By far, one of the most petrifying experiences I ever had was years ago, when I was 20, at an Amway meeting (yes, I was in Amway for about a year– it was in retrospect one of the best things that happened to me. Not because of the company itself– I personally am not crazy about network marketing set ups, often referring to it as capitalism on steroids, unless they have a solid product, process or service– but because it exposed me to some of the best training and success tools, books, people etc ..), where I was scheduled to give a 2 minute speech on a particular product.

I walked to the podium, placed my notes on it and both hands on either side of the podium and commenced to freeze up. Oh, I also started hyper-ventilating. It was awful! I stood there, paralysed, breathing so heavy they could hear me way at the back of the room. All I could think of was the fact that there was an exit door behind me and to my left. Run!! Run now!!! Escape, get the hell out of this hell you walked into.

(NOTE: Let me get this clear to you, because I know some of you will understand this from a totally distorted angle: I was not freaking out because I was in Amway. I was freaking out because I was in front of people, all eyes on me. You know, public speaking stuff.)

I stood there for about 30 seconds, frozen, heaving, while the look of horror on those in the audience increased by the second. Eventually, I started reading my notes. I literally speed read every word, not once daring to look up. Then , when done, I read my last line which was “Are there any questions?”  As soon as I said this and actually looked up, and looked out at the audience, an immediate sense of relief came over me. Not only because I was done, but for some strange reason seeing their faces put me at ease.

That was the first and last time I ever froze-up in front of an audience. Years later I joined Toastmasters and started learning and experiencing the anxiety and fear of public speaking in a controlled and workshop environment. I still felt anxious, scared to death, knees knocking, stomach like a tornado of butterflies,  but with persistence and practice I managed to line up the butterflies and get them to fly in formation.

It took me about fifteen structured speeches in that period of my life before I actually started to feel confident. And that feeling of confidence was just the start. That was kindergarden stuff compared to the skill-level I feel today. I was just starting to feel confident.

What does this tell me? It tells me that getting good at something takes time, application, practise, persistence, and a whole heap of willingness to move through the fear. Fear will ALWAYS be there. You just have to be willing to move ahead in spite of it. I had a desire to get good, and I was willing to pay the price to achieve that.

Okay, lean in and listen carefully. I want to tell you something of paramount importance. Most folks won’t ever understand this simple idea that I am trying to convey to you. They go to their graves never having explored and revealed their true desires, skills and talents, forever happy with the safety of whatever rationale and excuse-du-jour works for them and soothes the anxiety and bubbling fears that attempt to rise up. Their rationale is like a balm that temporarily calms the spirit and passions, forever locking them up. They actually believe that those fears are like dragons trying to escape from behind their self-imposed steel bars, and when set free will destroy everything in it’s path.

Not so.

Here’s the truth: The fact is, 99.9999% of us are NOT born with that much talent or skill. Of course, we may be predisposed to certain areas, like having a great voice, or we may even have a great funny bone because we grew up with funny parents, but for the most part we need to face up to and break through the self-imposed rational layered fears and start the path of self-discovery. Let the curtain rise, so to speak.

I say this because we are photographers and being a photographer means being able to communicate with people. The number one source of fear and anxiety has to do with communicating with people. If you overcome these fears by whatever means, experiences, challenges or practices available, you will let your personality shine through. You only get there through work and practice. There are no shortcuts or easy roads, so you may as well accept the challenge.

When fears and lack of confidence take over and create roadblocks for you, it only means you lack the experience in that area you are struggling with. For many of us, it’s two fold. Dealing with people, of all ages, in many different scenarios, many of which are high stress IE weddings, multi-generational family shoots, and, gulp, the 2 year old session, and, dealing with the technical side of things.

You must know how to direct and lead with confidence, plus, you must be aware of lighting, composition, posing, expressions and wrap all these things up into one big zen like ball that personifies you, the photographer, who all are willing to follow, enjoy being around, having their photos created by, and when all is said and done, they say: “that was fun!”. And you have the knowledge and confidence and knowing that you did your best, created some kick butt images and ultimately are heading to a nice, beefy sale.

You only get there one way. Practice. Hard work. Challenge your fears. Keep growing. There are no manuals, workshops, tips, steps, seminars that will replace the work YOU must do to achieve that blissful level of confidence that radiates from within you. You, and only you can climb that mountain, slaying the dragons as you climb. Hard? Yes. Worth it? You bet. More than I could ever explain. You end up with a whole new side of you, a whole new skill set that never goes away. It’s for life!

Hi Robert,

My name is Jill Luckett and I own Luckett Portrait Studio in Baton Rouge LA.  We have been in business since 1956 (before I was born).

I am telling you this because I have been doing this forever and I have heard 100’s of speakers and teachers throughout the years, but I have never found one as motivational as you are.

Whenever I get an email from Nobs I can’t wait to open it and see what you’ve got to say. When I feel that inevitable sense of fatigue, ( maybe from doing this for over 30 years or maybe because I need more vitamins) I can always count on you to pump me back up.

I have saved all your emails since the first  one I received at least a couple of years ago which is kinda funny considering the last message about sitting at the feet of the gurus. However, when it comes to motivational gurus, you are the real thing…..

With genuine admiration,
Jill

******************

Thanks Jill….appreciate the comments…Rob

Photography marketing site

P.S.I am hitting the road on a  Cross-Canada Road Show with No Bs Photo Success co founder James Hodgins in April 2010

P.P.S.Want to spend three days with us? Check out the Inferno in Chicago April 19-21, 2010

www.ProfitableStudio.com

Well, a new year is almost upon us. Which can only mean one thing. Time to gear up those goals for 2010!

….okay, okay, before you hang up on me, and jump to the ‘oh, here he goes with another rant on New Years resolutions’…., hear me out. This is vital to your success.

This is so vital, that I always felt that few really got this. And those that do, succeed!!!

I always felt that most struggles, most challenges, most ‘lack’, and pain in our lives, our countries and in the world, is because of one primary reason. And can be easily solved if you know this reason and do something about it.

I don’t mean to get existentialist on you, but this does make a load of sense, in a general sort of way. What am I talking about?

Most problems and challenges can’t easily be solved by one simple idea: create a vision of where you want to go.

I am not talking about wishful thinking. I am talking about having a clear idea of where it is you want to go with, whatever is your scenario. Is it your photography business? Your health? Your bank account? Your photography skills and talents;or lack thereof? on and on….

Whatever it is, when you decide to create, in your own mind, a better place, (here’s the key) in the future, then you move towards that.

You will be challenged, you will meet roadblocks and you will get curve balls thrown at you. These, in my opinion, are all tests, so to speak. Challenges. Tests.

Hey, if this was easy, everyone would get it. And we’d all be in a better place. But not to be.

Most people who buy educational programs at events and workshops don’t even get past the first audio CD (or cassette- depending which era you bought yours in and opened that one and only first cassette).

I am convinced right to the very last atom in my body, right down to the tips of my toes, that you can make progress if you put into place a solid plan of where it is you wish to be, say next year, next month, within the next five years, and define what your entire lives’ purpose is.

This requires a certain amount of work, responsibility, faith and, wait for it, that word again- imagination.

Most of us can’t do this. We can only see day to day. Eat what you kill this week. Never mind next week, let alone next year.

When you look at all the great success’s and movements, you will always see a plan that was put into place. From D Day to flying to the moon to every successful studio, they all had plans and goals that were put down on paper and taken action on.

My secret weapon is the fact that I know most people are too lazy, uninspired, lacking in ambition, prone to resting on their laurels, prone to resting on their ‘excuse du jour’ to really go out there and make a difference.

When I mail out newsletters to all my studio client data base for example, I know I have something that all my competitors do not. What is that ’something’ you ask? Simple. The fact that I’m actually doing it. Making it happen.

Most won’t.

So, you have within you the ability to grasp something that most won’t even get a small step into. All you gotta do is decide what you want, get clear on it, create some goals based on your vision, and be committed. Don’t get bogged down or distracted by that ego induced voice in your head that’s trying to get you in a safe place.

Be in the small percentage of those who are brave enough to move into their own futures and boldly go where most dare not.

And what better time than now to get started. A new year is soon here.
2010 can be the year that you make it happen.

Here’s an interesting idea, in case you’re struggling with this: What areas are most lacking in your life and you know you could use some help in? What excuses do you typically lean on to procrastinate?

Be honest.

Take those areas, make a list and make a goal out of each one.

Even excuses and weakness’s can give us opportunity to, as Napolean Hill said in the greatest success book of all time, Think and Grow Rich: “Every adversity, every failure, every heartache carries with it the seed on an equal or greater benefit.”

Your struggles, your problems and challenges are really opportunities. Unless you want the easy way out. No work, no pain, done for you, like your mama when she used to feed you, wipe your butt and change you.

Well, those days are long gone, and to want the easy way out is still at that level of maturity, or immaturity.

Put on your big boy/girl underwear and go get er done!

Besides, it’s a load of fun. I have too many experiences in my life and from others who have had similar success to doubt that this works.

Wanna hear the number excuse for failure? You’re not going to believe this. It’s truly insane and must be straight from the land of the morons.

Are you ready?

Here it is. The number one excuse I hear most often is: “I don’t have the time to read/do all that stuff.”

Really?? I bet you have time to watch TV every night and you know all about the latest Britney Spears meltdown.

People who use excuses like that are really saying: “I’m poor. I’ve decided to stay that way, so don’t even try to help me.”

Listen, I’m not trying make anyone feel guilty here. Guilt is a negative emotion. If it kicks you in the butt and inspires you to get on to better things, fine. But to stay at the guilt level will not create permanence. I have a whole lot more to say on that and the ‘holding back your success’ powers of the ego, at a later date.

I also don’t care if you’re just starting out or been at this many years. There’s always room for growth. Again, school is never out.

Granted, many photographers get away with an over exhibition of arrogance and ego, but we can get away with it in in this field. People will still love you, because you make them look good and you have such a cool artistic eye.

However, why not have the best of both worlds. Be prolific in your art and photography, and be progressive, a renaissance, so to speak. Zen like. And., of course, prosperous.

Here’s a gift for you. I’ve nagged you enough so I feel I should give you something concrete to help you resolve this. GO HERE and download this pdf file.

Then print it out. This form will be one of the most powerful excercises you will ever do.

Trust me on this one.

Pay close attention to the list of ten issues. It has within it the power to reveal to you where the key is that will unlock the doors to your future. If you are willing and if you are daring and bold enough to go where no one has gone before…..

See you on the other side!

yours in photography,
Robert Provencher

Xmas Note: I’m begging you to help me help some children.
First off, count your blessings and consider all that you have.

I am asking you to donate a measly $35.00 to help SCAW (Sleeping Children Around The World.) It is by far one of the most amazing movements. Read about it, better yet, donate. We have it good and it won’t hurt to share.

Do you want wealth and prosperity?

I’ve shared this with you before. It worth a going over again….

Wealth attractions strategies
Money is an idea. Frozen energy. It has no direction, moral compass or discretion. We give that to it, for better or worse. It goes where money already is and is attracted to activity and thoughts that magnetize it. It all starts with you. Money is a responsibility. Therefore, we must be responsible. No guilt, no shame, no distorted sense of morality.

Read this portion from the new bestseller biography on one of the wealthiest men of all time, Andrew Carnegie, by David Nasaw, as Andrew speaks about his father, who worked hard, but never progressed nor created any amount of wealth nor was he the main breadwinner in their family as Andrew was growing up: “I began to learn what povertymeant…Dreadful days came when my father took the last of his webs (finished woven) to the great manufacturer, and I saw my mother anxiously awaiting his return to know whether a new web was to be obtained or that a period of idleness was upon us. It burnt into my heart then that my father, though neither ‘abject, mean, nor vile’, as Burns has it, nevertheless to

‘Beg a brother of the earth
To give him leave to toil’

In other words, living hand to mouth, never knowing what the future holds. Totally powerless over his destiny. So powerless that his destiny was reduced to ‘begging’, so to speak. When you create wealth, your wealth and get cool with it, you get in touch with your own destiny in many ways.

Money is a tool. And an important one. It has no more consciousness than your camera or lens has.

But we project onto it all sorts of human characteristics and moralities.

In my opinion, these are cover ups for fears and anxieties over money. When you learn how to use money as one of your tools, than you will free yourself from all sorts of self-imposed limits.

The truth is, we need to be smart, responsible and learn to grow out of our own ego and pride and fears.

We need to start the journey towards prosperity where all great success journeys start, inside of us!

How? You ask?

Know yourself. Know when you are making excuses. Know when you are avoiding responsibility over money. But, know where you want to go too! Use the power of imagination.

Read books. Some are free and very valuable. Search for The Science Of Getting Rich and you will find a free copy somewhere. It is a valuable and powerful read.

Have goals! Have a five year plan, annual goals and monthly goals. The success of your photography business depends on your own personal vision. This is not an outside influence. It starts within.

Raise your prices. Learn to get comfortable with asking for money instead of squirming and feeling uneasy when we ask for the sale.

In many ways, since so many of us have been trained with so many negative thoughts about money, we need to acquire this new ’skill’ and mindsets about money.

This doesn’t happen over night. Many times it takes months, or years, to get better at something. Including money.

But we need to start somewhere, and starting with ourselves, and our own desires is the first order of the day.

Treat wealth and prosperity are skillsets that you have to hone and get better at over time. And decide to lose any and all negative feelings about it.

I couldn’t have said it better, so I’ll let Geer Morton, an artist quoted in the San Francisco Chronicle, say it for me. (as quoted in November 1977):

“I found out that you set your own worth. If you think you have a $50.00 painting, someone will want a $50.00 painting. If you believe you have a $1,500.00 painting, there is someone who will want that too. My prosperity was determined by how I felt about myself and my worth to others.”

…’nuff said……

yours in photography,
Robert Provencher

www.ProfitableStudio.com

~Roy H. WIlliams~

What Does It Take To Succeed in a Photography  Business?

Does it take:

• BRAINS?
• EDUCATION?
• TALENT?

Let me address each of these areas for you and tell you what I really believe the TRUTH is about succeeding in your own photography business.

First off, brains. Smarts. Intelligence. Do you need a high IQ to get good at business and at photography?

I believe intelligence can too often get in the way. It is OVERRATED!

I have seen smart people screw up more often than not. You need something else, other characteristics besides smarts.Keep reading…

Ok, how about education? A lot of folks ask me: “How did you get into photography? How can I get into photography and run a successful photography studio? Did you get a degree? A diploma? How about certification through an association?”

All good and valid questions.

But not the right answer.

I don’t think there’s anything wrong with furthering oneself and seeking an education. The fact is, your best ideas and the most progress will happen to you AFTER you finish any formal education.

And you don’t even need formal education to succeed in photography and to succeed in business, as I am about to reveal.

Just look at the dismal statistics with photography school grads. They suck! Most, almost 98%, move on to other completely different careers.

They simply did not have the key ingredients needed for success and school definitely did not give it to them. Any institution will, in truth, suck the life, heart and soul out of you.

What about talent, you ask? Certainly talent will take you far, I bet you’re thinking. Like most everyone thinks. Talent alone will do it. Or, you need to be born with talent. This is the biggest crock of pure unmitigated bull sh*t.

Let me explain.

Talent is way overrated. Way. Sure, you need to have some predisposition towards whatever it is you are pursuing. Why would you be pursuing it in the first place?

But having a talent and not knowing what to do with it is a complete waste of time.

But the real secrets to success in your own photography business are:

passion, hard work, guts, willingness to follow your heart, willingness to do whatever is necessary to succeed, clarity of vision, clarity of purpose, desire,  hard work, willingness to practice until your eyes and fingers bleed……

Get it?

You’re no different or specialer than anyone else. You are not the exception to the rules. The rules of success apply to everyone.

Hard work will beat talent and brains ANY DAY OF THE WEEK.

Willingness to tough it out, work through the continuous trials, struggles and tribulations, will BEAT OUT education by an infinite number.

If you have a BURNING DESIRE, clarity and focus, and accurate thinking, you have what is required to move on into a successful and prosperous photography business.

And there still ain’t no written guarantees.

You want guarantees? Buy a muffler. Otherwise, in business, there is no room for those with ‘entitlement mentality’.

That is the antidote to innovation, and my favorite metaphor: big brass balls.

Want proof? Read ‘Outliers’ by Malcolm Gladwell and google  the history of famous poeple like Eddie Van Halen. You will consistently read stories about the hard work, the endless succession of days on end, hour after hour, of dedicated practise and application.

So there you have it. The unvarnished truth. I never said:

“The Easy Road: What Does It Take To Succeed in a Photography  Business”

Did I?

“All of the top achievers I know are life-long learners… Looking for new skills, insights, and ideas. If they’re not learning, they’re not growing… not moving toward excellence.”
~Denis Waitley~

Note: I, along with James Hodgins, will be in Windsor this coming weekend speaking at the Windsor International Photography Seminar. Nov 13-15. Check it out….

As I’ve mentioned before, up here in the great white north, senior photography is perceived as a different market than in the US.

Up here, senior means retired folks, typically over the age of 65. Down there, it means high school seniors, and is a very, very lucrative market. A huge industry unto itself.

I always thought that the mindset and culture of senior photography was so ingrained that it was near impossible to grow enough demand up here in Canada. Until I met John Ratchford that is.

You see John has created a huge market for his senior photography, and in an area where unemployment rises as high as 49%.

I asked John how he does it. His answer: “I focus on the other 51%.”

Plus, John uses many of the same strategies that our American photographer friends use.

So much for that old outdated excuse I hear too often: “That won’t work in my area. Our clients are different.”

Phooeey. As if.  People are people. Including teens. They love an awesome photography experience and will step up and pay. In any economy. John has proven this.

And he grew his senior portrait biz in three years. When I interviewed him on this topic, he said he’d get it done in two years, knowing what he knows now.

After I interviewed John I knew this could work. So, I started my own foray into the senior market. It was last spring when this all came about.

Late in the year to be starting, I know, but I also know the universe loves speed. Start the ball rolling now, without delay and events will line up in your favor. This drives my wife nuts. (she’s an acountant)

After shooting a few senior models late last spring, I started looking for a few ambassadors for the up-coming year. I was after one high school and I had two ambassadors step up in no time.

Check out my ambassador program here. The samples are that page are of three seniors I found late in season. I needed to get samples and get them FAST!

The ambassador girl I am using for the current year, Megan, is enthused and pumped. She’s a national gymnast and competes in power tumbling. The boy, Chris, happens to be the football team quarterback. And they both seamlessly flowed into my life as if magically. Both are excited and very eager to help me grow this.

I created an ambassador program where each school would have one girl and one boy platinum ambassador. Each kid will receive location as well as studio sessions and a 12″x12″ album.

I use the Album Epoca compat album for these.They are are tough,high quality and very well priced albums, almost perfect for this kind of marketing. See the Compat album HERE

(I’ve searched high and low for the ideal wedding and general purpose album company. And I believe I have found it in the Epoca line. I encourage you to check them out if you are looking for high quality, well priced albums.)

I also have many other ideas planned. Besides the ambassadors, and their albums, I am planning to host and exhibit combined with a an open house party type event. After looking into this I landed not one, not two, but three ideal locations to host this at.

The idea is simple. Invite other students to come out and see a series of images that I’ve had printed up showing off the senior sample images. I have over 15 canvas, 24″ x36″ hangings, ready to go. I will have pizza, prizes, promotional material, and the ambassadors themselves chatting with the kids as they arrive.

Here’s one of the 4″x6″ cards I’ve had designed using Andy Armstrong’s Design House:

So, in summary, here’s what I got so far:
*sample images to use
*two awesome platinum ambassadors, three silver
*two amazing sample albums for each platinum
*special exhibit night planned
*over 15 wall canvases, printed, ready to show off
*1000 4″x6″ cards as shown above
* a senior portrait price list

Other plans and thoughts: Maybe create some smaller pieces highlighting each ambassador’s images and include  special half price special. They hand these out with the above piece.

Considering creating the greatest marketing strategy of all time- a sales letter.

Would like to gather these kids and some of their friends. Have them over to the studio for a quick focus group, grill ‘em discussion. Pick their brains.

Cool? I have little patience for procrastination. I believe in the “ready, shoot, aim” style of moving towards the achievement of our goals. The universe loves speed. Move and it moves too.

yours in photography,
Robert Provencher

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