Senior Rep Program Q&A
So andi are kind of flew through that a little bit. There was a lot of information. I knew I'd have questions. So can we take any questions here in the audience to your absolute we do that. And while you guys think of your questions were so money coming in from online, so I wanted to start from one that goes back to a couple people were asking about to clarify about the referral bonuses that the reps get up and there was a slide for that. Yeah, but maybe nico can take us back or you can question is are they cumulative? So, for example, if somebody pays or somebody gets one referral on, they get the session right, then are they getting the cash for the next two to four? And then are they giving thirty percent off the five referrals, etcetera, etcetera, does that all add to each other? So by the end, they've got a whole lot of stuff? Well, I mean, it is per referral, so number one gets a free session period. Number two gets twenty five dollars, period done. Number three. If they get the ...
number three, they're getting twenty five more dollars so that the acid of the money, I guess, adds up, yeah, so, yeah, so also president sin for the tenth person they're getting that digital clock on top of everything else they've already gotten everything else already got yeah, absolutely absolutely yeah a couple of people were just asking yeah for that clarification awesome let's see ok good question from stacy jacob but which is what month are you doing the senior model meeting the meeting itself with the juniors or the potential right so early you know like start the application process and like november december ish time frame and then I'm starting to go through the applications and I generally have a model meeting sometime in january february so that I can make a decision and announce um maybe march first is usually good time because then I'm going to start planning the actual shoot I tried to do the chute in march but marches iffy with weather in our in my states and sometimes I push it all the way to april but just because I do want good weather and obviously I'm on on location photographer so I need somewhere outside so we actually the this shoot we actually had scheduled for one week and had to reschedule because it was torrential downpour so so another good question is from a stephanie mitchell who says for girls who apply to the program and it didn't get selected do you offer them any discounts if they with you yeah, I do I just say you know, thanks so much for applying and offer just a small discount on their session fee again with just that one session fee if they want the other one no, but yeah, just you know, as a thank you as a courtesy as they just you know, to help them make them feel better I guess you know I hate to let him know, so I do offer something in return. Yeah. That's great. Now, that's that's great. So this is a question from leo james brown. What do you suggest is the best way to keep track of the river pearls provided by your breath? I have just like that notebook. Should you guys yesterday I have a printout that has all my reps names and then I just have one referral to for all three of you and just check him as they go. And then I write down the name of the referral so that nobody else can claim that person on dh then if if somebody's calling into book a session on their form that I fill out that I you know that I keep track of their information right in the notes referred by so and so? So I've got two ways to kind of keep up with it, so yeah, you need some way to tally it whether it's a spreadsheet or whether you create your own form definitely make sure you write it down when you when you hear about it so they don't come back to you and say well wait I got that then you go you could look and say, well no that person didn't mention your name so yeah definitely make sure you keep up with it yeah I just was curious you said that at one school you have four reps so I've had people I have a school where I have two reps and I've had someone say oh I'm friends with and they say both girls do have do they have to like give you that thing give me the car over whatever friend they gave the cards to that's the person that's getting the referral credit okay because of that because you know when I first started again I made some mistakes and people would just say, well, so and so told me about you and I give him the credit for it it's like wait a minute they just like overheard her in the hall or something you know today so I do make sure the reps know that the person has to and a lot of times when the person books they'll mail me this with their check okay to pay for their session or they'll bring this to the ordering session and then that at that point you right? Yeah exactly do you do anything for people who are referred by someone who's referred you know I mean like if they say they booked a session with you because they referred by one of your raps and now one of their friends books a session with you because of this person not the rap here not not if they're not ready don't get anything for very fertile okay I mean you might could e I mean you might could do that and then everybody's going to europe maybe something small for the people that aren't that you might consider many that ten or something like that I think that's inexpensive and thank you and I think that's great you know for the most part it's the I mean the reps are getting this stuff right so I didn't have the same list right right yeah if you felt like that would be a good thing cinema thank you know give him a starbucks gift card you know yeah we have a lot more questions coming um keep asking them but one of the things that we're talking about in the chat rooms that russell's ass folks and I would love to get your ideas here is are you doing rep programs model programs already and twofold so if so what does work well for you? What are some other insights that you might have for people at home but then if not what are the things that have jumped out for you that you might go ahead and try I have one and I have my problem this year has been that my girls tell me that everybody's erect so all that high school girls all their friends, everyone's a rep for somebody because there's so many senior photographers and then everyone does reps that everybody's ready so that is the do they not want to be a red because of that, you know, they're saying it's hard to refer people because everyone's a rep for somebody else. So then there's no one left to refer that there's just so many and then some of it yeah, I mean and everyone's does it differently. Yeah, everybody doesn't do it differently. That's true, because I mean, what you what you give them is all different, although all over the board I don't know of anybody else even in my area doing one, so I don't have that problem. Um I stand our yeah way give me a hard question and wait a little bad somebody because nobody else is doing it e e and I mean, my girls, they are work really hard, like they post stuff all that's, right, and the shares and I have gotten referrals from them, but there I don't know if maybe I have too many reps and I am eleven we have eleven and our many different schools is that eleven eleven different I mean, I live in a big city so we know you have one report blends of schools, right? I actually have to it what? The school right by me? I have tio okay, but everything about it yeah, yeah. How many do the other do you know about like, how many that other people haven't? I think that probably about similar I mean, I think there's some with less one photographer in my area last year I know had twenty two raps but I don't know how she runs her program I just I don't know what she but I mean and I live in portland theirs like, probably fifty high schools, right? So is there a high school that nobody's gotten into yet, like his father? Maybe you should give that round yeah, it to a different high school. Maybe you could, uh, you know, do something completely different, so it might stand out in the people that you that you're rips are referring again, you know, it's going to go back to what makes you different to make him my car you versus somebody else if there's nobody left to call that's that's definitely hard that's the challenge I mean, if everybody's got already gotten free photos because they're all just rips and how's anybody making any money? Yeah right? And we hire you getting clients oh my my idea would be to try to go to one of the high schools that maybe you haven't reached yet and I know like leah is friends with a photographer in my area also and she said the same thing then she has rats and she has had trouble so like our rep and I went up to one of my friends and gave him this car, chances are that person's rep for somebody else it's possible and that's what? Yeah, I mean, I think there's just a lot of them write gosh, that yeah, that fellow's the challenge again, I would just try to research some other high schools maybe first in an area high school that somebody else hasn't gotten into yet just tell your reps to keep working and I'm sure there's somebody that needs a tow hire somebody actually, I am and booked at this point I mean, so I I'm doing fine, but my girl, I think the girls maybe are more frustrated even than I am like I have a right as many as I can tell you I can then they want to do a good job, but they're frustrated that there and I do the same thing where they earned stuff and so they're like, well, I'm frustrated and I'm not finding anything yeah, exactly yeah, did they get up? They are to get a group shoots and they got a fun experience can you maybe give them things like like for me? The the modelling in the fashion show and the modeling on the television show weren't part of the program that's fairly I just says no and I don't think they're frustrated like that, like right with what that would make him feel like, yeah, yeah, I'm going to maine that maybe isn't on the referral list, but at least they're getting something and rewards for their good job they are doing or that they're trying to yeah, yeah, honest and say that my model program suck and it was terrible I also serious, I think for two years the first one another photographer stole my reps. Um, it was terry I mean, it was so bad, I was like, I was looking on instagram and my my rep said went with another photographer and I knew she knew, you know, they were my ribs, you know? So I was just like I was done, and so it can be very frustrating and this past she alison tears like, literally like this is I was so disappointed I put so much work into it, but now I found that I don't like him that long, like for that a long time for their junior year all the way to their c you're like it does not work for my relationship with them they're kind of flaky and high tool so I've found that the best time for me to have reps is from the spring life from jane wary to may so I only did with them for six months out of the year, right the other times period for some reason it was just too long and it was just not working and you figured out what works works for, you know, a jody many models program? Yeah, I think that's awesome I think that's what works for you and that's also and didn't do you guys you're normal senior season within that time frame so they are marking the people that are coming okay, well, then, you know, no one no one for me was coming in the fall for senior portrait at all. I was always getting my business and between february and like, right, right? So I mean I had them we were doing things but no one was really booking anyway for me for seniors, so I just felt that the spring would probably be better and it worked. It worked pretty good because I could I was able to do the concept shoes and everything that I feel wanted to do in this spring, but spring was just I just found it works better for me like the long period of time it's just it was where you are also teaching this age groups and that night would be annoying after a while I know how they are like they're so way love you and then well you shot with someone else you know so I you know it's just you know that that time period that age for them was really kind of awkward sometimes and then sometimes they'll they'll be loyal to you and then karen gets another friend who was a photographer and yeah I have one when you do that and she um you know it says in the agreement you're not supposed to represent another photographer obviously if you're like a cheerleader something like that and you have to have team photos taken whatever that's fine but you're not supposed to represent another photographer have your fed a senior if it is taken by another photographer and then one day I looked on facebook and there's this photo of her and I also like and not in a series of photos of her and I was like oh my gosh what in the world like who is this person that had the photographer's logo on it and so I immediately reached out to her and just wasn't mean or anything like that it just was hey brooke I need to talk to you about something immediately I'm sure she knew that she he had done something wrong because she didn't call me back and then I reached out to the mother andi hey, you know, I really want to talk to you about something, please give me a call then I never heard back from them that way so finally sent him a message I think facebook messaged the mom and the girl said, hey, I don't know if you remember this and always try to give everybody the benefit out so I didn't want to blame them immediately so I just said I'm not sure if you remember, but we did have that agreement that you signed, which was part of the program s oh, I don't know who this other photographer is, but you know, it kind of looks bad toe have you supposedly ripped for me but posting this and I did finally get a message back from the senior and she apologized and said I'm so sorry and she immediately took the photos down from that other photographer on dh then so I try to correspond back with her and since then I've never heard back from her and out again I wasn't mean I was giving her every out she could possibly take I just gently reminded her about a contract is a contract with the agreement that we you decided on and that's kind of why I have it so at least I can run mind them I mean and ever going to try to hold up one of these agreements in court no, but I'm at least reminding them and making them think twice before they signed their name and agreed to something and then it covers my you know what? When something like that would happen and I could remind them that I wasn't part of the deal, so again, she never did anything else for me and that's fine, I think she you know how people react to stuff sometimes you might feel guilty for something that you know is not the right thing and said then I think she just didn't want to get you be embarrassed or whatever and it was totally fine and I was okay with it. I don't she hadn't brought any referrals in at that point anyway, but again, you just have to remind them that hey, this is not and don't be afraid to just tell them they can't be a part of the program again. I mean, if they're doing something that's like completely not part of your brand, if they're representing some other photographer, then then you have to stand up for your brand at that play again, you've got to remember they are teenagers, but no, you know, because you teach him, but you know what I mean, you can't like just you can't be mean or whatever and maybe you want to talk to the mom versus the girl you know that's fine too, but if I started seeing like mean girl stuff going all by rip I probably would say okay, I really I really don't want you to represent my company anymore and don't don't be afraid to do that I think it's perfectly ok I mean, I've definitely talked a photographer to have had certain situations come up where they were like, oh gosh, you know what I do and I said you've got to remember that while they are teenagers and they don't I think sometimes and we all know how we were when we were teenagers but at the same time you have a business to protect so don't be afraid, tio you know if you have to cut somebody loose, cut me loose and just say thank you for what you've given me so far but don't continue to try toe build that relationship that they aren't really reciprocating, you know the name go back and forth, right? You know, it's never good to do that you are completely right it's still never good to do right? I just you know, I know that I know how teens are right s o I didn't go back and forth, you know, I just knew life for further, you know, for future references you know how to take on that situation so now I'm so very selective on who I bring in and, you know, just who's close to me now, you know, and I try I also have a very strong relationship with their parents, right? Because I find that the relationship I didn't have a strong relationship with the other parents, and so I just found that me having a personal relationship with the mom or the dad or just a family, right, it helps, yeah, it definitely does, it definitely does, I would say my girls this year definitely have a great and last year, those two years have been my best years really so far, and I've been doing it for a while, but those award the years that I could really see that these girls genuinely were excited to do it, I mean, you saw that photo of me hanging out with all of them, I was literally before we started the segment texting two of my reps asking them, have they moved into their dorm yet? Because today they're all moving in, I know that about them, and I would do that with a client as well as a red there a red really get to know because you are a lot of time with them and you're doing a lot of stuff, so andi again, I like tio bored them throughout the year and do fun shoots I mean, any time I want to do a concept she which is our next segment I would calm our reps and say, hey, or any time I need to put together a slide show for this and I need a photo I'm gonna call them, you know, the main and so they get mohr than just those rewards I mean, it's it is a lot more than that so you know, think about it in terms of that too because, you know, just having that relationship with a group of girls yeah, and they become a baby sitters I mean, there might there my resource for baby sitting because obviously teenagers grow up and move on and they're not always there to baby sit anymore, so they become that in fact, I don't really know what I'm going to do with it. One of my rips this year leaves because she's been my baby sitter since she was in tenth grade, so you know, but that that's that they all become a part of, you know, your lives and those are the the girls that you pick or the guy that you pick or whatever really need to be that for you, I mean, guys, they're working together to achieve the same goal, so he sounds like you have created the ultimate ultimate experience for you I really need to go now so right I really need to bring my phone over here and show you all the text that I've gotten just today just from all the girls send me pictures of their dorm rooms and stuff because it does it tells you that that's the way we are going to cry no if you're going to come out so although our there are probably would if I had moved one of a few of them there are few of them I would maybe we can look at it that way take of some more questions before we go before we do go to break tracy kinney had asked can you expand on what you do ask your reps to do throughout the year? She finds that this reps get distracted with school activities homework boys etcetera so can you remind us again one of the different things that they're doing for you different things like you post each month? Something on facebook s o you know again I go back to the facebook profile or facebook status examples I give them that so that they know that ok, let me just go to my shed and I'll just type this out or I'll copy and paste it I will post in there in the facebook group any time I want to market something eso those air things when they just regional the calendar here so like january applied to be a spokesmodel february ten the model meeting march share that you were chosen to be a model april we're the shoot the model shoot may change your tame timeline cover to the one from the model shoot june continue to share marketing materials with friends via social media you know august back to school party december christmas party things like that are just the things we do throughout the year and most of it is just a requirement to post and share and continue and just to remind them to do that any time there's something new that I want out there I'll just go to them when I got my new website this year I went in there and said, hey girls chair that new length teo the website it's all rebranded go check it out your photos are on there so that something that waken share and then also I didn't touch on this earlier but whenever I pick them actually had past rips deliver this personally I'm going to make math deliver this personally to the new rips at school because then it created like an excitement all the other students are like oh what's going on you know so it's a non believe it's got all the leader that we're just going to come out but try not to make a mess but it says two thousand fifteen spokesmodel team and then in there is just a card. This is congratulations. You're invited to be a part of the two thousand fifteen spokesmodel team, and then it gives them a little idea of how to share that they were chosen. So it just says something like, take a pic with your the rep that gave you this and share it on facebook, instagram, and share your excitement about being found chosen. So that was neat. And then I announced it on instagram and had a little little square for instagram that kind of look the same with the same design that just said caitlyn is a two thousand fifteen rap, things like that, so that was neat. You could also maybe take them, have your pastor up to take them a cupcake. I mean, I can't go into school, so the past wraps really came in handy for that. Take him a cupcake at school. Uh, take a balloon to school and say, oh, my god, I guess what you were chosen make it special so that they and so that other people can see it. So yeah. So even junior sophomores, whatever might have seen out, I don't know when the girls actually I took it because I left it up to the pass around so you know they may have gave it to him at lunch or whatever but I left that up to them because they know that their day and they know what would fit in with their scheduled a vest that I really love that because like I say it created a lot of excitement I'm blown away you guys like with how amazing this is program is no wonder you were excited to talk about it you started off the segment saying this is my advertising yeah this is and down to every little detail right it's just beautiful and I can see how you've been iterating and working on this for years oh yeah definitely that did not start out this way I did not start out thinking of this or you know doing that or whatever so yeah it takes it takes some time wow. Every single segment of this workshop that keeps adding on and adding on like that alone is worth one hundred twenty nine dollars that alone I mean that's a really, really incredible. So thank you maybe just a couple more questions as well some good ones still and let me know if you have any seat do you ever run this is from picture taker girl do you ever run a contest between your reps to get them to be more productive and have a grand prize yeah I think that's a really good idea especially when you know go back to when I post in the facebook group how many referrals people have at the time that usually warrants a competition or you know makes people go away let me do some more so I can get up with so and so or whatever a prize for that would be a good idea I've personally given a price for that and just kind of announced a you know this is where everybody is you're doing a good job type thing the whole t shirt design thing yeah they all submitted t shirt designs and then voted on it and so that person got you a little gift card to starbucks for be in the design they chose so things like that would be good I I do think a little bit of friendly competition is always a good idea so but just make sure it's in the vein of friendliness because that could easily turn not so nice so yeah you definitely don't want the mean girls no no definitely not now and in group I mean we all were in high school one time you know how how it can be sometimes and it's thanks and I'm sure it's way worse than when I was in high school so yeah just make sure if you do the competition it is a very friendly spirited competition you'll do we have any more questions in here idea's comments first thing you're going to go home and do do you ever find that the girls who don't get chosen, like I always worry about really hurting their feelings? And you're like making a big deal about it at school? And if someone who wasn't chosen was right there? I mean, did they do? They usually come tio r teo, sometimes they do, sometimes they don't on dh. No, I'm not trying to throw it in their face or anything like that, and I worry about those things to the same time. The pro of that is to see, you know, for their excitement, things like that. I do know that one of the girls took it very well. Most of the girls that didn't get chosen took it very well this year, so whether they will come to me that I don't know this year just relating it to because this is the first year I've done this. Yeah, I mean, I don't want to hurt him, dice, failing that's the hard part, but I hated trying to pick and choose I really did. And from riverside, where I picked for, I think I probably had ten that came to the model meaning, and probably twelve or thirteen that applied just from riverside, so you know, but again it goes back to really making sure you let them know I cannot as much as I want teo cannot have everybody because it is a cost to me if you were having them pay to be a part of it, you could have as many as you want, teo you know, today that that's just not how I structured it so I just have to explain that to them and I never want to hurt my feelings, but I've seen a couple of them in games and stuff they speak to me and I'll speak to them and make sure you go out of my way to hate someone because I mean, I remember them I mean, you know me and we go to football games I mean again I'm involved in all of this again I have girls cheerleaders and I love that part so I'll go to football games and take the boys and they place love also worked out great, but I'll run into him and I'll say, hey, you know how you doing? And they all seem to be fine, you know? Did their feelings get hurt? Maybe maybe it did, but if I've done a good enough job letting everybody know that it's just not possible, then you know, unfortunately you don't always make the team it's life coming on to me like I it is his life, I absolutely hate on like my kids teams that everybody gets a trophy, I don't think everybody deserves trafficking, you know, the main, like everybody didn't do the work, though, and sometimes they know ahead of time, they're not a good fit either are meaner domain, like, so you just have to you have to trust your instinct, you have to be as kind as possible, and you have to just let people know that not everybody's gonna make it. So yeah, and maybe you just educate your reps, not if they can help it don't do it right right beside the girl that didn't make it because they know who made it way sat around after the model meeting. We talked about who they thought because they have a different insight than I do. So after I've interviewed all these people were all right, ok, so what do you think and what I think? And it ended up matching up reasons why some people were better than others ended up matching up with what I felt and what the girls that went to school with thes people knew so that worked out fine, so they they know who made it, who didn't so, and they don't want to hurt him by surveillance, either. I was just going to say they do have some type of experience with trying out so just like for the football team, the dance team, the cheerleader team for play in the school so I think they do have the mentality that not everyone makes it for a particular role exact exact same person the high school's right like little leaguer, whatever everybody makes the team but eventually you do get used to not making it I mean, I didn't make my college cheerleading team and I'm still devastated but e I still go to the football game do you ever have parents that are no import with your program? Like when you have that parent model meeting a couple of years ago I had a mom and a daughter come to the model meeting and then mom kept going so she's gonna have photos taken, but you're not going to give her everything and I said, no, I'm not going to give her everything well, then it's just not for us and that's okay, great because I'm not handing you all the stuff. Yeah, no way. So yeah and at that point, you know what truth be told that that girl was extremely shy? The mom was very overbearing and I am very glad that they figured out that that's not for them, so I didn't have to tell her now and who that year I remember her maybe being the only one from that school so I might would have been like maybe I took her and regretted it so and I will tell you another thing and this is not to not this certain type of person but I don't tend to take pageant girls and the reason is because they're getting their photo taken so often by so many people so I don't want them to even have to worry about whether they can do that or not that they're in pageants, they are that's their goal is to be in pageants being actress, that kind of thing I don't tend to take those girls as reps because they tend to expect all these photos or they tend to get a lot of photos taken by a lot of different people when it would be way too confusing. So think about that too in terms of what type of person you want is your team member because it just doesn't work for me. I had had a pageant girl one year and every time I turned around she was posting stuff from pageants by other photographers and I couldn't really say anything because that was her extracurricular activity I can't keep her from getting those photos not like she went out and got her senior session by another photographer, but it still was very confusing, you know remain so that's another little just that I've learned along the way and I don't intend to take those because I don't want to hinder them from what they're trying to accomplish either all right, we have a question from stacy jacob do you or do you recommend specifically making an effort to choose diverse sizes of girls shape ethnicities? And I think we talked about people being in different sports or what have you to like all encompassing? Well, you definitely won't girls that aren't all of the same clique I don't pay tension to size race whatever whoever applies if I fit with their personality that's what pickings and no, I'm not consciously saying like I have this girl and I gotta have that girl no, but I am picking girls that I mess with andi I am thinking of maybe not picking all the b f f's because they're all going to have a friend so it's more with that regard you know, I can't say I've had um certain ethnic backgrounds apply, but it wouldn't be a consideration for me I mean, you know, if I match well with them and they were a good fit, I would pick him no doubt about it I don't I don't purposely pick or not pick anything like that the only thing I would think about is whether this rep and this wrap this wrap all had the exact same friends awesome, thank you. Ok, this is one were probably a lot of people are in this position, and catherine hobart is saying, what if you don't have a marketing budget up front to cover all the costs of us in your program? Obviously, over the years you've built over a bust program that have a lot of fixed costs, if if she wanted to have her sing, your reps have their hair and makeup done, but didn't have the budget to cover that, would you charge the seniors? Would you ask them to get safer? This group shot, get their own hair and makeup? Or what would be the thing? Maybe that you could ask the kids to do that? They would be ok, right? And I think there's a couple of different things you khun dio I mean, yes, definitely when you first started seeing your rep program and I have these boulders and have all this stuff, so it does take time, and you definitely have to budget for that. This farce here make up, you know, there's, a couple of different things you can do, number one, you can try to find a hair makeup artist that is willing to trade, and that is the first thing I would do, because if I can offer it to my reps, I'm going tio first thing to do is find a new makeup artists or somebody that's up and coming or explain to them that they're going to get a lot of business because you're going to get referrals, that we're going to be bookings that will then result in them getting here, make up done so that would be the first thing I would do hands down the second thing. If that didn't work out, then I would probably work out a deal with the hair makeup artist to where they may be gave a discount, and maybe that is the only thing they purchased. I mean that the rips were responsible for and that's totally acceptable they're not paying to be in the program, they're paying for this hair and makeup type deal that I don't feel that about afghan I don't think that people would feel bad about giving on dh, then, you know, like I say, the more you work on it, then maybe you set aside a certain amount of money each year for your rep program that includes the cost of hair and makeup because you maybe aren't going to get that hair makeup artists to do it free every year, but when you're first starting, then you can probably do a trade of portfolio deal or, you know, helped get them bookings and return.