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

We’ve cracked the ReWork Vault for one of our favorite conversations about conversations. Client conversations that are key to creating the sales that will make your business profitable. 

Nobody can do what you do, in quite the way you do it.

Take that in. Because it’s the truth. 

If more portrait photographers could internalize this truth there would be less fear and less weird behavior when dealing with clients.

Weird behavior like, shooting off a mile-long contract or multi-page price list to a client over email—with no context or perspective. 

What you really need to do is simply have a CONVERSATION!

In today’s episode, Jeff Dachowski, incoming president of PPA* and co-owner of Dachowski Photography, and I discuss some of the most common client complaints/mishaps, and how you can avoid almost all of them by:

• Building relationships in the initial client phone call.
• Not being afraid to bring up money early and often.

and 

• Being transparent and authentic throughout the entire sales process.  

I make Jeff roleplay a sticky client conversation with me (I get to be the client!🤗), and we discuss some encouraging statistics from the Gallup poll commissioned by PPA that show how truly bright the future of the portrait photography industry is.

I know you’ll leave feeling wholly motivated and inspired to make some changes to the conversations you’re having with your own clients. 

Here’s a glance at this episode…

• [01:45] An introduction to today’s guest, Jeff Dachowski, and what you can expect from today’s episode.  
• [04:17] What Jeff sees as the ultimate goal of continuous improvement as a photographer. 
• [06:02] Why Jeff’s studio doesn’t send contracts to clients.
• [10:03] The information sheet that each client of Jeff’s receives during their initial consultation session. 
• [13:46] What Jeff sends to clients instead of sending them a price list, and his reasoning behind this.  
• [17:36] Why conversations are the key to getting the clients that you want. 
• [19:25] The problematic approach that many photographers use when clients push back against their prices.  
• [23:45] How Jeff builds relationships with his clients from the first conversation. 
• [25:22] What to do if potential clients don’t have a clear “why” when they first approach you.
• [29:39] The importance of being authentic during your client consultation sessions.
• [32:01] Examples of how to make your clients feel comfortable and heard.  
• [35:16] My approach to dealing with uninterested dads during a shoot.  
• [36:31] Why you need to overcome your fear talking about money. 
• [41:47] How Jeff addresses the topic of money for the first time with his clients. 
• [44:26] Jeff and I roleplay a consultation discussion (with me as the client and him as the photographer). 
• [53:39] Why it is irrelevant what other people think about your prices. 
• [57:34] A major difference between luxury portrait photography and many other industries. 
• [1:00:37] How to work out what you should be charging your clients.   
• [1:02:01] Encouraging findings from recent research conducted on the photography industry by the Professional Photographers of America. 
• [1:05:45] Proof that it is possible to create your dream life through portrait photography, no matter what anybody else tells you! 
• [1:07:54] Some words of motivation for you to take away. 

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

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Jeff Dachowski

Website | Instagram | Facebook | Email | PPA

What is the best way to ask for referrals?

Is it possible to do without feeling like a used car salesman? 

Today’s guest will share her favorite methods for getting stellar referrals without feeling like you're begging for a favor.

Lesa Daniel and her husband Gregory of Gregory Daniel Photography have created an incredibly successful portrait studio by building relationships and using trigger marketing to get authentic referrals.

Listen in as Lesa shares her favorite strategies for staying connected with previous clients, how to encourage them to come back without being pushy, and why it’s important for referrals for new clients to feel effortless and natural. 

You’ll learn about why it's important to be true to yourself and how embracing your personal style will help you attract the right clients.

According to Lesa, it’s all about being genuine, playing to your strengths, and making connections without pressure. 

Lesa’s insights on pricing, building lasting client relationships, and nurturing a repeat clientele are the time-tested methods for any portrait photographer looking to grow their business.

If you have ever wondered how to ask for referrals in a way that feels natural and genuine and not cringey, this episode is packed with actionable tips that you won’t want to miss.

In this episode, you will learn the value of:

• getting referrals in an authentic way that avoids feeling cringey or forced
• building relationships to attract clients via what Lesa calls trigger marketing
• Leaning into your personal style and being authentic
• using your personal experiences to market
• pricing with confidence and not being afraid to charge what your work is worth

[1:03] This episode's guest, Lesa Daniel, naturally secures referrals, proving that they can be gotten authentically.

[2:53] Effective marketing relies on relationships and strategic triggers to guide high-end clients naturally.

[4:10] Lesa's work focuses on creating long-lasting, statement pieces rather than many smaller items.

[4:54] Lesa discusses how decades of experience have created lifelong client relationships.

[6:58] Enthusiastic clients will become natural promoters.

[8:55] Lesa explains how providing portrait guides and follow-ups helps ensure referrals happen and become bookings.

[11:40] Lesa creates authentic referrals by encouraging clients to share brochures.

[13:42] Portraits commemorate milestones, making them meaningful for families settling into new homes.

[15:20] Milestones such as graduations lead to perfect opportunities for referrals driven by relationships.

[18:08] Lesa argues that a quick text to a busy friend can help simplify referrals.

[20:15] Maintaining genuine connections with past clients can result in organic referrals via social interactions.

[22:45] Social engagement is important for marketing, but those who don't feel comfortable with it may need help.

[25:19] Businesses thrive in different ways, allowing entrepreneurs to create meaningful careers driven by their passions.

[27:20] ATJ points out that refining focus can attract the ideal clients who truly resonate with your work.

[29:23] Lesa advises being confident in your pricing, highlighting your value over fear of losing customers.

[32:13] ATJ shares that she enjoys diverse book formats and keeps physical copies of beloved books as trophies.

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

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Lesa Daniel

Website | Gregory Daniel Photography's Instagram | Lisa’s Instagram

Books Mentioned

Seth Godin Author Page

Kristin Hannah - The Women

Ina Garten - Be Ready When Luck Happens: A Memoir

George Eliot - Middlemarch

Percival Everett - James

Mark Twain - The Adventures of Huckleberry Finn

Liz Nugent - Strange Sally Diamond

We want our clients to always be happy, right? 

Each year, we devote time and energy to upping the ante and improving our product and client experience so that it’s the best it can be.

It’s a cause worth pursuing, but only if you realize that, as hard as you work, it just isn’t possible to make everyone happy all the time. 

……………Wait what?

So we just give up, throw in the towel?

Or how about we double down on our people-pleasing ways which leads to…..burn out? 

No go.

Is there another way?

Returning to the show to help me tackle this topic is Kathryn Langsford of Photos by Kathryn in Vancouver, Canada. 

We talk about the game-changing realizations we made that not every client is the right fit for your business and how embracing that can actually free you to create your very best work in the very best way for your very best clients.

Listen in as Kathryn reflects on the temptation to take on clients who didn’t want to do business her way. Why was she tempted? Because bills gotta get paid, that’s why! 

She learned, the hard way, that this often leads to a lose-lose situation = unhappy clients AND an unhappy Kathryn with neither party getting what they really want.

During our conversation you’ll learn how to watch out for red flags that a client might not be right for your business, such as clients wanting services or products that you don’t offer; “rule-breakers” who don’t want to do business your way, and other signs that signal a dumpster fire in the making. 

Kathryn and I also talk about our experiences setting boundaries, creating processes that protect your creativity and the client experience. As always, we share our fails and our hard-earned wisdom to help you listen to your gut when it comes to taking on clients and sticking to your vision.

Believe it or not, being willing to not please everyone and make sure you’re crystal clear with prospective clients about what you DO and what you DON’T do make the entire process of portraits so much easier and more enjoyable. Those who don’t want what you do find someone else (deep breaths, it’s really ok!)  and the clients who move forward actually “get you” and love every minute of their time with you. 

Everyone wins.

In this episode, you will learn the value of:

• not everyone being your ideal client and how taking on clients that aren't the right fit often leads to frustration
• noticing and paying attention to red flags
• setting clear boundaries with clients and maintaining a schedule
• avoiding giving away your work and offering free services or products
• educating clients about your style and process

[3:07] Not every client is the right fit, and forcing it can harm your reputation.

[5:12] Ignoring creative instincts and red flags for money can lead to frustration and subpar work.

[8:52] Clients seeking work outside of your style should be educated, but mismatches ultimately require parting ways.

[11:00] While some red flags can be addressed with education, ignoring intuition often leads to regret.

[13:22] Kathryn argues that taking on unsuitable clients out of fear of losing money usually results in frustration and failure.

[15:20] Offering extra services or items to please clients often backfires and reduces your profit.

[18:31] Kathryn reflects on how having given away free products, like albums, was time-consuming and not worth the effort.

[19:01] Kathryn realized offering physical proofs led clients to settle for small prints, not larger purchases.

[21:29] Kathryn believes that presenting only the best images increases value and protects creative boundaries.

[24:13] It's important to maintain boundaries, such as charging extra for weekend sessions.

[25:33] Hear how Kathryn avoids saying "no” and instead guides clients to align with her business practices.

[28:12] Kathryn accepts that some clients won’t fit her business model.

[31:34] Taking on clients that aren't good matches drains your energy and leads to dissatisfaction on both sides.

[34:48] Kathryn finds that prioritizing compatible clients makes her work feel rewarding and more enjoyable.

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

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Kathryn Langsford

Website | Instagram

Happy 2025, friends.

Join me for the first episode of the year as I talk all about how to best structure your calendar for the year.

“If it’s not on the calendar, it’s not real.” Sound familiar? After fifteen years in this business, I have learned time and again that having a strategic calendar is incredibly important in order to run a profitable and enjoyable photography business.

Tune in as I use real-life examples from our studio to explore how properly setting up your calendar can give you control over your business and yourself, discussing important steps such as setting business priorities, grouping similar activities together, and, of course, creating buffer times for managing workflow.

I also discuss common mistakes and how to avoid them, so if you are wondering how calendaring helps you avoid burnout and ensure that your creative energy remains your top asset, this episode is for you.

Listen in as I dive into all of this and more so that you can go into 2025 showing up for your clients with your best self.

In this episode, you will learn the importance of

• Strategic calendaring and why it's is essential for a successful and enjoyable portrait photography business
• Setting annual business priorities and align your calendar with your goals and personal values.
• Grouping similar activities together in order to maximize efficiency and your creative energy
• Building in buffer times for workflow management to ensure productivity
• Scheduling personal days and maintaining boundaries to prevent burnout and improve clients' experiences

[01:00] After recovering from illness, the new season of the podcast resumes with a focus on strategic calendaring for business success.

[03:02] Calendaring properly helps give control over your business and personal energy.

[06:22] Group like activities together.

[08:03] Set buffer times for workflow management to help ensure efficiency.

[10:04] Schedule personal days for essential tasks; create a structured booking system.

[13:14] It's important to avoid overcommitting during peak seasons; schedule promotions during slower times.

[15:45] Map out 2025, and focus on profitable seasons and essential personal time.

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

Time Blocking Guide

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Being an expert means confidently guiding clients using your vision and skill. As portrait photographers, it’s up to us to help clients document their memories, and decide where each portrait will “live” in their space.

The problem is, we offer TOO MANY CHOICES.

Showing too many images to clients is probably the single, biggest sales mistake I see photographers making. 

As a result, clients are overwhelmed and paralyzed trying to decide between images we should have already tightly curated for them.

Our expertise is to show clients what images truly resonate - the meaningful image, not an endless parade of slightly different images where none stand out or feel special. 

Free yourself from overwhelm; try this exercise, force yourself to streamline and focus on a single, compelling image to capture each concept (or pose) that you’ve photographed.

Does just the thought of doing this give you an ulcer? That’s just fear talking. Fear that showing more makes the experience more valuable. 

It doesn’t.

In fact, the opposite is true. Showing less, but better images, is a super power and one that will have your sales meetings moving more quickly and your sales closing faster. 

Let’s turn that fear into power. I challenge you to show less, and offer more focus; focus on the meaning and emotion in each image that makes them special.

Tune in this week as I wrap up this three-part miniseries: Are You Overwhelming Your Clients? Part 3: Too Many Choices 

Are you ready to help clients stress less and by showing less?

Tune in, and let’s bring clarity to your client’s choices. 

Make 'less is more' not just a saying but a way of working.

Let's Do It!

In this episode, you will learn the importance of

• How simplifying choices for clients can prevent decision paralysis and enhance satisfaction
• More choices does not always mean better
• How too many options can create anxiety and confusion
• Curating images with a skilled eye to deliver the best choice and value to clients
• How guiding clients with expertise and a clear vision helps them feel confident in their decisions
• Reducing the number of images shown by 30% and how that can lead to smoother sales appointments

[01:00] This episode addresses avoiding excess choices with your clients.

[02:28] Offering too many product options increases client anxiety and decision paralysis.

[05:07] Guiding clients through fewer, curated choices shows expertise and makes selection easier for them.

[08:10] With a focused vision, combine your talent with clients’ unique needs to showcase tailored options.

[10:47] Only present clients with the best image from each pose, avoiding overwhelming choices.

[13:24] Presenting fewer options helps clients choose confidently without second-guessing themselves.

[15:53] Limiting individual images of each family member prevents clients from feeling overwhelmed.

[17:59] To help prevent decision fatigue, offer a curated selection.

[20:27] Clients don’t actually want to see every possible image or product option, so curation is so important.

[24:54] ATJ's challenge for listeners: reduce session elements by 30% to avoid overwhelming clients with choices and experiences.

[27:05] ATJ encourages confidence in offering clients a curated, streamlined experience as the true value.

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! 

Download a Transcript

Ultimate Client Consultation Form

Barry Schwartz - The Paradox of Choice: Why More Is Less

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Are you overwhelming your clients with too much experience? You know, the creative whirlwind that sounds like a great idea during your brainstorm session but that, in real life, might just be a tad too much. 

You want your clients to have an AMAZING, UNFORGETTABLE experience with you. 

An experience they brag about to others. 

An experience that transcends just getting their “picture taken.”

An experience they can’t get anywhere else. 

But are you overdoing it on experience to the point that it becomes overwhelming or even exhausting to your client?

Join us for Part 2 of our discussion about Client Overwhelm. 

Tune in as I explore how creative ADD coupled with self-doubt can drive you to keep adding more and more: more outfits, backgrounds, or props than anyone needs. Hours of hair, makeup, multiple locations and hours of shooting. 

More is more right?

Wrong.

Remember, your job is to focus on what the client truly needs and to provide a memorable, but not exhausting, session.

In this episode I’ll explore the idea of shooting with intention, sharing some tips on how to refocus our energy so that we’re delivering not just memories but meaningful products.

I’ll help you make a mindset shift from adding on all the extra stuff to focusing on what means the most to your client, in the session and after. 

You’ll learn about the absolute magic of creative constraints. 

Trust me, narrowing down is where your genius shines.

From managing variables to embracing simplicity, this episode is all about refining your approach for clients who are thrilled with your process AND can’t wait for their next session with you.

Be sure to tune in next week for our third and final episode of this series when I discuss how to determine if you’re overwhelming clients with too many choices.

Let's Do It!

In this episode, you will learn the importance of

• simplifying the client experience and eliminating unnecessary variables
• focusing on the finished product rather than an elaborate, drawn-out experience
• using the concept of the "minimum effective dose" to determine the smallest amount of effort or time needed
• creative constraints and how they can enhance focus and creativity, allowing photographers to capture the most impactful images with simplicity
• pre-session consultations to create a clear agenda, aligning client expectations with achievable outcomes

[01:03] This week's episode discusses how overwhelming clients with too much experience can hurt business.

[03:17] Overcomplicating the process and adding too much can overwhelm clients.

[06:57] The solution is to shift focus from experience to selling the finished product, guiding with consultation.

[09:25] Using a consultation form and creative constraints helps simplify the process and focus on essentials.

[11:13] Focus on shooting just enough images and experiences to meet the desired outcome.

[14:26] Limit unnecessary variables.

[17:15] Simplify sessions by reducing things like outfit changes and locations.

[19:37] Focus on the finished product and simplify the experience by narrowing creative decisions to match the client’s needs.

[22:10] Narrowing variables and focusing on what’s best for the client creates a valuable, efficient experience.

[24:38] Review areas where you've added overwhelm, simplify, and focus on the minimum effective dose for desired results.

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! 

Download a Transcript

Ultimate Client Consultation Form

The ReWork #113: Who Are You and What Are You Actually Selling?

The 4-Hour Workweek by Tim Ferris

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

Are You Losing Clients by Saying Too Much?

We all want informed clients, but here’s the truth: too much information can backfire. As photographers, we often overwhelm clients by piling on details—especially with words. And when that happens, confusion takes over, and we risk losing them altogether.

In this kickoff episode of our “Overwhelming Clients” series, we’re diving into the first culprit: word overload. With the best intentions, we try to explain everything, but too often, it muddies our message and weakens our brand.

Here’s the thing: more isn’t always better. Adding more layers, more options, more words—thinking it’ll make clients love us more? 

That’s usually a recipe for overwhelm. Not to worry, we’re here to help you clean up the conversational clutter.

Listen in to discover the common signs that you’re over talking and overwhelming your clients and get actionable steps to cut through the noise and deliver a clear, powerful message. A message that gets everyone on the same page but doesn’t weigh clients down with TMI. 

In this episode, you’ll learn:

• How many creatives overwhelm clients with too many options, experiences, and words, leading to confusion
• The two primary causes of client overwhelm - the creative's own ADD brain tendencies and insecurities about their abilities
• Why overloading clients with information or choices can hinder business growth
• Why simplification is key, focusing on essential communication, breaking information into bite-sized pieces, and ensuring clarity in what the brand offers
• The importance of listening to client cues and maintaining concise, focused communication

Ready to give your client experience a serious tune-up? Let’s clear the path to a stronger, simpler, and more sustainable studio.

Let’s do this!

Timestamps:

[01:04] Today's episode covers how creatives often overwhelm clients due to insecurity and an "add more" mindset.

[03:42] To build a successful portrait studio, simplify communication and expertly guide clients without overwhelming them.

[05:52] Too much information can overwhelm clients, so focus on clear, concise communication to avoid barriers.

[08:20] It's important to aim for concise, clear explanations and active listening.

[11:58] Simplify your client interactions, conveying only essential information to guide them through each step.

[14:52] Simplify interactions by focusing on clients' needs, reading social cues, and keeping initial calls short.

[17:01] We provide custom, family-focused photo sessions, guided consultations, and efficient planning.

[20:05] I aim to help clients define their vision and simplify the client onboarding process.

[22:39] Review your client onboarding process and streamline communications to be clear and concise.

[24:03] Identify areas where you overwhelm clients with excessive wording and experience.

Click here to listen! [LINK TO THIS EPISODE]

PRETTY PLEASE: Rate, Review, & Follow Us on Apple Podcasts

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

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

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

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

Links and Resources:

Download a Transcript

Ultimate Client Consultation Form

Donald Miller - Building a StoryBrand: Clarify Your Message So Customers Will Listen

Greg McKeown - Essentialism: The Disciplined Pursuit of Less

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

This golden nugget of marketing genius has been pried from the ReWork Vault to give you a fresh shot of marketing inspiration. 

Marketing is, hands down, one of the most requested discussion topics here on The ReWork. Why? Because marketing is hard! And it takes a lot of time, energy, and you never really know what is going to work. Especially in uncertain economic times, it can be difficult to know where to spend your marketing time and money.

That’s why Drake Busath is joining the podcast again today. The gold standard of portrait photography in Salt Lake City, Busath Photography has been in business for 50 years.

Drake purchased the business from his parents and his boys are now the third generation photographers to take over the studio. 

With all that experience, Drake knows a thing or two about marketing through both good economic times and bad. He’s done it all and he’s found several sure-fire ways to keep his brand at the forefront of the market in his area for the 40+ years he has been in the studio.

So listen on to find out what is working in marketing portraits right now.

In this episode, you’ll learn how to:

• Map out email campaigns for the whole year.
• Run children’s events to get new families in the door.
• Design promotions that are on-brand.
• Create eye-catching mailers that showcase quality.
• Trying new marketing ideas and seeing if they are sustainable.

Here’s a glance at this episode:

• [03:15] - In the 40 years of his career, Drake has been through a booming economy and recessions.
• [04:19] - Drake shares the promotion driven style of email marketing and the efforts surrounding mailings that clients interact with.
• [07:10] - Drake’s studio does a Children’s Day event a few times a year to drive new young families coming in.
• [08:54] - It’s important to show products and not just images.
• [10:17] - Drake can’t maintain email promotions and stay consistent on his own.
• [12:03] - Employees can dual task, especially receptionists who are the first to talk to clients on the phone.
• [14:27] - One of the ways Drake keeps these children’s events on brand is to keep them themed by season, not holidays.
• [17:08] - These events differ from mini-sessions by being during the week and by being on site.
• [19:34] - After these events, families come back to the studio to order, just like regular sessions.
• [21:41] - Using Mailchimp, Drake has a team member build campaigns and schedule them out at the beginning of the year.
• [22:57] - Drake continues to use mailers as they have been successful through the years. He combines promotional deals and attractive design.
• [26:19] - The family sessions that include a high school graduate are typically the best clients for Busath Photography.
• [27:51] - This year, Drake is promoting an album with high school graduation sessions to include the variety they are shooting.
• [30:47] - Drake shares some exceptions he makes and some of the times he caves for certain client requests.
• [32:46] - Every other year, Drake sends out a catalog for services and products.
• [34:22] - Busath Photography offers a lot of different services and the catalog listings are powerful as a mailer and to have around the studio.
• [37:18] - The catalog is very attractive and acts as a brand ambassador.
• [39:20] - Be hesitant to say that something is free. Clients have to earn these promotions.
• [41:07] - Reach out to Drake through his website to get a copy of his catalog.
• [43:19] - You can’t do everything. Choose the marketing platforms that work for you.
• [45:00] - You will try something that will be successful for a while but isn’t sustainable.
• [46:21] - Plan to have a good website designed as it has been the best advertising for Busath.
• [47:32] - Room view images have been impactful.
• [49:42] - Drake and Allison have teamed up for an amazing opportunity in France.
• [54:01] - Drake does workshops in Italy as well which you can find out more about by clicking here.
• [59:26] - In the current economy, things can be tough, but Drake and Allison are seeing some good trends.

Click here to listen! [LINK TO THIS EPISODE]

“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

Drake Busath:

Website | Instagram | Italy Workshops

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn

We are cracking open the ReWork Vault and re-releasing some of our most popular episodes in time to get you inspired and motivated to survive the busy season. 

Today’s episode has ranked as one of the top 3 episodes every season since the ReWork Podcast began! 

It’s all about the First Client Phone Call, where the tone is set for everything to follow. 

Have you ever wondered if you can create a business out of portrait photography? 

You may want to increase your income, and your first thoughts are to find more clients. 

However, instead of trying to attract MORE clients, consider attracting BETTER clients. 

Maybe you need a better way of doing business altogether; one that attracts great clients who love what you do and see the value in it?

This episode was recorded with our former client coordinator, Jessica Mackey, and we chatted about all things client contact and how to find and attract your best clients!

When she first started with ATJ Photo, Jessica was terrified of calling new clients. 

“I did everything I could to put off making that phone call.” 

Of course, there were certain types of questions that were scarier to field than others. 

“When anybody talked about investment, the cost and expense. That’s something that has to be addressed early on and depending on how the conversation goes, it sets the tone for the rest of the phone call.”

She soon found that focusing on connection creates a sense of value for new leads who called about service inquiries. Jessica also realized the value in relating to potential clients from a parent’s perspective, adding more connection points.

 “You’re looking for ways to validate and make it clear that you want to know more. Setting a feeling of caring about the person on the other line gives them a phenomenal first experience, setting the expectations for future points of contact and service.”

Jessica’s experience has shown that focusing on clients and not focusing on yourself is the most effective way to achieve new client buy-in. 

“Everything you say to the client has to circle back to them.” 

This is about them, NOT YOU, so make sure you always refer back to the person you are talking to.

Listen in to find out:

• How multitasking affects your convo.
• How to answer the most difficult questions a potential customer can ask you.
• Learn how to ask more questions and dig deeper into the initial consultation.

PLUS

• The importance of transparency in your business from the get-go.

Your First Phone Calls may never be the same!

Timestamps:

[0:03:40] Jessica’s first experience with new client calls.

[0:06:08] What she was trying to avoid when she was postponing calling new clients.

[0:07:52] Scariest questions to field when Jessica was taking calls.

[0:12:51] Leading the conversation asking details to make a connection.

[0:15:58] Relating to clients from a parent’s perspective.

[0:19:03] Using the initial consult to reconnect with clients when they are planning their shoot.

[0:22:42] Why you should assume that everyone is your client.

[0:24:00] How to answer the most difficult questions clients will ask you.

[0:29:12] The client’s contact sequence of events and how to set up appointments.

[0:32:06] Little nuances in your conversation make the biggest difference.

[0:38:09] Other than price, what is the second most difficult conversation to have with a potential client.

Click here to listen! [LINK TO THIS EPISODE]

“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

ATJ’s Ultimate Client Consultation Form - Free Download

Do The ReWork

Website | Instagram

Allison Tyler Jones

Website | Instagram | LinkedIn