Recommendations

Keep your business moving forward as clients are looking at us to set the trends. Stay hot, fresh, and relevant – here is a helpful tool to get your ideas out of your mind to make sense of the plan you need to put into action ASAP. 

Your topic can be “GROWING FORWARD,” write it on a piece of paper, circle it in the middle of a page, and set it free!

www.mindmapping.com

We are trying to adjust to a time we don’t yet know how to handle, which means we have to make decisions and plans. Yet, we are probably all dealing with many thoughts in our heads without much clarity, making it hard to decipher which ones to follow and how to proceed. One useful method is mind mapping. It’s how I became a rep. I started with a central circle labeled “ideal job” and branched out into various aspects of what that job would entail—what it looks like, what I’m wearing, where I am, whether I’m at home or in an office, the time of day I’m working, how much I’m making, and the skills I’m using, which in my case are sales.

Mind mapping helped me clarify my path. I even brought my mind map to a photographer, and he identified me as a rep, a term I wasn’t familiar with at the time. Recently, I did another mind map titled “What I Want from Photographers.” It’s a way to get all your thoughts out by starting with a central question and creating a plan by stepping back and analyzing what you want and how to achieve it. It’s like a vision board for your mind, helping you figure out your direction and strategy.

Q:

How do you recognize a good rep? What are the signs of an agency that genuinely wants to speak in your best interests?

A:

I’m going to answer this question in a big way since it’s such a significant decision. A “good rep” for you may not be the right rep for another photographer. You have some work to do before you jump into anything.

What support qualities would help you grow and shine? What type of people resonate with you, what size rep agency feels really right for you?

After checking out rep’s sites + social media, which have the look/feel/brand that your work fits with? Do you prefer a small or larger rep agency and is their location significant to your type of clients? Does the rep you are interested in charge a fee? Some reps do your production and billing which may or may not work for you. What are the terms of the rep’s contract? Do you already have house accounts that could benefit from a reps support or do you need a rep to agree with not taking a commission (or a lower commission) on those for a certain amount of time? Know your terms and requirements which can help you choose a rep. 

The most important factor in your search is to know your own questions to ask reps and then truly listen to their responses. 

And most of all, do you like who they are? Do they have a good reputation with clients and other photographers?

In literal terms, you want someone who will REPRESENT who you are. If all of this feels right, then I’d think they genuinely will be speaking in your best interests.

The Personal Touch by Terrie Williams is one of the books that helped me find my way of connecting to people in a genuine way when I started SternRep.

There are many teachers, books, and methods I’ve used to improve at what I do. As a rep, manager, agent, sometimes bookkeeper, and definitely someone involved in public relations, I’ve learned a lot. That’s why I recommend this book, but the truth is, there’s so much to our jobs—it’s overwhelming. This is especially true for photographers. You need to stay sharp and be knowledgeable about the best quality, software, hardware, and equipment. Keep up with your learning sources and stay on top of new developments in your field.

Use a schedule to get it done. 

Book yourself for the day and time to check it off your list. 

If you don’t get it done, reassign it until you finish the task.  

One thing I learned when I started as a rep—it was in Seattle, thanks to Doug Landreth—was the importance of scheduling. I was an in-house rep, and Doug introduced me to Maria Piscopo, a consultant whose expertise is in scheduling. That really hit me hard; I realized that I needed a solid schedule to manage my tasks. Without one, I struggled to get things done. Time management became crucial for me, and it’s something I still rely on heavily.

Speaking of consultants, they can be incredibly helpful. There are a lot of them out there, and if you ever need advice or recommendations, feel free to ask—I’ll point you in the right direction.

If you want an answer to several questions I usually ask just one first, and then wait for an answer before asking the next one.

This is a sales tool that I use every single day. If I give too much information to anyone, they won’t even hear me. Even asking two questions in an email shouldn’t be done—be quick, ask one question, and move on. Trust me, it works.

Don’t call people if you’re not good on the phone.

Q:

What is the standard day rate for a photographer?

A:

The standard day rate, creative fee, or per shot assignment fee for a photographer depends on the industry they are in. I hear editorial is $500 per day unless it’s a magazine cover. Commercial advertising can run the gamut usually starting at $3,500, up to $6,500 or even around $15k for big jobs.

Also, factor location scouting, prep days, travel days and overseeing post production rates into that rate. And then remember to factor in all the costs of each industry.

Unfortunately there is no clear answer here but there are some great resources to reference. Those are noted below. 

Resources available for pricing help: visit @aphotoeditor online for pricing and bidding help, they feature sample estimates

@wonderfulmachine is also great and can step in and help with estimates. 

You can also always reach out to a photo agent with questions and we are often happy to hop on a job with you and negotiate your rates. Send industry related questions to [email protected].

Sales tool number uno: sometimes keeping my mouth shut and listening

Be up front and honest with people you work with. Even when it may be an uncomfortable conversation. 

If you can offer feedback or broach challenging topics in a clear, simple, and non-aggressive way, people will often be far more receptive. 

Not taking things personally and not fretting about being honest with people. Asking for what you need in a very clean way. That’s one of the keys I have been learning from Andrea!

Guest Post: Olivia Katz, SternRep Director of Operations

Q:

What does it take to stay hot as a photographer in this constantly changing industry?

A:

As a photographer, you have to constantly evolve, push yourself, and take chances if you want to succeed. It really is true that you have to be willing to leave your comfort zone if you want to get anywhere. Media and technology change so quickly that it can be tough to keep up. But when you learn to embrace changes and become adaptable, a lot of things start to happen. 

Guest Post: John Duarte, Photographer