You might think that being an amazing photographer is enough to get hired by high-end clients.

It’s not.

In this episode, I’m chatting with my nephew, Ross DeCesare—who’s just completed the arduous and eye-opening task of hiring an interior photographer for DeCesare Design Group (my sister’s interior design firm). 

The photographers that Ross considered for the job were all creative, talented photographers with stellar portfolios of work. 

But that is where the similarities ended.

Ross breaks down exactly what made certain photographers stand out—and how others eliminated themselves from consideration and NONE of it had to do with the QUALITY OF THEIR WORK. 

Although this discussion centers around interior photography, the applications apply to ALL photographers. 

If you make your living with a camera, this episode is an inside look at how potential clients may view your business, your communication, and your professionalism.

And let’s just say… it’s not always pretty.

• What clients actually need from a photographer, and why it’s more than just “pretty pictures.” Think editorial features, social media content, scouting shots, and a polished portfolio.
• 
  
• The “Nice But High-Maintenance” Photographer: Why low prices aren’t always appealing and how being too flexible—or oversharing—can backfire.
• 
  
• The “Talk to My Agent” Experience: When high-end becomes high-barrier. A look at how poor transparency (even with good intentions) can kill trust and lose the job.
• 
  
• The Photographer Who Got the Job: Clear, fast, prepared, and aligned. Why transparency, confidence, and clarity beat charisma and cost every time.
• 
  
• Why a solid process inspires client confidence and attracts great clients and why red flags in communication can repel the very clients you’re trying to book.
• 
  

This conversation is like sitting behind the scenes in a client’s brain—and it’s equal parts cringey and enlightening. 

If you’ve ever wondered why a potential client ghosted you, why a “perfect” consultation didn’t convert into a real job, or why price wasn’t the actual problem… this one’s for you.

Learn what to do (and definitely what NOT to do) to stand out as a professional and make it easy for a potential client to say YES.

• What top-tier clients actually look for when hiring a photographer (hint: it’s not just talent).
• The red flags that turn dream prospects into cancellations—and how to avoid them.
• Why having a clear, client-centered process is more valuable than being the cheapest.
• How transparency, professionalism, and confidence in your pricing and what that price covers can build long-term trust (and bookings).

Timestamps:

[2:55] Meet Ross DeCesare—Allison’s nephew and newest member of the DeCesare Design Group—returning after two years in Santiago, Chile.

[4:28] Why designers photograph their work: documenting legacy projects, creating social media content, and preparing for potential magazine submissions.

[6:14] How the landscape has shifted: from magazines flying in their own photographers to design firms shouldering the cost (and the content creation).

[8:32] The value of clear image usage rights and why today’s firms need more than just ten good shots.

[10:05] The “Nice But High-Maintenance” Photographer: Low pricing doesn’t make up for hard-to-schedule behavior and poor boundaries.

[12:40] TMI alert: Why overexplaining your pricing or travel costs can make clients uncomfortable (and why proactive communication wins).

[15:50] Misalignment in process: Saying “I’ll work however you want” but then reverting to your own preferences creates confusion and frustration.

[19:20] Be clear: Clients like Ross want photographers who align with their process—not someone who improvises on shoot day.

[22:05] Red flags: Wanting to be “besties” with the principal designer rather than collaborating professionally with the full team.

[24:48] Why being upfront about your workflow and limits is better than being overly flexible (and then dropping the ball).

[26:32] The “Talk to My Agent” Experience: Impressive on the surface, but high-touch turned into high-friction.

[28:18] A-list rep, impressive bid packet, and polished communication—but still lacked transparency about back-end magazine deals.

[30:24] How misaligned expectations (especially around guaranteed publication) can sink trust—even with a premium brand.

[33:06] Lesson: Fancy packaging can’t cover unclear usage rights or hidden policies.

[34:44] The photographer who got the job: Fast responses, clear process, and full alignment with how DeCesare Design Group works.

[36:10] Proactive professionalism: Offering lighting solutions, respecting the timeline, and anticipating questions before they’re asked.

[37:30] Clarity ≠ rigidity: This photographer presented how he typically works and left room to adjust for client needs.

[38:56] Why saying “My clients have found this helpful…” positions your process as client-centered rather than self-serving.

[41:02] The hidden client fear: If you’re too cheap, they wonder what’s wrong with you.

[42:38] Value your work: How confidence, preparation, and pricing all signal quality to clients.

[44:50] Ross’s biggest takeaway: Clients want photographers who know their worth and show up like pros—confident, not needy.

[47:20] You can’t attract top-tier clients with bargain-bin behavior. Alignment, process, and professionalism are the keys.

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

Ross Tyler DeCesare

Website | Instagram 

Be honest—do you ever feel like you are collecting money from your clients, just to hand it over to your vendors, or the tax man?

You are NOT alone. It’s actually one of the most common struggles I hear from photographers.

That’s why I’ve invited Venus Michael to the show. Venus is a bookkeeper who specializes in helping photographers stop the financial bleeding and finally take control of their money.

In this episode, Venus and I dive into the real reasons you might feel broke, even when you’re fully booked—like wasting money on random props or pulling prices out of thin air based on what “everybody else” is charging.

But here’s the good news—Venus makes understanding your money easy (and not boring, I promise). She breaks down:

• How to actually know what’s profit and what’s not
• Why lumping all your money in one account is killing your cash flow
• And how opening just one extra account can change everything.

We also dig into her favorite system—Profit First—a simple method that helps you divide every dollar into separate accounts for expenses, your pay, profit, and taxes.

No more tax season panic. No more wondering where all the money went.

Venus even shares how changing the way you see your money—like adjusting your camera lens—can help you make smarter decisions that support both your creativity and your bank account.

If you’re ready to stop the cycle of making money and watching it disappear, you do not want to miss this episode.

• Why photographers tend to overspend on unnecessary stuff and undercharge for their work
• How the Profit First method helps you manage your money without complicated spreadsheets
• Why tracking expense percentages and working with a creative-friendly accountant is a must
• How to get started today by opening one simple account to start keeping more of what you earn

Timestamps:

[3:00] Hear how Venus discovered her niche in bookkeeping for photographers in 2017 and wrote a book.

[6:48] Portrait photographers often waste money on props and copy others' pricing without considering income goals.

[9:07] Venus helps photographers with distinguishing necessary expenses from wants.

[11:59] Using separate bank accounts for expenses simplifies financial management and prevents overspending.

[14:42] ATJ reflects on how adopting the Profit First method prevented unexpected tax bills after profitable holiday seasons.

[15:59] Financial preparedness changes tax bills from stressors to routine occurrences

[18:07] Venus points out how, although skeptical at first, many CPAs use multiple accounts after seeing clients succeed financially.

[20:58] Venus discusses viewing business finances as three roles—business, worker, and owner.

[24:15] Hear how a client used Profit First to fund a passion project while still sustaining her photography business.

[26:12] Shifting perspectives, like changing camera lenses, helps make better business decisions.

[28:38] Hear how reducing expense percentages over time improves financial health.

[31:53] Having a financial cushion for taxes reduces stress and allows surplus to become profit.

[32:55] To accurately assess finances, Venus advises blocking time, calculating expenses, and avoiding working blindly.

[34:34] Knowing the costs of goods helps guide decisions around pricing.

[37:16] Many photographers also overlook labor costs, causing loss of profit.

[38:06] Venus advises that calculating hourly worth requires factoring in experience, efficiency, and time spent per project.

[41:29] ATJ points out how translating complex financial concepts into creative-friendly language helps photographers better understand profit.

[44:16] Profit First Professionals offer bookkeeping support.

[46:40] Venus argues that the first thing that you should do is outsource bookkeeping.

[48:58] It's important to choose a bookkeeper with accounting expertise who offers value-based pricing, not hourly rates.

[51:30] Prioritize bookkeeping services that handle payroll, sales tax, and reporting.

[52:40] It's totally normal to feel vulnerable when hiring a bookkeeper, so find someone you trust and connect with.

[55:12] ATJ recommends starting small with Profit First by setting aside 1% of your income to build financial stability.

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

Venus Michael - Profit First for Photographers

Mike Michalowicz - Profit First

Jim Loehr - The Power of Full Engagement

Do The ReWork

Website | Instagram | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Venus Michael

Website | Website 2 | Book | Instagram 1 | Instagram 2 | Facebook

Are there too many photographers in your town? 

How are you supposed to stand out when the field is full?

Today’s guest on the ReWork suggests playing a different game. 

Rick Trummer from Mid-South Color Lab spends every day helping photographers to distinguish themselves from their competition by developing products that defy comparison. 

MidSouth lab specializes in custom digitally and oil painted portraits and stripped canvas artwork. He’ll also tell us about a new image substrate with a metallic look that is actually made from paper. 

Mid-South Color Lab is the only photo lab in the United States with exclusive rights to print on Hanemühle paper, which is the gold standard for professional photographers.

Instead of cranking out cookie-cutter prints, MidSouth focuses on creating personalized artwork as heirlooms for their portrait photographer’s clients. 

Rick shares tips for portrait artists who want to break free from the herd by keeping your product simple yet distinctive. 

He also shares insight on how to market a high-end product like this to your best clients.

You will learn:

• Why to focus on a few high-quality, unique products rather than offering everything
• The importance of consistency in style and product quality
• Why to simplify offerings to make decisions easier for clients
• The fact that creating high-end products requires proper pricing and quality assurance
• How success comes from personal customer service, product consistency, and strong client relationships

Timestamps:

[2:50] Rick’s lab customizes high-end digital paintings with real artists for quality beyond filters.

[5:54] ATJ reflects on her mother's appreciation for portraits and praises Rick’s ability to personalize each client’s style.

[8:26] Learn how Rick helps studios come up with unique styles with consistent painters to stand out from competitors.

[11:06] Focusing on just a few signature products helps Rick’s lab deliver excellence and reliability.

[14:08] ATJ appreciates vendors who guarantee quality, making client trust key to success.

[15:37] It's important for photographers to maintain consistent results across styles.

[16:51] Rick asserts that studios need to demand color consistency from labs and hold them accountable.

[19:43] Rick explains that orders take longer because of necessary final inspections.

[21:30] Mid-South offers personalized help to ensure long-term success.

[24:56] If you want to sell new products, show consistent samples, and use videos.

[27:55] Hear how limited-time offers and gift cards can drive buzz and lead to referrals.

[31:18] Product success grows through consistent branding, storytelling, and clients who share authentic enthusiasm.

[33:38] Studios should adapt new ideas to fit their own comfort, goals, and brand identity.

[36:00] Rick encourages photographers to stick to a timeline.

[38:55] ATJ feels that Rick’s insights offer universal value for improving 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 | Facebook

Allison Tyler Jones

Website | Instagram | LinkedIn

Rick Trummer / Mid-South Color Labs

Website | Instagram | Facebook | LinkedIn

Have you ever had a customer service experience so good you wanted to bottle it and recreate it in your own business?

That’s what it’s like talking to Matthew Hodgman, Senior Client Success Manager at White House Custom Colour. While his title might sound corporate, Matt leads with heart—and serious empathy chops. If empathy were a competitive sport, he’d be on the podium with gold.

We’re not talking about empathy as a feel-good bonus. We’re discussing empathy as a vital business essential. Empathy isn’t just about being a friendly human—it’s your secret weapon for building loyalty, diffusing tension, and turning client “oops” moments into opportunities.

In this episode, Matt and I delve into what it really looks like to lead with empathy in business:

• Listen like you mean it—instead of just waiting to talk next
• Reach out before there’s a problem—not after
• Build genuine, lasting relationships with clients and vendors alike
• How to turn mistakes into your best marketing moments
• And how to let empathy shape your pricing, policies, and process

Matt even shares a story about WHCC stepping in to fix a problem that wasn’t even their fault—total masterclass in grace under pressure.

If you want to create a business that feels good—for your clients, your partners, and yourself—this is the episode to tune into.

• Why empathy is a business skill, not just a personality trait
• Active listening that builds trust
• Unexpected outreach and why it matters
• When things go wrong: How you handle it defines you
• What empathy has to do with pricing and flexibility

Timestamps:

[2:43] Empathy isn't just nice to have; it’s vital in cutting through the negative noise to truly connect with others.

[5:27] ATJ believes that human connection, not efficiency, makes the work meaningful, putting love into every image.

[8:00] Matt asserts that value lies in the shared experience, not just the product.

[10:02] Long-term vendor relationships can become authentic partnerships built around trust and support.

[12:06] Matt explains how empathy at every level creates a ripple effect of positive collaboration.

[15:51] Owning mistakes with grace and kindness can transform tension into loyalty.

[17:24] Learn how some of the best marketing that you ever do in business is actually after something has gone very wrong.

[19:18] Matt admires ATJ’s brand identity and empathetic approach to her business.

[22:03] ATJ reflects on having built trust by empathizing with a reluctant teen and connecting with them over Sephora.

[25:49] Matt stresses the need to match communication styles so that clients feel seen, heard, and respected.

[28:12] ATJ prioritizes upfront transparency to avoid manipulative and/or uncomfortable situations later.

[31:23] Every experience with a client is an opportunity to exceed expectations.

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

White House Custom Colour

Website | Instagram | Facebook | YouTube

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