Rate Your Business


28 Days of Portrait Photography


Lesson Info

Rate Your Business

what I wanted to do with these two days to release the twenty eight challenges was explained how I train the girls in twenty eight days be explained why I train the girls the way I didn't twenty eight days see make sure I lay that out for you so that you understand it so you can now go on do it yourself but more importantly I wanted to release these two days based around what I've already taught you on my other creative life so with you bought them purchase them watch them whatever one of the things that I did do in the first creative life was I spoke about my standup business and I talked about how I used vultures to get people on the door and I spoke to you about the fear off being in that situation where you're starting up your business and all the drama that comes with it and we all know that we're going to deal with it tomorrow differently but more importantly at the end of the business section which was only an hour and a quarter long I spoke about rating your business and where ...

your air so I'm going to expand on that and turned it into a checklist for business for your portrait business now this is any portrait business s o one of the things I noticed is as you become successful in business and then ultimately you go into other businesses and you see how other businesses going you often don't know how good you are until you go into other businesses and see what they're doing and people tell you a lot about what they're doing they tell you the average sales are really high and they're not they tell you that they're doing really well and they're not and this really this business model that I created is so basic so see if this helps what you've got going on a two moment and how you can implement this and what you're already doing or if you're starting it right now how you can make this amazing so the first thing I needed to do was give you a tick list that you could actually be accountable for okay I don't want to hear that nobody's going to go away and do it because you're actually gonna take it off so how many's genres do you shoot is the first question that I'm going to ask you how many genres do you shoot in a genre would be glamour weddings newborns family boudoir whatever however many genres you have I have one genre I shoot glamour only that was my decision maybe you like to shoot newborns and boudoir maybe you like to shoot family newborns in boudoir maybe some of you are like a ll the other startup photographers that should events wedding ceremonies christenings bah mitzvahs birthday parties lingerie parties but dwyer glamour you do everything you're one of those photographers fine but you need to refine that to a certain degree or fill out a form for every one of your genres but I'd pick the one that's making the most amount of money and I would pick the one that you like the most also so the one that's making the most amount of money and the one you like the most might not be the same one so we're going to help you with that so let's say you're doing winnings and glamour but you hate the weddings that's going on your hate list don't worry we'll get to that uh and you want to do glamour full time that's a block so I'm going to show you how to how to get into that so let's go through here how many genres do you should just give me an idea do you have one general put your hand up okay two genres three four five so we're all very comfortably at three genres so I'm going to take against it being babies glamour boudoir weddings would I be close anybody now now for the three oh what do you three up food okay let's think that and how did they pay food yeah I get to enjoy dona yeah yeah malissa don't talk back to you and your post it's all right I was just trying it out there okay so from here fill out questions for each of these generous because I think it's really important I would like you to fill one out for food so obviously you only have one forms they just have to put three columns and there we'll talk you through it anyway because this form is going to be downloadable to the audience out there if you get this but at home you could just write the question out this is just to help you where you are I need to get a really clear indicator of where it and one of the most important things that I need to understand is if you bought me into your business is a consultant I need to ask you these questions if I was coming to you these are the first questions I'm going to ask you what is your brand okay what do you look like minus contemporary magazine fashion glamor that's how I want to look and put these words above your disk and everything you do market design create connect with should involve these words now currently jasmine stars just done a program on creative live when she pulled the three words for your brand and she started a private group for restart which is doing really well on this lot to support in there maybe you watched it maybe you're part of that group already maybe you've done your three words but for those of you that heaven that is a really good group for you to join and watch that was a good creative life to learn that I'm not going to talk to you about branding today I think it's a waste of time for me to talk about it you know why my website is white uh my logo cost me twenty five dollars I bought it from a um you know uh uh what do you call it we buy legacy online I did the front myself I'm not brand focused I am photography and service focused okay that's me that's my choice everybody has a different strength okay this is my strength so made for me when I say what is your brand I don't want to sit here and talk about your brand for three hours what I wanted what I want to know is if you give me those words I can get a very clear definition of who you are like if you are sort of say um hips uh funky witting you know hipster funky grand twitting that I instantly get a picture of what your website wants to look like what you brand excite so you just need to tell me what that is and I think that needs to be very clear to you now I want you to tell me what you want to be not what you are so currently ifyou're not that and your brand doesn't display that that means you're not shooting that that's not who you are you need to tell me who you are there is a disparity between who you want to be and who you really are right now and your marketing who you really are right now to stop trying to be somebody else and just be okay with what you've got is a twit with that okay everything you deserve everything you do market design create connect should involve these words so my pt ifs now look like magazines could see that I'm contemporary magazine fashion gramma okay everything I do is a before and after because it's glad that's glamour everything I do has a fashion component to it because I want the fashion component to make me stand out but I want people to get that they can look like their everyday woman can look like fashion so I want to cross that bridge and contemporary yes I want my brand to look contemporary every single time I post a photograph I want people to say supervises bringing portraiture into the third melania right I want to look modern I want to be vanity fear so these woods all correlate to everything I believe about my brand you find yours that's your brand I want you to put down your price list and the reason that I want you to write this priceless is if you can't write it on those four lines there you're in trouble okay and I'm going to show you why this afternoon when I got amanda's pds amanda's hiding that answer your question about pulling pulling the students up from a year ago I'm going to show you where they failed I'm not going to show you with this one because they you can go to their own websites and see that I'm going to show you where they're failed and then I'm going to show you where I failed at the same time so this is not about showing you they're just their failures and pulling them apart it's about showing how I did the same things that they did right even though I told them better just had to throw them in there what is your price list now you cannot blind people with science I'm going to talk to you about that tomorrow but if you can't tell me you're priceless basically in three paragraphs you're really rich or three lines you're in trouble okay my images start at two hundred seventy five dollars on the wall and my folio boxes started twelve hundred dollars and go up from here my every cell is three thousand three hundred hear that my images started two hundred and seventy five dollars on the wall in my folio boxes started twelve hundred dollars and go out from there my average sal is three thousand three hundred dollars in everything you buy you will receive on cd as well is that a good pitch all right it's non threatening I gave you information I didn't withhold price and you understood it's that easy okay so when I see that priceless amanda I didn't read it do you know why because it looked like a calculus equation for good will hunting but in another language maybe arabic which I can't read and do so I was just like okay so what I need you to do is simplify that and remember we're going to delve deep enterprising gonna pull it apart and make it really transparent so what products do you offer these are the questions I need you to be answering in your business right now and you will sell what you offer you realize that right so I noticed the mapo as price list she had three prices good girl just like I taught here and I noticed when she told me her average sale that she's selling her medium package what does that tell you marwan is comfortable selling her million package maybe she should shift it all up and then she'll sell more of her medium package because she's not telling the list one and he's not telling the biggest one she's selling him medium package is her average so she see anyone controlling that right when she puts it even up one hundred dollars she's going up there every week one hundred dollars more four hundred dollars a month and that's only one shoe so think about that are they easy to produce the product you're selling like what if you got going on there that takes too long that your clients complained takes too long that cost too much you know are these products if these products do not direct sales remove them immediately okay so my images started two hundred seventy five dollars on the wall in my folio boxes started twelve hundred dollars and go up from there what does it tell you that tells you I want to sell a twenty folio box in a wall image to every single person that comes into my studio and they will get all of those images on cd high res yes hi res no water mac they paid for them that there's so that's my pitch and that's how I sell it so tomorrow when we go through price I'm going to get you to simplify it that match so that when you do price yourself there is no anxiety you're not asking somebody how much you're worth your telling me what you're with and then you're saying it like that and when you turn around and say my packages nine hundred dollars I do a beautiful album where you can choose a box instead you're giving people two choices not four hundred okay because I confused mind see is no a confused mind says no no what is your every sale can we determine your average sale take your total income for the year divided by how many shoots you did please don't tell me your average sells three to five grand because that would mean for you know an average is not three to five thousand dollars and average if you're ever just three to five thousand dollars your average cellars four thousand dollars so don't tell me three to four you know three to five thousand really know that's not your average your average is four so the averages how many shoots you did and how much income he took in not what you spend what you took in and then you divide that by that number now my average sale and my studio in new zealand was eighteen hundred and fifty dollars and I would go to photography conventions and people would tell me that their averages for like three grand for grand eight grand ten grand and I was like clearly I'm at the bottom of the food chain and then I realized most of these people are lying they are and if they're not lying tio mei they're lying to them selves so I did a consultation and australia and this guy told me his average was three to five thousand dollars for a portrait shoot sighted so four and I said and what your average for a winning he said eight to ten grand and I thought ok so nine and then when I got into a studio I counted the amount of shoot he'd actually done and divided it by his portrait income in his average with sixteen eighty and he's telling me three to five grand so you know his mind is saying you know we hit three to five grand regulate he's not putting in its no sales or is low sales you know you just forget those don't you just wiped them out they didn't happen and then all of a sudden I'm like okay you need to understand this is just basic business one o one you are not trying to do anything but raise your average sale and remember I've set it to one hundred times I've said this in marketing classes when you walk out of a sales room and you've done a four thousand dollar sale and you're doing here patch and you just rock for k yeah and they pay right there and then because I'm awesome and the photos are awesome and then the next day you come out you've done and no sale or two hundred dollars and you're heartbroken in there told me that your rip off and they've said who would pay for this how can you charge this in this economy and you're in a fetal position sucking a sum on and then all of a sudden you realize you did not do a four thousand dollar cell and you did not do a two hundred dollar cell you didn't eighteen hundred and fifty dollars because that is your average and if I was to buy your business I would like to know how many bums on seats you head how many people they spent divided by those bums on seats so I can work out a true average of what you're really making it work at your profitability that is basic business that's how we do it okay all emotion out the door some people spend less some people spend more highlight a point I met a waitress at a creative life function who was gorgeous I said god I'd love to photograph you she said I'm a yoga instructor and I would love to be photographed I really need some photographs doing younger and I need some photographs doing this I think take my card I book her in I do a shoot with here I posted on facebook and I right look at this beautiful waitress that I picked up at new york pizza and zero and now she's coming for a photo shoot and she looks like a supermodel and all these people right on my facebook page she can afford three and a half thousand dollars excuse me I was so fired up that day it wasn't one person it was about twelve I was like a she is a waitress and a yoga instructor you don't know what she ends she might come from one of the richest families in seattle for a liner in three do you honestly judge your clients like them so a waitress is not with my time I didn't tell you my package with three thousand three hundred dollars I told you my average wass if she spends eight hundred dollars and pays it off one hundred dollars a month is she a bad client or she contributing to my average oh boy that makes me feisty I worked in a jewelry store when I was twenty one twenty two and twenty three years old on top of my photography income to supplement my income to buy a car I had a four hundred dollar car that had no air conditioning and I was trying to buy my first eight thousand dollar car and photography didn't pay dick so I went and worked at a jewelry store on a thursday night and a saturday and sunday for one whole year best sales experience I ever got and I watched a little woman walk up in a cleaning outfit a little chinese lady woke up to the counter and a clean as outfit holding plastic breed bags remember when brady's complicit and back then in plastic and then um nobody circa and I walked straight up to it and how the hands and said can help you and she said yes I would like to buy my granddaughter engagement ring and then she pulled a thousand dollars cash out of a plastic bread bag and patriot and in that moment at twenty one years old I stood there and I said I will never judge another human being again so don't you dear dear tell me that that waitress can afford I haven't sold to a year but when I do I'm going to facebook and I don't care she spends eight hundred backs or four thousand dollars that's not your business so I think that was the creepiest attitude I've seen in a long time a long time and I was really disappointed by it so what is your average sale determine your average sale be honest with yourself your goal this year is simply to get more bums on seats and lift your every cell okay take all the emotion out of it more bums on seats lift your average sale that's it this is where you need to bay now this is why we're doing with the chick list if you don't have bums on seats that tells me your marketing is inactive if you don't have a view of a low average that tells me your value and service is inactive so every time now that we look at what you're doing I'm going to mak off what you're doing wrong do you understand so now I can tell where you're going wrong not what you're doing right you know like I said big props pet on the back okay stop lying to yourself just look at your hurdles so that we can fix them we don't highlight what we've done wrong to make you feel bad about yourself we do it so that you can identify with everybody else and learn from it how clear is your communication how clear is that do you clearly communicate who you are and is it clear on your business card is it clear on your email on your email pdf is it clear on your elevator pitch is it clear on the portfolio on your iphone I'm clear about what I do I'm really clear I'm on my ipad and I find I got a business card in my handbag I gotta kick in my city and I've got a absolutely one hundred percent self promoting sue bryce glamour brand so now tomorrow when we deal with your fears that putting yourself out there you can come back to this list and say I've really struggled creating this list but that there is a cheek list because by the end of this month you need to produce for me a clear communicating website business card email pdf elevator pitch an iphone gallery I have a gallery on my iphone called gorgeous so when people want to know what I do I go oh here let me show you gorgeous this is what gorgeous looks like it has two hundred eighty photographs in it and they're all gorgeous and I love it when people get my phone and they don't look at three or four of them and handed back I'm using going I'm just can I grab my phone it like and they're like oh I just want to keep looking at it keep looking at them okay I need you to write your website out of team one being bad tin bang fantastic its functionality is it functional is easy to navigate is it clearly communicating because every photographer I've even met hates their website every time I say right we're going to put that on you will go okay I'm just redesigning it right now so when you gonna put it up on your block I can redesign it by tuesday because you're freaking out that I'm going to put it on my website now and that you're going to freak listen people look at my website look at basic my website is it works for me stop doing here you're good enough now forget about it okay as long as it's clearly communicating the songs that's functional how clearly doesn't communicate what you do and sell how clearly doesn't do that does it waffle on about roses and walks in the park and beat a murder I'm not interested in there tell me what you're going to do for me does your website give me any idea what I'm going to get is a service and if it doesn't then your email pdf should be telling me that because you're not and this is a basic checklist when I won when you have a brand in a style that's who you are and what you do when you have a product that's what you sell when you have a clear communication that's what you say in your business and once all of these channels get unblocked and cleared out then what you're saying what you're selling what you're shooting and what you want suddenly becomes very clear and once you sort that out the only person standing in your way is you because normalize norma bullshit you have got no excuses anymore how far off are you from the ultimate website ah if I had twenty or thirty grand to spend on my website do you honestly think right now you've seen my website right even see my website do you want to say think twenty or thirty grand website will make my brand better know it would make you envy my website more than right but would it make you pay me know it would not wouldn't make you book me no it would not my website is basic it is functional it clearly communicate so I am the before and after paige is perfectly illustrates who I am and to top it off my pity if gives you the rundown of the experience from behind the scenes visually with one price on it I'm very easy to understand I'm also very easy to find my name is sue bryce okay the only way you could screw there that was putting eye in there unsuitable why it wouldn't take you long google me my name is super ice my whips out his super I still calm so I met this girl at a doctor's office and she said what do you do it like I'm a photographer and she said okay we have got a web site and I said yeah I'm soup rice and she is for us to price and I think my way tax to brice dot com tickets where you're easy to find I said I know funny have dates don't call you back what did you see this goal okay everyone has a service goal a service goal is your there's lots of different words for service goal let's you know what a few others people say it's a say mission statement what else uh same thing right your mission statement service for me it's a service goal that every woman who walks into my studio has an incredible experience and get a folio off the best photographs she's ever seen of itself I think my mission or my mission statement or my service goal is pretty easy to understand I want to offer her the most outstanding standing service I can I want to buy a folio and I want her to have the best photo she's ever seen of yourself three things so I cover that really quickly one two three so when you asked me what do I do what I do I just say that okay that's that's what I'm saying I don't have to sell anything to you I just have to say that every woman that comes into my studio has an amazing experience gets to see herself how I see her through my lens and buys a beautiful folio then you get paid I get paid you get paid in beautiful photographs I get paid in money thank you very much that's an exchange fifty fifty of wealth I believe that one hundred percent that's why get it my pitches clear my pitches clearly communicating what I do itself but my true goal or maybe I could just change that to my true goal is that every woman in the world discovers how beautiful she is that she gets to experience herself through my lens that that thing that self hate that we talk about that stops us from feeling good about ourselves just gets taken away from you for one day and for one day you get to see what I see when I look at you and for one day you exist outside of that and as a woman I think that is one of the most powerful things you can't give somebody and you can receive that's my true goal now when I work from a true goal I'm suddenly in a whole different place right because I'm now not trying to just tell you a folio box I'm trying to give you that experience and take you on that journey and it makes my life a lot easier to work from that place so I think that is I want to know what your true colors that's on there how many shoots you want per week I asked this every single time people need to tell me you know until you declare it until you make it clear to the universe or to god or to allah whoever you speak to I don't hear it does not matter to me who you speak to until you declare it out loud you will not get that I want three shoots per week I cannot do more now I would rather spend the whole day and then spin my other two days selling and preparing then shooting because I can't shoot five days not selling pra pierre my clients go without service in production as soon as they go without service they don't give me referrals that's life I want three shoots for a week you might want one you might want to you might want twelve there was a time where I wanted twelve and I got twelve I work to really had at that and I didn't know I had a whole team around me but I got what I asked for and you'll find that you are getting exactly what you are asking for right now and if there is nothing or dit or struggle or anything when that that's what you're asking for so let's focus on that and when I ask you what you want you can't get what you want and to tell me what you want you know you don't go to a restaurant and just sit there and hope that the wayto works it out you know and sit there all night so there or not he wants to get paid he wants you to order something you know in whether you call it the cosmic ordering universal whatever you think it is it's just a clear vision of where you want to go so you can walk toward that every day somebody just wrote on facebook that tiny roberts and any labor that's had a child in her name so bryce I don't think any would be pleased about that it's just quietly but um I'm just laughing because I I'm on my soapbox just so you know somebody in the charms me photo said I wish I could show you when you are lonely or in darkness the astonishing light of your own being here and being happy beautiful beautiful quiet wow do you even think in those dark moments that you just want to look to somebody to lift you out of that and then tomorrow I'm going to tell you how I learned that I could actually do it myself and that the brain locks down on that thing you don't want to be thinking about and it can't stop when it returns to it and it gets darker and darker and darker and you really I think of that quote and so important to me right now I am really really fight up about this basic checklist because to may it seems now so obvious like when I was doing it it was so hard because I was so lost in the emotional it I wasn't in the reality of it off business being business it what time did business become emotional I don't know when it's a numbers game people play the game but the most incredible part about that is if every single one of you right now are running your business in direct proportion to how you feel about yourself personally and there's how you feel about money and that's how you feel about creativity how do you feel about your own time did you know that each of you are in the exact relationship you think you deserve so for all of you that aaron great relationships you know smoke it out on all of you that aaron crappy relationships then that's what you think you deserve but that's the truth that's a hard thing to hear so that means the money you're making is what you think you deserve the everything you're thinking is what you think you deserve and you're working towards that every single day by re energizing it every single day everything you own everything you are right now in this moment is because what you believe about yourself what do you want you ever sell to be so you told me what your every cell is what you want you're ever so to be so tell me your every cell of three hundred fifty dollars and you wanted to be one hundred fifty dollars what you gonna do to get that every job because you have to lift the value of your game your business you'll believe around money and what you're offering interservice so tomorrow when I talk to you about money I'm going to talk to you about an incredible book that changed my world just read a book from well because what it did was it taught me something about my mind and how I think about money and I was so blocked about money it wasn't funny I had money constipation and it was bordering on fickle infection it was a severe and it was chronic chronic so what I want now is to tomorrow when we go when you go back through this list tomorrow when we talk about fear money blocks and all the rest of it you're going to be looking now at these chiklis and seeing where it is that you're failing okay and it's really simple um where you going wrong is really where we start because I don't care about where you're going right in this abyss part I love shooting and I love for the shop it's easy for me to get lost in both of those things but the truth is is I need to focus on the things that I am doing wrong not on the things I'm doing right so I want to clear that out clear that out clear that out what I hate about my business three years ago when I moved to australia I had a bed yeah abed ego yeah I got to the end of the year and I was just like or I read these books I'm gonna free my mind free your mind manual flow life will flow where will flow passion will throw a flow it doesn't because your mind is not free because you can think it but if you don't do it nothing happens I'm struggling I'm hating it but I know because I'm reading the books I want to free my mind and then all of a sudden I realized something the easiest way to start loving your body when you're overweight is to stop hating it you don't to start loving it just stopped hating it a soon as you stop hating it that takes the easier to do than loving it assumes you want to make money you just stop stop concentrating on your d it and just focus on service then money flows it's it's that simple it's like other notes is magic that's how it works so I started to think about my business and stayed off what I love about my business instead of focusing on what I love and trying to be grateful for it what do I hate doing eye height doing this eye height height doing my accounts I hate it I hate processing my orders a height doing it I avoid it in fact I avoid it until it gets over jew and my clients get angry because they hate it so much so I wrote that I hate list and I was really passionate on my list like I hi doing that and then I think I hate doing my accounts I wrote it all out and then I realized that my hate list was ninety eight percent of my job say that tells may I need to get another job so then I wrote imagine if on a miracle world I had a million dollars in my bank and I could do what ever I wanted and I wrote the list of the dream list you know so you write the hate list and then you write the dream list in the dream list is without limits I've got a million dollars sitting here if you look under your seat right now it's doctor the butter bin you're all getting a million dollars to live your dreams you know that's gonna happen but the best part about that is let's say I did give you a million dollars right now let me tell you something oprah paid off the debt off two hundred people and she went back a year later and they were all in the same amount of day why because they didn't change anything they didn't change the mind they didn't change their heart they didn't change the passion they didn't change a single thing about what they did and ultimately the money socked away and it became exactly what it was before they started did in the deep range from three thousand dollars to like three hundred thousand dollars it was the same amount of did someone even mourned it because they went great pray with the money and there it is right there people the answer to your question is that simply shifts with you and ah that is so powerful what I hate about my business write it down you can do it tonight I hate doing this I hate doing that now is a creator you need to outsource what you hate and stop doing it immediately and trust me that little voice that says but we can't afford to pay somebody else to do it remember our god you're getting tiring again I get that one that voice there you say to that voice are you're the voice of negativity and self hate but right now I'm going to be creative and I'm going to find a solution and I bet you the answer to your problem is in the next conversation you have and it's magic it's always around you the answer's right in front of you just haven't seen it yet and it will appear trust mei what I hate about my business so I put this up on my first creative live one year ago and I asked you to write your business and that's fine but maybe I didn't help you understand a couple of things about this when I say brand marketing photoshopped production shooting sales staff and money I'm asking you to just give me an overall way you're strong so this is just what I showed you could just write that right this which you can draw a line down the center the page and draw three lines down the middle into you've got eight boxes you can write brand marketing photoshopped production shooting sales staff and money pepes will get us to make this a pdf so that you can do it download it when you get the course the thing is is that the end of the day is one of these avenues is stopping you from earning money all right one of these avenues right here is stopping you and one of them is blocked okay look at it like that that's a heart valve this eight valves we need to get her heart beating and we need to get blood flowing and one of those are stopping you who's brave enough to tell me which one is theirs is blocked because I'll tell you where mine was blocked in the first year of my business I was blocked on my marketing couldn't put myself out there crippled crippled by the idea of selling myself on my work my photo shop was outstanding I liked my brand my production was half block because you know I hate it so much that I would have to make myself do it so there were days where I wouldn't do it I would avoid it and then my production would wane and then I didn't get referrals my shooting was open and flowing my sales were blocked and constipated locked like going backwards locked staff was open and flowing I find it so easy to motivate others you see isn't that interesting you have staff and I'll spend the whole time motivating them to do my work money money block so my blocks were around marketing sales money in a little half block on production just because I don't enjoy doing it so I fixed the production block by hiring somebody to do it I fixed the macking blocked by hiring somebody to do it and confronting it myself because I didn't just expect that person to do it I did it with them I completely opened my sales in my money blocks last and then money just float in the door and I changed nothing else so you could you've got a microphone over there I hate photoshopped you hate it and yet I pay a girl twenty dollars now to do my photo shop now and she asks me for work I've got another girl that I trained myself in new zealand ifthey pay it to new zealand and she run me the other day she's like so I worked for you for three years now I want to start my own retouching business but I just want photographers to see me do you work you know and I find photographer's won't pay retouch is gina why because they don't want to part with the money you're right but when you hate it trust me you'll pass it over in a heartbeat and right now right now and I'm not doing any photo shop on footage overdue for my own personal self okay so yeah I'm good I hate photo shop could get a t shirt amanda so my brand great that's wonderful my marketing I want top google everywhere you can they find me everywhere photoshopped no fast as I'd like to be but I'm not that you're not blocked no I'm not blocking out my production I mean it's great I'm there's no stopping there my shooting has gotten in term industry better this year yes sales I think lonnie my thing staff I don't have it because I don't like dealing with people who so when you say say lt's my thing money my think good or not good not good okay so let's talk about that in terms of flow this is how basic it is you've got a brand people come to your marketing yourself so then you get bombs on state you khun photo shop and shoot the work that's not a problem and then you producing it okay your biggest problem then is selling it you don't have staff so that doesn't count selling it in earning money so all I have to do a shift your money block and you're making money because you're already damned huge yeah I'm miley right should be this is where I'm at okay that taking your money but see mine was huge yeah you think you've got a huge one minor huge huge like I didn't think anything was gonna ship my money blood my biggest blocks with be marketing and sales marketing sales okay myself so that means putting yourself out there is confidence and sales value so confidences value so you don't value yourself and you don't value what you do so I'm going to shove that tomorrow okay that's basic to me that that money block value block this easy stuff the thing is is what I never got about this and this is just something really new to me I didn't make you understand one thing when you say I've got a block around money and I've got a block around value I can actually tell you how I fix mine like this isn't just a just do it face it I actually went to doubt I worked it out I read books I lent a learned about business I realized how much of my personal cell phones pulling into business and I realized how much of my personal cell I was putting in my own blocks around my business and then I thought wow I am not an operating business right now I'm operating business where the big supervised waged in the middle that city can't make any money and I was the only one saying it people were trying to pay me that was the embarrassing thing I was actually getting in my own way so that's an easy one see I can identify that there is nothing on there that I can identify okay someone try make I know that there's somebody sitting there going you but she doesn't have that and I've got that and that's not really my fault go on gillis may kids I don't get you got you who's the smart one here think I'm my biggest block uh yeah yeah it's not believing in myself not thinking I'm cute enough good enough pretty enough gorgeous enough whatever I can come up with to knock myself down yes and my family you know not having the studio not having the nice studio that pretty I keep blocking myself that way yeah great that's an easy one I can fix that one well let's do it way to it you know this is the most significant thing that that I experienced this year and I'm forty one okay so I went away at christmas time and I got given a book and it c it's called there's nothing wrong with you now I read a lot of self help books I love anything anything non fiction okay whether self help motivation mind power learning business anything I can read nonfiction I want to read it and I read this book there's nothing wrong with you and it's about self hate so she said you learn this pattern when you're a child about self hate it's a bad voice you know you're not good enough for that voice and she tells you had a tune it off and all of a sudden I found myself steven wakes over christmas and I just turned off the voice that I live with the one I fight in my business and I realised self hate was making my business decisions my relationship decisions my food choices everything I was living through that voice constantly and they're just going to turn it off sherry however is her name is one of the most significant healing books I've ever read in my life I then realized when you remove their voice there is actually no such thing as fear what is fear anyway I'll tell you what fear is biologically we have a fight or flight response right is human banks so we're in danger you fight or you run and you get adrenaline in your body to do both I'm a trained martial artist I know when to run we defied I know what their adrenaline feels like because I fought in belt in competition I know what that feels like your bodies and powered can run faster lift things save a child you know fight for your life if you even those situations but when people talked constantly about fear unlike what is that I don't know what that is I would confront it if somebody bloody told me what it is like I wouldn't make it myself but I'm afraid no you need to change that feel weird to hate I would make up myself but I go into the self hate because it's my pattern whenever I don't think I'm good enough for something I just hate on myself because that's what I developed and now it's what I know and I hate hate hate hate hate and as soon as the height would come and I can't operate as a human being and I certainly can't operate in business and I certainly can't manifest wealth or make anything incredible that books significantly changed my life I managed to build a two million dollar studio in three years operating from complete self hate don't worry you can be successful with a self hating voice but it is defeating and it is painful and it is just wrong and it stopped you from earning money and it stopped you from being good enough and it stopped you from being successful and having love and giving love and being a good person to yourself and you might have just a little bit of self hate you might have a huge amount of self hate you know some people identify a lot more than others and some of you might be like I don't have any self hate it all no negative voice whatsoever wonderful I'm sure you will some we have a little voice that levels away you in some area of your life maybe it's not business maybe it's relationships or whatever you know blame appearance but at the end of the day that's exactly what she sees in the book you learn this pattern is a child we're doing it to our children now it's just the way it is it's human nature so what you need to do is just learn about it learned to be aware of it and then to turn it off so I had this thing I love doing this sort of thing here where I'm speaking and teaching and then afterwards I go into quite a dark place for a period of time maybe a day or two days and I realized when I read the book and then I tell myself I didn't do very well I didn't speak very well and I wasn't very good and then I'll see a bed photo on facebook of myself from the stage and I think on I looked really old and fed and I start hammering hima hima hima and then what happens is I start telling myself that the experience was really bad for may and that I shouldn't speak anymore and I'm not good enough to be standing up there and even though I've got twelve thousand email saying you has changed my life all I'm hearing is you're not good enough to be there so I realized when I read that book that what happens is when I get tired and I've been through those talks I'm very hot on myself and james of did I reach my expectations and I please everybody in the crowd that I please the audience out there did I achieve what I wanted to achieve I realized myself hate came and then and the voice inside was telling me that it wasn't a good experience but the truth is it was an incredible experience but I started to be had of myself in this patent kicks in so when I came back from my break I wed lee had lost nineteen pounds because I stopped hating myself and so I just forgot about my hating my body for seven weeks I just lost way just even keeps saying he's lost that's why another I don't know why I'm just walking in doing normal stuff and trying not to breathe and then I went into the talk at mystic and afterwards I actually for the first time consciously hood that negative voice come into my life and in my hotel room after my talk and I stopped and I went out there ah there it is and instead of just saying going bang bang bang bang and then feeding on that I start to win uh okay I know what that is but it's ok I did really well I'm gonna congratulate myself instead of hammering myself and the voice just went away and then I went to bid for the first time and I woke up in the morning and I woke up fully engaged in the energy of what had given and what I enjoyed I went down and spent the day with the photographers that mystic I loved meeting them and asking them questions and I didn't go into that place of ego and I didn't go into that place of hate and then it just flowed open for me and for the first time in my life I counteracted it and you could just turn it off and she teaches you how and it's freeing it is the most freeing moment I've ever had in my life and if there is not a good endorsement for that book on you know what sure we haven't comey because I'd love to catch up for lunch sometime and the truth is is at the end of the day I realized now that everything that we do comes down to just that simple negative voice that starts eating away at you and I'm telling you you're not good enough telling you you're wrong telling you're not smart enough telling you not pretty enough you're not gorgeous now I mean what if er what a load of shit and the worst thing is the best part about that is you and your ego when you think that so what you want is for me to tell you are good enough and pretty enough but guess what self height will be your ego every single time self hate will win over anything that I say to you anyway so I converted eight the hell out of you and it will be gone in a day gone everything I've said we'll be gone that wasn't the truth to you it was my truth and I can say it as many times as I want you're good enough you're good enough you're good enough for god's sake you don't even have to tell yourself you're good enough you just have to tell yourself stop telling yourself you're not good enough remember it's that simple and then it changes everything it just turns off say anything anybody asks any questions about that was pretty full on right and it personally for mae you know that's a big thing to say yes I have experienced self hate all my life uh and I thought I was dark and bad and weird and not put enough and that's what I was old and fed and everything else and then I found out that everybody feels the same way and they were all dark and weird and old and fed eventually on that that's okay and when you discover that you're free of it free than ever if you want to that voice and that changes everything I've looked for their answer my whole life and it was just right there in a book and she rode it out and it talks about it from childhood right through it even sees at some point in your thirties forties and fifties when we get emotional revert to being children and we want mom and dad to fix us and at some stage in your life you actually have to acknowledge that apparent may not have loved you in the way that you wanted to and you should just let that go because they're not going to now in your forties fifties and sixties it's time to grow up and love yourself so too may I do not care how many people tell me right now that that is not true because I've experienced it for myself I don't care how many people challenge that and I'll say you know what I mean two consultations I've seen businesses and businesses and businesses and I can tell you right now people's businesses are running in direct proportion to how they feel about themselves you raise yourself value your business value goes up and that's how you do it any questions we definitely have questions online if there's none here in the audience simone k is saying soo what if you're talented but you have no pleasure anymore how do you find that pleasure again it's a good one um well it means you're talented I mean she has mastered what you're doing and you need to go on master something you okay so I'm sitting on the border now off I'm a little bit over glamour photography quite easy I'm handing it over to you guys because I have enjoyed it for twenty three years I'm kind of done master that doesn't throw me anymore and I but that's what happens right your ten going thrill yourself throw millions of people go create beautiful images connect with women make money build a business be proud of yourself loon what I've lent it's time for me to master something new and I'm now at the state I'm like what should I do why should I do I can do anything I want for the first time in my life I have that option and I'm like wow so it's time to mass is something you and just because you've mastered something doesn't mean you have to stay with it and maybe as you were mastering something you decided that you saw a different path and their health this last year one of the girls from my first workshop in l a three years ago two years ago came to australia in set of may thirteen weeks okay in the first week she was here I said tomorrow we're going to do this I said to her I want you to write your highest values I'm going to show you how to do this so that I can get your true path out and she was like ok and I said and by the time you leave in ten weeks I want you to tell me what they are and your new business will be around that and it's not gonna be photography and she's like how do you know that I said just my intuition I just want you to wait with it she went through her intuition she works through her highest values over eighteen weeks and she's come back to america and started a business and it's not photography and she said you're right photography is a component in my business but it is not the function and she said that's not even what I'm passionate about and she said and yet I was so confused because I was so drawn to you and now I realized why because you freed me into my true path just because you said look at your highest value in free yourself into your true path and it might not be photography but you were drawn into it for a reason it might be part of it but not the function so we're going to talk about this more tomorrow because I'm going to hit you hard with those christians that is a big one I need to know where the blocks are in your business and thank you for bringing that up about your personal blocks but I still want you to rate your physical blocks and those they're all physical actions okay those are not personal blocks there's a physical block sorry you've got a question we're going back to the blacks um I understand all of them except the money part I mean when are you talking about money because we all want money and one of our ability to manage it okay so there's two types of people in this world there's speeders and savers account my brother is a saver and I'm a spender the only way a suspended you can become wealthy is too in more money than you spend which is why I am always working my brother is a savior a natural born say they're my brother and his wife they got like two pieces shoes you don't want to each work shoes running shoes on like we're your shoes and I like it when you wanna buy shoes for what a waste of money lock the water over there come over on the idea of course is that it's my brother he's frugal he smart here in three houses I don't you know I don't so you're either a savior or a spender but the problem is is savers and spenders khun still manifest wealth and still become wealthy you just have to work out what you are but I need to know if money's a problem for you okay I need to know if you are spending everything you've got or money comes easily to you I need to know what your blockers around money and I need to know your block around money management and I need to know your block around to receiving money now this is a really interesting thing and I am going to talk about that I want to go into money big time tomorrow but the one of the things is I have a friend that doesn't receive money now if you look at your hands like this its called lift for leaving right for receiving lift l for leaving right for receiving okay and if you put your hands down and up like that the left hand leaves money and the right hand receives money I can't live for leaving right for receiving that's the clarity with which your life works and everything is fifty fifty a fifty fifty exchange so if you can't receive you can leave but not receive and that tells me you're losing money so I had to learn not to leave money because I'm generous to a fault but I'm not real good at receiving money and receiving money was valuing what I do receiving it and saying thank you because until you learn to receive it and look someone in the eye and say thank you without that anxiety of not be never price it or value it or you know until you learn that it is not unequal exchange and I want to talk more about that because that is a big shift in consciousness when you realize that you can leave but not receive money you now need to start receiving it and you know when somebody goes oh I owe you twenty dollars so good that to you now and you go oh no don't worry about it and they go I'm no you twenty dollars you honestly don't worry about it and then they go so here's twenty dollars I owe it to you and you go okay and you take it this time but you get the people where you go there I owe you twenty dollars you get it don't worry about it and they get all thanks and you think and then I thought what my friends say I ru twenty backs like I sweet but I used to say I'm terry better and they go okay and I'll be like what you're supposed to force money on me when I was going to do that you receive it and you say thank you how many people do that it's a good one that I understand yeah don't worry about it don't worry about it don't worry about it okay fine and you think oh my god well next time say thankyou they owe you money what are you stupid but she learned that it changes everything it is everything to me the rating of the business is really the rating of the business right now is about just putting it all out there what we've got a teacup what we're gonna work on what we're going to take off what we've got a chick cheek off that list and as I reveal the challenges over the four weeks I'm going to return to that list because that list there is operating above the twenty eight challenges you guys have got a lot of work to do this month because those twenty eight challenges are rolling out every morning and I'm going to make sure that these tick lists here that you're working on I getting work done at the same time okay because you cannot bay you cannot be not achieving all of this I want you to come back to here I want to make sure that you have got a clear communication on your business card and email pity if an elevator pitch in a portfolio on your iphone okay just for status and getting your elevator pitch right down to how much you cost getting your priceless right down you need to refine all of these right now and work through this list is base you can on top off the twenty eight challenges because this is basic business one I want and this will change your structure in change your world is everyone agree with it you won't feel the same way so anything that you don't agree with thank you I absolutely agree where my struggle is whether it's this or in our twenty eight days is figuring out the balance of it and especially what not to sweat the small stuff what to let go so I can focus more on what's most important I feel like right now I have to do everything so form follows function ultimately what happens is you need to decide whether you're putting your website because your ego doesn't like it or whether it's just not functional so if my website is functional I don't need to change it it's working for may I need to work on the areas that are not functional so pull away from the ego or I want to be bitter or looked better or looked like him a bit of photographer just for one minute and say is that functional to my clients and if it's not fix it and if it is functional what's broke don't fix it not broke don't fix it you know just a day away from there and if you find yourself in the ego we just want to look better and be better that won't make you more money anyway so what you need to do is focus on the functionality off everything you were doing and the functionality being the clear communication is it accurately talking about what I want to do is it saying what I want to say is it simplified is it easy to understand and I'm making it easy for people who spend money with may once you work that out then you will come from a place not off trying to fix the ego but of a place of just the function it all of it is I want you to focus on the function off this list and just so sue said it's got to be functional in clear functional clear it does not have to be fancy it just has to be functional and clear really important great thank you any other christians in the audience while we're going toe microphone and there we'll go to our break any other questions online that you would like tio dio dio because this is getting deep okay so with regard though toe to these blocks at teachers from vancouver says how about the people that have no business at this moment how can how can I have one of those blocks when I don't even have a business yeah well you can so maybe your blockers starting your business um I would say just to keep the rating list and as you build your business I want you to open eight channels you won't have staff so seven channels um stephen channels and just monitor where they're blocking up because of soon issue start walking towards having branded product or service and then putting it out there you have a business and even if you're a part time photographer you're still getting paid so you still in business and so really you have started that and if you haven't started that yet if you're about to just understand one thing there are only eight channels toe wealth in a business and there are only eight blocks ways to block it and that's it right there because I built my business and other than my personal self nine there are only nine channels to blocking my wealth and that's it that's it there's no secret here okay you can say it's the economy but there exists in the personal wouldn't you say that's in your personal belief you can say it's your small town but that exists in your marketing your creativity or your ability to think outside the square you can't say it's staff and blamed someone else but you can fire them and move on you know don't tell me that it's not that one of those blocks will exist somewhere to stop you from making money through your business it's that simple I broke it down into nine channels and that is my photography business right there and then and the only other one and there is mai writing myself and I'm gonna do that tomorrow and I'm going to tell you why when I changed what I changed it opened everything for me because I was the biggest block in my business and ironically it was me stopping the marketing and the sales in the money so once you work on yourself in the marketing in the sales and maniche straight through open channel so I asked folks in the facebook group and it was soo which by the way if you're not in there go join that group in bed with you on facebook I asked them about what their blocks were and so I just wanted to read some of those show emily rose mcconnell says sales marketing and value I just had a client contact me about doing a shoot for her and I was so scared to tell her my price but then when I did it was nothing to her we ended up scheduling to different types of shoots and the second time around I'm more confidently gave her my pricing and again it was no sweat for her I'm my own block with marketing and sales and value because I'm so scared to put myself out there and feel like I'm worth it and I have been there and then all of us have been there lots of heads nodding when you actually get it out there and the client just says oh yeah great yeah oh it was it was may yeah it's always you it's never anybody else blame as many people as you want hold the mirror up emily dire hone in that same group says I could do everything but I just have a fear of interacting with people I have become such an introvert getting past that fear is a big issue and now we hear a lot of people who say that yeah so basically fear in dealing with people would it'll come down to one thing judged by them or there'll be one common fact there that she has to really overcome and her personal self I would go to self hate with there when I would go straight to my personal self with their one because ah fear of people or fear of putting yourself out there can become really crippling and acrophobic and it's really easy to become interview did but the truth is is that there is no fear cause fear doesn't exist anyway there's only fight or flight fear what she is doing is when she goes to put herself out there she's consuming herself and enough self hate to pull it right back from even stepping forward so she's in crippling herself right from that start out point which is just it's too easy to do and everybody does that toe it's crazy heather tongue there's a lot of the same the same thing's heather tongue hughes says marketing me I can sell sand to the desert but it's not sand I created so I can do it but when I come but when it comes to my work I feel one hundred percent timid yes so it means two things it means you're operating from their intense self hate where you're just barraging yourself with bed so that you can't bring the good forward or you're operating from a place of ego so you're telling me that it's because you can't sell yourself because you just can't but the truth is is you're looking for validation so everybody does this it's a horrible thing I did it for many years the validation you require is ego instead of service so you're out looking to be good enough and you need to stop doing that because it drives money from you that is that the biggest repeller off ego is the biggest repeller of money on the universe yeah kimberly yannick thompson says she has four brand sales marketing and cash but what is strange is that my shooting seems to be starting to block up I'm making such silly mistakes shooting never had that before well you know you can only be constipated for so long before everything starts getting locked up and at the end of the day if you've got four pipes of block the other four are going to start you know like choking up a cz well ok so again she's got to come right back teo falling back in love with shooting instead of you know being in a place where she's there locked up so if she's got four blocks that would be sales marketing money in production is that right brand marketing sales and money okay so I would probably has it again that she's actually not that into a shooting at all anyway because if she wass who brand would look good because she would be showing her images that she's loved from the past okay see emily I would work right back on falling in love with your shooting and then start putting that straight up into your brand and then start then start producing that love of brandon shooting into your marketing and then your sales will reflect that when you shift your own personal value same thing it's just a patton and everybody's hitting one everyone's hitting one new right everybody's got a new that's getting twang then we're going to be and it's horrible and it doesn't feel good and you know it's going to be right there but guess what that's what you meant your block today and now you can fix it you met your block it's the art anything standing in your way the only thing standing in your way and I always think to myself imagine having the life that you dreamed off and I do for the first time in my life I realized the other day I have an incredible life for the first time ever I'm stopped getting in my own way and I love it and it just exploded and that's what I did

Class Description

Sue Bryce's 28 Days is the all-in-one portrait photography class that teaches you posing, shooting, marketing, selling, and everything else you need to know to run a successful contemporary portrait photography business. 

This series begins with two sessions of intense instruction on business, pricing, and overcoming your fears. Following the kickoff, Sue delivers short sessions exploring 28 different topics essential to any successful portrait photography studio. Sue covers flow posing, connecting with clients, posing and shooting groups, marketing to your key demographic, sales, and more.

In this comprehensive series you'll learn Sue's inspiring approach to styling, posing, marketing, selling and so much more!


1Teaching 2 Photographers in 28 Days 2First 2 Years: The Truth 3Rate Your Business 4Year One in Business 128 Challenges 2Fear 3Price & Value 4Checklist, Challenges, and Next Steps 1Day 1: The Natural Light Studio 1Day 2: Mapping Your Set and Outfits 1Day 3: One Composition - Five Poses 1Day 4: Flow Posing 1Day 5: Posing Couples 1Day 6: Capturing Beautiful Connection & Expression 1Day 7: The Rules - Chin, Shoulders, Hands 1First Weekly Q&A Session 2Day 8: Rules - Hourglass, Body Language, Asymmetry, Connection 1Day 9: Styling & Wardrobe 1Day 10: Shooting Curves 1Day 11: Posing & Shooting - Groups of 2, 3, and 4 1Day 12: Posing & Shooting Families 1Day 13: Products & Price List 1Day 14: Marketing & Shooting the Before & After 1Day 15: Phone Coaching & Scripting 1Second Weekly Q&A Session 2Day 16: Posing Young Teens 1Day 17: Marketing & Shooting - Family First Demographic 1Day 18: The Corporate Headshot 1Day 19: Glamour Shoot on Location & Shooting with Flare 2Photoshop Video: Glamour Shoot on Location & Shooting with Flare 1Day 20: Photoshop - Warping & the Two Minute Rule 1Day 21: Posing Mothers & Daughters 1Third Weekly Q&A Session 2Day 22: Marketing & Shooting - 50 & Fabulous Demographic 1Day 23: Shooting into the Backlight 2Bonus: Shooting into the Backlight 1Day 24: Marketing & Shooting - Girl Power Demographic (18-30s) 2Photoshop Video: Girl Power Demographic (18-30s) 1Day 25: The Beauty Shot 2Bonus: Vintage Backdrop 1Day 26: Marketing & Shooting - Independent Women Demographic 1Day 27: Sales & Production 1Day 28: Posing Men 1Bonus: Pricing 2Introduction 3Photography, Style, Brand, and Price Part 1 4Photography, Style, Brand, and Price Part 2 5Marketing Part 1 6Marketing Part 2 7Money: What's Blocking You? 8Bonus: The Folio Shoot 1Photo Critiques Images 1 through 10 2Photo Critiques Images 11 through 27 3Photo Critiques Images 28 through 45 4Photo Critiques Images 47 through 67 5Photo Critiques Images 68 through 84 6Photo Critiques Images 85 through 105 7Photo Critiques Images 106 through 130 8Photo Critiques Images 131 through 141 9Photo Critiques Images 142 through 167 10Photo Critiques Images 168 through 197 11Photo Critiques Images 198 through 216 1Identify Your Challenges 2Identify Your Strengths 3Getting Started Q&A 4Rate Your Business 5Marketing Vs Pricing 6Facing Fear 7The 28 Day Study Group 8Selling Points 9Interview with Susan Stripling 10Emotional Honesty 1Sue's Evolution 228 Days Review 3Student Pitches 428 Days Testimonial: Mapuana Reed 5How to Pitch: Starting a Conversation 6Your Block: Seeing is What You're Being 7Your Block: Valuing and Receiving 8Building Confidence: Your Own Stories 9Building Confidence: Your Self Worth 10Pitching An Experience 11Pitching An Experience: Your Intentions 12Pitching An Experience: Social Media 13Final Thoughts


Claude Bossel

Based in Switzerland, I am an advertising/commercial photographer since 20 years and I am still learning everyday. I have bought several courses on Creativelive, all are great and inspiring. This one is also fantastic, thanks to Sue and her incredible experience and wisdom, you will improve your personality, your attitude and skills that will bear many fruits in your business and personal life. I highly recommend anyone who loves photography or dream to become a full time pro to invest in courses like this one. Thank you Sue, thank you all from Creativelive.