On Monday’s Q&A I asked you to share your “career reset” for Labor Day 2020, so here is mine.
SternRep has been doing well and I enjoy the crap out of it, but maybe there is more? Asking myself the questions that my pre-Covid routines didn’t leave much time to ask:
What did I think was impossible to reach out for before (support with other reps)?
What will challenge me a bit more and even make me nervous out of my comfort zone (hosting a webinar)?
What have I forgotten about that makes me tick (time for myself at the ocean)?
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!
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.
To get the most out of your online/zoom portfolio reviews, be ready with your purpose. What do you want to get out of it? Have your points of interest and questions ready to keep the topic flowing in the direction that fulfills your goal.
“You fly to Blockbuster, try and sell the business, and they laugh at you.”
-Marc Randolph, Netflix founder
This quote really speaks to me about the transition from what the world was to what it has become. Netflix represents the content of today, and our entire industry is shifting towards content creation. To keep up, we can’t be stuck in our old ways of thinking. We need to move forward and not just rely on logical predictions of what will happen. Decisions should be based on our intuition about where the world is headed. We must stay one step ahead of change to ensure the success of our careers.
It was poetry to my rep ears when I heard the words this client responded with on my photographer’s creative call –
“I hear the emotion you want to bring to this, and I hear your energy for this concept.”
Finally, the words that embody exactly what we need to achieve on these calls.
Creative calls have been a hot topic for everyone wanting to know what makes a good creative call. I’ve never been able to nail down the words as well as I did the other day on a call when I heard a creative discuss the energy and emotion they bring. In our business, as photographers, you need to bring the same passion that got you into this career to these calls. Be yourself, and convey the energy you will bring. Show them the concept and make it come to life. As Neff said, “That baby will be brought to life by you because you get it.” There’s only one way to demonstrate that understanding: through how you present yourself on the call. Words alone won’t do it—it’s about how you sound and how you convey your vision. Prepare for the call by finding the right words and expressing your understanding clearly. Show them what it will look like and how you will bring it to life.
“I liked this story because we placed an emphasis on failure. I find failure to be the very thing, the impetus for the next success.”
-Brad Pitt on Moneyball
This quote really grabbed me because it aligns with how I like to live my life and run my business. When something doesn’t go as planned or I don’t get what I want, I see it as an opportunity. I want the same mindset for my photographers. If we don’t land a job, it’s a chance to motivate ourselves and reflect: Why didn’t we get it? Who did? Check them out and learn from them. If agencies aren’t responding to us, ask why. What can we improve? Is there something new we need to learn or a different approach we should try? Use business setbacks as a way to advance and grow. As in baseball, you’re not going to hit a home run every time—you might hit .200, .300, or even .400, but that’s still a good average. If you find yourself taking things personally, consider reading “The Four Agreements.” Otherwise, view every setback as a chance to succeed and turn what might feel like a failure into an opportunity for growth.
What is “Marketing” these days? One way it is different is that we are all feeling more human right now. I’m having an easier time reaching clients and building my email promo lists. People are responding, so say hello.
This is a time when I’m noticing some photographers being very proactive in reaching out and communicating, which is essentially what marketing is. It can look quite different from how it used to, and we’re currently creating new ways to engage. Whether it’s on Instagram, LinkedIn, or any other platform, it’s important to keep yourself visible and active.
Right now, amidst this calm in the storm, take the opportunity to put yourself out there. Get creative, rediscover, reform, and reinvent your own marketing plan. Whether you have a rep or not, seize this moment of openness in the industry. Jump in, find your way, and let your voice be heard. It can be as simple as a friendly hello—just get yourself out there.
So many factors that lead to a rep signing a photographer. Portfolio of course, are you marketable to my client base, communication style–ultimately for me it comes down to my guy. For example, Jeff Stockwell had an Instagram spread that really grabbed my attention and if you look, I think you’ll understand what I mean. That spoke to me!
Reps are looking for what clients are looking for. Bring your solutions to today’s issues and you will find more open rep doors than before.
We are all dealing with current issues like diversity, social distancing, and maintaining safety. Addressing these issues can be crucial, and right now is a good time to do so because the opportunities might be more open. However, it’s important to research the right reps for you. Look for reps who have clients and a style that aligns with your work and branding. Not every rep will be a good fit. I recommend reaching out via email or Instagram rather than making phone calls. Find a rep who is genuinely interested in representing you, as their response will indicate if it’s the right time to move forward.
