Does the thought of selling your work still make you cringe, even a little?

Do you wish you could focus solely on creating beautiful pictures and let someone else handle the sales?

Can you imagine what it would be like to sell your portraits before the session even happens?

If any of this feels familiar, listen up.

Joining me for this episode is my brother from another mother, Drake Busath of Busath Photography, and his incredible portrait designer and sales associate, Linda Smoot, to talk all things client experience, sales magic, and what it really means to protect your creative energy as a photographer.

(Hint: it might just mean not doing it all yourself.)

Drake, a self-proclaimed “not-a-sales-guy,” shares how bringing Linda into the process allowed him to stay focused on creating extraordinary portraits while still growing a profitable business. Linda doesn’t just close the sale—she leads clients through the entire experience, setting clear expectations, crafting meaning, and helping them visualize the finished artwork before a single photo is taken.

Linda may not be a photographer, but she’s a natural storyteller—think executive producer of the portrait experience. Her ability to guide clients through the emotional and aesthetic journey of custom artwork changes the game for photographers who feel burned out from doing it all themselves.

We dig into how honest, pre-session conversations about who the portrait is for, where it will live in the home, and what it means to the client not only deepen the connection but also lead to more intentional (and more profitable) sessions.

If you’re doing everything yourself, feeling drained by sales, or struggling to get clients to truly value your work, this episode is your permission slip to step aside and let someone else sell it like a boss.

In this episode, we cover:

• Why separating creative and sales roles leads to better results
• 
  
• How pre-session consultations build trust and clarity
• 
  
• What it looks like to sell with empathy and advocacy, not pressure
• 
  
• The power of being a “true believer” in the value of the work
• 
  
• How storytelling and emotional intelligence drive sales success

Timestamps:

[2:58] Drake prefers creating images over selling, relying on Linda to take on client sales.

[4:23] Linda advocates for clients and clearly conveys goals to Drake.

[6:57] ATJ enthuses over realizing the value of separating the creative and sales roles, even though she still does both herself.

​​[8:11] Using Linda’s consultation form ensures clarity and efficiency in high-volume environments.

[10:07] Hear about how Linda secured pre-session investments by showing clients the value of generational portraits.

[12:22] ATJ points out how setting clear expectations early reduces burnout and guides clients toward more intentional choices.

[15:15] Drake touches upon the value of asking clients to come in before the session.

[18:15] Hear how Drake values pre-planning sessions to avoid complications and admires Linda’s non-pushy approach to sales.

[20:39] Linda’s client experience and relatability make her ideal for working with women decision-makers.

[22:33] Linda identifies her biggest strength as being a storyteller who helps clients share their family’s story.

[24:26] Linda acts as the producer of each family’s story, guiding the experience with client focus.

[26:26] Drake credits Linda for her authenticity which stems from her belief in the true value of portraits.

[29:51] ATJ argues that true sales success comes from genuinely believing clients need portraits displayed in their homes.

[32:05] Linda explains that her lifelong passion for portraits helps her deeply connect with clients seeking to preserve family memories.

[34:01] Drake and Linda discuss perceived value and presentation being key to justifying high prices in a photography studio.

[36:58] Linda reflects on having designed a warm, personal space where clients feel relaxed, welcomed, and genuinely cared for.

[38:40] With swivel chairs and a closer monitor, Drake’s room redesign enhances comfort for clients.

[40:29] Linda adds that proximity to the front leads to meaningful eye contact, connection, and involvement in clients’ stories.

[43:00] Trust and expertise ease client worries, turning the experience into a joyful collaboration.

[46:57] Linda explains how, starting with honesty and warmth, she builds trust that helps ease any client hesitation.

[49:44] Drake finds fulfillment in connecting with clients and ensuring continuity from photoshoot to final selection.

[53:20] Great photography combined with a warm environment helps enhance client satisfaction and ease the sales process.

[56:50] Even without a fancy studio, a thoughtful and prepared approach can create a calm and meaningful session.

[58:25] Genuine warmth and compliments on location help clients feel valued, even without a studio setting.

[1:01:06] Drake customizes workshops to individual needs, making travel photography personal and culturally immersive.

[1:04:52] Meaningful local experiences inspire photographers, spark creativity, and improve both personal and client-focused work.

[1:07:03] ATJ points out that the key to a successful client experience is anticipating their needs and personalizing every detail.

[1:09:59] Drake feels that having a supportive team like Linda helps prevent burnout and brings fresh energy.

[1:11:26] Linda points out how photographers, often unaware of how deeply their art impacts families over time, preserve cherished memories.

[1:12:29] Drake argues that building a supportive team can ease stress, combat loneliness, and improve work-life balance.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Italy Workshops - Website

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Busath Photography

Website | Instagram | Drake's LinkedIn

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!

“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 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

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Jeff Dachowski

Website | Instagram | Facebook | LinkedIn | PPA

Feeling the slow season slump? This episode is your wake-up call.

When business is slow all we can think about is getting MORE—clients that is. And Connecticut-based photographer Seshu Badrinath is here to show you how to get them NOW and keep them coming year-round.

With 25+ years of hustle under his belt, Seshu shares real-deal strategies beyond simply posting pretty pics on Instagram. From leveraging local parent forums to sending thoughtful, personalized texts, he breaks down exactly how he stays top of mind (and fully booked) with a high-touch, low-volume approach.

We get into:

• How to tap into local communities and forums that are full of potential clients
• Seshu’s system for staying in touch without sounding like a bot
• Why tools like monday.com + client segmentation = marketing gold
• The beauty of blunders—and how to turn mistakes into your best marketing moments
• Why consistency beats perfection, every single time

Plus, Seshu gets real about pushing past his comfort zone and embracing video (we’re cheering him on).

If you want to stay busy when everyone else is slowing down, this is the episode you need. Tune in, take notes, and get moving.

Timestamps:

[2:37] Seshu credits local online groups for questions about his work.

[4:03] A photographer in Avon, Connecticut for 25 years, Seshu focuses on diverse clients.

[7:51] To prepare for busy months, ATJ suggests reaching out to clients early and tracking follow-ups.

[10:55] In a high-touch business, client connection is crucial.

[12:15] ATJ stresses that consistent follow-ups with existing contacts are key to staying booked.

[14:25] ATJ uses monday.com for client tracking, highlighting high-touch, personal communication.

[17:46] Seshu finds value in the course materials, which help him stay focused and reconnect with clients.

[20:10] Hear how Seshu now focuses on understanding his target clients' needs and specializes in albums and wall art.

[23:45] To showcase the craft and value of environmental portraits, ATJ recommends sharing behind-the-scenes work.

[26:14] ATJ recommends showing the difference between professional environmental portraits and casual photography.

[29:04] ATJ encourages embracing a unique name and posting raw content to keep social media engaging.

[30:33] Seshu accepts ATJ's challenge of posting a raw, unpolished video, even though he isn't comfortable with video.

[33:56] Seshu values learning from experienced photographers, focusing on small steps and personal growth on a daily basis.

[36:15] Hear how Seshu now strives to avoid mistakes, measuring wall art carefully to ensure client satisfaction.

[38:49] Handling mistakes and turning them into learning opportunities is valuable marketing.

[40:22] Now regarding business as a creative challenge, Seshu focuses on adapting in an ever changing market.

[43:58] Seshu believes that every day is a good day to work on the business and reach out to clients.

[47:33] Seshu wonders if clients understand the collaborative nature of custom portrait sessions vs. generic events.

[50:23] To succeed, you need to invest in both craft and business and build connections.

[53:53] Seshu is committed to supporting the community and showing clients that he values more than just profits.

[56:00] Don't let perfection hold you back, and be sure to save money during busy times so you can afford time off and recharge during slower months.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Monday.com

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Seshu Badrinath

Website 1 | Website 2 | LinkedIn | Instagram | Facebook

As kind, accommodating portrait photographers, we seem wired to constantly ask ourselves, “How can I add more?”

More services. More products. More options. More experience to my experience!

Doesn’t adding MORE make it MORE VALUABLE to my client?

What if adding more is actually costing you in ways you might not have considered?

This week on The ReWork, I’m joined by Nicole Gates—former FBI agent turned full-time portrait photographer (yes, really)—who learned (the hard way) that more often leads to less…

Less clarity. 

Less client connection. 

Which in turn leads to…More confusion. 

And yes—way more exhaustion and, finally back to LESS money in the bank. 

Nicole shares her journey from offering six hour portrait sessions with hair, makeup, multiple clothing changes to streamlining her process, simplifying her service, and creating more powerful, connected work.

But we go deeper than that. Nicole also opens up about:

• Transitioning from a career where people avoided her (hello, FBI badge) to one where clients now seek her out.
• 
  
• How her time in a male-dominated career fuels her mission to help women feel confident and strong in front of the camera—minus the cringe factor.
• 
  
• The truth about imposter syndrome—and why being a bada** FBI agent didn’t stop her from feeling like a total fraud behind the lens.
• 
  
• And how she finally stopped overcompensating in her sessions and started trusting her instincts.
• 
  

You'll laugh. You'll nod. You might even rethink everything you’re offering right now.

Becaus, if you do it right?

Less really can be more.

We talk about:

• Why offering too much can overwhelm and confuse your clients making them reluctant to return
• How simplifying your process can lead to better photos and stronger client connections
• The real reason we pile on “extras” (hint: it’s not confidence)
• What it means to build lasting relationships by going deeper, not wider

If you have ever felt like you’re throwing too much at the wall (in business or life) and wondering why it’s not sticking—this one is definitely for you.

Timestamps:

[3:26] At 55, Nicole started her business after retiring from the FBI, balancing multiple roles in McAllen, Texas.

[6:02] Initially pursuing newborn photography, Nicole shifted to glamour portraits to empower women through confidence.

[8:47] Nicole's FBI experience in trust-building and listening helps her create meaningful portraits.

[10:27] Nicole guides women to embrace their strength and confidence, fostering a safe, empowering photoshoot experience.

[13:13] Although she was initially against boudoir photography, Nicole now balances it with family shoots.

[16:06] Nicole reflects on having overcome imposter syndrome, now trusting her photography skills without overcompensating.

[19:03] Nicole's FBI career led her to inspiring local women.

[21:49] Hear how Nicole learned to simplify, focus on relationships, and create lasting client experiences.

[24:19] Nicole now shoots with intention, prioritizing quality over quantity.

[27:44] Nicole came to embrace the idea that "less is more.”

[30:33] Nicole sees her age as a badge of honor and embraces her style,

[33:52] Striving for balance, Nicole is learning to work smarter while prioritizing family and personal growth.

[36:57] Although she loves books, Nicole rarely finds time to read and favors watching Spanish dramas while editing.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Jack Mitchell - Hug Your Customers

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Nicole Gates

Website | Instagram 1 | Instagram 2 | Instagram 3 | Facebook | Pinterest

We need to talk about the B-word. 👀

Yep—boundaries.

You’ve heard it. 

You’ve probably rolled your eyes at it. 

It’s become a buzzword among Millenials, Gen Z and memes everywhere. 

But let’s be honest—just because it’s trendy doesn’t mean it’s wrong.

In this episode, I’m joined by the one and only Čedna Todorovic, a portrait photographer who immigrated from Yugoslavia and has spent the past two years building her business from the ground up in Canada. Coming from a high-powered corporate job, Čedna brought the hustle—but like many of us, she quickly realized that making everyone else happy was leaving her burned out and overwhelmed.

Sound familiar?

Čedna opens up about the messy middle of transitioning into a creative business—how she lost her weekends, her peace of mind, and nearly her sanity—all in the name of “great client service.” But the truth bomb she drops in this conversation? The most powerful thing you can say in your business is NO.

We talk about:

• What happens when you say yes to every client request (hint: chaos)
• How to set boundaries without losing clients—or your mind
• Why protecting your time is the first step toward serving your best clients
• How Čedna found purpose in her work by finally honoring her own needs

If you’ve ever felt like your business is running you instead of the other way around, this episode is your permission slip to draw the line—and take back control.

Timestamps:

[4:22] Hear how Čedna left a corporate career to pursue a full-time portrait studio after years of reflection.

[7:53] Although there have been challenges, Čedna has consistently networked and learned with dedication since 2022.

[10:20] Čedna's background as an immigrant fueled her hard work and perseverance.

[13:03] Hear how Čedna realized that being authentic is key to long-term success.

[15:13] Čedna learned to set boundaries in business after struggling with guilt and pushback from clients.

[18:20] Čedna explains that without boundaries, she exhausts herself, harming her energy and client relationships and impacting her passion.

[21:38] Correcting issues quickly and setting clear boundaries helps avoid time being wasted.

[24:18] Sometimes, when a client isn't a good fit, I don't have to fire them because they fire themselves by realizing that I won't bend my boundaries.

[25:41] Čedna joined ATJ's bootcamp after research and realized that it aligned with her goals.

[28:31] Čedna reveals how she learned to scale her business and confidently set boundaries.

[31:55] Čedna shares that she now limits shoot days in order to avoid burnout and wasted effort.

[35:38] I discuss how over-delivering to please clients caused frustration, so I had to define expectations.

[37:20] Hear how Čedna learned to balance her creative and analytical sides, applying lessons from experience.

[40:00] Balancing creativity and process prevents work from becoming repetitive.

[41:09] Čedna reflects on having given away too much such as $15,000 in prints.

[44:14] It's important to address any personal doubts by seeking resources.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Čedna Todorovic

Website | Instagram | Facebook

“I had NO idea that you were SO EXPENSIVE!”

“Can I get a refund (on the custom artwork that you just spent hours on)?”

“I REALLY want just the digital files, why can’t you just do that?”

If you own a business, you must get used to difficult conversations or you won’t be in business for long. 

It comes with the territory. Potential clients hear what they want to hear, don’t pay attention or you mess up and don’t give them the right info to begin with. 

No matter the cause, you are going to have days when you get an email something like this:

“I’m bummed about the price. I average at least 3 professional photoshoots a year with various talented photographers and these would quite literally be the most expensive photos I have EVER purchased.”

(actual email from prospective client)

🤢GUT CLENCH, am I right? 

If you have ever had a client interaction that made you want to scream into a pillow - you are not alone.

Joining me today to help us unpack her own difficult client conversations is adventure and hunting dog photographer Kristen Murray.

Together we break down the conversations that leave us wondering:

Do I stand my ground? 

Do I back down? 

And if I stand my ground, what do I say? What does that look like?

Or, how we most often feel in these situations:

Do I just quit and become a hermit?

Listen in as Kristen shares a real and stressful experience with a client who disagreed with her over dog training methods, even going as far as calling her a bad dog mom? (Them’s fightin’ words!!!)

Instead of letting things blow up, Kristen listened and held space for a differing perspective, and guess what? That client came back to her and hired her again.

But wait, HOW?

Kristen and I talk all about keeping your cool even when it might be difficult by setting boundaries without burning bridges. She offers up some fantastic advice to help us have the difficult convos and still protect our tender, creative souls.

If you sometimes struggle with standing your ground while maintaining professionalism, this episode is definitely one you will not want to miss.

In this episode, you will learn:

• how to handle difficult conversations by staying calm (even though you’re NOT at all CALM)
• the importance of respecting differing opinions and practices to improve client relationships
• why you should avoid defensive reactions and instead respond thoughtfully
• why active listening (listening to understand rather than respond) is so important
• the positive effects of simplified pricing - breaking down pricing into smaller increments

Timestamps:

[2:55] Kristen travels nationwide, specializing in capturing the bond between adventurous dogs and their humans.

[5:26] A near-death experience led Kristen to pursue dog photography full-time, leaving her previous job.

[8:17] Kristen advises finding your passion and leaning into it, focusing on what you love and excel at.

[9:30] Kristen learned to handle upset clients by staying calm and addressing issues thoughtfully.

[11:51] After a tough conversation with an upset client, Kristen gained respect and even a potential referral.

[14:38] Handling disagreement calmly gives you a superpower others often lack in business.

[15:28] Kristen focuses on the bond between owners and their dogs, regardless of training methods or appearance.

[16:55] ATJ values respecting differing opinions and creating an environment that celebrates differences.

[19:49] Responding thoughtfully to criticism or apologies leads to resolution and de-escalation.

[21:23] Kristen reflects on having remained calm, approaching a situation with respect to resolve the client's concerns.

[24:36] Kristen believes people tend to avoid conflict, which worsens situations and leads to miscommunication, especially via email.

[25:34] Difficult conversations aren’t always negative, and listening helps lessen tension and misunderstanding.

[27:50] Kristen realized that smaller price increments and a personalized approach reduce client stress.

[29:49] Kristen suggests starting with a customized approach and acting quickly.

[32:19] ATJ suggests that expressing opinions confidently, without fear of confrontation, helps find good solutions.

[34:28] Kristen appreciates a flexible approach to business, adjusting when needed.

[36:10] ATJ commends Kristen for staying true to herself and adapting what she learns to her business.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Kristen Murray

Website1 | Website2 | Instagram1 | Instagram2 | Facebook1 | Facebook2

Are you still in love with what you’re shooting on the daily?

Maybe you’ve gotten a little bored and are feeling the siren’s call to expand into another genre of portraiture or another type of product or presentation.

You’re not alone. Joining me this week to discuss the need for expansion and change in our business is portrait photographer, Kristine Logan.

Kristine is from Fort Wayne, Indiana and in the last few years, she took her business from specializing in personal branding and editorial portraits and expanded into the wild and wooly world of family portraits.

And she was absolutely terrified.

Tune in as Kristine reflects on the challenges of shifting to managing family sessions - posing, wrangling kids, and everything that goes with a genre she thought she would NEVER pursue. 

She’ll share how she managed all that AND how she finally pushed past her hesitation to raise prices to make her business profitable and sustainable.

She’ll share some of the game-changing nuggets she implemented from our Art of Selling Art course; plus the game-changing “ahas” that helped her shift her mindset toward less fear and more confidence.

Transparent communication with clients? Yes.

Setting higher expectations? Absolutely, and it all led to increased sales.

Kristine also touches on how her mom, a passionate photographer, greatly impacted her own approach as an artist. How that influence helped to create meaningful, timeless portraits for her clients and that business and art can go hand-in-hand if you let them.

If you're a portrait photographer looking to expand your offerings or get inspired, Kristine’s story is full of lessons on growing your business, getting comfortable with scary changes, and the value of printed portraits. (Spoiler alert: embracing growth and mentorship can work wonders.)

Tune in for a real conversation about the wins, setbacks, and, most importantly, life lessons of running a fulfilling portrait photography business, especially when you’re willing to step outside your comfort zone.

In this episode, you will learn the importance of:

• transparent communication with clients
• continuous learning, even when it feels uncomfortable, and scary
• finding balance between profitability and efficient business operations
• staying true to your artistic vision while meeting clients' needs
• mentorship, self-reflection, and growth in building a successful photography business

Timestamps:

[2:23] Kristine began as a mom taking family photos before transitioning into a professional portrait photographer.

[5:09] Early challenges in Kristine's career involved structuring her business and handling difficult client dynamics.

[7:06] Hear how Kristine's success improved by adjusting her sales approach and managing client expectations during consultations.

[9:45] Kristine reflects on having struggled with implementing systems but becoming more efficient after considering her learning process.

[12:19] ATJ stresses that business adjustments require time and patience based on personal preferences and experiences.

[13:48] We learn that Kristine’s mother was a talented hobbyist and photographer, creating beautiful hand-painted portraits of her kids.

[16:17] Kristine’s shares how her mother, suffering from Alzheimer's, recognized her senior portrait but couldn’t remember her as an adult.

[19:12] Kristine plans to dedicate some time to transferring data and streamlining finances by switching software subscriptions.

[21:21] Kristine is learning to focus on fewer images in albums, pushing clients toward meaningful wall art.

[24:16] Kristine stresses serving her clients with genuine intentions rather than focusing just on money.

[26:57] ATJ points out how money is necessary for business, but transparency and alignment with clients are also important.

[28:57] Transparency in pricing and consultations improves client relationships and helps prevent regret or dissatisfaction later.

[32:26] ATJ adds that transparency about pricing helps clients understand potential spending, leading to more informed decisions being made.

[35:03] Kristine discusses the importance of focusing on money without neglecting other business aspects like technology and marketing.

[37:15] Not every learning resource is the right fit, but it’s important to implement what resonates with and benefits you.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Kristine Logan

Website 1 | Website 2 | Instagram | Facebook

Experiencing major setbacks in your business? You definitely are NOT alone.

Marcela Límon, owner of Lemonshoots Photography in San Francisco, joins The ReWork this week to talk about her journey

Marcela has been running a successful portrait studio for over a decade. In fact, her income has increased year after year, until 2024. Cue screeching tires soundtrack. 

For the first time ever, Marcella questioned herself, her approach to business, EVERYTHING. 

Was it her? The economy?

Was it the impending election? 

Did people no longer want portraits? 

What the HECK was going on? 

For the first time, Marcella faced the reality that what had been working in the past, was no longer working, so she had to rethink her approach to keep things going.

Listen in as Marcela shares how she got through a tough year by tweaking things in small but strategic ways. 

She discusses adjusting her pricing, refining her marketing, and leaning on her community to rebuild her momentum.

Marcela also opens up about the mindset shifts that helped her push through the self-doubt and how reminding herself of past successes, seeking support, and giving herself grace made all the difference.

If you’ve ever faced setbacks in your business (and, let’s be honest, who hasn’t?), then this episode, packed with insights into resilience, adaptation, and using failure as a way to grow, might just be the gentle kick in the pants you need to get your business moving again. 

In this episode, you will learn:

• That setbacks are normal and simply part of the business cycle
• To surround yourself with people who are supportive
• To take action, even when you feel paralyzed by fear
• To see that value in small tweaks rather than major overhauls
• To practice consistency in marketing and building personal connections

[3:44] Surrounding herself with successful people inspires Marcela, but setbacks are just part of entrepreneurship.

[4:58] Marcela feels that overcoming challenges requires the right mindset, a supportive community, and fresh perspectives on problem-solving.

[7:28] Growth in business demands that Marcela step outside of her comfort zone and embrace necessary but scary changes.

[9:42] Success sometimes comes down to making small tweaks rather than major overhauls.

[11:06] Marcela prioritizes consistent marketing by balancing virtual connections with in-person ones.

[13:02] ATJ shares how, after a divorce, therapy helped her improve, but neglecting coping strategies resulted in more struggles.

[16:57] Mistakes are inevitable, but they often lead to unexpected opportunities and valuable lessons.

[17:39] ATJ argues that waiting for perfection hinders progress; taking action is the key to growth.

[18:26] Hear how Marcela realized that selling her work requires confidence, timing, and being willing to adapt to client needs.

[20:59] Marcela argues that it's helpful to review your materials with someone whom you trust.

[22:24] ATJ points out that changing business language is like learning a second language, taking time before it becomes natural.

[25:14] Facing challenges taught Marcela that failure is normal and that being persistent and adaptable lead to success.

[27:40] Building genuine connections is more important than immediate referrals, as relationships can bring unexpected value later on.

[29:39] ATJ admires Marcela’s positive personality, bringing light and warmth to others.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Marcella Límon / Lemonshoots Photography

Website | Instagram

What does it mean to be emotionally resilient?

Emotions are part of our design as humans. We all feel them, but many of us take far too many things PERSONALLY.

You know the drill. A client says, “Wow, that’s expensive,” and you go straight to, “They hate me, they’re never going to use me again, they are going to tell everyone that I suck.”

If this sounds familiar, you’ll want to tune in to today’s episode as Jessica Mackey helps us unpack how to be more emotionally resilient at work.

Let’s be honest - some clients can be a lot. Most days at work are fantastic, but other days, it feels like you’re walking onto a battlefield with no armor, Jessica joins us with a list of ways to help you shore up your emotional resilience.

Join us as we discuss how to stay calm when things get heated and ways to avoid taking negative feedback too personally. 

We discuss how to handle difficult conversations, avoid burnout and how to avoid sacrificing your mental well-being for your business. 

If you have ever felt emotionally exhausted by clients and work, this episode is specifically tailored for you.

In this episode, you will learn the value of:

• accepting conflict or negative feedback gracefully
• acknowledging our emotions without allowing them to control us
• recognizing that a negative client interaction isn’t the end of the world
• processing our feelings before acting on them
• avoiding making assumptions that are just plain wrong
• avoiding burnout and maintaining sanity while serving clients

[3:05] Jessica feels at home with the ATJ family and credits them for her understanding of organizational psychology.

[4:33] Jessica shares having found inspiration in Oklahoma City's Survivor Tree.

[7:18] Emotional intelligence helps build both business and personal resilience.

[8:24] Strong business foundations require deep roots.

[9:42] Understanding a client's motivation behind negative behavior leads to empathy and prevents conflict.

[10:58] Jessica argues for reframing negative interactions as learning experiences.

[13:41] Assumptions can be misleading, so ask questions with kindness.

[15:13] Emotional regulation benefits personal and professional relationships by helping to reduce reactive responses.

[18:49] Jessica argues that pausing before reacting prevents emotional escalation and improves communication.

[20:02] Distancing yourself from making assumptions avoids unnecessary stress.

[23:52] Failing to define your services clearly leads to exhaustion from constant unwanted requests.

[25:47] Jessica stresses the importance of clarity in this business.

[26:11] Knowing what you love and setting boundaries keeps you from wasting energy on work you dislike.

[28:50] Jessica points out that clients hire you for your expertise, so assertive communication reinforces your authority.

[31:11] Jessica argues for the importance of having good relationship skills.

[33:38] Jessica explains how assertiveness adds value and how social awareness helps refine one's approach based on responses.

[36:17] Responding with heightened emotion can sometimes help de-escalate situations by making others feel heard.

[37:10] Handling criticism with patience helps prevent unnecessary conflict.

[40:59] Self-awareness means recognizing how your perspective shapes interactions and adjusting it as needed.

[43:58] ATJ reflects on what she loves about the book The Let Them Theory.

[44:50] It's okay to give ourselves grace when we feel anger.

[46:30] Jessica reiterates that it's okay to take time to process emotions before responding.

[49:33] Developing deep roots and a growth mindset helps you take on life's challenges and learn new skills.

[51:30] Challenges are inevitable, but growth comes from responding with resilience and perspective.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

The ReWork Episode 30: The Business Side of Portraits with Jessica Mackey

The ReWork Episode 43: Creating Space in Your Schedule with Jessica Mackey

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Articles

Verywellmind.com - Why Emotional Resilience is a Trait You Can Develop

Psychologytoday.com - Emotional Resilience: 9 Ways to be Resilient in Tough Times

Psychologytoday.com - Become a More Flexible Thinker

Books Mentioned

Mel Robbins - The Let Them Theory

Adam Grant’s Books

Carol S. Dweck - Mindset: The New Psychology of Success

For something that exists only in our heads, fear can really do a number on our confidence, slowing us down, keeping us from being the best we can be. 

What’s the best way to manage our fear and, ultimately, get out of our own way?

Today’s guest, Kathryn Langsford of Photos By Kathryn in Vancouver, Canada joins me to talk about how fear has paralyzed her in the past and the specific actions she’s learned to break free from its grip.

Kathryn, like most of us, has faced HUGE personal, financial, and business challenges over the years. She shares the wisdom in allowing herself to feel it (because let’s face it - ignoring it and pretending that it isn’t there simply does not work); then moving beyond just feeling it, we discuss the specific actions and methods she uses to avoid getting trapped in fear when life gets scary and hard.

This is NOT a discussion of fake it till you make it or any other toxic positivity “tricks.” 

We get right into how we manage our own business fears that inevitably show up so that we can see reality more clearly and make better decisions for ourselves, our clients and our businesses. 

If you have found yourself trapped in a cycle of fear and anxiety, then this episode is for you. 

Remember, feeling fear might be inevitable, but being stuck in fear is not.

In this episode, you will learn the value of:

• Acknowledging Fear - recognizing and accepting it rather than trying to escape it
• Focusing on NOW and addressing immediate actions to take rather than forecasting a worst case scenario about the future
• Slowing Down Your Mind when feeling overwhelmed and how to do that
• Reflecting on Past Successes and reminding yourself of past challenges you've overcome which can help you move through fear more quickly.
• Taking Incremental Steps when making big decisions and how it can help you be less afraid and make big decisions more manageable.

[3:17] Kathryn acknowledges fear but focuses on what actions can be taken today.

[6:14] Reflects on past hardships, Kathryn trusts that she'll overcome this one too and focuses on the present.

[8:54] Hear how slowing down helps Kathryn identify opportunities.

[10:43] Fear is a red flag, and Kathryn reminds herself to focus only on today, not the future.

[12:27] Learning from feedback, Kathryn raises her prices gradually.

[15:13] Kathryn built her business through instinct and trial-and-error, learning from mistakes.

[18:41] It's important to take risks in business; fear can hinder growth and progress.

[20:38] Kathryn recommends grounding oneself in the present, accepting fear, and focusing on small, immediate actions.

Click here to listen!

“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 and Resources:

Download a Transcript

Ultimate Client Consultation Form

Frequently Asked Difficult Questions (FADQ’s)

Sales Sabotage Evaluation Tool

Allison Tyler Jones Education Courses

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Kathryn Langsford

Website | Instagram

Books Mentioned

James Clear - Atomic Habits