The Daily Mentor Minute Blog | Bruce Hudson

Not your Typical Housewife-Part 2
Saturday, Feb 28, 2009

Wow! What a busy morning of shooting! It wasn’t the most artistic type of shots (grip & Grin) but it was a lot of fun. So which housewife did we photograph? It was Vicki! She works with one of my client companies here in Seattle. In her visit yesterday, everyone in the office got a photo OPP, including Josh and I! I was able to take a few minutes and work with her alone to create something she might be able to use down the road. In fact, it will be our featured IMAGE of the WEEK posted on Monday! Be watching because it turned out awesome! Two comments- 1. Vicki was extremely easy to work with and a very sincere person. 2. TV doesn’t do her justice…she’s gorgeous! Have a great Sat. BH

Not Your Typical Housewife!
Friday, Feb 27, 2009

This morning should be interesting! I’ve been contracted to photograph one of the ladies that stars in “The Real Housewives of Orange County”. Apparently, she is visiting one of the offices in the Seattle area today and the company wants me to document the occasion. It should be fun and also interesting. I’ll let you know how things went tomorrow!

Same Aluminum, Same Steel, Same Plastic!
Tuesday, Feb 24, 2009

As I sat in the automotive showroom today, I had a “ah-ha” moment. No matter what car you purchase, It’s all the same aluminum, steel and plastic. With that said, why can some cars sell for tens of thousands more than others? They are all made from the same materials right? It’s like that with any product, take photography for example. Same film, flashcard and paper. So what determines if your photography is in the same class as a Ferrari, Mercedes, Ford or Hyundai? Think about this for a moment. How can you charge $200 for an 8x10, and the studio down the street only charge $39.95? Aren’t we all using the same stuff to create the images? I think it comes down to a few factors. (1) Style (2) Quality (3) Reputation (4) Value (5) Creativity “street appeal” (6) Brand awareness. Take a minute and score yourself from one to ten in each of these categories. Next, score your 5 closest competitors the same way. Theoretically, the studio with the highest score should have the right to charge the most right? So I guess it all comes down to; it’s not the materials we use, it’s what we create with them. So what car did I end up with today? The jury’s still out but you can be assured that’s its all the same aluminum, steel and plastic. Until tomorrow! BH

In memory of Sue Hudson: Life is not a rehearsal!
Monday, Feb 23, 2009

The market closed at the lowest point in 12 years today! Ouch! Well, now what? (1) We could put our heads in the sand and wait out all the doom and gloom. (2) Hope for the best and stare at the phone. (3) Or, be pro-active, take action, and make things happen! I don’t know about you, but I have learned over the years that life is not a rehearsal! Last Tuesday marked the 13th anniversary of my wife Sue’s passing away. She was 41 years of age. One of the things that I admired most about her was the way she lived her life everyday, it was never a rehearsal. Yes losing a wife, partner, the mother of my children, and lover was a tragic event. But Sue was able to accomplish more in her 41 years of life then most people could in 2 lifetimes, that is how she lived life, holding nothing back! She constantly saw life and business as a sporting event. She always stressed “offense, not defense, you rarely score on defense.” So, what would Sue do during these challenging times? Here is what I came up with today: (1) Throughly follow-up on every lead you have- everyday if need be. Don’t ever give up! Did you know that 85% of sales occur between the 5th and 12th contact? (2) Put a face to your business and get out in the community. This means attend your chamber events, try a cross promotional venture with an organization, and do something different, anything is better than sitting by the phone. (3) Strive for perfection, settle for excellence. (4) Reward your best clients- The 80/20 Rule. (5) Remember, nothing lasts forever, except the memories of loved ones, family, and friends! So, what are we waiting for, opening night of the show? Rehearsal time is over, get out there on stage and give it your all! –B.H.

Hit the Ground Running!
Sunday, Feb 22, 2009

Tomorrow-Monday will be my first day back from our WPPI trip! This trip lasted nine days! It’s quite a while away from the studio. So that I am not too overwhelmed, I’ll try and get there extra early and start creating my plan of attack for the day and rest of the week. As I mentioned in the last blog, I’m doing a program for PP of Idaho next weekend. Diversify or die! After talking to photographers at WPPI, I feel for many, this may be their only hope. If you want to specialize, specialize in everything. Look for new products and new areas to expand your business. For us, as I mentioned it’s commercial and fine art. As the business climate becomes softer, now is the time for every business owner to ramp up their marketing efforts. That’s where WE come in as the visual experts in telling their story. I’ve never seen myself as a Fine Art guy, but when I had numerous clients ask if they could purchase some of my images from Tuscany a few years ago, I started to realize my Fine Art potential. So tomorrow starts another day carving out a living in this wonderful profession! Yes, business is tough right now, but I couldn’t think of doing anything else in this world! It’s time to hit the ground running! Have a great week! BH

Diversify or DIE!
Friday, Feb 20, 2009

First of all, I am sorry for not posting a new blog the last few days. Between WPPI and all the traveling, things have been a little crazy! Anyway, thanks to all the Monthly Mentor Members that stopped by our WPPI booth. From all the indications, this years WPPI was the largest in history! One of the observations that Josh and I noticed from all of the photographers that we talked was that the more diversified the studio, the better financially they are doing right now. Why is that? In any economic downturn (trust me, I ran a successful studio threw 4 or 5 of them) your market share is in danger of shrinking. We have experienced lately (like everyone has) this downturn and to combat the loss of market share in certain areas, we have been diversifying. I feel that our studio has always been well rounded. We have a great balance of immediate products like weddings, seniors, babies, and luxury items like families, kgrads, legacy portraits, etc. This last year we have been putting more money into marketing our commercial division and even our fine art line called Truce. During recessions, you have to offer a wide array of products to survive. Simply cutting your prices will not cut it, you need to up your game and change your focus. It’s all about creating the studio lifecycle. I am actually giving an entire program on this for the PP of Idaho next month, hope you can make it! See you soon everyone! B.H.

We Made It!
Saturday, Feb 14, 2009

First of all, I need to say congrats to my daughter McKenna and her now fiancé Dustin, they just got engaged! My baby girl is growing up! I am very proud and very excited to see these two love birds make it official. Now I have two kids that are engaged! I think it’s time to raise my prices, if you know what I mean! Anyway, we rolled into Vegas around noon today, all ready to set up our booth at this year’s WPPI (Booth#1269). Tonight we are treated to a night at the Green Valley Ranch! Thanks to Kim, one of our Monthly Mentor Members for the comp, love ya! If you are here at WPPI we would love to see you at the welcome party tomorrow night. Tell me the secret password: relationographer and I’ll give a free copy of my book as a gift. See you tomorrow everyone! –B.H.

On the Road to Vegas!
Thursday, Feb 12, 2009

We are so excited to have our first booth at WPPI! Stop by and see us at #1269 where we will be featuring My Studio Mentor.com, BruceTunz.com, and Send out Cards! If your not a Monthly Mentor member yet, this week would be an excellent time to join with over $400 worth of money making DVD’s, CD’s, Free Webinars as a Bonus! Tonight we are in beautiful Pendleton OR. where we found some great late night pizza! See you in a couple days! Bruce, Josh, and Terri

Benefit vs. Hassle: The Client Workflow- Part 3 of 3
Tuesday, Feb 10, 2009

Benefit or hassle? The 3rd piece of the success puzzle is taking the time to project in the home. A “final fitting” if you will! This is a very powerful sales tool, trust me. The top 5 biggest sales in my 26 year history have ALL come from projecting in the home! So how can I call this a hassle? Well…I can’t! It’s a benefit for both me and my clients. The power of projecting images is a force to be reckoned with. Being able to show your clients exactly what their final images are going to look like (the actual sizes on the walls) is huge. A person wouldn’t buy a new couch without measuring the area first…would they? I don’t think so! When you project in the home, you now have the ability to not just tell your clients what size it should be…you can now show them! To the average consumer, a 16x20 sounds huge! But put that 16x20 above a fireplace on a 120 inch wide wall with 12 ft. ceilings, it will look like a postage stamp! Selling larger ticket items like wall portraiture requires you to assist your clients through the education and sales process. Part one is the consultation, then part two is the go-see, and finally part three is the final fitting. The final step is the moment of truth, showing the final product on the wall! The more educated your clients are (that means, if you do your job right in steps one and two), the easier the final fitting will be. Frankly, people can’t visualize how a 40, 50, or 60 inch portrait is going to look on their wall. They have to see it for themselves, period. I’ve been fortunate enough to make an amazing living in this business based on these three principals. I can’t take all the credit, I learned these concepts from my mentors, molded them to my personal style, and implemented them! That’s all it takes! If you personally feel that all three of the steps I have discussed over the past three days are hassles, then you probably won’t ever add them into your client workflow. If you see them as a benefit and implement them into your mix, you will see your sales double overnight! Hopefully I have shown you that there is a better way! Benefit or hassle? You be the judge! B.H. PS. On a side note, Josh, Terri, and I take off for WPPI on Thursday! Come visit our www.mystudiomentor.com and www.brucetunz.com booth, its number 1269! Take care everyone!

Benefit vs. Hassle: The Client Workflow- Part 2 of 3 “The Go-See”
Monday, Feb 09, 2009

How can you possibly create a one of a kind piece of photographic art for your clients with out seeing exactly where it will hang? This is why I go to the trouble (or hassle) of visiting my client’s home prior to the session. The go-see gives me the ability to see their lifestyle, what their tastes are, and where they live. All of these things determine the type of custom portrait you will create for them. Its one thing for them to describe the color, feel, and mood of their home, but it’s another to see it and experience it first hand. The go-see also provides me with another “touch point” opportunity and allows me to get to know my clients that much more before the session. I have learned over the years that the more “touch points” I have with my clients, the more they tend to invest. Going to their home also allows me to give them a good overall recommendation of size for the portraits that will be created and also an estimation on price. Remember, we have already volunteered the prices at the consultation. Yes, they were shocked then, but this time, the prices have had time to soak in a little more. The more time to soak…the better! This will make it easier to close the sale at the end of the portrait process. All in all, adding the go-see to your client workflow is a benefit to both you and your client. You’ll have a better understanding of how to create an amazing image that they will not be able to live without! Tomorrow I will cover part 3, projecting in the home! Benefit or hassle? See you tomorrow! B.H. –PS. New image of the week is posted, check it out!

Hassle vs. Benefit- The Client Workflow: Part 1 of 3
Sunday, Feb 08, 2009

There are 3 parts of our client workflow that some studio owners might see as more of a hassle than a benefit, for both them and their clients. These 3 areas are the design consultation, the go-see, and the final fitting, which is projecting the images on the actual walls they will hang on in the client’s home. These three things will help your bottom-line tremendously. But to make these steps work, you need to truly believe in them. These will benefit your clients and should not be viewed as a hassle for them…or you for that matter. Many photographers have told me over the years that they have a hard time convincing their clients to take the extra time to come in for a consultation and discuss their portrait ideas. Some clients need to be convinced and the benefits need to be construed in such a way that peaks their curiosity. This should start with your tone and attitude over the phone. It is up to you to be as positive, excited, and upbeat as possible! You also need to stress the benefits of a consultation and the importance of planning before the session. Add a little curiosity to the mix, let them know that choosing the right (or wrong) clothing can add or subtract 20 pounds from a subject. When we first started to do consultations, it was amazing to see the change in my work, the demographics of my clients, and the quality of sales when we planned before the session. Once you see the difference, you’ll never go back! But the amazing thing about this is it’s a benefit for both parties. Your clients get exactly what they want out of the session, and you make more money! But you have to believe in it! People can sense when you are not sincere, so be confident over the phone and show them the benefits for coming in for that design consultation. Remember, when you have your client’s best interests in mind, you go from an unwanted pest to a welcome guest! Tomorrow I will be discussing part 2, the go-see! Have a great Sunday! B.H.

Your Most Valuable Piece of Equipment!
Wednesday, Feb 04, 2009

I think most would say your camera or computer, right? In my opinion, it’s your projector! If you are already projecting, good for you! If not, you should be! I would have to say that projecting our images revolutionized our business over 20 years ago. Our sales increased overnight dramatically and during the last 20 + years I have perfected the system. Tonight I will be sharing with our monthly mentor members a free live webinar, “The Art of Projection Sales!” If you are a member, I hope you can attend. Tonight’s information will truly make an impact on your studios “bottom line”, now and in the future! If you are not a member yet, you can get a DVD transcript of tonight’s event by calling me or Josh at 800-952-6609. The cost is $55.00 plus shipping! Creating beautiful images Fun! Selling them for TOP DOLLAR is even more FUN! BH

Each day is a new day!
Tuesday, Feb 03, 2009

This is what I had the pleasure of waking up to this morning! I grabbed my little Fuji Fine Pix point and shoot and captured this off our master suite’s balcony. Wow! What a sunrise and what a beautiful way to start the day. For me, each morning is a renewal. In a couple weeks we will be coming up on the 13th anniversary of Sue passing away from cancer. I can remember trying to fall asleep alone in our bed the night after she passed. I don’t know what was worse, the dark of the night lingering or the pain of losing your soul mate. It was the longest night of my life. But then, ever so slightly, it started to get light again. That is when I learned that no matter how dark the night is, the sun does rise to a new day. During these challenging times, please remember that it’s always darkest before the dawn. Each day is a new day! Just some food for thought! Have a great day everyone and please remember to put your life in perspective, it will help you stay positive, even during the tough times.-B.H.

Doing what you love!
Monday, Feb 02, 2009

With all the doom and gloom out there, isn’t it nice to be doing something you love? I can remember being in high school playing around in the darkroom, just dreaming of the day I could make a living in photography! Well, after to going to college, getting my Masters in Teaching, and teaching high school band for 4 years, I finally realized my dream. I have been making a living in photography for over 26 years now. Wow! It’s not easy but it is something I love to do each day. As I sit here writing these, I am curious to hear your stories, how did you get into photography? What hooked you into this wonderful yet challenging at sometimes profession? Email me your stories by Friday this week and let me know how you got started! I would love to read them and share them with others for inspiration. In fact, I will choose one story to feature in this month’s Studio Success Tip E-Blast! And as a thank you to the winner, I’ll let you come to any up-coming webinar of YOUR CHOICE for free! Good luck and I am excited to see how you are doing what you love! B.H. –PS. We had a great webinar tonight on Donating to Charity Auctions! Thank you to all the attendees, it really means a lot!