Lessons

Lesson Info

Your Block: Valuing and Receiving

Do you have a problem with yourself? Failure. Do you have a problem with your product value? Do you have a problem with your studio value? But maybe a studio is not fancy enough. Do you have a problem with the value of your work's Not good enough. Do you have a problem? Because somebody tells you that your work's not good enough because you spend too much time competition. It's hard to pitch because you think other people are better than you. They have a bit of studio than you. They have a bit of this. The new. They have a been a camera than you. They have a bitter marketing system than you. They are more confident than you do. You see the whole pitches around value to May and then the receiving money. We are over givers by nature. We over give we over give, and it's very hard to receive money. How how imbalances you're receiving, Do you say thank you? When people give you a compliment? Do you say thank you and people give you a gift? Do you receive and feel good about it? Do you over ...

give and resent that? Because if you're over giving and resenting it. Then clearly you're not a good receiver because you're giving for the wrong reasons. Where is your lack of value? U confined it. It will be right there will be in front of you. Just need to find what it is. Does anybody here have a lecher value they want to talk about? Yeah. So, um, I love you. I love you. T great. You're just my statue of liberty. Um, one of the things it's so hard to be like. Vulnerabilities. A huge block for May, just with carrying toxins of just, you know, vulnerability is very difficult, but with what you're talking, so that's one is going to get through that is receiving, um, I have experienced in my lifetime gift's as weapons. And so it's very like I hate surprise parties. When people give me gifts, I don't I just I don't want to be gifted because a gift is an obligation and a weapon. Uh, you know, it's ah so that is That's the big have drilled down through so many blocks. But that's the one where I've turned away money over the last 30 days. There's like, No, it's good going to l. A. You know, keep him. I'm good. You know, I don't know why. So, um but that's really that the next, you know, birthing. So Okay, number one, vulnerability. Hardest thing to do. And yet you are a very gentle man, cause it's very obvious in your nature, right from the first time I ever spoke to you. So you don't seem blocked up to me. And a lot of men have difficulty with that vulnerability, but so do a lot of women because we're very emotionally dishonest. You okay? I'm fine. And we know. Okay, we have really pissed off, and we don't want to acknowledge our own anger. So when we lie, we lie all the time. Okay? So being vulnerable is about being brave enough to say, Well, I'm really uncomfortable with this. One of the things about giving and receiving that I always teach people is when you receive something is to receive it. You could be humble, but you can also be honest. You can also receive and say thank you. This is incredibly generous that you're doing this for me, and it makes me feel really uncomfortable. But I'm gonna take it. And I can't tell you how thankful I am. Let you can be really grateful, right? When somebody gives you something, but when you're tuning away money I can't know when you're turning away money. I have seen myself do it almost like I'm 1/3 person. I've seen myself go. No, it's all right. Don't worry about it. I'm the person that if you lean me $100 I'm like I owe you $100 they go Don't worry better. And I go, Don't be stupid. I would put it in somebody's clothes like I would tackle somebody and go. You're taking it. You're taking the money. So when people say to me, I owe you $100 like I don't worry about it. And they got have thanks. I'm like, because I'm being polite, you know? I have I've done it in my life so many times. And all I do now, Jeffrey, is this in my mind? Hold your hands up like this and say the lift is for leaving. The right is full receiving. I give I taken equal amount. This must be in balance if I hold it in my head when I can't get their hand up on less like Take it, Take it. Take it. Take it. Take it. I say thank you. And in my mind, I go gratitude. I'm thankful I gave as much as I'm getting I feel is a perfect balance. Like I hear myself say. Even now I hear myself say it. But now I do it. I'm like, thank you, and I'm not afraid of it. Okay? I openly say thank you, but in my mind that's going through my head. You are born with the perfect balance of leaving and receiving. If this hand is constantly leaving and this hand is not receiving, there's not gonna be anything to leave. You can't give, give, give and not take back. You also cannot take, take, take and not give. Now some people have the balance right out. And you have to work out. What? You're what yours is. And if it's like that lift for leaving slide money across right for receiving. Okay. Somebody's giving it to you. You're not picking it up. Somebody's giving it to you and you're taking it now. I thought a lot about this because I was like receiving is still difficult for me. And then somebody told me about this book called Love Language, and I have not read it. But just that just that explanation was enough to make me light bulb my love languages. Time spent. Yep, and words of information. So receiving gifts and giving gifts is not in my love language, so I don't even like it is a love language. It makes me feel uncomfortable. Receiving gifts is very difficult for me, and it occurred to me that that's not my love language. But that's the person giving the gifts love language. So denying the receiving of a gift is denying the love that they giving you right so minus time spent. So Nikki and I were just talking about this and I said to Nikki, What's your love language? And we're in your photo shoot process and you're selling process, and you're pitching in your marketing in your delivering a product. Does your love language come up because if you're into giving gifts, then it would stand to reason that you're handing over the product and getting paid for it is your love language is your favorite part, minus the time I spend when I'm shooting with them, and then the time I spend when I'm selling to them. That's what I love the most. Spending time with people and, you know, so that process for me is really important. So that was really interesting for me, my love language. So when you're turning away money, let's say your love language was receiving or time spent. Imagine that you take a little bit more time in your viewing session to spend time with people, because then you'll really feel the value of your love language through your job. I just kind of felt like that tied into my I relate everything toe work. I relate everything to making money because I've seen it a 1,000,000 times. I changed my thoughts and I changed my business. I changed how I saw the world. I changed my business. I changed how I received money and I changed my business. I went from struggle, struggle struggled to having savings. I never would have believed you could Lynn that and you can and I went from not valuing my work to earning thousands of dollars selling it. And the irony was, I didn't get that much better as a photographer. So it was more about my value than what I was selling. And it doesn't better health into your studio is I made more money in my garage and correct in the first year than I made in any time in my career, and most of my clients told me not to leave. So you're going to receive, uh, receiving is no longer a weapon for you. It may have been in the past. As you receive, you're going to imagine that both your hands are in perfect balance. You're going toe, receive the money that you and receiving it is the same as people accepting a job on the phone. You're receiving the work. You're receiving the compliment, you receiving the money, their flow of exchange, the unity you're going to receive it, and then in your mind, you're going to say I am with this. I'm giving us Muchas I'm getting I'm thankful. I'm grateful. Whatever you need to say, acknowledge it and just say it in your head and be completely at peace with it. If you feel element out of balance, you need to go on, address it straight away right. I'm telling you right now that will just shift your income. So you're either not valuing something or you are not receiving money. Interestingly enough from my garage and Careca, you know, I feel like it had nothing to do with the garage and everything to do with the service. That ban I had just this passion for shooting. I can't think about the energy that I was putting into my shoots. If I could find that again, if I could get that back. And I'm so close right now because I have had a time of restoration. I'm goingto weather. I feel like there was nobody in the world other than the woman that was standing in front of May and that I wanted nothing more than just to take the best photographs and I've ever seen of here. And, you know, every now and then my cat would walk in or leaves would blow in the garage door. Or, you know, something would happen. It would remind me that I'm in this little studio, this crappy little garage. But it didn't matter because the energy that that person was getting from a was priceless. I don't care about how fancy of studio is. And if you're the sort of person that judges people by what the house looks like, I've been into the poorest houses I've ever sane and the clean and cleanliness and order. They got nothing. They'll make you coffee and sit with you for a Nower, and you can have the richest conversation with the poorest people in the world. And it doesn't matter that they don't have nice things. You know, I used to do karate with this guy. That was, I didn't realize until I went to the home one day that they lived in a state health. They nothing, nothing. It was the poorest house I've ever been into. And he had three tae nice Children and they had order. And he had roles in the kitchen. You know that the kids went to the kitchen and they washed the dishes after they ate, dried the beach and clean the bench in. I remembered spending a couple of hours in this house thinking, you know, I got a cup of tea and the best experience of my life watching these kids because some people just have nothing, and they have everything Yeah, and I know this because I grew up. We had nothing but laugh. Oh, my family can laugh. You will not sit at a table of prices and not nearly pee your pants of laughter and cry with laughter and sing and play the guitar on the drums. And just I grew up like that. The energy that you have with people. It's more than a pretty studio, you know. Come on, stop trying to buy pretty things. Give, receive, give received. Give receipt. It's like an energy, right give. And then that builds. And that builds and you're giving more and you're receiving more. When I figured that, I just remember I remember where I come from. What is your Julio Hurdle? Your studio is not getting out on good enough. Your work is not good enough. This poverty everywhere There is poverty everywhere. There is poverty everywhere. There is wealth everywhere. You are neither. You know Wallace Wattles did. Do not make a study of poverty. You will see everybody is becoming the wealthier you become, the more you can free the world of polity. Whether that's an energy or you're giving money back to the community please. Loon. The value off her you are. I'm pleased in the value off what you can create. But please acknowledge one thing. Two things stop people from any money, guilt and shame. If you acknowledge that. Is it okay to be the wealthiest person in my family? Is it okay to be wealthy? It'll are wealthy people, bed wealthy people. How do I feel about wealthy people? Are they misusing the wealth Now? Why would I feel guilty about having a new couch? Why would I feel guilty about driving an $80,000 car? Why is that important to May? Is it okay for me to have wealth? Is it okay for me to have unlimited income? How do you feel about it when I ask you that? Do you feel uncomfortable? I feel uncomfortable, rich people of pricks. So I grew up rich People are bad. I thought about that Money's duty. Money is bad. Somebody told me the other day More money, not more money, more problems, more money. Just makes you more of what you already are. Okay, so if you're generous, you're just big. A generous. If you're in asked you just a wealthy s so it's going to make you more of what you are. You can only sell what you would pay. We've already covered this. I challenge you to go and pay for a photo shoot in the next couple of months. Pay for it. Enjoy it. Value it. Market yourself through the photo shoot. Make sure the photographer knows your photographer. Make sure they're comfortable with the fact that you will Using the images. Do a trade for images if you want with another photographer. But please, please place place. Put yourself in the position of your client. Put yourself there said that you can feel the value. Um, we have to be careful here. I've asked photographers to go and do shoots, and they have not been happy with the shoot that they got. Um, now you know what your clients may feel. They don't like yours. Consider that. Choose your photographer wisely. When you interview your photographer. Listen to how they pitch you at a pitching service. Now they knew this. Oh, your photographer. Why don't normally photograph photographers? Oh, you know. Are they telling you what they're going to get? Are they selling themselves? Are they selling you on service. And what's the pitch? Listen to the pitch. What do you attracted to in the pitch? What do you repelled by? What do you like about the pitch? What do you hate about their pitch? What works for you? What doesn't? What do you believe about the pitch and pitch to each other? Seeking Lee. We're gonna talk about this, but practice your pitch. Practice it with your base frame. Pregnant. Sit with your assistant. Practice it with your next five clients. Change it up a little bit. Be careful writing scripts. They sound like scripts. I could write a whole of a script about how I say it, and it's my voice. So what I'm trying to do is to teach you how to find your true voice, because that's more important than reading a script. Okay, Your true voice, the thing that connects your heart toe what you do, the vulnerability they're receiving. If you connected to that, the next time you pitch, you're gonna have that in the back of your mind. It's gonna hold the energy of what you're talking about. Because the truth is, is you're going to work through it because you've named it, right? Your money block, you've named it. You can consciously start working on receiving more money, right? Consciously know it's there. Your confidence toe Walk up. Now you're going to be so confident you're just gonna walk up and you're going to say I have to photograph you check out my website, You're gonna give him that card and you're gonna do it. And sleazy is not a word you're even gonna think about. Now you're going to stop paying compliments to random people, and you're gonna feel really comfortable doing it because you're gonna follow it straight up with When is the last time you were photographed? I must photograph you. And if they say last month, actually, I just book to shoot with sound so you can go fabulous. I hope you love the image. Is this so important? Because it's more important that the world off women celebrate themselves through the portrait than you getting paid for a shoot, you know, like I wouldn't be teaching other photographers if I had a problem with sharing my gifts. I believe that this three billion women on this planet that need to be made to feel beautiful. A guy ever very strong. I can't shoot that many say I just don't have the capacity. Like I would love for everybody to stride forward and bring contemporary glamour. Portrait it to the world. I mean, I want that. Yeah, yeah, yeah. You want to keep me? And now I want block. Gen. Vasquez Block. What do you say when the first question people ask when you say you're a photographer is How much do you charge? You haven't had an opportunity to speak with them, warm them up, show them pictures, etcetera. What? What is it that you say? So that's a block, right? Yes. Absolutely interesting. Because it's never happens to May. Nobody. This is how much. Although they if they ring you, they say hi. How much they'll ask you how much before a wedding photographer before they ask if you're available on the wedding day. Yeah. Okay. So be prepared for the question. Okay? There's a couple of ways around. It will go with the funny one first. Depends how confident I am. I'll take your firstborn child. You know, like if somebody confronts me, I tend to react like you know, I'm team to be stupid. I'll take your firstborn child. I work for shoes, red bottom shoes, you know, on. And then I'm kind of like $ But I'm really good. I turned it into a joke straight away. I also am not afraid. So I'm gonna go back to not now, because not now is too difficult for people to understand. I'm gonna go back to then asked me, 2000 and four. So I'm a photographer. They that's it. Well, I sell. So I sell. You pay for you can pay for the city, or I'll give you a free voucher and you don't have to pay for that to come and do the sitting. And then when you get the images, you have a look at the images and then you can buy whatever you If you like them, you buy them. And my images started $180. Yeah. So basically, this is really uncomfortable. That's how I used to do it. That's right. When you started those, not when you were in the garage and you had all the clients, that steamer. That's right. Then it didn't change. For about three months, I started doing low sales. I realized I wasn't gonna be able to sustain that sort of work level on $400 average. Somebody told me to shut up, get out of the way. Stop talking. When I was doing my sales, which is just, like, mind blowing, I can't believe that that is a secret to all sounds people on that. Nobody told me when they did. I just stopped talking because they realized that I was just talking myself out of work as talking money back into their pocket. Just stopped talking, for God's sakes, stop! And then I would just shut up. And then I just, like, almost become so silent that it was sign of the site. This is almost getting to the awkward stage, and then they would buy them. And I thought, I think I made 9009 and $5000 a one night three sales 33 3.5. And I remember them walking out and just really work. So just stop talking at him. Her in your But the thing is, is you gotta practice it. Okay, so let's practice the pitch to sell, all right, because I'm still getting stuck on the about you. But the about you is going to keep coming up. The pitcher sale comes down to this. My images stab at $295 go up from there. Okay, so I do not say what my average sellers yet. And that's my starting point. It's the lowest number ahead in my studio. It was 1 80 I took the five by Stephen away. It's to 95 for an eight by 12 amounted, eight by 12. On the wall is $295 it goes up from there. I say it quickly. I say it is. Suitably, I say it confidently. I am educating you without making it awkward. Okay, So ask me again. This And now I'm through 5 2006 I'm getting bitter in my business. I'm making some cash. I'm a photographer on How much do you charge? Well, I charge $295 they go up from there. So one beautiful portrait on the wall is $295 mounted. And if you would like more, that's entirely up to you. I definitely want more. You do wait to see my business card. Everything you purchase, I'll give you on disk. Quick question. You make a quick a distinction of that that you bring the lower you present the lowest price, which is, well, one, one print, right instead, off your lowers package. I didn't say that. I said my images started trying right, which is very important. Good, because it actually gives a sort of a good low number. Has perceived load number, if you will, But at the same time, get it just right. Good. No said OK, so what happens if my folio starts at $900? Said they might Packages start at $900. Still my lowest dollar amount. Still confident still enough to make them like Okay, I believe that when everybody books with you, they think you're gonna be their lowest dollar amount. I believe they think that they're going to get their $295 print and be happy with that. Lo and behold, the experience is magnificent and your right typical. I want Tina them. Oh, that's $202,950. You know, what I mean? It's not trapping. It's safe. So the pitch is really important. I want you to right now. Say it out loud. What's your lowest package that you are prepared to tell people? What's the starting price? Say it. We've got a micro find. You gotta Mike. Fine. How much do you charge to 95? Oh, I'm doing that. The whole thing. Like I know. I want you to tell me how much she charged to $92. 95. Ah, $295. How much do you child sticky? Well, part of me wants to just start with the package. I'm not trying to pay my Sabit. My packages started up to $2400. You don't need to say up to my packages started. All right? What about 20? My packages started $1200. Good kill. I like to say main lowest one first because then I feel like when they come into the reveal wall, then that's when you know, because I don't want to scare them off with, like the Okay, So how about this? My images started 295 on the wall in my album started 1200. The reason I would want to start with my collection is I don't want to pull the wool over anyone's eyes and pretend, Oh, it's you're gonna get all these. You know what I mean is the wall. You are not being deceitful right now. My images start at $295. My folio packages start at 1200. Am I being dishonest? No. Say it. Say what? You, uh, charging. Tell me my images got it started. $295 in my folio collection Started $1200 this time. Look me in the eye when you say don't look down because you look down like I wasn't trying to get it month to get it better. Um, my images started $295. My folio collection started 1200. Okay. My wall portraits started to want portrait started. Give them more value. My war portrait started 200 Almost like I want to say it like I'm telling time. Can you tell me something? What's a collection? It is, Yeah. It's a pretty word that somebody is made up in our industry and call it a collection. They're going to really like it if you call it a collection. Okay, I'm gonna I'm going to debunk that. I'm really sorry If you're the one who, whoever it is some CREATIVELIVE instructors gonna bring me and go. I call it a collection. It's not a collection. It's a folio. It's an album box. Tell me what it is. I don't know what a collection is. I want you to tell me in the most sincere voice what you cost. I want you to believe it. This pitch is going to change the way you make money. I don't mind looking you in the I'm gonna look you in the eye and say My war portrait started $295 my folio start at 1200. Whatever you spend is entirely up to you. Okay. My war portrait start. It's $75. My collection start. It's 600. My collection sounds like deep collection. My album start at 600 but what you choose is entirely up to you. Okay, let's say you're not selling Ala Cart. You're simply selling one package. I have one package. It's $3000. Okay, so I'm gonna follow that up with instead of my images started. $200. My collection. No, I'm going to go with this. My sitting fee is $3000. It includes a full day shooting with May, a makeup artist styling five outfits off polio box with images in it in a 16 24 war portrait of your choice. I also give you a CD off everything you choose. Now you gotta lock this down because the first pitch is that high conversation pitch. I'm a photographer. The second pitch is this is what I do. And this is why it's so amazing conversation. The third pitch is how much do you cost, and you must be ready to practice it. So I want you to repeat it over and over again until it flows off your tongue so quickly that if somebody sees how much do you cash in my wallet? Portrait started turning $95. My failure boxes start at $1200. Would be spend is entirely up to you. What I can say it without thinking about it, I said confidently. I believe my packages with that. Do you know what I used to say to people after I got really confident in it. My will portrait stab it. $295. My folio started 1200. My averages 2400. I'm not gonna lie. Everybody buys that package. Do you know why? It's the best package value for the money. You get more images, you get a CD of everything. You get a portrait on the wall. It was my pitch and people would go. This is coming from a girl who, when people used to ask you how much the images where I would go 1 to 75 4 26 80 in that people go $6. 80 Well, for a big portrait like that and I wouldn't look at them when I'd say it, I would look down at the size. I was so embarrassed to say what I was with, I just couldn't look. People in the eye is two things you must learn when you pay someone a compliment. Look them in the eye when you think someone look them in the eye. When you tell somebody how much you're with, look them in the eye and if you I want you to practice that. Please practice it over and over again. I want you to look at somebody and say my images started. $295. My folio packages start at 1200. What you buys entirely up to you and then we build value. How do we do that? Who did you want to be photographed with? How did you want to be photographed? Have you seen my website? What? We just did you like, You know, the shoot is three hours, and it comes with full styling and a hero makeup at us. So whoever you book with, make sure you go up the night. Uh, what are you going to bring to your shoot? Do you like those big gams that I make? Because I can make you one? You know how you do. You want to be photographed on location? Because I've been doing a lot of studio work lately and I'm happy to go on location if you want to be in a field or a paddock somewhere like, let's go and do that or a city shoot. Now, what interests you about being photographed? What sort of finished product to you like Do you want something on the wall or would you prefer an album or folio box? I like the folio boxes because you can frame them. He can put them on the wall, You know what I mean? Are you having these conversations as easily as I just did? Then why? That's why I'm here. Think about it. Everything we've talked about has been the flow of the pitch, the flow of the value. They had those conversations. Let's give people cues in words. Biggest mistake of photographer Come Meg talking about themselves. I don't believe you come to May to talk about me. I'll talk about myself until the cows come home. You serious? Course I will. There's no better subject in the world. I know it really well. I'm really interesting a lot talking about myself. Everybody likes talking about themselves. That's why people enjoy talking about themselves so much so I kind of think to myself Imagine that You okay, let's do a little exercise. Let's say Nikki is sitting here and I start a conversation with here. Come around here, Nikki. We're in a patty. It's being a patty, and it's an awkward Patty because you don't know anybody, and I don't know anybody. So we're standing the standing like I wish I could talk to somebody. I feel really awkward. Well, I left your earrings. Thank you, Actually, like your whole outfits. Thank you. You look amazing. Thank you. What do you do? Why are you here? I'm photographer. Oh, cool. What do you do? Specialising photographing women come in. Gonna makeover. We do your pitching Toto shoes. Wondering conversation? Yeah, Just show. What about you? Oh, actually, I'm a makeup artist. Sweet it. What kind of work do you do? Well, I just do weddings and stuff, and I just wait part time right now. I'm working at a makeup counter, but I don't really like it. What do you want to do? We just want to do here in my couple of time. But where would you want to do it? Well, okay, stop. Okay. At this point of our conversation, okay, you've got to stay authentic to the conversation. Let's stay completely authentic to the conversation. But this time I'm gonna be more awkward in the sense that I'm gonna be like So what do you do? I'm a photographer. What sort of photographer? Uh, glamour. I specialize in photographing women. Yeah, how about you? So if she thinks I'm not interested right now, she's going to tell herself a story. Okay? And whose story is not based on what I'm really thinking. It's based on what she's thinking. I'm thinking, all right, so if you've got stuff that's in the way of us, the story that she's now telling hisself is, I'm not the sort of person that would spend $2000. I'm not interested. I don't like it. I don't think she's good enough. Whatever it is. Instantly, that story is going back to Nikki Nikki's transmitting her own story back to herself and whose self confidence is draining fast the case. So make a stupid comment also like those. You don't do those hideous like Do you make up and get over Photoshopped kind of things. To hear on with a feather boa, you have to have either a jean jacket or a feather boa going. I'm just somebody knows somebody actually said that to me that, like that kind of perfection makes me vomit. I'm like, Oh my gosh, I could photograph you without making any of that. Okay, I feel like the biggest problem with the pitch right now is the story that Nikki's gonna tell herself around what I'm doing. Okay, so if I seem disinterested at any time, she can look off the pitch. I'm saying Make the pitcher conversation. Some people aren't interested in talking about Tina's. You bring up Tina's. You happen to be an expert in Tina's sudden give a shit about Tina's. I don't want to talk about Tina's. Tina's is boring. I make a stupid coming about. Tina's laugh about it dropped the pitch. You don't need to do it, however, if you want to pitch to somebody, make it interesting conversation. If you feel that I am judging what you believe in any way, shape or form, that is the story you're telling yourself around the pitch that you're giving. Okay, so right now, and human and direction, the story that both of us are telling is mine is called mind rating what she's thinking about May. It's not my business. Don't make it up. Don't make up what you think she's thinking because you do not know unless you can hear her thoughts, you do not know what that woman is thinking about. You said, Don't even imagine, you know that's a lie. Incredible things that someone has told me is what other people are thinking is none of your business, not of you, definitely. So when a woman get this, you're gonna love this. And as marketers and pictures, thanks to gay and photographers, a woman walks into a room and she looks at everybody looking at her. She's not looking at you. She's looking at how you're looking at her. I don't know why, but we are made to be that way. And let's say I walk into the room and I feel pretty hot and everybody looks at May and somebody looks me up and down or a guy looks a man connects with man. I'm like I look good and then I walk into a room and I get nothing. Then I'm like, Oh, right, there's a stories exactly the same way you're doing business right. You can not read somebody's mind so you don't know what they're thinking about money. You cannot read somebody's thoughts so you don't know what they're thinking about you. You don't know. It's what's going on inside you that permeates and the story that you're telling, and there is one of the most vital things you need to lean today.