Reps

Q:

We just had an odd situation, and I would love to consult with you and see what an actual cost would have looked like, knowing what I know now. It was for a big international brand for a big ad campaign, and we felt completely taken advantage of. We want to learn from this, but I’d love to consult with you! Is this something you might help me out with?

A:

Terrible situations happen with clients across the board, and I always have the same answer: have a rep and/or a producer on your team when bidding on any new type of project. Not all image makers have the experience to know how to protect themselves from a client. An extra set of experienced eyes before the trouble begins can be worth the cost. 

What a rep needs from you is something to say. Tests, new work, content, a story, anything to give us something to share about you. 

Q:

Do you think a small, 2-person photography production company needs a rep to continue to be successful? 

A:

To have a rep or not have a rep is the question. Some image makers choose not to have a rep, so these are the questions I suggest asking yourself:

1. Are you fulfilling all the areas to be the best at your marketing?

2. Are you utilizing all the sales methods that are available to us?

3. Is your brand as high level as it can be?

4. What is your company vision for your future, and is that something you can achieve on your own?

5. Do you have a specific goal plan, knowing the directions you want to grow into?

Q:

I would really like to get a rep but the clients I work with tell me they don’t work with reps, they hire photographers directly. I feel I need a rep to take my career to the next level, but I’m concerned about my client’s response.

A:

To get a rep or clients that use reps, you need to shoot the style and level that would get these jobs. I can say this to all photographers – most of the issues that arise are based on your portfolio. Start with that and look to improve it to get the results you are looking for. 

Q:

Do you know of a rep who would take a photographer of my style and skill level? I realize I’m very likely not a good fit for SternRep, but perhaps you know of someone I could work with. 

A:

Questions that run through my mind when I get this question:

1. Does the photographer fit into what the rep specializes in? 

2. Who are the photographer’s clientele, and do they match that rep’s quality level?

3. Does the style flow with the others on their roster? 

4. Is there an agent known for this type of look/feel? 

5. What level or stage is this photographer in, and are they ready for a rep? 

6. Would this photographer fit into a specific location or part of the country and need a rep in this area?

7. Do I know this photographer, or do I get a good feeling from them? Can I contact other reps for them? 

Big truth: REPS NEED MATERIAL. I always say, “Give me something to say and something to show.” 

Big Untruth: I’m a creative/artistic business owner, so I get the day off when I’m not on a paid job. 

You are your marketing department, whether you are repped or not, and just like any business owner, you must constantly feed the marketing of your business. Your growth is based on your new ideas, and this never stops! You are being hired for your ideas, and your idea-making skill-set must be seen constantly in your marketing. 

Q:

What is your process after you’ve on-boarded a new photographer? After discussing where the photographer wants to go and where their work would be a great fit, what is your strategy in regards to marketing? What is a rep’s game plan?

A:

“Marketing Outreach” is a big topic; I could write a few pages! The overall strategy depends on what stage they are at in their career. Here is a started checklist:

• Website portfolio revision and clean-up stage
• Dream client list creation
• Testing needed for long-term roadmap clarity
• Spruce up and revamp all portfolio and listing sites like Behance, LinkedIn, IG, etc.
• Get the word out (big topic)
• Create the schedule for who does what and when

Q:

As a part-time photographer, I’m wondering how I should go about potentially getting an agent. Should I even attempt to go through the process? Do agents consider part-time photographers seriously? I’m hoping to get more lifestyle/event/sports photography jobs in the future.

A:

Reps will require full-time photographers, but we will help to make you full-time if we see a promising portfolio style/look/vibe that matches what clients are looking for. It’s usually back to the same thing – your portfolio. That is the bottom line truth of what makes or breaks everything we are going for.

Q:

Is my work worth repping–as in, am I good enough to warrant a rep and good enough to get jobs?

A:

I’ll answer this one from the overall perspective of what every rep seeks. What is the ground-level first quick response that makes your portfolio “good enough” to warrant a rep and to get jobs?

• images are a cohesive unit summarizing what you do

• image grouping sections are a quick-read summarized to fit the topic at hand clearly

• the website presentation is clean, swift, and easy with high-grade design

• images are unique; style shows off a talent unlike others

• the artist is a high-level level, experienced professional to assure the client will get what they pay for

Q:

Hi Andrea! I want to ask what your relationships are like with your roster. Have you met with them all in person, even those not in the same city/state? How often do you meet in person with your roster? Is this important?

A:

SternRep is a smaller agency with a smaller roster, and we like to keep it more personal in a teammate way. We don’t have to meet in person these days, but we all want to get a good sense of who we are and how we work. Knowing as much as possible before committing to a long-term contract can save us a lot of time. I like to ask around to get other’s input. When I started repping, I’d ask the photographer’s assistants and producers how the photographer treated the crew on set. That was my quick, detective way to find the kind people. Ask around!