No BS Approach to Business Development with Vanessa Joy
Beyond the Image Podcast
Business development is likely the most stressful element of a photographer's career. Having to market and sell while navigating the relentless fear of rejection is what separates those who are able to successful grow their careers from those who continue to struggle. Well, let's fix that, shall we? My guest today on the Beyond the Image podcast is Vanessa Joy. She has worked with thousands of photographers not only in mastering their craft, but to actually build a sustainable business. Vanessa is a Canon Explorer of Light and has generated a multi-million dollar photography business working...
info_outline![[FREE GUIDE] Legacy Planner Annual Goal Strategy Guide show art](https://assets.libsyn.com/item/34417900?height=50&width=50)
[FREE GUIDE] Legacy Planner Annual Goal Strategy Guide
Beyond the Image Podcast
The last planner you will ever need! Plan out your year, months, weeks and days with The Legacy Planner to get more done, stay on track and chart out your most successful year ever! Why do some individuals seem to possess the capacity to consistently achieve great things in their lives, while others tend to struggle? Perhaps you have wondered the same thing and questioned what specifically separates the two groups. If we are to believe musings from the infinite parade of social media memes, then each of us are already abundant with endless potential. Yet despite that potential, for some...
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I Got Scammed
Beyond the Image Podcast
Early in my career I got scammed by a client who hired me to photograph an event for his company, and then never paid me. His company eventually disappeared and two decades passed until I came across him again. He had relocated, launched a new company and was on the cover of a pay to be featured magazine. What happened next with the magazine was really interesting. [NEWS] The Legacy Planner is newly updated for 2025! Get your copy now at
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Your Watermarks Suck
Beyond the Image Podcast
The last time I dared talk about photographers using watermarks, I got a few (okay, a lot) of angry messages. But I hope this time you hear me out on why watermarking your photos is a futile effort that only satiates ego and does nothing to actually help your brand or business. https://jamespatrick.com/
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Getting Fired by Clients
Beyond the Image Podcast
By default we only want to share our wins and successes. The fear is that if we are open and honest about projects that don't go well or client experiences that are not stellar that it will somehow reflect negatively upon us. The truth is, when we only share the positives about our careers, it gives a false aspiration of what a creative career truly looks like. Throughout our careers we will lose more work than we will ever win. That is the simple math of it. And once we acknowledge that reality - we can begin to look at losses as not failures but as opportunities to learn and improve our...
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Photographers Give Terrible Advice
Beyond the Image Podcast
When I am in the mood to torture myself, I hop over to Photography Facebook Groups and read the comment sections whenever a photographer asked for help, support or advice. The inevitable result is a barrage of awful keyboard critics giving the worst advice pretending they are being altruistic and supportive - but in reality just trying to keep others out of the industry they believe they are at the center of. In this episode I discuss what happened when a photographer made the mistake of asking for help. https://jamespatrick.com/
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Nightmare Photo Shoots **Halloween Special!**
Beyond the Image Podcast
I selected 13 (of course) of the most terrifying photo experiences I've had in my 20+ year career. Everything from having people physically assault me to say I'm too young to be a photographer. Enjoy my awful memories while I go into an anxiety attack reliving these horrific experiences. https://jamespatrick.com/
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How to Ask a Photographer to Work for Free
Beyond the Image Podcast
Okay don't get too mad at me for this episode! It is not that I am encouraging photographers that they have to work for free. But I wanted to dissect how someone could professionally and respectfully ask a photographer to collaborate or provide services at low-to-no cost. https://jamespatrick.com/
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Competition in Photography
Beyond the Image Podcast
How do we best compete as photographers in a way that supports the community and industry as a whole? And what happens when photographers go against that supportive environment and try to harm other's businesses? In this episode of the Beyond the Image podcast, host James Patrick discusses both sides of competition from healthy to unhealthy. Connect with James Patrick at https://jamespatrick.com/
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When Should Photographers Work for Free
Beyond the Image Podcast
When should photographers work for free? If you've followed me for anything length of time, you've seen the numerous videos and posts I've done about cheap clients trying to take advantage of photographers. You would, no doubt, asssume I would be diligent about saying that no photographer or creative should ever work for free. But that is not what I feel at all. In this episode of the Beyond the Image podcast, I chat about the times when photographers and creatives should consider taking out the camera without being paid. What do you think? Connect with me on my website or Instagram
info_outlineWe’re going to be diving into something that I guarantee makes every single one of you a little bit uncomfortable. We’re going to be talking all things sales. I get to chat with a dear friend of mine, Steve Valentine.
WHO IS STEVE VALENTINE?
Steve Valentine is an investment specialist, a real estate strategist, and a sales master. When he was 20 years old, he transitioned from the automotive field into the real estate world. Him and his dad became a powerful real estate duo, but also suffered some major financial blows around 2007. Him and his wife decided to go in a different direction in real estate away from his parents where they found success in their own space.
Steve believes in relationship selling and accredits his success to utilizing relationship capital in all he does.
BEING A GUIDE NOT A HERO
Steve believes it’s important to let his clients know he is here to guide them through the process. To help people, he provides insight on things he’s learned and leads people to a decision they already are wanting to make.
“Before you ever sell anything, the relationship has to be created.”
Steve makes it a point to add value to each relationship for free before ever starting the selling process. This creates trust which leads to the sale.
BUILDING TRUST
Asking questions is a great first step to learning about your client and what they genuinely want and helps to begin creating that relationship. Steve always asks his clients questions so he can dig deeper and uncover all the variables that are playing into their decision.
FINDING THE VARIABLES
In sales, we have to ask the right questions. The variables are the things that change from person to person.
For example, in Steve’s business he asks:
- How are your finances?
- Can you still afford this if you suffer a job loss?
By finding the variables, it allows you to find their why and gives that client clarity on their decisions. As a salesperson, this helps you serve your client in the best way possible.
WHAT MOTIVATES YOU TO SELL?
Steve emphasizes the importance of genuinely wanting to help someone, even if that means not getting the sale right away. At the end of the day, it shouldn’t be all about money. It should be about truly helping someone and building that relationship. Oftentimes, it will lead to a bigger sale later if you continue to build that relationship correctly.
CONNECTING TO PEOPLE VIA SOCIAL MEDIA
Steve has found great success on social media, namely on his stories. After deciding to go all in on creating content for his stories, he shares behind the scenes footage and peaks into his daily life regarding family, investments, and real estate. He has found that people love seeing what he does in all areas of his life and it makes them feel very connected to him. He believes it’s even more important to stay authentic in how you show up in social media. He wants people to know what they’re getting ahead of time.
“Show up on social media as you do in person.”
KNOW WHO YOU ARE AND KNOW WHO YOU AREN’T
When you start, figure out who you are. This is who you should want to be in everything you do rather than comparing yourself to others and changing who you are.
“Be who you are and do the things that you do good, so that you can shine as only you can shine.”
It’s all about finding your own platform and what differentiates you from others. A consumer is looking for you to help solve their problem. Your job is to find out what the consumer wants to accomplish and stand out from others to help them accomplish it.
“The bigger the problem you solve, the more money you’re going to make solving it.”
MORE FROM STEVE VALENTINE
Tune into the episode to hear Steve share in detail about how he’s been successful in sales and strategies that will up your sales game. Steve shares great advice and things that have worked for his clients time and time again.
Follow Steve on Instagram @stevedvalentine to learn more and follow along!
CONNECT WITH HOST JAMES PATRICK
https://www.jamespatrick.com/coaching - To apply for 1-on-1 business coaching
https://www.instagram.com/jpatrickphoto - Follow in IG
Text James at (480) 605-3254
This episode is brought to you by www.FITposiumPLUS.com where you get monthly live coaching and education modules to support you in your business development goals!
Audio drops courtesy of ZapSplat.com