about limiting what you offer; it’s about making it easy for clients to say “yes.”
• Fewer options lead to smoother sales, more consistent branding, and higher perceived value.
• When you’re known for one exceptional thing, you can charge exceptional prices.
• Merchandising and environment matter; people need to see, touch, and feel what they’re buying.
• Creating a recognizable product gives you freedom to design your life, not just your work.

About Greg and Lesa Daniel: celebrated fine art portrait photographers, educators, and studio owners based in Florida, best known for their signature embellished mixed media environmental portraits. Over decades, they’ve built a thriving studio and loyal collector base around a single, instantly recognizable heirloom wall piece. Greg holds Master of Photography and ASP Fellow titles and is a founding member of the International Society of Portrait Artists, while Lesa leads the client experience and sales strategy behind their success. Together, they’ve inspired photographers nationwide through workshops and mentoring to elevate their craft, simplify their offerings, and build sustainable, art-driven businesses.

One product. Endless possibilities. The power of your flagship starts here.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

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In a world where everyone has a camera and AI is generating jaw-dropping visuals on demand, is there still room for professional portrait photographers, especially in the senior niche? 

Nate Peterson says yes, but only if you're willing to evolve. In this inspiring, energizing, and at times vulnerable conversation, Allison and Nate discuss what it takes to not just survive but thrive as a high school senior photographer in a shifting economic landscape and cultural moment.

Nate brings a refreshingly honest take on how the business of senior photography has changed over the past two decades, from his early days of hockey team photos to his current hybrid model that combines high-volume sports with high-touch, luxury senior sessions. 

They talk about AI, athlete hype videos, LED studio walls, lifestyle creep, and the mindset shifts required to stay profitable in a rapidly changing world.

If you're wondering where the senior portrait market is headed (and whether you want to follow), this episode will challenge your assumptions, validate your experience, and re-ignite your creative spark.

Episode Highlights:

• The Grand Experience. How Nate crafts immersive senior sessions that span hours, locations, and stories, designed to last for generations.
• Volume + Luxury = Sustainability. Why a hybrid model might be the key to surviving market shifts.
• LED Walls & AI Backdrops. Nate’s tech-forward approach to creating wow-factor imagery that Gen Z (and their parents) can’t DIY.
• The Middle is Gone. What the disappearance of the mid-tier client means for your business model.
• Experience ≠ Product. How to create a stellar experience without forgetting about the main goal = selling finished products.
• Lifestyle Creep & Scaling Back. A refreshingly honest convo about redefining success and doing less on purpose.

Key Takeaways:

• The value of your work is not just in the experience, it’s in the finished product you deliver.
• Client education isn’t optional, it’s your secret weapon in a world that thinks digital = done.
• Senior photography isn't dead, but it is evolving—rapidly. Innovate or be left behind.
• High-touch service requires high-end pricing. Don’t sell luxury at volume prices—separate the two niches and reap the rewards.
• Downtime isn’t the enemy, it’s an opportunity to reevaluate, reimagine, and ReWork your business.

About Nate Peterson: Owner of NP Design & Photography, a full-time portrait and volume studio based in New Richmond, Wisconsin, serving the Twin Cities area. With over 20 years in the industry, Nate is a Master Photographer and CPP who has earned titles like Wisconsin Senior Photographer of the Year and Twin Cities Senior Photographer of the Year. He specializes in high school senior portraits, volume sports photography, and commercial branding, blending cutting-edge tech like LED walls and AI backdrops with deeply personal client experiences. Known for his immersive “Grand Experience” sessions and commitment to in-person sales, Nate is passionate about delivering meaningful, finished artwork that tells a story and stands the test of time.

More than hype videos and Instagram reels, here’s how to future-proof your studio.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

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Nate Peterson

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If you’re walking into your sales appointments hoping they’ll buy and walking out with a “We’ll think about it,” it’s time to stop crossing your fingers and start designing the sale.

In this episode, Allison sits down with ProStudio Software owner and former portrait photographer, Ron Nichols to break down how to stop winging it and start leading your clients through a clear, confident buying experience.

This isn’t about software; it’s about owning the sales process, guiding your clients visually and emotionally, and building trust that leads to the best results for your clients and a sustainable business for you.

You’ll learn how to:

• Collapse indecision by showing artwork to scale, on your client’s walls
• Use real-time pricing to close confidently (and eliminate the awkward math)
• Pre-sell before you even pick up your camera, with mockups that wow
• Keep Dad on board (and emotionally invested) in the buying process
• Shift from “order taker” to trusted advisor, and watch your average sale soar

This conversation will help you lead with intention, sell without pressure, and turn your view & order sessions into the most profitable hour of your week.

Ready to trade, “I need to go home and measure,”  for, “This is amazing, here’s my card?”

Then listen up and let’s do this!

Episode Highlights:

• Stop Wingin’ It  Lead the sale, don’t just hope they’ll buy.
• Visuals That Close Show artwork to scale and eliminate indecision.
• Sales System, Not Just Software Use ProSelect to guide the sale, not just display images.
• Mock It Up Before You Shoot Pre-sell with wall mockups before you even pick up the camera.
• Instant Pricing Confidence Real-time pricing removes confusion and speeds up the sale.
• Handling “The Dad Factor”  Learn how to engage him without the drama.
• Why It’s Not About Being “Salesy” Confidence and transparency, not sales tricks, close the deal.

Key Takeaways:

• Visualization closes the sale. Showing artwork to scale, especially in your client’s actual home, allows your client to see what they’re actually getting and puts their mind at ease.
• Sales success is about clarity, not pressure. Clients want guidance. They crave your confidence, NOT your discounts.
• Design the sale before you ever shoot. Mockups at the consultation set the tone for investment and eliminate surprises later.
• Don’t compete on price, compete on experience. The most profitable studios focus on installed wall art, expert service, and powerful emotional connection.
• You don’t need to be a “salesperson.” You just need a process.

About Ron Nichols: a veteran portrait photographer, educator, and the CEO of Pro Studio Software, the company behind ProSelect, the industry’s leading sales presentation tool for photographers. A past president of PPA and a member of XXV, Ron has spent decades helping photographers elevate their craft and their businesses. Through software innovation, global teaching, and leadership in the photographic community, he’s become a trusted voice in the art of in-person sales.

Lead the Sale, Don’t Chase It. Turn “We’ll think about it” into “Where do we sign?”

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

Download a Transcript

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Ron Nichols

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Is your studio calendar looking a little sparse? Does this year feel slower than previous years? You’re not alone. In this episode, Allison sits down with fellow photographer, Jeff Dachowski for a real-world, real-time conversation to answer one of the most urgent questions in our industry: How do you make the phone ring? 

They unpack the difference between a temporary slowdown and a true slump, and what to do about it either way. From the daily practices that build consistent business, to the simple systems they use to track leads and follow up (even when life gets busy), this episode is packed with ideas you can implement immediately to bring in your next booking. 

• The fastest, most overlooked way to create new bookings
• How to audit your current leads and reconnect with potential clients
• What systems (from Trello boards to Google Calendar reminders) actually work
• How to make client communication part of your daily workflow, not just when things feel slow

We’re talking about defining what “busy” really means, how to turn one great client into dozens more, why your database is pure gold, and the often-forgotten power of simply reaching out. If you’ve ever asked, “I NEED more clients, how do I get them?”, this one’s for you.

Episode Highlights:

• Feeling slow? You’re not alone. How even seasoned studios hit weird, quiet seasons, and what to do next.
• Busy is relative. Before panicking, define what “busy” actually means for your studio.
• Look to your list. Your next clients may already be in your database, you just need to reconnect.
• Track it or lose it. Whether it’s Trello, Google Calendar, or sticky notes, systems matter.
• Match their energy. Effective client communication occurs when you mirror their pace and preferences.
• Leads now, bookings later. Today’s text or call can turn into next year’s booking.
• Relationships are everything. This is the work, follow-up, consistency, and client care that pays off.

Key Takeaways:

• The fastest way to make the phone ring? You call them.
• Slumps feel personal, but they’re often just anecdotal. Data doesn’t lie so track your numbers.
• Identify your ideal clients and forensically analyze how they found you.
• Client relationships are everything. Treat them like the triple-platinum asset they are.
• Promotions are the last resort, NOT the first step.
• Track referrals, follow up, and send the thank-you note. Always.
• The slow season is never solved with desperation; it’s solved with consistency and confidence.

About Jeff Dachowski: an award-winning portrait photographer, PPA educator, and co-owner of a successful boutique studio in New Hampshire with his wife Carol. Known for his high-touch service and beautiful wall portraits, Jeff is a past president of the Professional Photographers of America and a master of relationship-based marketing. He leads international portrait trips and has helped thousands of photographers grow their businesses with practical, heartfelt strategies rooted in connection and intention.

When the phone’s not ringing, it’s time to stop waiting—and start reaching out.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

Download a Transcript

RingCentral

Quo (formerly OpenPhone)

Chartrand Bargh study- The Chameleon Effect

Unreasonable Hospitality by Will Guidara

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Jeff Dachowski

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Running a portrait studio is hard. 

Doing it while raising kids, juggling marriage, building a business from scratch, and managing your own growth? 

That’s working like a mother. 

In this vulnerable, wisdom-packed conversation, Allison sits down with Iowa-based portrait artist and boy-mom powerhouse Anjana Olson, who has built a thriving fine art studio while staying fiercely true to her values, her family, and her creative voice.

They dive into what it means to work like a mother from 

• Setting boundaries and pricing for profit
• Evolving your business alongside your life
• Creating a studio experience that brings you joy 

And delivers real value to your clients. This isn’t about hustle. It’s about alignment, artistry, and making your business work for your life, not the other way around.

If you're a parent, a creative, or just someone looking to build a business rooted in purpose and profitability, this episode will inspire you to own your worth and redefine success on your terms.

Episode Highlights:

• Make Your Business Work For You. Design your business around your life, not the other way around, stop sacrificing your family or sanity to "keep up."
• Price Based on What You Value. Anjana shares how having children helped her reassess her time and raise her prices with confidence.
• Say No, So You Can Say Yes. Niche down and show only what you want to sell, this attracts the right clients and cuts painful “no’s” way down.
• Own the Silence in the Sale. When a client says, “That’s expensive,” Anjana shares why silence (not discounting!) is your strongest move.
• You're Not Just a Photographer. You’re an expert in wall space, styling, design, and service, own that value and sell with confidence.

Key Takeaways:

• Price for your life. Base your pricing on the time, energy, and lifestyle you want—not just industry norms.
• Fewer sessions, higher profits. You don’t need to shoot more—just charge appropriately for what you do.
• Confidence comes from clarity. Know what you value and build your pricing and offerings around it.
• Your work is worth it. When clients say, “That’s expensive,” let them sit with it—no discounts, no apologies.
• Joy is the goal. Build a business that supports your life, not one that steals from it.

About Anjana Olson: a fine art portrait artist and founder of Anj Portrait Studio in Iowa, and mom of three boys. She is known for her soulful, narrative-driven images and full-service boutique experience. With a background in charcoal illustration and a deep love for storytelling, she creates heirloom artwork that celebrates the beauty of family and the art of being seen. A mother of three and a master at balancing business and life, Anjana brings heart, intentionality, and artistry to every session. Her work is about more than just portraits, it’s about honoring legacy, valuing time, and creating art that truly matters.

What if the secret to a thriving portrait business isn’t doing more—but doing it your way? Tune in to hear how Anjana Olson built a life-giving, profitable studio by working like a mother and pricing like a pro.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

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Oversubscribed by Daniel Priestley

Sell or Be Sold by Grant Cardone

The War of Art by Steven Pressfield

FREE -Ultimate Client Consultation Form

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Allison Tyler Jones Education Courses

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Allison Tyler Jones

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Anjana Olson

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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!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

Download a Transcript

FREE -Ultimate Client Consultation Form

FREE -Frequently Asked Difficult Questions (FADQ’s)

FREE -Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Tim Walden

Website | Facebook | Instagram | YouTube

Imagine going from never doing your own sales to doubling your revenue the first year you try? 

In this candid conversation, ATJ sits down with veteran portrait photographer and industry educator Elizabeth Homan of Artistic Images to talk about what it was really like to finally start selling her own work after 28 years in business.

Elizabeth shares the very real fears that held her back from selling, including getting her feelings hurt when clients didn’t love her favorite images, and how she overcame them, found her voice, and ultimately doubled her sales by stepping into the sales room.

Together, Allison and Elizabeth delve into:

• What held Elizabeth back from selling her work for nearly three decades
• How she overcame her fears and found her rhythm with in-person sales
• Why clients want to hear the artist’s opinion, and how that changed everything
• How Elizabeth’s overshooting habit helped her create a thriving album business
• The power of ProSelect's “Send My Room” feature and why neither photographer sells without it
• What happens when you stop selling and start guiding
• Why there’s no one-size-fits-all approach to successful sales
• Tips for building confidence and finding your unique sales style

Whether you’re terrified to sell your own work or just looking to improve your in-person sales process, this conversation will inspire you to embrace your strengths and show up fully for your clients.

Episode Highlights:

• She sold her own work and doubled her sales. After decades of outsourcing sales, Elizabeth Homan stepped in and found out she was her studio's best salesperson.
• From fear to confidence behind the sales desk. Elizabeth shares how she overcame fears of rejection, attachment to her work, and tech overwhelm to become a sales powerhouse.
• Guiding vs. Selling: The game-changing mindset shift. By reframing sales as helping clients make the right decisions, Elizabeth transformed the way she communicates–and closes.
• You Can Sell Without Being Salesy. When you're the artist and the guide, clients trust your vision. Sales become a creative collaboration, not a pushy pitch.

Key Takeaways:

• Learn how stepping into your own sales can double your revenue, even if you’ve never done it before.
• Discover the mindset shift that makes selling your work feel natural instead of nerve-wracking.
• Find out how Room Views can turn client uncertainty into confident wall art purchases.
• Unlock a simple framework for guiding clients to decisions without feeling “salesy.”

About Elizabeth Homan: an award-winning portrait photographer and educator based in San Antonio, Texas, and the owner of Artistic Images. With over 33 years in business, she holds all three top credentials from PPA, Master Photographer, Photographic Craftsman, and Certified Professional Photographer, and has taught at prestigious programs like Texas School. Known for her luxury studio experience and powerhouse sales approach, Elizabeth has become a trusted mentor to photographers nationwide.

If you've ever felt scared to sell your own work, this episode will show you how facing that fear could be the best (and most profitable) move you ever make.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

Download a Transcript

Go For No! By Richard Fenton & Andrea Waltz

ProSelect Software

FREE -Ultimate Client Consultation Form

FREE -Frequently Asked Difficult Questions (FADQ’s)

FREE -Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Elizabeth Homan - Artistic Images

Website 1 | Website 2 | Instagram 

Ever feel like you're constantly chasing new clients while the ones you've already photographed slip through your fingers, never to return? 

This is the most exhausting and unsustainable way to run a business.

BUT it doesn’t have to be this way. 

Client retention isn't just a nice-to-have—it's the literal foundation of any successful business. 

Mary Fisk-Taylor of Hayes & Fiske Photography in Richmond, Virginia, has spent the last thirty years spoiling a clientele of loyal, repeat clients, and she’s joining us to share her secrets for how she turns one-time sessions into lifelong clients. 

ATJ and Mary delve into how to set expectations, strategically plan future sessions, and cultivate authentic client relationships that extend beyond mere client satisfaction, fostering genuine brand loyalty over a lifetime.

This is your sign that it’s time for you to trade constant hustle for intentional, joyful relationships with clients who come back again and again—because they wouldn’t dream of celebrating their family milestones without YOU!

Here's a snapshot of what's covered:

• Beyond talent: What truly brings clients back year after year
• How to confidently plant seeds for future sessions without feeling salesy
• Simple systems (even if you're not techy!) for tracking and encouraging repeat bookings
• The art of setting boundaries and confidently "firing" bad-fit clients (without drama!)
• How to naturally encourage powerful referrals
• 
  

Whether you're just starting or celebrating your 30th year in business like Mary, this episode is packed with tips for client retention that you can start implementing today.

Episode Highlights:

• Client Retention Is More Than Satisfaction. It's about building lasting relationships, not just delivering a good experience.
• Start With the Expectation They’ll Return. Retention starts with the assumption that this isn’t a one-time deal.
• Your Clients Want a Guide, Not Just a Photographer. Anticipate what’s next and lead your clients through it.
• Every Session Should Plant Seeds for the Next. Whether it's a newborn, a five-year-old about to lose their teeth, or a senior portrait, always be talking about what’s next. This isn’t overselling, this is, literally, DOING OUR JOB. We are in charge of documenting the milestones and memories for our clients.
• A Simple Google Calendar Can Be a Goldmine. You don’t need fancy systems, just a plan. Track milestones, stay in touch, and reach out before they think to call you.
• Refinement Over Mining. The best clients are the ones who already love you. Stop chasing the new and start spoiling and deepening your relationship with the loyal ones.

Key Takeaways:

• Why client retention is pure gold and the key to a sustainable photography business
• Setting the stage for lifelong clients—even if you’re brand new
• Proven strategies to win back clients who haven’t booked in years
• How to keep families returning during the "awkward ages"
• Why investing in current clients beats chasing new ones every time

Mary Fisk-Taylor: is a powerhouse portrait photographer, educator, and co-owner of Hayes & Fisk Photography in Richmond, Virginia. With over 30 years in business, she’s built a multi-million-dollar studio known for deeply loyal clients, generational relationships, and consistent sales of high-end artwork. As a past president of both PPA and WPPI, Mary is a nationally recognized leader in the industry and a sought-after speaker on client experience, profitability, and legacy branding. She also co-hosts the podcast, Get Your Shoot Together with Kira Derryberry.

If you’re tired of constantly chasing new clients, Mary’s proven strategies for client retention will show you how to build a portrait business that lasts and grows.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: [email protected] - OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:

Download a Transcript

Exactly What To Say by Phil M. Jones

Atomic Habits by James Clear

3XM Folio Boxes

Monday.com

Get Your Shoot Together Podcast with Mary Fisk-Taylor and Kira Derryberry

FREE -Ultimate Client Consultation Form

FREE -Frequently Asked Difficult Questions (FADQ’s)

FREE -Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Mary Fisk-Taylor - Hayes & Fisk Photography

Website1 | Website2 | Website3 | Instagram