What Makes a Great Senior Rep & Rep Marketing


Senior Portraits: Create the Ultimate Experience


Lesson Info

What Makes a Great Senior Rep & Rep Marketing

So what makes a great rep this is really important because again you're representing your brand you need him to be outgoing they've got to talk to people write a shy person is not going to be able to go up to somebody and say hey if you heard about the photographer did you see messing your photos so they need to be outgoing they need to be friendly to be able to talk to people right? You don't want anybody that's a mean girl representing your your brand or mean guy or whatever on guys could be reps to I don't have them but you could have them there I know people that have guy rips that's totally fine treat in the same way give them the same experience and you know have them work toward the same goals they need to be fun because that's part of my brand we have a good time I want the reps toe have a good time I don't want to talk about the fact that they had fun on this on this awesome session so that's important they need to be involved in school or church or community or something like...

that because you want them to be able to have a bunch of different areas that they could potentially refer you were talking about you two so that's important I like for them to appreciate photography and fashion because I want him to understand that you know this is and experience and photos are an important thing to document this time in your life, so I want them to understand that because I feel like they'll be able to tell other people why you should go have your senior fortunes taken if they actually appreciate that and because our our chutes are generally around fashion or something like that having people that loved it dress up or do whatever it is definitely a benefit I wouldn't say it's a must but I would say it's a benefit for sure they're willing to work you do not want somebody that is maybe been handed everything forever because they might not work is hard, eh? So just you know anybody that's willing to work or do the process to be a part of the process so that's important and then we'll take it seriously this's not just some mean it is fun but it's not just something that you can just not think about there are things that you need to do and they need to understand that it's not quite a stress was job, but I mean it is something they have to do and if they're signing up for they have to do certain things don't make him do a lot of crazy things there are a lot of stuff in general because I know they're busy but they do have to do the few things that I require them today um so how do you find these qualifications? First way is a single model application just like your questionnaire that you send all your clients have the people that want to be in the program, fill out a questionnaire seeking take that first step into getting to know them on dh then the other way is through a model meeting and interviews, so those are the two ways you can sort of start to see if these girls that are applying have the qualifications that you are looking for. So let's, talk about the the application first, what questions do we ask? Obviously, you need to know that the basics the name, the email, the high school, they go to all of that good stuff, how, how to best communicate with them, what their numbers are, their email all that good stuff on dh, then their social media links. You want to check out how they are acting on social media before you decide if they're going to be a rapper, not make sure they have a good, good voice, a kind voice on on social media, they're not you haven't forbid bullying. I mean, that happens in high school. I mean, you probably see that through your high school to make sure they're not one of those people because you do not want that representing your brands to follow them even if you're not picking them is a final model so that you can know and educate yourself on whether they have the right qualifications also describe themselves, you want to hear their voice of who they are because I think that tells you a lot, so have them tell you who they are so many words or have them just write a paragraph about who they are. You can really start to take some insight into what they're saying so that's important hobbies and interests, what are their hobbies and interest that helps? Because again, you can get to know who they are, you could see what kinds of things they're they're interested in, what are they super busy with, you know, extracurricular activities and won't have time to do what you need them to do. All of those things can come from that question personal style that's just one I ask this because again it goes with my brand, I want everybody to feel comfortable and close and, you know, I might not want somebody that super tomboyish, because maybe that wouldn't fit my brand, so I want to know about their their style, right? I want them to be comfortable in whatever we decide to do for them for the model shoot. Also, I asked him what their dream photo shoot is. I think this is a good opportunity to maybe even come up with some ideas for your model shoots that's kind of why I asked that because teenagers have great ideas, they have great ideas that you might could incorporate. They are the market you're trying to reach, that they come up with some idea and most likely their friends are going to like it too. So why do they want to be a model? I asked him that because I want to hear in their own words what they think this is about and why they want to be a part of it also, how did they hear about my photography business? You want to do that for any general idea where people are coming from to come to you? You want to know that? So I asked them how they heard about it, how they hear about spokesman progress program, maybe it's the past models that that's a good thing to know about? Maybe they saw it on facebook, so I'll know whether my facebook post were working or not instagram, whatever, however, they found out about it that's what you want to know, and then I also asked him to suggest other possible ritz. Do they have a friend that might also be interested that has heard about it yet because you want to try to get some people involved, you want to try to get more people to know about it, so ask them to you suggest somebody that might be a good good rip maybe they would feel more comfortable if the friend was doing it to you never know, so ask him and then you can contact those people and say, hey, have you heard we have this? Do you want to apply kind of lame and then also include a parent section in your questionnaire because you want to know whether the parent knows their child is doing this? You do not want them to find out after the fact and be like, no, you can't do this what do you talking about? To make sure you asked that question as well on dh, then them? Where to post the application okay posted on facebook posted on your block posted on your website you can do this and that way everybody will see it. You can then do a a photo of the application or past rip and say you know, announcing now taking two thousand fifteen rips and put it on instagram and link it to the to your site where the application is so put it everywhere so everybody can see it so you get tons of applications or as much of that as many applications as you could possibly get and now who applies rising seniors? Obviously, suggestions from other seniors pass rips one's applying now those are who apply and then you can even stand out have jr reps you don't have toe on ly have seniors maybe you want to read that goes two years are, you know, there's, nothing wrong with that, you can stand out and be different, and most people only do seniors. Maybe you want to branch out to some juniors or at least start talking to them about it there's no reason you can't do that so that when they are senior, you've got them interested and you already know them a little bit and maybe choose them for that, um and when to apply really a rep program again is for you to decide, but most often you want them to apply in maybe the late fall winter is time frames and then you could get that application process in. You can start to look at them. I generally do the big shoot sometime early spring, so I have new spring marketing material to showcase and those juniors because technically there's still juniors at that point when they have their actual model shoot that they can start talking to their classmates before they get out of school because I know the yearbook photo is in summer before their senior year and all of that stuff, so if I start marketing marketing it, then that I've got people to know about my name before they go in for that yearbook photo plus once school is out a little bit harder for them, tio I mean, they do still see their friends, but summer is just a whole different ball games get him stuff before the school year, they'll probably do a little bit more than maybe there'll be a load or in the summer that maybe they'll pick back up in the fall when they actually go to school and start school for their senior year. So, um, that is that okay? So senior model meeting that is the next chance you get teo really get to know them find out if they have those qualifications that you are looking for. I do, eh? Welcome packet to all the girls that have applied that night at the model meeting, so what I do is I take all these applications everybody that applied is invited to this model meeting if you can't come to that model meeting, you are automatically no longer considered to be a rebel because I figure if you can't make the time to come to the model meeting, maybe you won't make the time to do some other stuff plus that's an easy way to say no without being mean I hate saying no I hate telling girls know that they didn't make it as a program so it's easy it's easier for me to say well, you know you can't make it so thank you so much for applying but all those that couldn't make it are are no longer going to be considered because we have a lot I could make it and it's hard enough decision and you know all that good stuff. So so they come, they come to this model meeting the apple hits come, I invite past models calm and then I invite at least one parents or the parents are on board with this program on dh then that's who to invite and obviously that husband reversed there. So what to include is this bottom bullet point anyway? So what? What to include, you want to make sure you include tons of information that is what the point of the model meeting is. You want to be able to explain from start to finish what this is what they're gonna have to do everything you want to educate them during this model meeting and if at the time they hear all this and is that it's not for them, you want to know that too so you can choose somebody else so you want to include a welcome packet that's what I give every single girl that comes whether they end up being a rep or not because I want to further educate them and that's what this is again I used the same folders is a welcome packet for clients, but in there is a magazine printed through mad cloud a spokesmodel agreement I don't really call it a contract because I think that scares teenagers off it's more of a permission form from a parent saying that your daughter can do this obviously my business card I include this cute little car that just is welcome it's just got cute little you know something from me just saying I'm so glad you applied I go ahead and include the calendar so they can see month by month I've got to do this this this and that so I know I had a time what I'm getting myself into and then I include the quick referral guide so they know immediately what they get on do you know I'm telling them in the model meeting all this information that now they have something to actually look at and read about when they get home if they had questions is most likely in here, eh? So that's what I include there also I gave them you can see these air voto small photos but everybody that came to the model meeting got a gift I found, you know, the u s chapstick. I found him in my colors. Put him in clear self and gift bags tied him with ribbon, stuck some, you know, that's shredded paper stuff in there. And everybody got that and they loved it. They thought it was so nice. So whether they whether they ended up being a rep or not, that was my little thank you for coming and taking time to learn about my program and applying to it. I had food as you can see there. Lemonade trader joe's pink lemonade looks fancy in the bottle. So I served that every time I have anything on guy had these world macaroons thank you. That also came from trader joe's. So and rarely do they eat anything, but it seems like a cute little party, and they, you know, like that. And then obviously the welcome packet right there. So that is what I include for the model meeting. Okay, so then I go after I have the whole group and everybody listened to me in the spill and I've given out the welcome packets, then take each one of the girls into a separate room and interview them for about I don't have five, ten minutes really doesn't take that long to really get a sense. Of who they are, if they're excited about it, they're taking it seriously and while I'm interviewing them, my past reps are in the other room talking to the ones that are waiting, which is a great way to get them all excited because they're like, oh, did you have fun? And and I'm not in there so the girls can answer honestly and everybody get some information and so it's continuing to educate so that was a really great thing to do what intern interviews help with they'll help you determine right off the bat who's serious and who's not they help you determine if somebody's just really after three pictures or not, because probably not your best grip in the world. They hope you gauge true personalities somebody that meshes well with you don't really want somebody that that doesn't fit in well with your personality, you don't want somebody like that representing your brand, you can get a fill their fashion in style, obviously all the girls that came to my model meetings, you know, dress cute and I could see that they were really into it and that really, you know, helped matters just because they're going to have to be modeling clothes because I knew I was working with the boutique, so that was interesting on dh helpful you can see how well they interact with each other you know it's a big group from all different high school so you can see if they're like off to the side with just their one friend not mingling or you can see if they're mingling that helps you sad who you might want who might not one year I did have two girls that were friends and they really did not really talk to anybody else and I realized that's probably not the best thing to do so I look for that now so you live and you learn and you look for different things at work s o that's important see how well they interact and then you know, just just that if they're a good fit for me or not you know we all have personality traits that mesh with others better than another so you want to make sure your girls are going to be somebody that you you know I can get along with I mean they can get on with you can get along with them it's super important because you are going to spend a lot of time with them through the course of their senior year. So okay, so choosing the models now this part's hard because you know again I don't want to say no to anybody and um I definitely appreciate the fact that they came but the bottom line is I choose models that really meshed well with me in that model meeting and I also a big important thing at the model meeting is to make sure you clarify that not everyone that came will make the model program so then they're not surprised if they don't make it so make sure you educate them now maybe you want to build yours too where everybody makes it but the bigger it gets the more girls were going to apply them or expense it's going to be so that might deter you from letting everybody in so that's a big thing I usually keep mine around twelve or under I don't I don't really want more than twelve girls if I start to get more than that and I start to get more too many at one high school I start to have to spend too much money on dh then I'm also keeping potential people from coming to me as a client if you start to get I mean he had twenty senior reps and that's twenty people that weren't your client's right esso and you're not making as much money honest in your rip your that's not the point of it so I don't want to many of them plus it's overwhelming to have to photograph that many in the group so twelve seems to be a good number I could do twelve in one shooter I can split it six and six and it and it works well for me so the number is a is a big thing but really, you're just looking for models that fit your brand and that you think will do the work, and then you just got to trust your instinct from there you go with your instinct and, well, how you felt in that model meeting, you know, maybe you don't want to choose somebody that, like I say is on ly after it because they want free photos, you can get a sense of somebody also, the model meeting is really good because you can kind of see if they match up to what they wrote because it's a lot easier to make yourself really good when you typing it out on the internet right on dh, then see if you really match that in person. So again, I choose about my most popular high school I have four girls from and it's because it is my most popular high school for clients period four might be a bit much for one high school because they do sort of overlap that I absolutely fell in love those four girls and I wanted them to grip so but four is probably the absolute maximum that I would have ever have at one school again dallas, you could probably have ten and never reach all those kids because the icicles air so big, but you know, think about how many you want from each school some schools only have to some schools only have one you know just fit finn in there with what you I want to do also know how many different schools are in your area so you can try to get rips from all the ones that you want to market too. Yeah, when you first started, like before anybody applied and yeah I mean, you know, nobody knew so well the first year I did wanna simply called a friend of mine who actually who had a son that ran on the track team and he was in seventh grade buddy ran on high school track team and I said same, same way I got that first portfolio building shoot I did I called and said, hey, do you know anybody she gave me maybe one name I called that girl and said, hey, do you have two friends and that's that's how I started and then those girls then gave me names for the next year because the next year it still wasn't really all that well known on dh then so I got a few names from there and then actually that year I called a cheerleading coach and said, hey, do you have a deserving girl on your squad that might be a good rep and so she gave me jonah who was absolutely fabulous so then by that point people are starting to see this so is about two years in when people are starting to see it and hear about it and things like that and then I started getting the application so yeah, just asking people if they know anybody that can you know, that might be interested, that kind of thing no okay marketing pieces what do you give them that can showcase your you know, the photos that you've taken at the shoot you definitely want to create eye catching visuals that are going toe you know, make a statement s so that when they're handing, you know, a rep card out or whatever the traditional rep card of those tiny little things, you know what I'm talking about, they're like really tiny and skinny to meet there's don't make an impact, do they not really that they're on the way they stick him in the bottom of the purse or whatever. So I think of bigger things that can have more information on it that our picture's bigger pictures to start to really showcase and stand out facebook timeline covers are also a great thing to give because everybody visiting there paige ls he your photos? So I designed a facebook timeline cover for for that year's rips and they all are required to post it that's one of the requirements they have to post the facebook timeline photo that I give them so that's another way tio advertise ads with photos for them to share. In other words, if I am may be doing a back to school special, I'll use a photo from the rep shoot and then give it to all the reps and they need you to post this and they don't mind because got their their their photo on it, maybe the group photo or the whatever so that's something you can use for marketing the magazine that's in here that the next years, girls yet to kind of see what we did the year before those photos are in here, so they're excited about that. Also, you could do a magazine that was just simply photos of that year's reps shooted, and it doesn't have to be this one maura about like what the program is and more educational, but I could simply have a magazine that just had picture after picture after picture and give them to each of the reps, and they would think that was so cool to share with their friends so that's, something you can consider that would make more of an impact than you know a tiny little rep card on dh, then the sticky album, this dickie album is big for reps because they always have their phones with them. It is the digital version of that rep card. They may leave those cards at home that I promise you they got their phone with them so having that sticky album to be able to say oh, hey, let me let me show you show you my cool photos o r they can hit the share button and send it to their friends and then those friends can click on a button right then and contact me right away is important make sure you include a slide in that sticky album that says a special or give them some sort of called action so when you know let's say I'm showing my friend sally my sticky album and I'm thumbing through the photos then we come to the slide that says, oh yeah if you mention my name you get such inside that's a great tool so that is good for that and then obviously you're your rep ramada ll cards but I would think about those in in different terms than those traditional skinny ones I've done a trifled I actually brought something with me that I meant to bring out here the tear off pads modern collective is a great resource for templates and they created these templates for a tear off pad that you can order on dh so it literally is like a note pad but you print every picture too where it looks like a rep card so then they just tear it off, hand it over I don't think I have one in here no, but I'll get it for you guys it's here in the building anyway so they could tear it off so they use those his rep cards instead of those traditional red cards I've used a trifle before because it allows me to put mohr photos and more information it makes bigger intact so those were good but I absolutely love the tear off sheets because I think two pads or like eighteen dollars so it's cheaper or maybe even sixteen dollars somewhere around in there so they get a lot more for cheaper than ordering a trifle trifles get expensive so and that no pad that is the tear off rep cards make more of an impact than the little tiny cards that you might get inexpensively so there's air awesome check out modern collective for those templates because they're they're super awesome eso what I what do I include in the senior model magazine? I can pass it around to you guys so you can see it but basically is just a informative magazine just like you're welcome guide that you're sending to your seniors you want to put everything in here that will possibly answer their question on seeking educate them what is a spokesmodel? What are the requirements photos that they can see past ones whatever benefits what are the rewards? All of that stuff is in here more photos fax maybe questions that you might can anticipate that they might ask that you can answer a quote from a past rip about her experience those air important another one you know um so yeah and that's it it's like twenty pages that's it front back super easy but it really gives them the information they need so I give them that these are the tear off cards from modern collective thiss years rip caroline and so she's got this entire pad they're all the same that she'd tear it off and hand it tear it off in hand and one of my girls caitlin this year storm off this all on her own she tore one off attached a little slip of paper that said a little note from her and then put it in the mail to all her friends and she of course has gotten the most most of our and hasn't even had these that long. So yeah, I mean, you know, you just simply tear it off and there they're nice they're not flimsy as you might think notebook paper would be their little started here, so these are awesome to give away on dh that makes more of an impact and then I include on every single one of my marketing pieces some sort of incentive for the person they're actually handing this to because in my mind a rep can only do so much she can talk about me to she's blue in the face she is not going to force somebody to call me so what can I do to further help her get that referral and get me a client? So I give a fifty dollars order credit so if the person that received this calls me up and says I'm going to book with you I got your name from caroline I have this a card she gave me then I'm immediately gonna give caroline the referral and I know that when this new client comes, I'm going to give her fifty dollars in print or order credit the first year I did this, I did free hair and make up and that got expensive for me on day one year I did fifty dollars off the session the and that kind of got expensive for me or I lost a little bit of money that way and it necessarily pay for anything but I lost money, whereas this a fifty dollars credit isn't really fifty dollars because you know, your cost of goods is not fifty dollars, so that works a little bit better but you of course can give anything you want but that to me help my reps out too, because I want them to be successful too I don't want him to have a hard time referring me, you know, so that is something you can include on the note pad or if you choose to do a tri fold or whatever you choose to do and again the sticky album that same there's a slide in there that says that same thing if you book and you mentioned my name you get fifty dollars credit so that's in there too so if they're using their digital rep cardiff thirties and their actual rep card that incentive is on there um and I should have gone to the slide but that's beside the modern collectives see that adam if you're watching shot up adam he designed some great stuff s o he has a lot of stuff in addition to these templates are these specific tablets on dh there you can see the sticky album we touched on that a little bit also nate happens to be the guy that is head of sticky albums happens to the nicest guy ever so that's awesome it's a great idea because again they all have their phones with them nobody does not have their phone these days and this way they don't have to have this and they can still referring so it's super important and I just kind of make one for each girl so I include that girls photos and the group photos in her sticky album so she's not thumbing through somebody else's photos it does take a little bit of time because you've got to create each rip a album, but to me it's worth it because I feel like they're more inclined to share. The great thing about this is you can go into your account and see how many times has been clicked on how many times has been shared so you can keep a track of what rip is doing a better job than another job, you know that another rep and how many times they're sharing it so that's awesome! Yeah, just to clarify, because there are people asking who maybe weren't with us earlier, but sticky album is a product that you, khun go and buy it's an app, you're not actually developing this? No, no, no, no, no it's yeah, nate sticky album sticky album dot com on dit is a yearly subscription toe have access to be able to create these albums? I think there's maybe in nineteen dollars a month, maybe, yeah, just check it out. There's there's a couple of different I know there's a couple of different options ones, maybe more expensive than another, but it is you just you purchase the yearly subscription, and then you have access to create as many as you want. So then again, it comes in handy when you're offering maybe in your collections, because you've only really paid this one price for the year for access and you could make unlimited amount of albums so that's why it's beneficial to gives much bang for your buck out of that and use it for your reps and use it for your product, etcetera? Yeah, and I'm like okay and I would say we got a web site to see what devices it's on somebody asking is it on the droid and you know and I think that it is on both but yet I mean, I have an iphone and I know it works for that time they definitely go to the web site to check to make sure thankyou that it works for your device. Okay? And then what else do you do to keep those wraps go? I'd stay connected definitely stay connected a cz you can see these photos of me and my reps doing all kinds of crazy stuff I go to every one of their pageants. So that is me with hannah she's but they're too hunter that was hunter's graduation party at her house. Caitlin up here at the top is a cheerleader and I help my my husband has a useful ball team so I teach the cheerleader so I had caitlin come over to my house one day and refresh my memory on cheers since it's been a long time so we were hanging out we have a christmas party for the rips we have this is the actual rep shoot day, so just little things you can do to keep them motivated and and happy throughout the year again, it goes back to the same thing we've been talking about this entire process. You want a relationship with your reps, just like you want a relationship with your client because they're going to be more inclined, tio you know, referring for sure I would highly, I would much rather refer somebody that took the time to get to know me and hang out with me that somebody that just said, hey, want to be around here's your photos, right? So, yeah, private facebook group is also how I communicate with them. I'd tell them that when they signed up to be a rip, you got to make sure you check this facebook group because it's easy for me to be able to post photos and there that they can then share that way. I'm not emailing photos, I'm not giving him a cd of photos, and I haven't a loadem, dropbox or anything like that. I post him in the private facebook group, so each year I have a new year private facebook group for those reps posted a post to suggested facebook status, and then they can then take that into good, put it on instagram and all the other social media aspect. Any time we have something new coming up I posted in there like a couple weeks ago, that fashion show, I think I mentioned maybe on the first day I just posted in there and said, hey, girls, I need ten models, which ten of you can do it on this night? Let me know that same store did a bit on the local news and they needed to model, so posted it in the face, brooke group, so it's not always about things they could do for me sometimes the things that they can do in the community that I want them to get involved in, and I'll post it on that facebook group to communicate with them, posting graphics that they can share just put him in that private facebook group and say, hey, girls, check in with them of, you know, maybe even update them of how many referrals people are getting because that will be all those so and sos got that many I gotta up my game kind of thing just use that fat, private facebook group to really communicate with them. Of course, you can always text them, too, but like I say, facebook is really kind of easy for me, teo, be able to communicate with them that way. Planned fun outings on dh then also in the facebook group I posted the little thing that caitlin did where she mailed him out and attached that up took a picture of it and I posted it in the facebook group and I said, oh my god caitlyn what a great job this is awesome anybody else that I can think of something fun you know do that then I even had them come up with a t shirt ideas I asked him in the private facebook group hey, did you guys have any ideas for what we can do? T shirt wise because I want to give them t shirts is being a rep that they can wear to school they they help me create them they help me think of wording and then we voted on it so I kind of narrowed it down to what the girls put in there and then they you can put poles on facebook so I just a little pole and they all voted on it so different things that you can constantly be talking to them about uh okay, so this is a major important a senior rapper model program works on ly if you work the program, you cannot expect a seventeen year old do all this without your help your guidance and your work so you can't expect anybody to work for you if you're not willing to do the work okay that's. The major thing I want anybody to remember about a red program is it's, not just handing somebody this ability to be a part of a group. It's actually working and helping and staying connected and giving them an amazing experience. And building the building a relationship and a red program is work. It is not easy, it's, time consuming, but it's worth it. In the end, if you if you work the program and it works, it will work in return.

Class Description

High school seniors are energized, creative, and fun – and the best photographers know how to take portraits that capture that spark. Join Leslie Kerrigan for a guide to designing, marketing, shooting and sustaining a senior portrait business.

In this course, you’ll learn everything you need to know to create senior portrait sessions that aren’t just a photo shoot, but are memorable, once-in-a-lifetime experiences. Leslie will share her unique approach to creating a style closet, providing wardrobe consultations and keeping up with the of-the-moment social networking tools teens use. You’ll learn about connecting with seniors’ personalities, interests, and sense of style to ensure their portraits are every bit as unique as they are. You’ll hear from the teens, themselves as Leslie hosts a roundtable discussion with a group of teenagers who will talk honestly about what they want out of their senior portraits and how to reach them. You will also explore ways to leverage that personal connection into more sessions, sales, and referrals.

Don’t miss this opportunity to become the dynamic, must-have senior photographer for every teen in your area!


Lynn Powell Roberts

I learned a lot from this course. I watched all day when CL replayed Sal Cincotta's senior course and I wanted a second perspective, so I bought Leslie's course. I'm really glad I purchased Leslie's course because it was a great complement to Sal's course. Leslie covered different things like using a style closet that I especially found useful. She also did a beach shoot with a male and female model, which I found very useful and different from Sal's style. Leslie is so excited about "her girls" that she photographs - it's very engaging. I highly recommend this course.