Identify your Unique Style
this section we're going to do to step, so it's gonna be content rich. Ah, a couple of steps. But I just want to check in with you guys. How are you feeling right now? You're feeling inspired. Anybody want to try man on what's going on in your heads right now about this cash Nicolette And I think this is really good timing for me because I feel like I'm doing a lot of the things that you're prescribing. But I am still kind of also stuck in the picture taking zone. And like you said, what set? You know, you've gotta commit, You got to embrace it. They haven't done that yet. And so I am sitting here, you know, spinning my wheels like, you know, I've got all these great pieces. I got this and this. And how come it's not working on. And it's funny that, you know, the Guzman's were here from F seven because I go to the same wedding shows we were in the same circles. I'm like, you know, I see them having more success than I'm seeing in my own business and like we're doing a lot of the same t...
hings um, but I'm starting to see what the differences are. I love to hear that. Yep. You know, the magic happens, and I say this over and over again. The magic happens when you take that step fully commit. Teoh being our shooter, you can't just can't go halfway. You don't get the same benefits. Your style doesn't change your your attitude towards your photography. You know, we talked about, you know, thinking in in the story format. It only happens when you're delivering that for each and every client. So I love to hear that. I love to hear your story. I loved to hear. So it sounds like you're going on the path. You've got a direction to go. You feeling like it's doable. Yeah. Yeah, way. Don't want this to come across it. Also overwhelming because it shouldn't be. You know, it literally is just a change in your direction. OK, were the 10 steps. That's why we're gonna do it over a two season period to it's just baby steps along the way. Knowing where you need to be in 235 10 years, you could backward engineering. I know it's it's doable for everybody in the audience today. Question. We have Minneapolis Leah, who says that she is feeling inspired and slightly overwhelmed with how much there is to do. Do you have any thoughts for those people who, as we're going through this will feel overwhelmed with the amount that there is to do? Yes. Yes. And the whole point of spreading without over to see is exactly that you Onley need to commit to the step and work through that process in the in the appropriate time. So right now we're gonna going to step three, okay? Stuff wanted to simp simply this. And this is where your your viewer might be coming from. All she has to do right now and say I'm gonna commit and then let the process happen. Now we're going to share with you a road map. Okay, so it's one of the things we brought as as our commitment to helping people. If they want to commit to this this process, we're going to talk about this later in the show. But we've created what we call the transformational tool box that has all the steps that would process the workbook that will get you through There's three components to it and each one of these codes. Transformational tool box. Okay to $79 you receive the design pack that you will become really him. You'll see how that benefits you during the photo shop section. It's got textures, backgrounds, how to create themes for your book. OK, second, the road map to success, which are the steps with descriptions on what you should be doing a specific times in your career during the streak to two season transformation and then the studio management kit. It has client communications, all those business documents, these member of the rope across the bridge thes the pitfalls. Guys communicated clients and re educating them on what you do with your design. It eliminates that turning your beautiful piece of art into a picture book. Okay, also, you must step up your communication so says marketing. It has post wedding communications. It also has a work flow chart. So we're gonna get in a workflow. That's why I'm gonna see if you guys so much time I being art shooters, okay, but very important. It's got a business plan all structured in there, ready for you to plug in your own plan. Set your goals, etcetera. This via $79 product regularly. 100 $150. But we're gonna make it available to everybody watching Creativelive on our our educational Web salt website called Go boda dot com. That's go botha dot com. I jumped the gun. I was going to show you this later. I don't I want to bring this up now. I want to really get into some content. But, uh, anybody else want to share how they're feeling right now? Overwhelmed, in a sense. But I've noticed that it's kind of like organized chaos. Well said that the biggest thing is like Okay, um, yeah, I've shot one waiting, which, you know, it was my first waiting, so I'm not too upset about that. But it's like now, seen that the stepped as you talk about taking one step at a time, as opposed, cause I'm thinking I'm trying to do everything you're talking about at one time, just like you know what? I just just one step just slow it down. And now it's starting to come into in the site in the sense so that, you know, I can kind of see which way I need to go and can start, start slow and start building, as opposed to just trying to tackle it all at one time. Because it is almost like I have what I start. And so now I know where I got to start and that could start going from there for step is the commitment. And then you're going to practice your way into this. You know, one of the steps tomorrow starts with the word practice, and it is all about refinement, refinement, refinement. And in a two year process, you'll be amazed where you can go if you see that goal ahead of you. I mean, you saw my first album, right? And then you saw one. That was a recent reinvention of refinement into double volume book, double volume graphic studio book. Beautiful art, Leather bound, Extraordinary story line with tons and tons of stories. And it's almost 100 R 90 spreads. 90 180 pages. Big big book. How did I reinvented to that? The baby steps along the way. So for those who are listening right now out in the audience, um, for you guys, my friends in the studio audience here. Uh, I'm about to go deep with content. I'm gonna go fast. I don't want you feel overwhelmed because this is step three and you don't have to know this now. That's why I want you to refer back to this program. We want you to have this to be your personal consultant and work through these things. Inappropriate timeframe. You know, that is one of the main reasons I wanted to take a year and 1/2 to put this program together because it's so much content. I actually have seen this before. Eso so much of the workshops have done in the past, and that is a group of 20 people where I dump Aton of information on them. And then there's no follow up to get you through. There's no follow up to get to that next step. Okay? I made a commitment three years ago to forgo the 20% workshop and instead work one on one with people like the Guzman's two and one in that case husband, wife, team, and walk them through the process doing these exact same steps. Okay. Make sure it works for them now. I wish I had the opportunity to work with everybody who is inspired right now in the audience and around the world. Personally, I can't, but that's what creative lives for that. So I'm so grateful to be here and, um, have this opportunity. I just had a structure. In a way. It works like a consultant, so my hope is that people sign on to this philosophy. Maybe they purchased the the program. They refer back to it when the reach Season two, it says in the roadmap, which, by the way, we'll talk about this later. If you purchase the program, you get the steps laid out for you, and we'll tell you when you need to be watching different segments during this transformation to take it even further if you want. A personal documents are personal road map with the steps with the With the quotes that you're seeing here today with challenge points along the way. The roadmap, which points to the different documents you'll need to cross that river when you get there, it's the rope that's available for you on our go Botha website as well we we man, there's so much in this I don't have an opportunity to talk about now because we have a lot to talk about. But we'll check back with this later and dive into Step three, son. Good. Okay, so Step three. Making our way through this. I love this. Find your creative inspiration. Identify your unique style. Okay. Everybody knows that if your work looks like everybody else is in your industry, in your field, in your particular area, where you do your business that you're going to be competing over price isn't that true? Everyone's gonna call. They're not going to say, Hey, I really love your work. Are you available? That's the question you want to get, By the way, and art storytellers that have unique style, that is the first question available. OK, but for most of us, and certainly when I was picture taker when I had the picture taking philosophy, he was Hey, how much do you? Which price? Okay. You need to separate yourself from the rest. You need to get inspired. I needed to adopt a new and specific look. That is your style. Your style. Okay. You have to come up with this on your own. The industry will help you you're gonna emulate other people's work and then adapted and make it your own. Okay, what's worked for them. You just need to tweak and make your own. And sometimes I personally knew that in Seattle everyone's were kind of look the same. When I finally took a look at I look to my friends in Australia, they know I was inspired by them. My friends, your bond, Jerry G. Jonas, Marcus Bell, Schemm Breeze could love their work. I love their storytelling techniques. I was also inspired by the Europeans. Oh my gosh, they're doing something completely different on what about Asian countries Take you so much for inspiring me. I just took the storytelling techniques over here with composing techniques over here. Put them together. They became my inspiration and my new style formed. And then I refined ITM or towards me. That's my hope for you in this step. OK, but first we have to have the first few steps available, right. We have to have 12 and three. We have to go one and two. We got a commit to being art focused before obviously we commit to the style that will be selling so exciting. So this time frame is right now. I immediately and indefinitely you're always going to be tweaking your style into something fresh and new for you. We've never stopped. Everyone knows us, though, as being this story shooters from Seattle that do giant books and huge Wallert. That's how we've set ourselves apart. If you're into that, were the studio for you. We're also the studio that that focuses the majority or attention on the experience or couples have. Okay, it's called experiential style Wedding Photography. We get into this particular step Step three. So quote before we get started, passion is energy. Feel the power that comes from focusing on what excites you. I love this quote from Oprah because it's part of this this boulder on the hill that's gonna fall down. If you feel passionate about this new direction you're going, it'll take you to endless endless locations, endless place. Okay, fuel the power and roll with it. I love that. So my 1st 5 years, we talked about that, Um, we got known for for the picture taking philosophy. The result. Waas um gosh. A new wedding part meal for once, sometimes 34 weddings in a weekend, and it was a new location. But same can poses. So after a while I had burnout and burn it really stunted creativity. So I was shooting for the money. I was actually using a creative skill to do something that is non creative at all. That's just to make money, to survive, pay for my family's bills. But men, I sure got a reputation for being known for working hard and being inexpensive. So, you know, that was my niece. Spanish was hard working and expensive photographer, so and I'm not kidding by our 5th 6 years. About that time I remember about 65 weddings yourself and, um, so unfortunate. I remember like bride meetings every day. I remember we were getting sometimes 10 calls for specific Saturday in the summer months, which are very popular summer months here like and everyone gets a merry in the summer time. Would you agree? And that August, September and July Oh, my gosh, 10. 12 enquiries for each date were saying yes to the 1st 1 that booked us. All right, One of things we're going to talk about us is the joy of saying no one occasion. Or at least it's not. I never say no anybody. By the way we did. We don't It's not our way. We say, Um, we pre qualify, so we don't have to. And on the subject of saying no, we said, We wish we can, but never know. It is not allowed to say no, ever. By the way, that's just a side note. Let's keep my kid. So I was sad story regarding this. I remember going to the wedding. Go. Remember what this bride looks like I don't remember anything about OK, so you enter the bride's room and there's all these girls getting ready. That'll have any makeup done. And you're like, um, hi, everybody. Hey, how are you? Oh, my gosh. Horrible moment. I want to hug the wrong person. She looked just like her sister, though. Who is the bride? Congratulations. You know, hadn't met with her year prior, and we had no experience up to that date. We had no, like communication back and forth. We weren't doing what I do now and that is providing opportunity. Get in their inner circle, You know, use that time up to the wedding to really get to know them. I do now, uh, complementary, engaging chutes just to have fun all my gifts, the result in a beautiful piece of art being built. And I'm going to talk about that. It's part of the sales tactic. So just Teoh diving a little history in and 2003 and the dates really don't matter. But look at this strategy hours hourly and by the rule, $125. So I raised my prices, and we're $35 per roll film. We gave herself a $10 raise, so the cost of produce film was 25. So I made 10 bucks on every roll. I'd shoot 3 to 4 rolls of film per hour. I rarely sold prints or books. I mean, like, in all seriousness, maybe two in that time period. So we you know, we thought we were really, really successful. 60 some weddings a year, 1200 bucks each and granted inflation and different times. That was we thought, Well, that's making a really great living. We're really making it. How Quikbook Even more. How can I shoot even more weddings? Oh, my gosh, guys and this is This is like we thought we were on top of the world of us. You know, this is success. That is a lot of money. But then we added up the cost of doing that wedding the time on the phone, the time in the meeting, the time of, you know, processing those images out. This is a workflow. That is nothing. That was free Digital revolution. We weren't even though, you know, we weren't even producing those images at the time. Yet we're hardly profitable. And between Katarina and me and our employees that we had to hire to help us, it was hardly able to support a family on that income per wedding that we did and that it just was heartbreaking to me. Wait a second. I thought we were on top of the world with our business. I thought we were making it Big 65 weddings, Man. The quantity means I'm excuse successful, but it wasn't working and it didn't work. And I had to make a u turn until this is when I got inspired by the story line I talked a little about in the last segment inspired about experimenting with I played with shooting in story a couple times before. Did that first book that I showed you okay, Played with it. It was kind of fun. And then you saw this shot. This is Ah, spin on the cover of a lot of books and articles and everything. Now it happened because I stopped, as I said, doing that picture taking floss. I wasn't setting this up. It happened because of the techniques that surrounded my attempt to be a story shooter. So we refined. I realized if I could just refine this, keep working and by the way, those shots like that. But your version will happen tenfold for what? You're getting out those wow shots that you would never expected a 1,000,000 if you stop searching for him. And I proved that in the last section I'm telling you, it's the truth. And this is my first basically wedding attempting to do it. But they kept happening. So I refined my our techniques, explored with some new ideas. And then a magical wedding happened for us that developed a new style. That is our stuff. And this is I believe each and every one of you could have this happen if you let go? Okay, on. And I'm gonna get into it. It's coming up. Um, but first, I want to set you into the understanding of why stories shooting is a magical thing for the your creative mind, which each and every one of you have your all right brainers calm, right, brain creative mind of people. Okay, Our clients all right, brainers. We need to understand creativity and we need to enhance them out of of stimuli in our life that well, in hits the creative thoughts. And here's some cool facts. Let's talk about creativity. And they were gonna finish the story about the wedding that start sparked this new style of photography. Actually, a lot of people know about now and are and are implementing so creativity. Creativity is an interesting thing. I couldn't for years. I didn't understand why story shooting All this new portfolio moments were happening naturally. When I let go and let this story lead and started thinking and spreads, my portfolio is was just off the charts. Why was that? Well, I finally figured it out and read a lot of research. I looked at my old psychology books. And then it hit me when I read about this study of jazz musicians that I get into one second. So let's talk about creativity. I'm gonna set a foundation here first. Artemis Creativity. There's two types. There's the big moments and the little moments of everyday moments in creativity. Okay, so called the Big C in the little C, the big C or transformational moments. These are the things that you might be having a big C moment by watching this program. It might be that path that you're about to be on. That's what creative lives all about, isn't it? Starting a new pathway the little CR, the little creative decisions you make along in your daily daily routine? For me, it could be, Hey, let's do an album, Strelitz to Let's do the design. Ah, repeating design or a flip of a page that's got a little creative creative moments. Okay, Big C moments are what we're really after, though, So creativity, interesting facts related to creativity is it's not Onley gift granted to certain people. There's four cup core competencies of creativity that we should need to understand the act of capturing okay surrounding challenging and broadening. I know it's geeky stuff, but it's all gonna fit together on your fit together in a second capture is preserving new ideas. You need to have something in your life that helps you capture new ideas. Okay, whether it's surfing the Web, reading, being on Creativelive, you're capturing a new creative idea. Okay, surrounding you're surrounding yourself with interesting people's places and things and ideas. Creativelive. Wow, Thank you Creative life. You're nailing that one for us, right? Challenging You must challenge yourself. If you wanna have a massive change in your business, you must say, I need to be here by this period of time. That's why I've created this steps for you and brought in expanding one's knowledge. So geeky stuff. Let's title together. Um, here's the neat thing. Shooting and story does all of these things for us. Okay, so I found out that my portfolio exploded because I learned that improvised storytelling in itself isn't one of the greatest forms of stimulated for creativity. We read that again. Can I stuttered a little bit? It's one of the greatest stimulants of creating creative thoughts. If you let go and let story and and Here's how I know this. Um, this is just deciding one study related to this to ask jazz musicians to play something that that we're familiar with the national anthem or something like that. And then they study the brain wave, studied how the brain works, and they isolated the creative portions of the brain, the stimulated side of the brain. And what happened was they learned that after they let go of what they currently new okay and said, Why don't you just noodle on on jazz? Just play jazz story, tell with your music the moment they stopped using what, what they knew. It worked for them in the past. What they've been able to play in the past and let go off the charts. Creative levels, total mind stimulation. It's the same with us. It's absolutely the same with us. If we stop using the canned poses. In my case, I'd like 50. Campos is that's worked for me year after year after year. If I stopped using those and instead focus on the story. Wow, it opens up a whole new world of creativity for me, And it worked. It worked. It worked. I couldn't believe it. I figured out why my portfolio exploded because I let go of what worked for me the past, just like these jazz musicians. Very interesting. I'm really emphasizing this point because it's it's a major contributed to why I'm trying to convince you to come. Let go of the picture taking philosophy and just enjoy the ride and trust it will be a good one. You will go off the charts in your creative left. So so A quick Einstein quote. I love this one because it's so appropriate to this Millman right now. Creativity is intelligence having fun? Albert Einstein. Isn't that the truth? What is it? Wedding. When you can just let go And you're not worried about what my 50 Campos is? It's Ted. I'm just gonna story till I have so much more fun in the storytelling world. Then I didn't before and I know those of you out there that are storytellers would scream. Yes, he speaks the truth. It is true. It is really true. So go try and have some fun with it. So from this, I realized just kind of formed a new style for our studio and we started knowing that if I okay, if I could provide Mawr experiences for the client the way, say my friends in Australia were where they had a mourning ceremony and afternoon, even a early evening reception. We began. Ah, lot of time between. If I could come back to the United States, come back to my market in Seattle and influence them in some way to expand their day in some some way, shape or form, it could be before the wedding. Preferably it could be after the way they could be in the next day. Experiential style is about bringing more time to the wedding day to do something experience enhancing so that I could story tell so that my creativity could be off the charts so that I could tell So the client would eventually what I didn't realize need a place to put those stores in their books, which led to these incredible sales that happened later. The experiential style is about providing a greater experience, doing it wholeheartedly for heart, not about sales. It's about actually having your heart with the clients on making their wedding day even more special. It is contagious, and it's sweeping the country Now I know that many people in implementing these techniques in order to better story tell. So let's get into it. So again, inspired by other cultures. And I won't talk about that real quick. Inspired by other cultures, you guys know that in many cultures, cultures watching this. Perhaps right now the wedding day itself is at least a 24 hour experience. How about the East Indian culture? It could be five days. It could be a month. You guys, they just celebrated wedding. And how am I painted? A wedding should be celebrated. Okay? My wife is from Sweden. I love my Swedish friends, my brothers and sisters. They go late, they go late in the evening. Here's Seattle that Australians are shared with you. With any morning to evening, they could take that party into the late late morning as well. And that's how it should be. Um, where are you going with that? Oh, so here in Seattle, our wedding's looked like this because of us. It's our fault, were hourly. So they crammed weddings into the shorter period of time. People goto weddings at like 56 oclock. They go the ceremony immediately after the reception they leave by 10 11 kind of the younger group. 12 30. So 678 hours is the actual celebration itself. Totally the fault of Darfur's. In my opinion, I think it's our fault. How doe I, by the way, most of in 2000 and 56 when I was experimenting with style, they would see each other beforehand. Heck, no, they would not. It was at the altar. He was at the altar, Um, which is fun and still doesn't matter at all to this style when they see each other. But now, through visually showing what a wedding looks like if you allow a few additional hours on the front end of the day, I visually show them and they sign onto it. I'm going to share with you these techniques to sell the style. Tom. The desire doesn't tell. The story inspired this. My first experiential wedding. The cool thing was Emily and Marshall, where family friends are family, friends, and thank you, Kara. This is just revolution for us. Actually, it's a metal graphics studio book. It's been around the block. As you can see, I bring it with me and and show a lot. A lot of people cause it's revolutionary for our studio. And it's the first experience for wedding. So I convinced them their family friends. And I said, Hey, I know if I want to do something different, have to first show it. Is it okay if I give you guys some extra time, but not for a photo shoot, but just to kind of hang out, we'll just go play. Well, do something that's special to you guys. It won't be about the camera. Don't worry. What do you think about that? We'll go to couple extra locations, etcetera. And I know a lot of us. Yeah. Oh, yeah, We goes. Many locations, we can't. But this is a little different. This isn't about the camera. This was Hey, you know, just be a camera along the way and will move to three or four locations and we'll just let the wind carry us and the light guide us and see what happens. So I set out This is kind of I don't know shortly after that, That first book see that first is then six wasn't. It was a 2000 and six. Yeah, 2005. So this is 2000 and six. And if that let's make a theme. Okay, let's let's think about spreads now. Every spreads gonna have a theme. Listen, let's talk. Try to get people through the entire story and instead of having those clumpy experiences and this was the result, what I want you to see and I'm gonna tell this down so it's not too shiny is the expression on the client's face. I love this. So let's open it up. This is a metal graphics studio book with metallic pages glossy. Is that a good angle? Okay, so we start with a red theme. No. And there's a lot of negative space. A little too much stretching. There's a lot of techniques. I was experimenting with time, but we'll re final this in the in the photo shop section. I'm gonna share with you some refinement opportunities. Look at this. Now. One page is black and white. The other pages color head sizes. I started learning about keeping the same size a very busy book. But look at the expression. Look at that expression. We're gonna go in here. Single image spread. I knew that I came up to the rule. Every 3 to 5 spreads have a single image while spread. Wow, is how could you get away with just having an image crossed the entire album, like that single image? Oh, you know, a picture of someone oriented individual pictures would say filled out with 20 more images, right? This is my first experiment into this. It was a ton of fun. So this is a blue thing book. This is reporting that negative space is there to heal the I. And then we're into a new theme. It's black and white, you know. There's a lot of things I would change about this book, but the important thing is to see how the style evolves and how, um and how everybody watching this today can significantly alter their style towards this direction in such a short period of time. For me, this is half a season. It sounds like by the dates we've evolved into a whole new style. So she had a single image against Blue, so he gets a single image against blue opposite sides. I started thinking about it as I was shooting it. There is their first glance the first moment together. Okay? And then we had two hours. Just let the wind carry us. Okay? A little moment there. I've switched to black and white because most of the books is you're looking now they're just all color. They're just old color. I do love black and white and it from the photojournalism era. That's all. I used to shoot love just black and white. But somehow I've learned to use color to create the higher level of emotional experience. Okay, so off we go, Here's here's cross walking. This is telling how we get from one location to the next. I describe him just by having across the street. And now we're in a new location, new theme. Everything's got the same like quality and treatment. And you could tell this is another theme. Head size the same and accept intentionally different on the closing image. So it just becomes full in. And now, Okay, look at their cross walking with the transition looking. He's leaving off that side of the spread so that you turn the page and see an additional, but it makes you want to turn. The page is a technique is thought about. Okay, so now we have a large image. Small, small, small, small. There's this black, translucent technique that probably wasn't too timeless but beautiful. And then we go to hope, a repeating spread. Now it's small, small, small, small, large. Look at the expression here. Okay, everyone I introduced the broader party could probably do a better job, but now we walk and have a few individual moments. This is all about color. That's why it's printed on metallic paper. It's a high color experiment, and at the time, color wasn't used. This was shot at the E. M P Experience Music Project, downtown Seattle. Some of you may have visited each wall has a different bright color. Nobody would go there at the time. Nobody else. That's Dutch, just ugly. I was like, You know what? I want to try to do a high color book and see how what happens. Okay, so there we go across walking that transition us into a new location, a purple theme. Okay, I'm just gonna speed up. That's not a timeless look anymore. But I learned about the expression here. Okay, let's continue real fast. Oh, this is this moment. It's a really moment. It's when we stopped at the coffee shop. I love this image because they did that. They chose to do that as the coffee was coming out and look at the expression. Okay, so I'm gonna go rather quickly hope repeating spread from earlier. I don't do a lot of images overlaying images anymore, but look, repeating spreads, whole broader party shot. You could see the themes starting to begin. It became I'm gonna go quick family photos. I know someone in the chat room like, where is this family photos? Oh, boy, we do family photos. We do. We celebrated. We do in two styles to for some weddings. And I'll show you in the next wedding the next portfolio book that was shot last year. I will show you that, um, we love photographing families. I just, for time's sake, is taking some of them out. Teoh, concentrate the slide show a little bit more. Okay. There's their moment of getting married a moment. Expression, expression, joy on photographing joy. There's a color theme spread a little bit busy for my liking now, but look, we cross walk into a new scene, okay? How many different spreads celebrate color. All right, this one first place WPP I that that year. So I knew I was onto something and had everything to do with the experience that we provided for them. Let it leading to that expression, joy moments. And we use the additional time that I gave to them is for free. Um, thank you, Kara. We use that additional time. That was a complimentary gift to my friends. Of course, I thought, Hey, if I could create this style of probably charge for that time to this day, we haven't charged for additional time on the front of the wedding day because it makes their wedding day even more special. And as a result of that experiential style, we are forced and we have no way just have to make a larger book to tell those of unique stories that we created during that additional time that we've given them Now, experiential time could be time before the wedding. It could be additional time after the wedding, even days later. Now, I told you about the experiential time of that Hawaii wedding we showed you in segment one. Was it that experience time included their rehearsal dinner, their rehearsal party, the paddleboarding and the next day, photo shoot, which is three days later. Actually, all my gift to them, that's experiential time. What we do in that time is not Click, click, Click. Go, go, go, go, go! Okay, I've got 20 more minutes to keep Brad apart. Come on and click. OK, everybody looking the camera. Go click. That is what we're getting out of instead. Hey, guys, what do you think now? Should we get some champagne in the bar down in the lobby? My treat. And I do what I treat for that. It's the best marketing money I could possibly spend. Taking care of your clients is experiential, okay? And it always leads if your intentions in your heart or write and correct in your in your desire. If it's about money, if you're here like a few slides back. It said I was the guy that was taking pictures to make money. You can't. You can't go through the experience of style with that attitude. You have to go in it with the authentic desire for your clients to have an even better experience. Because I hired you and the results are staggering there. That is the sales process for me, and we're gonna pinpoint it down to the minute how we go through the sales process with their clients. But it is not in this in the world, a world of art, sales and service. You do not sell face to face in a in a standard business style, and I'll prove that to you shortly. So let's look at that spirituals style. It's more important than taking pictures. Death more important than taking pictures okay, applies to the entire relationship as well. I told you. Um, experiential style will move in years after you were done with the clients wedding. You will have benefit from taking care of them and experience away, and you'll photograph their Children and experiential style. It's not a photo shoot. It's an experience. Okay, I walk in the park. I love that style of photography. So expression in the work I learned through Emily and Marshall's book is even more important than image perfection. Because those pictures weren't perfect. That design wasn't perfect. But the expression of the broader party, the bride, the groom, obviously everyone involved, is what made that a first place winning book, A WPP I that year. That is a huge, huge lesson for me. It's It's definitely true with retail photography in general. Okay, so I want toe take you through a little story here. This is an experience of wedding. This couple just see each other for the first time that they chose to see each other for the first time because they've seen a book Emilian Marshals that looks so full of life. And look at all these things we did. We visually showed them. And so they signed on this. Hey, there's this thing we do and you're welcome to do it as well. That's just when we add a couple hours on the front end and we just experienced the day. And here's what it looks like. Member of the rule number one in sales, rule number one, and selling something is visually show them first. So they said, Yeah, we'll do it. This is their first moment. We're motion posing and energy ratcheting technique that will talk about tomorrow. Movement brings the energy up. OK, notice this image has so many problems with it. We got the people, the background. I think There's a person taking a picture on that right side there, and, um, you know, it's just an act of getting things going. I was clicking the camera because I knew that, um, I needed to get their expression high. So the decision I made next was was was ah, learning point for my career as well. I said, You don't want instead of going crazy with the camera right now, I see up ahead. Some musicians are warming up their act. They're about to play. Not a soul was around. Nobody was there. I'm like the lights. Horrible. It's not a lot of photos. We could take their Well, look what happened. Within five minutes they started playing. The bridegroom practiced their first dance and we had a huge crowd form right now. Horrible lighting, Horrible situation. But experience enhancing their related. Okay, everyone was cheering them on. This is a technique. While he's here about tomorrow called Groups Energy, where the energy is derived from the people around you, the group, the broader party, the people in the street, things like energy ratcheting. I can't wait to share with you that thes five techniques that will always lead to expression. Like like Emily Marshall's book Every single time