Thanks to my predecessors…
Tuesday, Apr 29, 2008
Last night we had a wonderful crowd in Spokane, WA. It was great seeing many of my fellow Professional Photographers of Washington in the audience. As Josh and I traveled to Portland, OR through the beautiful Columbia River Gorge, I was trying to think of today’s Mentor Minute and what to write about. I decided that I wanted to share with you the family session that Josh and I did on the way to Spokane last Sunday. I had worked with these clients about 4 years ago at their summer cabin. The family portrait I created for them was designed specifically for their cabin over the fireplace. As I looked back at the last sale before Josh and I left, I recalled that my clients were very excited about the whole process and it resulted in a multiple wall portrait sale. Their most recent session done on Sunday was at their beautiful home overlooking a lush green valley in Monroe, WA. Their home had a wonderful mix of art with many family portraits all over the walls. Literally in every room! Here’s the best part, all of them were at least 16x20 or larger! I thought, “This is the way every home in America should proudly display their family!” I consider myself to be an advocate in the design and creation of large family wall décor. But, in this case, I need to thank the photographers before me that educated these clients on the importance of utilizing family portraits as personal art in their homes! This is an ongoing job that all of us need to strive for. If a client comes in for a consultation and does not book with you, at least they are educated enough to know what size they should be getting. This is helping the profession as a whole. I don’t know about you, but I would much rather have a client come in and be thinking 24x30 or 30x40 instead of the big 8x10! Once again thanks to my predecessors! B.H. –PS. Hope to see you tomorrow in our FINAL tour city – Seattle! Party to follow the seminar, see you there!
Pressures on Dude!
Monday, Apr 28, 2008
On Saturday I had the pleasure of photographing Crystal Cricchio’s Wedding. Does Cricchio ring a bell? Frank Cricchio? Living photographic legend – Frank Cricchio? If you are not familiar with Mr. Cricchio’s background, Google him or check out his website at http://www.frankcricchio.com/. Photographing a bride who has an uncle who is a photographic giant can put just a LITTLE bit of extra pressure on creating the wedding day images. How did we (Josh and I) respond? Check out this week’s Image of the Week. That is just one shot from the day! We created an amazing collection that Crystal and Damian are going to love. So what were some of the techniques we used to guarantee this awesome collection? (1) Make sure to document all of the requested images (combinations) that were discussed during the consultation prior to the wedding day. This will help with the wedding day workflow and allow you extra time to “Get Artsy!” (2) Add as much variety as possible – Different locations, different backgrounds, different lens perspectives. (3) Add as much IMPACT as possible - Composition, posing extreme angles, and lighting. Have fun! I feel this week’s image is a great example of creating impact with edgy posing, major angles, and “Out of the Box” lighting in a very low light situation (8:30 pm). These strategies shouldn’t just be for the niece of a Super Star like Frank, but of course, all of our clients! The pressure to perform for our clients should be in your heart EVERY time you take the camera out of the case. As professionals we owe it to our clients and to our future as well. Pressure is a good thing –Dude! B.H.
3 Cities to Go!
Sunday, Apr 27, 2008
When Josh and I set out to travel to 50 cities all over the United States on tour, we had no idea how fulfilling it would be! Hard work: Yes, Rewarding: Absolutely!!! Watching the light bulbs go off in the brains of all the attendees is very inspiring. Helping them realize that “Yes, I can really do this” has been so much fun. Not to mention traveling all over our beautiful country. I am not saying that I know EVERYTHING about this business but I do feel that when embrace particular strategies you will see positive results. Sharing that message to thousands of my fellow photographers is a very humbling experience. I have been able to put my heart and soul into each of the 47 cities thus far and I will do the same for the final 3! Today after a senior session at noon and a family session at 3pm Josh and I drive to Spokane, WA for tour stop number 48 tomorrow. Then it is off to Portland, OR the next day and finally back in Seattle on Wednesday. Check out tomorrows Daily Mentor Minute, I will be giving some great tips on wedding photography and also featuring an image from last nights wedding Josh and I did. The bride is actually Frank Cricchio’s niece! Talk about pressure! For those of you who may not know Frank he is one of my mentors and is a fellow Camera Craftsmen of America member with me. See you tomorrow! B.H.
You Think We Have Competition? They Have Competition!
Wednesday, Apr 23, 2008
Yesterday we had a well deserved day off and took advantage of having Napa Valley between Sacramento and San Jose. This was Josh’s first time visiting Napa and he was very impressed. As we toured through the valley we discussed the overwhelming number of wineries. Talk about competition literally right next door! How does each winery set themselves apart from the vineyards on the right and left of them? Here are some examples we came across as USP (Unique Selling Propositions): -Frogs Leap: This vineyard is totally organic! They do not water the vines and they explain to you that it forces the plants to go deep into the ground for water. According to them this makes the grapes better for wine. They also have an herb garden that you can walk through while you try their wine and you can also pick some herbs to take with you! –Duck Horn: Very minimalist. They only do a few wines but they do them VERY well. That is their selling point. –Peji: Very eclectic and had a feng shui feel to the tasting room. Great merchandizing and they offer a 100% Cab Franc (very rare)- And finally Cosentino: Young crowd. They also offer “Off the Wall” wine blends, such as their Cigar Zin. Those were just a few examples of what we noticed. Josh is actually going to be writing an article about the whole experience and how it relates to the photography business. In our travels during the New Directions Tour we always hear photographers talking about all the competition in their cities and towns now because of digital. Trust me, if hundreds of wineries can thrive in one area with competition on either side of them, we can handle a few studios in our towns. It all comes down to separating yourself! What are you doing that no other studio is doing to attract those clients in your area? For us, as you know, it is all about the experience that each client is going to have. That is what we sell. Do you think those wineries are really just selling wine? Are you the photographer just selling a piece of paper with an image on it? Watch for Josh’s article, it is sure to be a great analogy! We fly home tomorrow to Seattle, wish us luck! B.H.
Empowerment!
Monday, Apr 21, 2008
I know I have given many examples of service (good & bad) while being on the road, but I can’t let this one go by without sharing it with you. I have come to the conclusion that service can be really good…or really bad. My last rant was about a negative experience, this one is a polar opposite! After rolling into to town (Reno, NV) two days ago, I took Josh downtown to one of my favorite restaurants, Roxy’s Bistro at the Eldorado Hotel & Casino. The food is a little pricey but defiantly worth it. After ordering and receiving our appetizers and salads very promptly, the entrees took what seemed like forever. The waitress came over and apologized for the delay. She said that the chef over cooked one of the entrees and they were re-doing both meals to assure the quality. Wow! The food came and was fantastic. At the end of the meal when the check came I noticed that is was a lot lower than I had anticipated. With further examination, I then noticed the waitress had not charged us for our wine and desserts. This server had been extremely well trained and was also empowered by her manager to turn a slightly negative experience into a positive one. Empowering your staff to make decisions throughout the sales process will give them the ability to resolve any negative situation quickly. One example is with my staff. Any time they hear of a client that is in the hospital, has passed away, had a baby, whatever, they are instructed to send them flowers immediately! They don’t have to call me or put it into my “inbox”; I would rather give them the freedom to make those decisions on their own. Sometimes having the ability to turn a negative into a positive can make all the difference in business. Look for ways to empower your employees to do the same! B.H.
Not a Clue!
Saturday, Apr 19, 2008
I am totally convinced that you can learn from any situation in life. Observing and analyzing other businesses is an obsession with me. You’re able to get some great ideas and sometimes learn what NOT to do! Here is an example of the ladder. In our travels from Salt Lake City to Reno, we stayed in a little town called Elko, NV. As we left town this morning heading towards Reno, we stopped at a Pizza Hut for an early lunch. As we entered the restaurant we observed that there was one waitress helping a table of 15, not to mention a few other tables, and one pizza maker behind the counter. Both seemed too pre-occupied to acknowledge us. 4-5 minutes went by and no one even made eye contact with us. We were literally 3 feet away from the gentleman behind the counter. Then, the phone rang…and rang…and rang…you get the idea. No one, not even the guy that was 6 inches from it, took the time to answer it. Another few minutes passed and the phone began to ring again. Still, no one answered the phone nor even paid us any attention. Josh and I started to enjoy the situation just to see how long it would take before somebody said something to us. Finally, a young slender fellow came out from the back and said, “The waitress will seat you in a minute. If she doesn’t, I’ll come back and do it.” Mind you, we were 6 feet from a set of tables and a booth. “This is getting good”, Josh said with a smile. About a minute later we were sat down at a table. We had a nice lunch after that but we also learned a powerful lesson in what NOT to do when greeting your customers. How hard would it have been for someone to say “hi” to us, especially when he was 3 feet from us? I know what you are thinking, “Duh Bruce, this is common sense stuff!” I totally agree with you! But have you ever been on the phone when a client enters your studio and they are not greeted right away? It is those little first impressions that can make all the difference! In our studio we use one word to greet our clients…Welcome! And someone is always near the lobby to greet them right away. In some cases we will even meet them outside before them come in through the door. It is not that difficult but sometimes people don’t have a clue! B.H.
The Ultimate Camera Store Experience!
Friday, Apr 18, 2008
City 43 found us in the Salt Lake City area last night. Our MAC Group vendor was a local camera store by the name of PictureLine. The moment they entered the room to set up their booth with ProFoto Lights, Pocket Wizards, Sekonic Meters, etc, Josh and I could see they were not your average camera store. Their attitude was upbeat and positive. They were eager to be part of the evening and it showed through their passion and professionalism. As we got to know the owner Jens Nielson and his assistant Darby, we grew even more impressed with his attitude and his philosophy of relationship building with his clientele. We were compelled to learn about his business success and how he has managed to build his photographic empire in the SLC area. This morning, as we were leaving town to travel to Reno, NV, we had the opportunity to stop by his amazing store in Downtown SLC. What an incredible experience! We have never seen a store better laid out and with only the finest merchandise available. Not to mention an incredibly knowledgeable and helpful staff around every corner. His online presence is equally impressive with competitively priced products, a cutting edge website, and it is easy to navigate. One of the new features on www.pictureline.com is a photographic community that Jens has set up for his customers to promote their photography and websites. This is a free service where photographers in the greater SLC area, not to mention the entire nation, can post a portfolio along with a profile linking to their website. What a great way to get your work out into the marketplace for zero investment! At the first available moment I can’t wait to join the PictureLine community! Check it out! BH
God, I Love This Country!
Thursday, Apr 17, 2008
Last night we had a packed house in Denver at one of the most beautiful rooms yet! We had an incredible view from the 11th floor of the Court Yard by Marriott Cherry Creek Hotel. It was amazing watching the sun go down behind the Rockies and the downtown Denver skyline…all while giving a seminar! The quote of the evening came from one of the attendees. It was priceless! He said, “We can all agree that Mozart was one of the most talented artists that ever existed in human history. Why did HE starve to death?” I really feel this statement hits right at the heart of our profession. Think about it! Anyway, today we got to travel from Denver to Salt Lake City. The beauty of this country is overwhelming. Josh and I experienced this today first hand during our 8 hour drive. Tomorrow night Salt Lake City will be the 43rd city of the tour. A lot of people ask me at every city, “Wow, you must be sick of being on the road!” My response is, “Not in the least!” I really enjoy sharing the message and truly helping photographers realize their potential in this business. I must be doing something right; the tour has had an amazing response! In fact, a couple of photographers last night made my evening when they thanked me for “Telling it without all the fluff!” Hope to see you in the audience for the final cities. I promise to “Tell it like it is!” B.H.
A Client Rich Environment
Monday, Apr 14, 2008
Hey everyone, Josh here, blogging from Colorado Springs. My dad and I are back on the road again for our New Directions Tour. Colorado Springs is our 41st city out of 50. Bruce apologizes for not having a new Mentor Minute posted for today. As you can imagine things get pretty hectic on the road and we just flat out ran out of time. So I just thought while I am sitting in the back of the room and my dad does the seminar I would share with you a new phrase that he just made up. All of us should be putting ourselves in a client rich environment with our marketing. Don’t just send out blanket mailers to everyone or do every auction in your community that calls you for a donation. Instead try putting yourself in a position where virtually every potential client is the type that you want to work with. Are private school auctions going to have people in the audience who have the extra money to invest in photography versus a public school? Instead of putting your work up in a model home that is base level, partner with a high-end realtor and use your work as part of their welcome home package for a million dollar home. You guys get the idea! Always be thinking of ways to get your work into client rich environments, it will pay off! J.H.
It’s All About Relationships…Again!
Sunday, Apr 13, 2008
I am sorry for missing the last couple of days, it has been crazy busy at the studio! On Friday Josh and I had that opportunity to deliver a beautiful framed 30x40 canvas portrait to a long time client of mine. After we hung the new portrait over the fire place we sat down with the mom and dad to have a glass of wine (wine I brought as a gift…creating the experience… anyone?) and catch up with one another. I have had a long and rich history with this family that dates back to 1985! In fact this family was my first on location session after I studied with Ken Whitmire, one of my mentors. Their first portrait was taken a few days after they found out that their youngest son had developed a brain tumor. That son today is 30 years old. Over the 23 years I have worked with this family I have done all four of the kids senior portraits, one wedding thus far, and 6 major (24x30 or larger) family portraits. The walls of their home are a testament to what happens when you build and maintain a relationship with your clients. As I’ve mentioned on many occasions the biggest asset you possess is not your camera, lights, or computer…it’s your client database! Never take your clients for granted, they are part of your future relationships and revenue! We are on the road again currently in Colorado Springs, what a beautiful place. B.H.
Time to Implement!
Thursday, Apr 10, 2008
Have you ever returned from a seminar or convention feeling overwhelmed from all the ideas you learned from the speakers? ME TOO! I feel part of my success has come from learning from others, molding those concept into our studio’s personality, and then implementing those ideas into the studio system ASAP! As I drove home yesterday from my state convention I started laying out my game plan for utilizing those valuable ideas I had learned. Here’s how I think it through: (1) Take up to 3 ideas from each speaker (2) Analyze how it would affect your business in a positive way (3) Start connecting the dots to make it happen (4) Implement it- Do It NOW! Let’s take one of Ralph Mendez’s ideas from his senior program and show you what I mean: (1) IDEA- This one is simple but you will get the idea. Encourage your seniors to bring in their IPod or MP3 player as a source of music during the session. (2) ANALYZE- No brainer here! It personalizes the session and makes it more fun for the senior! I know this will date me but I have been doing this from the beginning. From records (yes records), to cassette tapes, CDs, to now the IPod and MP3 players! (3) CONNECT THE DOTS- (a) Communicate the idea with your staff so they can start mentioning it to senior clients over the phone (b) Run a patch cable from the stereo to support an MP3 or an IPod in the camera room (c) Make a note to change the copy on next year’s senior brochure and marketing materials. (4) IMPLIMENT- The next senior, who books a session, encourage him or her to bring their IPod! There is a little example on how I organize my thoughts and start a game plan for implementation. Not only is it effective, it also keeps your sanity too! B.H.
Back to my Roots
Wednesday, Apr 09, 2008
The past few days I have been attending my state’s photography convention. If you’re not familiar with these organizations you might want to visit Google and type in “Professional Photographers of (Your State).” Most of the state organizations have a convention each year that includes print competition, speakers, and a tradeshow. These 3 or 4 day educational events are a great way to learn the profession. I am a product of numerous amazing instructors, many of whom taught at my state convention. This year I was asked to be program chairman. That means I got to choose each of the speakers. The line-up was awesome, if I do say so myself! 3 of the 5 were seasoned veterans. They were Ken Whitmire, Ron Nichols, and Doug Gordon. The other 2 speakers had studied with me over the years. They were Kevin Conners and Ralph Mendez. It was extremely fulfilling being on the “other side of the stage” so to speak. It was great hearing concepts that I had shared with them in the past that were NOW being shared to a new group of eager photographers. The best part of the experience was seeing how both Kevin and Ralph took ideas of mine, molded them into their own personality’s, and in many ways made them better! Of course I got those ideas from my mentors and did exactly the same thing! I guess the moral of all this is that from time to time we need to return to our roots to discover the principals that have shaped who we are. In some cases, reinforce those principals as well. Thanks to all the speakers, what a great convention! B.H.
LIVE from PPW!
Monday, Apr 07, 2008
Hey everyone, time for another Josh Blog! My dad is busy watching Doug Gordon’s program on weddings right now. The guy is amazing. His studio has 27 employees and does 900 weddings a year! WOW! Plus, his work has some great impact. I guess what I want to write about today is to never stop educating yourself. The photography business (much like life) is like a treadmill, if you are not moving forward, you’re going backwards! There is no such thing as just standing still. One of my dad’s mentors (and mine too) is Ken Whitmire. The man is 77 years old and he never stops continuing his education in the field of photography. I saw him taking notes like crazy during Doug’s program today. And yesterday he was running around the tradeshow like a mad man wanting to learn about all the new products, programs, etc. And then there is my dad. He has done over a thousand weddings and he still wants to learn. I have noticed that there are a couple of key things that separate the success photographers from the starving artists; one is defiantly continuing to learn. Another is ACTUALLY doing what you have learned! Have a great week! J.H.
A Day of Relationships!
Friday, Apr 04, 2008
Today, almost every single phone call was from an existing client or someone who had heard and seen my work through their friends and family. And every client I had in the studio today also has a history with Hudson’s. It still amazes me every day the lives that I have touched over the years and how they continue to think of me and only me as their photographer…even after 25 years in some cases! My 10:00am was a 5 day old of a bride and groom I photographed 13 years ago. Then my 2:00pm was with a mom of a senior who was ordering her second son’s portraits. I did her oldest a few years earlier. I originally photographed her wedding 23 years ago and her soft touch portraits 20 years ago. My final appointment was a soon to be bride who is actually creating our new high school senior website for us. 5 years ago I did her senior portraits. Her wedding is in August. Who do you think is going to do her children in a few years? Uncle Bruce, of course! So what is the secret to building long lasting relationships? Here is my take on it: (1) Make sure their portrait experience is always extremely positive. (2) Don’t over sell your work. If a 20x24 is the proper size for their wall, don’t sell them a 30x40! They will not return if they feel like they were oversold or taken advantage of. (3) Keep in touch with your clients as much as you can! Newsletters, E-Newsletters, Cards, Blogs, Client Appreciation Dinners, ect. (4) Put a face and personality to your business when you do stay in touch with them. Don’t just send them a newsletter with your monthly specials. The more you open up, the more they will equate you as THIER family photographer! I know I always preach this, but trust me guys and gals, this stuff really does work! When you start thinking of that prospect on the phone as a source for decades of residual income, your thought process defiantly changes. And always remember, the type of client that you want to work is the type that wants you to keep in touch with them and maintain that relationship. They’re into it! Well I am off to the Professional Photographers of Washington Convention this weekend. See you tomorrow! B.H.
You Just Never Know…
Thursday, Apr 03, 2008
Spring has finally arrived here in Seattle. In fact, it broke 60 for the first time yesterday and it is expected to reach 65 today and tomorrow. The sunset at home last on the lake was just as spectacular as the dinner Terri prepared…Thanks honey! Both Terri and I agreed NO WORK TONIGHT so we could get caught up on American Idol. My daughter McKenna was with us to enjoy the evening last night when out of nowhere she received a phone call. It was a friend of McKenna’s host teacher and mentor (McKenna is student teaching kindergarten and will be graduating from Washington State University in a few weeks). She called to let McKenna know that Mrs. Davis’s (her host teacher) husband had a heart attack and passed away. McKenna was understandably devastated. “I just saw him last week and he looked fine”, she said tearfully. “I can’t believe this could happen!” “You just never know honey”, I said. “That is why we all need to cherish the ones we love ALWAYS” I explained. Never take for granted anyone who touches your life. This is why we have the awesome responsibility as image makers to create and preserve the memories of today for the generations of tomorrow. Why? Because you just never know…. B.H.
Tell Me Chris…What do YOU Really Think?
Wednesday, Apr 02, 2008
The blog today is actually an email from one of my students I received in response to our April 1st post (yesterday). I really enjoyed the email and I thought I would share it with you! From Chris Watkins of Chris Watkins Photography in Auburn, WA: “Amen Bruce! My parents told me about that studio at Kent Station. I think the rent there is $10,000 a month!!!!!! I am friends with the owner of a new coffee shop 2 blocks from Kent Station (Kona Kai Coffee), their rent is $4,000 per month and they said it was like 10k per month at Kent Station. Yeah I really don’t understand that cheap crap. It creates a ridiculously low standard in people’s minds and certainly doesn’t make our industry something admirable and high-end. You may remember that 2 years ago when I was at your studio for the workshop I was including the RAW files in my wedding packages (only wedding packages, not families, etc). Anyway I don’t do that anymore and it’s been about a year or so. It has caused me to lose some business but I really believe in what I am doing and it’s not good for me, or the industry as a whole to give away the negs. Plus, the type of clients I am getting are so much easier to work with! So after attending your Studio Workshop and then the Wall Portrait Conference in Yakima, WA with Ken Whitmire, I finally was converted [no longer a shoot and burner] and my life changed. I wish all other photographers would stop giving those printable digital files away to clients. I hope you can help out by addressing this issue while you are on the road. I really think WAY TOO MANY PHOTOGRAPHERS are doing this and I think it is WRONG to do it (I know, I used to do it myself). Why in the hell did we work so hard to get copyright laws protecting our images to now just go and break it ourselves! It is really frustrating to me as you can see :) Anyway, love your mentor minute blog and I hope to learn something new at your New Directions Tour later this month. Thanks! Chris” Wow thanks Chris! Everyone check out Chris’s work at www.ChrisWatkins.com, he is a great photographer, businessman, friend, and student. B.H.
What are they thinking?
Tuesday, Apr 01, 2008
I met with one of our featured musicians Darren Motamedy for www.BrucetunZ.com yesterday. We got together to discuss his latest CD. He currently has one of his songs on the National Smooth Jazz Charts at number seven in the county. You may want to check it out. The name of the song is “Love You Just so Much.” Anyway, Darren is an amazing musician that you will have access to in the coming months on www.BrucetunZ.com. As I drove into the Kent Station (a newer mall just south of Seattle) parking lot to meet Darren yesterday for lunch, I noticed a new “chain” photo studio that was having a grand opening. In the window I noticed one of their specials- One 11x14, Two 8x10s, Four 5x7s, and a million wallets (you get the picture), all for $9.95! What are they thinking? The rent in this location has to be $3,000 to $4,000 a month, cost of employees, etc! Do you know how many $9.95 sessions you would have to do for a profit every month? Yes, they may have the volume but who wants that kind of volume? Always remember, it is not the gross sales that matter, it is the NET profit that will put food on the table for you and your family. What are they thinking? B.H.