Today’s podcast is with Melanie Anderson, who is constantly teaching and giving back to the industry. She has a retail studio space that is full service, including portrait work, extreme volume and commercial work. Listen in to hear Melanie talk about re-inventing herself every few years and how important that is for the mentality of creatives. She’s fired up about the leadership in education in our industry right now. You don’t want to miss Melanie talk about the importance of print. Melanie also talks about grace, body rhythm, being the best version of your authentic self and fully understanding the 5 love languages. Melanie talks about starting every day with what she’s grateful for and with the perspective of being open to serve however she’s called. This a podcast you’ll want to listen to over and over again!
Go for No! Yes is the Destination, No is How You Get There (https://amzn.to/2Q8CikW)
The 5 Love Languages by Dr. Chapman (https://amzn.to/2Q7ddGS)
Connect with Melanie:
00:00:01 Hey everyone, this is Melanie Anderson and you’re listening. Two from nothing
00:00:06 to profit. Welcome to from nothing to profit of photographers podcast with Matt and Kayak where each week they talk to photographers about what is working in their business now so you can swipe those ideas and grow your business faster.
00:00:23 Hey everybody, thanks for joining us again this week. So I have my friend Melanie Anderson this week. Um, Kaya and I have known Melanie for years and years and years and uh, we run cross paths all the time. I’m a nice Melany ass on you some a couple of times this year. I saw you at sink this year. We’re going into each other in North Carolina all over the place. So, um, you’re always doing your best to give back to the industry and travel around and, and just for indoor industry. And so first of all, I want to say thank you for doing that, but I’m also, I’m excited to have you on the podcast because you have a lot to share with our audience for sure. So
00:00:58 yeah, thanks guys. I am so excited for this. So I really appreciate it and it’s a huge honor. So thank you for your time.
00:01:05 So Kaia when was the first time you met Melanie? Do you remember?
00:01:09 Oh goodness, this might not be fair. I what I remember is, uh, your video, you are doing video. So that’s what I remember the most about. Um, we started doing video for sync. So
00:01:21 yeah, I think that’s like when I got to know Melanie as well.
00:01:24 Yes. So that was several years at what, probably about four or five years ago. Uh, through the relationship of sync and dirty. We just sort of said, hey, we need these videotape, we need behind the scenes and we want to create that for you. And that was one of the first things we’d ever done that big of a deal video wise. So that was kind of cool. And like you said, that was an opportunity for us to all meet.
00:01:47 Yeah. That’s awesome. Okay. So then I saw you at North Carolina and you spoke on volume, sports and then I saw you at sync. You did a Miller’s thing alongside of me. And you did a lot about how to like implement ideas from a conference. So you don’t just go home with this list of stuff to do and never accomplish anything, which everybody, everybody loved. And I know you’re like a workbook and all kinds of stuff. So I know you talk about a lot of stuff. So kind of tell me, tell our audience if they don’t know who you are, like you know what you do on the photo side and all everything cause you do so much.
00:02:19 Sure. Um, yeah, that’s a lot. It’s like you almost go, okay, how much time do we have? Because you know, when you like you guys love this industry and have a passion for it. It’s all in. So I have a, a, a retail studio space in western Maryland. It’s about an hour from Washington DC. We have employees and we are full service. So we do all genres of portrait photography. We do extreme volume sports. Uh, so that would be the team and the individuals. We have an incredible banner program and we do a lot of commercial photography and video. Uh, I’m very blessed to be able to travel the world doing motivational programs alongside of photography programs. My specialty is definitely client communication, really connecting with people. And I take that throughout everything that I do from beginning to end in all things. So with relationships in your home life, your family or your marriage, your, your friendships, and then how do you translate that into your clients and to your employees and still have some sanity left at the end of the day.
00:03:23 Wow. I like the word you just used. You said you’re a full service studio. I feel like so many times people think, you know, you have to, you know, do one small thing, one genre or something like that. But it really makes sense that you, you know, as a photographer you do meet all the needs all the way around.
00:03:42 So exactly when I have somebody in our community that says, hey, I need a photographer, I want them thinking, call Melanie Anderson. And I will frequently be tagged in Facebook posts relating to that, even if it’s not my client. I want people thinking that. And so the number one question we ask our clients, every single client that calls communicates with us, and there’ll be asked this probably two or three times throughout their touch points with us. How did you hear about our studio? And the number one answer we get is your everywhere. And we’ve worked really hard to do that and that is what allows us to be able to sustain maybe those slower seasons because portrait photography is year round. If I was only high school senior, that is seasonal. If I was, you know, I don’t do a lot of weddings are weddings I do are going to be higher end or relationship based and the commercial photography is year round and it allows us to have a little bit more stability. Although I’m not going to say we’re not immune to feast or famine at seasons, you know, because we are a small business. But what allows us to stay in business 13 years later is a diversification. That’s really important to me, not only as a creative entrepreneur, but as a business in our community that I can serve whatever your needs are, I’m there.
00:05:07 Yeah, that makes sense. And we’ve expanded our business a lot to cover a lot of things as well, just to get rid of, get rid of that seasonality. Because boy, I tell you what, like if you’re in a seasonal business, the the self doubt and all and kinds of stuff starts creeping in that flow. And like for somebody like me, that’s not a good place to be, you know? So I try to avoid that at all costs.
00:05:26 [inaudible] same and we can definitely go down that road. You know, the, the mentality of creative entrepreneurs. I talk very openly about that and how we must maintain strong mindset. And that is a daily challenge. Every single day you’ve got to wake up and make decisions. Okay, this is where I’m at today and this is how I’m going to behave and be an act and this is how I’m going to serve today. Because otherwise the alternative is it’s fear and it’s anxiety and his depression. And I’ve been down that road many times. So I, I love talking very openly about that.
00:06:02 Yeah, that’s, that’s awesome. So let me kind of tell you where I want to go with this. Kind of the main thing of the podcast is like what’s working now. So you can kind of give the audience some nuggets or whatever. So tell us a story about like what’s working now in your business or what you think is working in the industry right now?
00:06:19 Oh Great. So for me, I tried to reinvent myself every two to three years and I’ve noticed a pattern so that it kind of start in that and why I do that. So I started out as a newborn photographer. I’ve photographed probably close to 600 newborn newborns in my career. And then once I knew I mastered that. So I’m, I’m a big believer the, although I diversify, I’ve mastered certain genres one at a time because we can’t, you know, when you’re a new photographer trying to master all of these things, that could be very overwhelming. So I did start in a certain area and then a few years later I went to high school seniors and dominated that in our community. Then I started taking on volume the team and individuals dominated change in the industry, in our community and how the sports are looked at and how we do banners.
00:07:08 And then a few years later after that, it was into commercial photography. Commercial Monogamy’s always been a big part of my business. We’ve got contracts with our hospital, with the chamber, with all kinds of businesses. And what I’m doing now is getting into more of that branding styles. So instead of somebody just sitting in front of my camera and me doing like that passport, headshot, photo kind of going, okay, what more can I do to serve? Am I doing enough? And giving them a little bit more alternative for personality. Because many times the people that come into for me are going to also be small business owners and how we can give them imagery to relate to whatever their branding is. So it’s kind of saying, okay, what more can we do to serve? And that’s kind of been my mindset. So what is working now for me is saying, you know, you kind of come off of a year of laziness when you’ve kind of got, you know, you think in your mind, I don’t know how we are about cussing on this, but when you got your shit together and you’re like, okay, hey, you know it’s going and we’ve got a smooth oiled machine and things are great.
00:08:15 And then all of a sudden you’re like, oh wait a minute. Um, I’ve gotten a little lazy. I need to step it up again and go, okay, back to relationships. So I’m going to take that full circle and say, what’s working for me now is picking up the phone, sending emails, texting clients I’ve had for years that I haven’t maybe seen lately and saying, Hey, you know, what’s going on? What are your needs? How can I serve? And this is some new things that I’m doing. And that would be in the branding, kind of changing the, the vision of our company and really just looking at our and beyond. So I’m now even going, what more can I do that’s maybe an hour away from me and how can I serve clients out there? So that’s really where my, where I’m headed right now and exactly what we’re doing in our studio right now.
00:09:10 Yeah. And like, you know what I like about the way you think about it as like you, so you do newborn photography forever and then you kind of get a well oiled machine out and you kind of get wax on it. Yep. And I think it’s really hard for just to say, Oh crap, we got to lax and just push yourself back into it. So what you’re doing is you’re, you’re, you’re taking that energy and you’re just pivoting in a little bit different. So I think it feels fresh and new and yes. Like it’s self fulfilling. You know, it’s so true because you know, when, when we’ve been doing this for so long, It really is a well oiled machine. And I could do this with my eyes closed. I’m about systems and processes. I don’t overthink things. I dive in and then I just do it.
00:09:48 And then I create a process and a system for that. So on the days maybe you’re not feeling well or you’re not feeling sociable, you just don’t have that high energy. Well, I have a system in place that I can still go through everything that I’m doing to my client. It’s still an amazing experience. So I’ve simplified so much in my business and the other thing that I’m doing is I’m constantly educating myself. I’m always learning. I’m hungry for knowledge. And so what I just did was I just came back from Texas school and the last two years I was there as an educator. This year I went as a student and I said, who can I take? Where can I go? What could I learn that is completely opposite of what I’m doing? And so I dived into a program this last week on fine are portraiture paintings.
00:10:38 I’m going, oh my goodness, this is like so not me. And let’s push myself and go, what can I pull out of that and, and, and put into my business that’s going to create a new product line, a new look, a new feel for clients that may be, I’ve not serviced the super, super high end, the ones that are looking for lifesize wall portraits that are custom framed and have an oil painting to them. And I’m excited to see where I take that. So it’ll be interesting in another six months if we were to have this conversation again, we’ll, I have a whole new product line and a whole New Vision. And I think that’s really important for us as creative entrepreneurs to go, okay, what else can I do and who can I learn from? And really just humble yourself to that and you send somebody else’s class and I’ll tell you, it’s not easy, but, um, it was, I pulled away, you know, several pages of notes of things I’m going to be implementing over the next few weeks.
00:11:40 That’s fantastic. So let me ask you, you know, as you talked about, you know, what, uh, what your teaching yourself the next step in the next step. Um, it’s funny because I’ve actually done the same thing, like started out as a senior
00:11:54 photographer and then I, you know, when I would help with a baby session, I would put the bean in upside down. I didn’t know what I was doing. And so I was like, I need to learn how to do this next. And I, and so I definitely identify that with that. But what happens to your existing, you know, 600 newborns? Are, is someone else photographing them or are you transitioning away from them? Like how do, how do you work that way in your business? No, that’s a super serious, great question. Because what happens is, and I’ll be completely honest, you know, the older we get, I, you know, deal with severe psychotic. And so when you’re doing newborn screening, newborn photographer out there, you know, physically just like, you know, for those that maybe have a hard time photographing weddings, you know, that full day.
00:12:36 And then the physical exhaustion that happens to your body. Well that happens for newborn photographers as well, that the lower back gets to be, you know, so you’ve gotta really be careful in how you photographing, but what had happened or what happens is once you dominate an area in your community, you have a lot of other photographers that come along. And I’m very much an advocate of community over competition. I believe in that. I’m chairman of the board for the state of Maryland Professional Photography Association. So I want, I don’t, I don’t mind, you know, that, that there are others. So what I do is go, okay, how can I step it up again? How can I step it up again and still be of service and a resource. But what happens is, you know, you know, being completely real honest, transparent, and that’s, that’s the way we should be as educators.
00:13:28 That we’re inundated right now with newborn photographers, with senior photographers, with family photographers. And that’s why I pushed myself even more. And so now I’m going, Hey, I have a studio and most photographers don’t. I need to be using this more. Even though I prefer photographing outside, I like light and energy and you know, newborns I can do with my eyes closed. But now I want to push myself differently creatively. So there are plenty of photographers servicing those newborns. I still have newborn displays at hospitals and doctor’s offices and, and if the client is willing to invest because I am a wall portrait photographer, if they’re willing to invest and that’s my client, come on in. If not, you know, I have other areas that I need to invest my time. And so the, I would say I go anywhere, we’re probably photographing, I don’t know, maybe five to 10 newborns now. It’s not nearly, I mean, gosh, I used to have that in a week when I first started back in the film days. But you know, times have changed. And so what are we going to do about it? That’s what I always say, okay, now what are we going to do about it? Yeah. Well that makes complete sense though. So what you’re doing is transitioning away from those genres that you’ve learned how to do. And, and dominated and you feel like those are red waters
00:14:52 where you know all kinds of people are there and moving into areas where you feel like there’s more of a blue ocean for you too.
00:14:59 Absolutely. Absolutely. Yeah. That’s the only way we will thrive. It’s the only way that myself is going to be able to continue to support my family. And what I’m also doing is being very strategic. Even in the way we’re scheduling. So we’re now going and saying, okay, we’re, we’re going to fill the studio three days a week. That’s it. You know, I, I’m in a season of my life where my children are older now, you know, one is finished college, one is in college, one is in and out of college. And then I have a, a son who’s 17 and in high school. So we have one more year with him. So what I’m doing is being very strategic about that. I will be in the studio Tuesday, Wednesday, Thursday. If I’m not traveling the other days I am doing whatever the heck I want to do a whatever that means, whether it’s traveling or building the, you know, more on the education. I do a lot of one on one mentorships and masterminds and then allowing me time to breathe and serve and be for my family as needed even more.
00:16:01 Yeah, that sounds great. So Matt, what’s the next question that we want to ask about this? The next question and then we’ll take a break right afterwards is do you want to talk a little bit about the industry? You’re kind of going there, but what are you fired up about the industry or you know, what, what are you paying attention to or what do you hold true about the industry? I mean, however you want to word the question, but when you think of the industry, what are you, what do you think of,
00:16:22 Oh, well, you know, I’m such an advocate for our industry, so I am fired up. I love our industry and I love the leadership that’s happening right now with the education. I love that we’re on this platform of print for success and and how vital it is that we have a responsibility as professional photographers. It is our responsibility to educate our clients and to educate other photographers and the vitality of printing. I did an article a few years ago about an image that triggered a memory of mine from when I was a child and how it would never have been in such an emotional experience for me had there not been this printed image in an album of my parents and miss. So it was a really great journey in this great story that I tell about that and the impact it has on me. We are seriously facing a generation that is going to be lost images.
00:17:20 There’s lost relationships. These images are digital. Well, how easy it is for these things to be erased. What if Facebook and Instagram shut down today and your albums that you’ve created online or no longer there, that would be devastating. There are pivotal moments in families that it is vital that we print and this is what I educate my clients on newborn, your children every like, you know, in that young stage. And then again around middle school and then in high school and then the family unit during that having these printed and on the walls and then again at the wedding. And those are going to be the generational images that they look back on. And then as us, as we get into our older, you know, the three of us are the same age range and now what? And as we head into, you know, the years that we become maybe grandparents and making sure that our images are still taken, that people see what we look like as we grew and aged and having that imprint. Uh, for example, you know, my husband just turned 50 this weekend. I wanted a cake that had a photo with it. And so I pulled out an image from back in high school, what do we were dating in high school. And I look at that photo and I’m like, giddy looking at this is what my husband looked like back then. Would I have that same feeling of, it wasn’t tangible. If I couldn’t touch it and feel it. And, and Horace, you couldn’t find it exactly. Or if it was too small,
00:18:55 Brent, because I was too small. The file. I have a friend who, um, uh, is young, like a, you know, younger in his twenties, and he started his Facebook, uh, when he was in high school, like maybe 13 or 14 to all of his memories are saved in albums on that Facebook. Yeah. And he just got it hacked. CanNot go. Ouch. Oh yeah. And He, it’s, it’s devastating. Yeah.
00:19:22 Uh, and, and even though, you know, we have such great relationships with our professional labs, for anybody listening, when I look at like these Instagram ones and the Facebook just print out a year album, just however you need to do that, create templates, upload stuff, there easy ways to do that. And when you do your trips and you go on vacations and, and I’m, you know, um, this is a great reminder for myself as well, but I too need to remember to do that. You know how easy it is. You know, my, my dad used to always talk about the shoe maker’s kids not having shoes. You know, how many professional photographers do not have professional portraits of their families on their walls. I always say thank God I do stuff like that at the studio B, you know, like, uh, my kids as well.
00:20:10 And those are the things that I’m hanging along with my client work because then as my children age and I change out displays, I made sure that those images come back to the house. And, and so for every professional photographer, please take a look around, even in a hobbyist, whomever members listening to this, when is the last time you printed your family portrait? Printed it? Yeah, we all take it them, I can’t tell you my family vacation we do every year at the beach with my parents and my siblings and all the kids. And I’m the one, you know, the last 15 plus years always taking those images. We do that the week of July 4th. Let me tell you, I’m not actually printing those until two days before Christmas and praying that I get these in time. That’s how pathetic it is, you know, for us or do this as a living. But thank goodness you know that our family, you know, is always looking for that. And so even if it’s an eight by 10 but many times it’s at 10 by 20 cause it’s a long portrait. But I’ll tell you, it’s, it’s, it’s work. It takes effort and we have to do, we have to do it because those are some of my most treasured images. No Eye. Beautiful.
00:21:20 Well lots of flow. Let’s just take a break at that point right there. I think. Let that sit in on people for a minute. Um, but we’ll take a break and come back and then we got some kind of lightning round questions for you about just some fun questions. So we’ll be right back. Awesome.
00:21:34 Hey everyone, tell me if this sounds familiar. You look at your calendar and notice you need clients now so you do a little marketing and get some phone calls. You get busy helping those new clients. They scheduled sessions, they place orders and life is good, but once they’re done, your calendar is empty again. The reason is you didn’t have time to market while you were busy. Sometimes your business feels like a rollercoaster, and let me tell you something. It is, and believe me, you’re not alone. Photographers everywhere have the same problem, but I have some great news. Max Business, Allison Ragsdale, photography after years of trial and error has cracked the code. It works so well. He’s created a new class all about it. It’s called get clients. Now a dead simple approach to getting photography clients. Everyone at from nothing to profit is excited to share this info with you because this system helped Matt and Allison book hundreds of clients this year at their studio and the best part about this system is that it’s simple to set up and it works while you’re sleeping.
00:22:29 No hard selling or creepy marketing. All you have to do is help your clients answer their most pressing questions. Clients love the system and say it is the number one reason they book with Matt and Allison. If you’re interested in learning more about this system, go to photo podcast.com forward slash simple Matt has created a short free video that introduces this system. If you like what you hear, podcasts or listeners get an exclusive discount on the full class. So make sure you go to photo podcast.com forward slash simple and sign up for the free video. It will help you book more clients now and create the business you’ve always wanted. Welcome back everyone
00:23:04 one. We are so excited that you’re here. To finish up our interview with Melanie Anderson. Uh, we’ve heard some great stuff from her already today about printing and about transitioning your business. And, uh, I just love to hear someone who loves the industry so much. So Melanie, uh, tell us, uh, you said you’ve been in business for 13 years, so I’m assuming you did something else beforehand. So can you tell us about your, uh, what you did before you became a photographer and what was ready to Jack? Yeah,
00:23:32 yeah. Life before photography. So I have four children and I had four kids in five years. So life was busy. I was a very blessed to stay home for about 13 until the youngest went into preschool is when I kind of really went into this full time. And it, it happened as right place, right time and truly God’s plan. And there’s so many stories I can tell you about how this happened and fell in my lap. And when you are an instinctual person and you know, like you take the time to just kind of just pause and listen and then take action, it will guide you to whatever your destiny is, whatever your purposes. And even if it’s not that in that moment, don’t be surprised if the teachable moments that you had during that season give you what you need for that dream job or whatever it is you’re, you’re called to do.
00:24:30 And so for me, being a mom of four kids that are so close in age truly allowed me a mindset of no fear all in, okay, what have we got to lose? Let’s try and figure it out because I have no idea if this is going to work because nobody teaches you how to do anything, you know? And, and it really prepared me to go into entrepreneurship and, and before that, you know, if I kind of go even that step before kids, you know, I grew up in a small town and my husband and I went to high school together and we moved to Hawaii when I was 20. I lived there for five years. So just sad, you know, we, we, I’m very much a free spirit and I go, okay, where’s the wind blowing? And maybe I can’t physically move, you know, during some of those years when we were raising our kids, cause where we wanted to raise our family in Maryland, back in our home hometown.
00:25:24 But in my career and in my, my daily life and, and each month going, okay, well what do I want to do now? Where do I want to go and what do I want to, and I’m always, you know, when you mentioned that, what’s holding you back? That is such a part of my platforms. So many people are afraid to take a risk or to take the next step or to get out of their comfort zone. And I’m constantly saying, why are you not living the life you want to live? What is holding you back? And I wouldn’t change any part of my life. All the mistakes, all the failures and all the bad decisions because it’s led me to the assurity of where I am now in that, okay, I don’t want those things. I want this and I’m okay not having those friends. These are my friends and I’m okay not being that type of person because that’s not who I am authentically.
00:26:18 And, and you just, I don’t know, there’s just something that happens when you just say, okay, I’m all in. It’s either been a worker, it’s not. And if it doesn’t, well then that was a teachable moment. And I go onto the next one and you just keep going. And I constantly say, you know, my team and my kids have heard me say this so many times, it can take me a hundred bad ideas to get me to the one brand idea that changed my business and my life. And if I was afraid or if I let something hold me back, if I was worried about what other people thought, um, I wouldn’t be where I am today. And, and it doesn’t mean that I still don’t have moments of fear and that I’m still not, I know I’m still holding back. I know that and that irritates me so bad, but I’ve made such progress.
00:27:05 And Luckily I know the, those seasons, those moments when I’ll go, okay, Melanie, what are you doing? Why are you not, you know, pursuing that or what is, why are you afraid to make that call? Or why are you afraid to reach out to that person? Or why are you afraid to, to make this connection? And this is one of the things that I teach a lot about also is, you know, I think there’s a fear of success for people. And we don’t talk about that enough that you know, you, you come through this, okay, I’m, I’m okay failing. I get that I thought my teachable moments now, now what? Now I’m afraid, oh my gosh, if I made that call or if I made, you know, these 10 calls and I took the time today to invest in those 10 relationships and I know it would change my business.
00:27:54 Why am I not doing it? And I can catch myself going because I’m afraid of the answer. Yes. Sometimes. And what will that mean to myself, my career, my family, and what does that success look like? So then you go, I’m not going to make that call today. And so I just laughed sometimes about how pathetic CISM, you know, like, what, why do we do this store sells. And so even as a seasoned industry professional, and you know, I just, I still struggle with that and I don’t think we talk about that enough. And, and that’s why I love conversations like this because I’ll tell you what, the minute we get off of this, I’m like pumped right now. And um, that’s when you go. And that’s why you have to have relationships with others that can pose these types of questions because then you go, cause I’m always posing them to others and then I go, oh shit. Okay, wait a minute. Oh, I know those three people that I’ve been not calling or following up with, guess what’s going to happen the minute we get off this podcast, because now I’ve got this energy inside of me. You know, you call it like the Superhero Syndrome, you know, like, hey, we’re all in, let’s do this. And what’s the worst they could say no. Yeah, absolutely. That’s good.
00:29:09 So I have two questions for you then I’m going to wear them a little bit different than we normally do. Okay. So say one of your, one of your mentor clients comes to you and they just, they say you get on the phone and you’re like, hey, how’s it going? They’re like, great. Hey, I just got handed $1,000, what should I spend it on? What would you tell them to, to spend it on?
00:29:28 I’m a hundred percent education, 100% I am such a big want versus need a advocate. Uh, so many people are investing in things that are not going to grow their business and what they need is a or mentorship or week long professional school where they are sticking with one educator. There’s too many shiny objects, syndrome is out there and so many amazing educators. But what happens is people will sit there and take little bits and pieces or they spend their money on these things that they think are going to, you know, change your business instantaneously. Well, you gotta put the work in. So I always say find somebody, whomever it is, but invest in education and I’m a big advocate in one on one in the sense of being there physically. You know, there’s a lot of resources out there that we could get from youtube and some other online educational places.
00:30:18 But if you can get to a several day bootcamp, several day mastermind, several day a workshop. And what I’m going to also say is invested not necessarily always in the photography and go to a business program, invest in the business education. Because no matter what, I’m always saying this, I don’t care how great of a photographer you are, if you don’t know how to sell your work, you’re not making money. And so you’ve got to invest in understanding clients, understanding relationships, and understanding people, and then understanding your business. So your numbers and how can you grow your business. And that’s where you need to spend that thousand dollars.
00:31:00 Yeah, that’s really good. Okay, so now I’m gonna flip the question on its head. So a different mentor client comes to you and says, Hey, I’ve got $1,000. What would you tell them not to spend $1,000 on?
00:31:11 Um, oh, what would I say not to spend $1,000 on? That’s a great question. I would say not to spend it on templates. I make so many people think this new templates going to change their business and these new templates that they never ever ended up using or they use one or two of them, that would probably be one of the things, but what would they not? Um, I would say probably I would go back into they don’t need the latest and greatest of the new lighting gear, the brand new lenses. I’m just such an advocate of use your resources that you already have. Light is outside light is outside. Go create with the light. You have used flashlights, usually light bulbs, use whatever resources you already have. And then you take that money and you said a portion of side to then purchase. What it is is on your wishlist that you could pay for cash, buy used equipment by, you know, gear that you know is beat up and use up. That’s okay. If it still works, it still create. So don’t use that thousand dollars to buy something brand new. What can you then use that money that will get you more bang for the buck and really just use the resources you already have?
00:32:20 Yeah, that’s really good. Here’s an, here’s a prime example. Uh, Alison and I were looking at doing something different for prom this year and um, she was talking to Shannon nationally and I’m Shannon’s like, oh, I have a background, I’ll just ship it to you, you know? And it was like, instead of spending like $400 on the background, we were able to have a new brand ground and that it was like dollars. I mean it’s still
00:32:40 shipping was crazy at $30, but it’s, you know, when we’re going to use it a couple times and they’d be bored with it, you know, so sometimes share when it’s sharing and borrowing as good to reason for community over competition, that is the number one reason might there so that you can share resources. I can’t tell you how many times I’ve loaned out gear to people I’ve loaned out back jobs to people. I have borrowed lashes for people when mine, whatever, for whatever reason is not working. I mean, that is what it’s about. And I’m talking about your photographers in your community. Even, you know, you pick up the phone, you know, and say, Hey, you know, I need this. Do you have this or what? You know, even this week I’m using another photographer, outsourcing a job to them. Uh, that’s in my community. That is what it’s about. And to be able to share those resources will allow your dollars to go further. And besides it’s, you know, it’s the right thing to do. Yeah, totally agree. Now you get the fun questions, like she going to find out her best advice and personal habits and stuff like that.
00:33:44 Melanie, you really are doing a great job. It’s funny because I knew you were going to be a, in our afternoon of doing podcast today and I was like, she’s going to bring all this energy, but I keep going. Oh, I forget that. I’m not just listening to you talk the whole time. So this is going to be a good one. Okay. What is piece of advice that you think is the best advice you’ve ever received? Oh, a best advice I’ve ever received. Oh, I’d really love to give three if that’s okay. I can seriously do it a bunch. But three, one, I’m going to start right off with um, giving and receiving grace. We never know what other people are going through, the challenges that they’re facing, you know, behind closed doors on the other side of the phone, on the other side of the computer.
00:34:28 And so many people will take things very personally not realizing that maybe something coming up them has nothing to do with them. So I’m always about take a moment, breathe, provide grace. We never know what’s going on, but also give yourself grace so that at the end of the day when you know, you’re like, Oh man, I messed that up. I didn’t handle that well. I maybe said something out of line. I didn’t act appropriately. You know, we’re human and giving yourself grace because I think that’s really important that we remember to do that. The second piece of advice I would recommend is really understand your body rhythm. And what I mean by that is not everybody is a morning person. Not everybody is a late night person. You need to understand when are you most productive and study that and then go, okay, this, these are the two hours that I feel like I’m on top of the world throughout the day.
00:35:21 Whatever that timeframe is, and that’s when you jam pack, whatever it is you need to do that requires maybe some multitasking or like really laser focus. Don’t try. I mean, so many people are always like, you know, be that 5:00 AM person. Get up before everybody. Well, you know, that is not me. I am a late night person and most of my brilliant things happen from probably 11 and to two 8:11 PM to 2:00 AM sometimes and I decided years ago that I am not going to try and be somebody that I’m not. I’m going to accept who I am. I’m going to be the best version of that, right? Because we can always do better. However, I need to be authentic to who I am. Recognize that and own it and go, you know, just go all in on that. My third piece of advice, the best thing, honestly, that has changed my entire life is fully understanding five love languages.
00:36:15 It changed my marriage. It changed the way I parent. It changed the way I am a friend. It changed the way I am. Um, I interact with employees and it changes the way I interact with my clients. When you understand personalities, who you are to a core and you understand, okay, this is how I’m receiving your message. Well you’re being a little harsh in your tonality, but I’m a words of affirmation person. So I know it’s not your, it’s not that you’re coming at me, it’s how I’m receiving it. So I need to not be sensitive. Right? And so then you accept people for who they are. I need to know that the message I’m delivering might need to be delivered in a different way. It could be the exact same words, but I might need to tonality, tone it differently or sandwiches or, or not sandwiches.
00:37:03 You know, for some of our people that are, you know, acts of service people, they’re like, just give me the details. What do you need? And let me go do it. Right. And so you need to know who these people are, what their love languages are, and then you can adapt your message so that they understand what you’re saying and what you’re asking. And that changed everything. Um, so I cannot say enough about that. And how do you identify that like in your customers? Oh, great question. Yeah. So basically the way this works is there are five love languages. So there’s physical touch, words of affirmation, quality time, gifts and acts of service. So for example, when a client calls and they’re very specific about how much time we’re going to spend together, the places we’re going to go. And you know, I, I’m pretty much getting guessing that this is a quality time person.
00:37:55 If they showed up on time or early, this is going to be, this is somebody that respects and honors time. And if I were to run late or if I were to cut the session short, they are the ones that are going to notice it. Right? They’re the ones that it’d be like, I paid this much money for a 20 minute session. I thought I was getting a 90 minute session and you’re thinking, but I got everything right. You need to know that client. Another one would be, uh, what do I need to bring? And they’re asking a lot of questions. I’m very specific when they come in, how does this look? And everything is like pressed and it’s organized. And the mother daughter connection or the family connection, you’ll start seeing things and they’re saying, well, do you like these earnings or do you like these are, should I wear this shirt or should I do this?
00:38:38 That’s not going to be a words of affirmation. They’re looking for praise. They want to know that they look good. So when you’re photographing them constantly, you know, while this looks amazing, I really liked the earrings you chose. I really like the bracelet, the jewelry. I love the shoes that you chose for this outfit, right? And so you’re picking up on these cues. If it’s a physical touch person, you’re going to see the family relation. Like this person, maybe they come in and they greet you with a hug, right? Then you know it’s okay to, you know, to touch them and you’re going to know that that’s going to mean something when you’re showing them images on the back of the camera. Maybe you’re touching them on their shoulder, maybe you’ve got your hand on their back, maybe you’re leaning in closer, right? You’re noticing physical touch that makes them comfortable.
00:39:22 They appreciate that. If you have a client that brings you something, I’ve had clients that will bring me a bottle of wine, you know, commercial clients. And so that’s going to be in probably a gifts person as I’m paying attention to clients that I’m photographing. If there’s Tiffany jewelry and they mentioned, you know, that was a gift from their mom where this was handmade, you know, handed down. There was something significant about this piece of jewelry or this clothing or this heirloom photograph that they’re trying to do. It’s a gift. Well, what I want to do then is make sure when I’m delivering those products, why not include, you know, an extra something with a handwritten note. This is my gift to you, right? And so these are the cues that you could pick up on that they don’t even realize. They have no idea that this is happening to them. All they know is they had just gotten the most amazing service. And for me it’s just so second hand, I don’t even think about it. And, and so they’re thinking so the images could be so, so right. But the experience was exactly what bed them and how they, they felt fulfilled. Does that make sense?
00:40:32 Yeah, that makes complete sense. That’s a really good way to look at it. Like, I mean I, cause I understand love languages and stuff like that, but I guess I just don’t pay enough attention to the little nuances to kind of start sorting people, you know, and it, it would probably be pretty helpful. Yeah, it’s interesting because I’ve always applied it to my own self and my own family and friends, but I’ve never applied that to clients. That’s where I’m at too. I totally get it with my wife and a few of my really good friends that have done the love language tests and stuff like that, but I’ve never taken it to the client.
00:41:02 And how fascinating it’ll be the next time you start. As you start interacting with your clients this week, pay attention to those little things. You know the ones that are really upset over something. You know, maybe you didn’t deliver something on time. Like when you said our turnaround time is two to three weeks and that person’s calling you four days later, is everything ready? Did you pick? Did you post things yet? Like they’re waiting. That’s a quality time person and probably even a words of affirmation, right? They’re wanting, they want the affirmation, they want the social media feedback, they want and and so you start picking up on these things. It’s crazy how you will see this everywhere now.
00:41:38 Well, and here’s an idea, maybe that I’ll, I’ll implement it like at the very top of our consultation sheet, I could just have like a check box for each one, you know, the five. And then as we’re getting to know that customer, just take, you know, just take an educated guess and check one of the boxes and then later when you revisit them in two weeks you’re like, okay, this person has a gift person, so how can I tweak the service a little bit to really, you know, help them have a better idea. Because then, you know, especially if you have staff, then they can also notice that because maybe they don’t, aren’t always the ones that are, you know, with the client 24 seven but they’re the ones calling saying, you know, your orders,
00:42:15 you know, if they’re the ones that gift wrapping, if they’re the ones you know, having that, that last, you know, few moments with them. So that’s a great idea to add that to the client forms for our in house studio information.
00:42:28 Yeah, just it would only take a couple seconds. Then I would imagine like you keep track of all your gifts clients.
00:42:34 Imagine every year you’re sending them, you know, something, you know this, I’m not a gifted person at all. So that’s probably the one I struggle with the most. And how, because I consider that that falls under like hospitality. I always say, you know, I’m great being in the present, right? I’m really great but that the pre think about some of those things. I’m like, oh, and um, so that would be a great thing, you know, and every year maybe you’re sending them, you know, in the words of affirmation people, you’re sending them a nice little note every year. You know who those people are and then you can cater to, is it that maybe they want a, you know, $100 print credit or is it that they would want a session depending on what love language they are. So I love that. I’m actually going to add that. So that’s why these conversations are great because I do it in my head and I know these clients, but I’ve never actually put it on paper.
00:43:24 Yeah. And then you, then you can go back and look, I’m totally, totally, because here’s the what you’re trying to do. You’re trying to pick up on nuances and then try to remember it for like the rest of your relationship with them. That’s not going to happen. The only ones you’re going to remember, the ones that were super, super high maintenance, pain in the butts or the
00:43:40 were just amazing and you love on them. But what about everybody in between? Because it’s really everybody in between are the ones that we don’t realize are the ones that really are building our business because those are the ones behind the scenes that are talking that you don’t know about. Right. So true. So Melanie, what is your love like much mine is words of affirmation and quality time. I will say this, as an educator, you know, platform speaker, you know that words of affirmation and somebody who dealt with and still continues to deal with anxiety, you know, it’s the judgment of others. And so every once in a while that’ll creep in. And so I have to work extra hard about being comfortable with who I am in my best self. And those that want to maybe pass judgment or want to, you know, so I can take for this as I’m heart.
00:44:34 Like I like give me the sandwich, you know what I mean? Or one of the things that helped our marriage years ago, my husband would say, could he would ask permission, this was something we had learned about. Can I, can I give you a critique? Because then you bracing yourself. And he did this to me a few months ago and I was like, no, you cannot ask me later because it would not have been received well in that moment, you know, and I’ll be like, no, isn’t that funny? And so it’s like, no, you cannot. And I loved how he remembered, you know, and, um, I was like, no, maybe later ask me after I’ve had a glass of wine, you know? Um, but, and then quality time because the kids are just growing so fast and now I treasure, I treasure those moments with everybody home. Well, you’re doing a really good job on the spot.
00:45:29 That was good. You got it was good. Wait a minute, I want to own a flip it. What are your, what is yours? What is Matt? Absolutely. Well, Matt, what’s yours? Mine is words of affirmation. I don’t remember what the other one is, but I can tell you gift giving is like, oh, that’s funny. I’m totally different than you guys. So gift giving is my second, but number one is touch. Oh yeah, yeah, totally. Yeah. And Andy, my husband has his acts of service, which is terrible. It’s the worst one. Anyone can, my husband had some service. It’s like, it takes so much work, you know? But then I go, all I have to do is it kitchen is clean, that counters are shining. Let me tell you, my husband, shitty day at work. The rest of the house could look like crap. But because I know that’s his love language and I know which room affects them the most, then I go, all I have to do is, hey, I’m going to go clean that kitchen.
00:46:29 My kids know that, you know? And when you teach your kids to understand love languages, it changes your family dynamics. But it’s so funny because God loves to put you with your opposites all the time. You know? And it’s just you. You just have to have a sense of humor about all of it. Yeah, totally true. Yeah. My everyone who knows me knows that touches mine. So I’m always like, my kids will hug me. They snuggle me. It’s, it makes me feel much better. Even like a girl who works for me, she’s not touching at all. But if we’re sitting in somewhere and I get like uncomfortable, I’m like, I mean, I just picked my shoulders. I love it. I love it. But isn’t that great that you’re aware of that? Instead of going, why am I anxious? Why am I feeling this way? Because then we get in our head and then you’re like, and that’s where the anxiety comes in, where if you just go, okay, wait, all right, this is what I need and then I’ll feel better. Right. And that’s, that’s what communication is. You know, we just got to voice it. I love it.
00:47:29 Email. Yeah. So,
00:47:29 okay, so zone, when you get a score you can get like the highest as a 12, right? Yes. Quality time. I got a 12. Yeah. So that’s like really important. And then words of affirmation is right behind it. Yeah. But physical touch, I got a one and receiving gifts, I got a four, so great. Totally. Yeah. Like I feel like if I see you, it’s not like it’s an automatic go up and hug. Right? No, no. Yeah, absolutely. You know, I can totally see that. And so it’s so funny. Yeah, no, I must go, here’s the nail it. Like if you want to like when I saw you or where did we just see each other?
00:48:06 Yeah. So like if you want to come up and hug me, nothing but the fact, you know, like later we took a group of people up and hung out and did lunch in your suite. Yeah. I was like that. That was like awesome for me. Cause quality time with those 10 people is perfect. Exactly. Exactly. Love it. Woo. That was a good tangent. Um, okay. So then the next question we have, uh, Melanie and I think you’ll have a great answer for this one too, is share one of your personal habits that contributes to your success personally.
00:48:33 Habits. Um, and I don’t really, you’ve said a lot of great things, right? Yeah. But I will say this, and I don’t know if you, if this is necessarily a habit because I think of habit is like a, uh, something, you know, it’s this, you know, brushing your teeth type thing. But, so for me, I would say persistence is the key to my success. Honestly. Persistence. It’s, there is this inner drive inside of me that has a hunger and an a problem solving. And I go, okay, this is what I want. And that’s how I learned photography. I would look at images and I’ll go, okay, I look at the light. I go, all right, how do I light like that? And I would just look at the catch lights and I would figure it out. And so I’m always just, I’m very, I can be self reliant, but I also know when you know, I need the help.
00:49:16 But persistence, it’s always about which could be, you know, your strength, your weakness, because that can also be a bad thing if it’s driving me so hard that I could overstep my boundary. Right. And then some people may be look at that as being harsh when I’m really just curious and I’m persistent and I just want to know and I would to understand. And, and then that’s what to me. So that would be my, the habit. But, um, I’m actually willing to, as, as I’m saying this, I’m thinking of a new one that I started doing that is really put me in a calmer state of mind because I am kind of a high energy. But, um, I have a journal that I started doing the, you know, I am grateful for. And what I started doing was I used to start out saying at the top of the notebook, I would just say, you know, I’m grateful.
00:50:07 And then I would just list out, you know, and it just be just things. Now what I’m doing is I actually spur every sentence I say I am grateful for. And it could be the things that are an, I try to pick the things that I’m almost even most frustrated over. Like for example, we have a home that our roof is leaking and it’s a, it’s a sore spot. Um, but it’s a, it’s a larger home. And unfortunately when we have three kids in college, you know, we can’t replace the roof at, you know, $50,000. It’s just that in the budget’s not realistic, right? So what happens is then the last five years, six years, this house, you know, so the roof leaks and that means the ceiling is opening up. That means now the wall. So we had to pull portraits on the walls, right?
00:50:51 Because now the water’s running down and then you put the buckets out when it rains and, and this was real life people. And so then you go and I go, okay, I am grateful for a roof over my head. I am grateful for electric. I am grateful that we were able to pay the electric bill this month, right? I am grateful that we were, you know, that I am whatever. And so every single sentence I started writing, I am grateful and making sure that my mindset doesn’t go to because of law of attraction. Says, you know, when you start complaining, what do you think you’re attracting? Complaining people and hardships. And for example, I’m totally going to go, I’m going to go off on a tangent for a second. So humor me, but last year I had every year, you know, you create like a word of the year, right?
00:51:37 And you go, Oh, this is my word. I’m going to live by, right? And and last year my word was abundance and I was just like going, I’m all in. It’s going to be an abundant year. You know, we had three in college. So I was needing some abundance because I’ll tell you what, I don’t care how much money you’re bringing in when you’ve got three kids in college, there’s no money. And I’m going, I want abundance, abundance, abundance. So at the end of 2018 and into 2019 I was struggling last year with some, some mindset things and the, everybody started talking about their word of the year for 2019 and I said to my husband, I said, I’m not doing one. I’m pissed, I’m annoyed. I’m irritated because my word last year, what did not come to fruition. Right. And, and he goes, well what was your word? You know, and, and I said, it was abundance.
00:52:28 And he goes, well were you specific cause you know, in my mind I’m thinking abundance financially, right? So he goes, well you weren’t specific enough. He goes, you sure got a lot of abundance, you’ve got an abundance of frustration and challenging people and you know, difficult moments. And, and I looked at him with my jaw dropped and I was just like, you’re right. It was abundance of teachable moments. Let me say it that way. Abundance of teachable moments. And I was like so and so I was like okay all this happened within a two day, three day period. Cause I tell you what, you know, like I don’t know how faith based this podcast is, but like God just like poured on me that weekend through this journey and the word, there was a word that kept popping up and over and over and over again.
00:53:20 And I looked at my husband and I said, I have my word. And I took this breath and Osi almost out of frustration, annoyance and realization and acceptance. And my word this year is surrender, eh? Yeah. So when you talk about like your habits and what is it, what is something that I’m doing consistently? I’m constantly working on my mind. I’m constantly working on where is my character, where is my headspace, what is around me and what am I doing about it? So that was kind of full circle for me with some, you know, hopefully some realization of the examples because I’m truly was my life and is my life, you know, I mean I go, all right, hey, I want to, you know, all these things. Well let me tell you I got abundance, you know, and I just laugh now. I can look back and I just think that’s hilarious. And so now I’m just like, I surrender. What do you want? What do you want? How can I serve? And when you have that change in mentality and then you start voicing that and you just, and it doesn’t mean I don’t have my selfish moments, you know, for sure as a Leo and a firstborn and a entrepreneur. But, um, man, I just put myself back in, in, in place and just go, pass, render. What do you need? What do I, what am I supposed to do today? How do I serve?
00:54:41 That’s fantastic. We do word of the year and I do agree. Some years it can be really scary to, uh, choose something and think, I don’t know. I don’t know if this is the right thing, but, um, like you said, I think God always comes through and uses it. You chew yes. In a way that, uh, to teach me in a way that I really wasn’t expecting last year. My word of the year was, was words and I thought I was going to write a whole bunch and uh, ended up, Matt asked me to go host this podcast. And so that was, I was like, I spoke words that rather than writing exactly. I didn’t. Yeah. Um, okay. Can you recommend an internet resource for us?
00:55:23 [inaudible] an internet resource. Um, I am all over, uh, Danny Johnson these days, you know, if that’s what you’re meaning as far as, um, um, and so basically for those that don’t know her, she’s kind of the female Tony Robbins and you know, you talk about, you know, the, the hardships too to try out to hardships to try. I’m talking, you know, the up and down, up and down, up and down. And I just love her spirit. I love her tenacity. I love her energy. And so it’s d a n I johnson.com. So I’m a member her, you know, wealth building, um, mindset, attitude and service. And so right now that’s really where I’m spending a lot of my time is just really a attending her events and conferences. Cause again, I’m always, I’m pushing myself and I’m constantly educating myself and how can I be better, do better and connect better with others because that’s how we grow our business. And that’s how we, we can serve so many in our community and beyond. And when we have a better understanding of who we are than that allows us to know where our skills are and our strengths are and then put those two service.
00:56:42 That’s fantastic. Okay. So last question from me and then Matt, we’ll finish up with some, some final questions, but I, it sounds like you’re a reader as well. Yes. Okay. So, uh, what is a book that you would recommend
00:56:55 number one book, other than, you know, the Bible, um, would be, uh, it’s called go for no, and most of my following up actually read this cause it’s always part of the action plan that I have on them and what it’s called, what it’s about is this attitude. It’s kind of parables short, read about two to three hours. Go for no yeses, a destination by Richard Fenton at the n t o n highly recommend it. I have the audio, I have the kindle, I have the paperback, and I read it every few months because it will put me back in the mindset of, but it could take me a hundred phone calls, right? To get the one person says yes, don’t be afraid of the word no in the business world that you know, okay, great. Now my client today, right? You hang up, you pick up the call again, not my client today.
00:57:45 And you almost make it like a game of let’s see how many no’s I can get, uh, this week because at the end of the week, maybe your goal was to get, you know, five sales this week. And by the, you know, Human Nature is laziness and, and, and just enough sometimes I think so many of us can fall into that trap. Okay, I met my goal. That’s good. Right? But do we go to the next level and exceed that goal where if your mindset is, I need a hundred nos, well, what’ll happen then you might get 12 yeses. And so you change your shift in thinking, you change the way you communicate. And we could do an entire podcast on that alone,
00:58:26 that it would be fantastic. I, it’s so funny because I have, you know, a lot of young people that work for me and I’ll, you know, we’ll start something and I’ll be like, okay, so you needed to contact people, do this. And they, you know, they’ve just recently said, well, I’ve contacted 10 people and no one’s responded. And I’m like, well, you need to get, you need to get, that was exactly what I said. I said, you need know what you want is for people to tell, you know, and keep going. And it’s, it’s a new totally is. And we’ll see,
00:58:53 you know, create some sort of reward reward system for that. You know, that, you know, at the end of the month like, Hey, you got the most knowsess month. You know, you get a hundred no’s this month and I’m going to treat you to dinner or here’s a, you know, a $50 gift card to whatever, incentivize it and create the tally chart, you know, in the office and, and have fun with it because otherwise, you know, how do you motivate that generation? How do you motivate anybody? And so there, especially if they are words of affirmation person that we’re know is heartbreaking and then they’re feeling like, well, I’m not wording it right. I don’t understand. Well, you got to keep going. Okay, now try it this way. I tried this way until you find that voice and you go into it knowing that, okay, it wasn’t for them this time, you don’t take it personally.
00:59:38 Okay, next. You know, we, the three of us, we have how many thousands upon thousands in our client list, you know, and resources that we have in our community and beyond. Like I, my goal I always say is I’m looking for 5% of my community. Not Everybody is my client. So when I sit there and narrowed down 5% okay, so it’s gonna take me a hundred calls to reach those five people. At least they changes your, your expectations and then it makes it okay. Then your employees don’t feel like failures. You don’t feel like a failure, you know, when you’ve made those 10 calls and nobody’s responding and, and it just, it just really just changes everything.
01:00:17 So I’m like, I totally agree with that, but I don’t like, I just don’t like the way of is like a negative connotation to it. So I believe in it completely. Right. Like in when I was in sales selling cameras, like they, you know, the, the idea was like standing on a street corner and ask everybody to give you a kiss of eventually somebody’s going to kiss you. So, you know, keep asking, keep asking, keep asking. And so I heard Russell Brunson say it differently this week or last week, which was pretty good. And he was like, instead of just tracking knows which fills negative, he was like, just track how many offers you make the same idea. So, you know, like, yeah, like did you make three offers today? You know, did you make five offers today? And the offer could be anything. It could be like, how can I help you? It can be, you know, offer them a service you’re doing off from a sale and sell whatever the offer is, put together an offer and offer it to as many people as possible. And then obviously ended up being the same thing. You’re going to get a lot of no’s and eventually, yeah. So I liked that a little bit differently. It just felt different. And I feel like it’s reenergized me around this subject because I think what you’re saying is exactly how you got to go about business everyday.
01:01:25 No, I love that. I just wrote it down. How many offers did you make today? Love it.
01:01:29 Okay, so let’s wrap up real quick. So there’s two parts to this very last part. The first part is just give some parting guidance to our audience. Um, and then when you know that you can tell people how they can connect with you. Okay. Okay.
01:01:41 Parting guidance. Um, I would say surround yourself around people that lift you up and help you feel good, but we’ll also call you out when you know, when you’re not living up to your potential or maybe where you’re, you know, making some misjudgments. I’m a huge advocate for being an investing in our industry on the PPA level, the national level, the state level in best in your community. Make sure you’re part of your chamber of Commerce, make sure you’re showing up in your community. We are a relationship based business and I think that we’ve kind of gone away from that for a small season. I at least I’ve seen that, you know, a good five where we’re relying on internet marketing, we’re relying on email marketing, we’re relying on funnel marketing and everything we’re doing through our screens. We need to get out there and actually walk the payment.
01:02:31 We need to be invested in our community. Are you volunteering, you know, in your, in your community with your main street programs, with your chamber of Commerce, with whatever that your heart feels called to? Are you actually putting the time in and are you maximizing those opportunities and the relationships? And what I mean by that is it’s not always about just showing up. Are you engaging? Are you asking questions? One of the things that I’m working really hard on this year is my invisible duct tape. And what I mean by that is being a really good listener. So asking a question and waiting for the response and not necessarily timing in. And I have to be careful on that. I’ve caught myself twice on this program doing it. And so then I’m like duct tape. And so being a good listener, having it about your client, having the conversation about them, because you know what, at the end of the day, they really don’t care about you as much as you think they do and the awards you’ve done and the, the, the images you’re creating and how much money you’re making, nobody cares, right?
01:03:35 It’s, they want to talk about themselves. So when you pay attention and you listen and then you ask really good questions to them, it will lead you to them being a qualified client. So those have been, that would be my biggest piece of advice. Investing in community, being out there, investing in the industry, showing up and being wise on your time that’s there and that it’s not just about showing face but being purposeful. And then um, how people can reach me. Probably the easiest way would be through the website, which is Melanie Anderson, worldwide.com because then that will direct you to the photography side of things. Do you need some inspiration that’ll direct you to the youtube, that’ll direct you to the Facebook, that’ll direct you to our interstate inspired, which we do retreats, international retreats. It will direct you to the education platform and the masterminds that we do. So Melanie Anderson, worldwide.com and then you can go from there and if you have any specific questions just messaged me. I am here and happy to help.
01:04:35 Awesome. Well thanks so much for being on the podcast. I mean, I was looking forward to this from a long time and we’ve talked about this a long time ago and finally made it happen and I really appreciate you taking the time cause I know you’re a busy, busy woman.
01:04:46 Pleasure. I love doing this and as I said earlier, we could talk all day long. Uh, this was fantastic. So thank you for the opportunity and for your time, both of you. Thank you. It was a fantastic, I’m hugging you right now. Virtual hug.
01:05:04 I didn’t, I’m not exactly exactly. Awesome everybody, thanks so much for tuning in. Um, you know, reach out to Melanie if what she said kind of inspired you. Um, I know I get to see her a couple times a year as we travel, so I’m pretty fortunate, but she’s an awesome resource for our industry and really, you know, just we need more people like you, Melanie, so thanks so much.
01:05:26 Thank you. Thank you. Thank you. Appreciate it.
01:05:28 Yep. All right, awesome guys. We’ll see you next week.
01:05:31 Thank you for listening to from nothing to profit a photographer’s podcast with Matt and Kaya. Be sure to subscribe for more business strategy and ideas to help you create the profitable and successful business you’ve always wanted. See you on the next episode of from nothing to profit.