by Skip Cohen

It's that strange time of year, the calm before the storm, when retail is just starting to ramp up. Costco, Walmart, Lowe's, and even CVS have this bizarre mix of Halloween, Thanksgiving, Christmas and Chanukah all on display. From a consumer view, I've noticed people are more curious than focused on actual purchases; even Amazon is doing special fall shopping days, and it's still early October!

Retail is doing a great job of planting the seed for reminding the world the holidays are coming. That gives you, as a small business owner and photographer, an opportunity to ride the waves they're creating.

Although it's almost too late on some ideas, here are a few to help you capitalize on the momentum of seasonality, and there's still time to have an impact.

• Call your lab and ask, "What's new?" Most of you have products/services on your website that would put a rock to sleep. You want to share ideas that get your target audience really excited. It's time to share new ideas with your target audience, and technology has creating some amazing products.
• Fine-tune how you use social media. If you're blogging, posting once every full moon won't help. You've got to post at least twice a week, and I recommend no less than three. If you're posting on your social media page on Facebook, for example; the timing is the same.
• Analyze where you think you have the greatest exposure. Where are most of your audience members hanging out?
• If a picture's worth a thousand words, then stop writing "novels!" Share great images with short pieces of text to plant those idea seeds.
• Post ideas for gift-giving this holiday season. From actual new products, especially books and albums, to expanded service ideas like day-in-the-life shoots with a family, child, or even family pet.
• Be active in your community! Now is the time to volunteer in the community and share what you're doing on social media.
• Ramp up every way you can get your name out there. The illustration below isn't new. You've got to hit your target from as many different directions as possible. You're weaving a web around them and creating top-of-mind awareness.

by Skip Cohen

It's Throwback Thursday, and today's post shares a few archived components. I shared the lobster analogy 13 years ago, in one of the very early SCU posts. Then, a few years later, I shared the backstory on the picture above. This time of year, both are perfect for what I want to share today.

Happiness is having a buddy call you and say, "I need your help - they screwed up the order for my guy at the market and sent him big lobsters rather than a bunch of small ones. They're big ones - you want to cook tonight?"
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The buddy was Bob Rose, and I'm guessing it's around 2000. My obvious answer was "YES!" and a few hours later Bob and Kayce Baker were in our kitchen. They were 6-7 pounders, and the shells were so thick that we had to wrap them in towels and smash them with a hammer.

When I think about all of my life's adventures, Bob has been a partner in crime since the first dive trip we did in the early 90s. When I take a walk down Memory Lane, especially if there's anything involving food, Bob's always in the backstory, but those adventures are for another post.

I chose that photograph because I wanted a lobster shot. It tied in with Throwback Thursday and a great analogy in a quote by Orison Swett Marden from the 1800s:

"A lobster, when left high and dry among the rocks, does not have sense enough to work his way back to the sea, but waits for the sea to come to him. If it does not come, he remains where he is and dies, although the slightest effort would enable him to reach the waves, which are perhaps within a yard of him. The world is full of human lobsters; people stranded on the rocks of indecision and procrastination, who, instead of putting forth their own energies, are waiting for some grand billow of good fortune to set them afloat."

Here's why it's so appropriate now. It's October 1, officially the start of the fourth quarter. No matter who you are or how good or bad your business has been this year, everyone shares a common theme - the potential for a strong finish. It's literally standing right in front of you!

But to finish strong, you need all your energy focused on the task of holiday seasonality. That means you don't want to waste time chasing loose ends from earlier projects and clients. Loose ends are all those things you know are held up because you've been putting them off. It's time to chase them down!

Remember, half the battle is beating procrastination. We put things off, waiting for the shoemaker's elves to come in the middle of the night and clean up the mess.  Sadly, the only elves who show up are the Keebler Cookie guys, and they only add to your waistline!

So start making a list, then use the next week to tie up as many loose ends as possible.  I did my list this morning, just before publishing this post, and while I've made no progress, it's at least a start!

I am, however, craving Keebler Cookies and a lobster...go figure.

PS And yes, my chef's hat does say, "Don't F--- With the Cook"

The art of communication is the language of leadership.
James Humes

by Skip Cohen

Recently, while cleaning up old email, I found a message from a photographer who had asked me a small favor many years ago...to proofread something he was about to send out. What he'd written was totally off the mark from what he wanted to accomplish. It was terrible and barely understandable.

That old email got me thinking about how we communicate. A long time ago I bought one of the Walk the Talk books and loved it. I added another dozen over the next few years. Each book covers a different topic, yet they're all tied together with tips on how to raise the bar on many aspects of your life.

I grabbed one of the Walk the Talk books and found these four points to help you communicate better:

1. Think before you speak...and plan before you write. Understand your message before expecting understanding from others. Target your communication to the intended audience by using terminology they are likely to understand. Consider "pre-testing" important communications on individuals whom you trust to give you candid feedback.
2. Be concise and specific. Avoid ambiguous words and phrases that may mean different things to different people (e.g., usually, sometimes, a lot, rarely, etc.)
3. Use Right Brain Messages. Try communicating creatively with stories, examples, pictures, props, etc., to help convey your message and increase retention.
4. Never assume others understand what you say or write. Check to be sure! Ask people to describe their understanding of your message. This will allow you to clarify and correct any misunderstandings.

Just for a second, think about how connected we all are to each other via email, snail mail, text messages, phone calls, social media, and yes, even in person...LIVE. We're more connected than at any time in history, and so often it's via email and text messages...yet so many people can't express themselves in writing.
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If ever there was a time when communication skills should be in the spotlight, it's during holiday seasonality. Over the next few months, you're going to be communicating more with clients, associates, and your target audience.

• Take time to proofread everything you send.
• Use Spell-Check and Grammarly.
• Read everything you send out loud first.
• Have another person read what you're sending to make sure your message comes across the way you want it to.

Right about now, somebody is saying, "Just use AI"..sorry, as wonderful as AI is, I'm old school. I want what I write to express what I might say in person if that opportunity comes up. So, take the time to think through everything you write and share. 

​And I found a couple of great quotes to wrap it all up today:

Wise men speak because they have something to say;
Fools because they have to say something.
Unknown

If you have an important point to make, don't try to be subtle or clever. Use a pile driver.
Hit the point once. Then come back and hit it again.
Then hit it a third time - a tremendous whack.
Winston Churchill

by Skip Cohen

It's Marketing Monday, and I've written about this dozens of times over the years, but holiday cards are one of the best ways to promote your business and your skill set. Plus, the timing couldn't be better to put your card together right now.

Let's start with the obvious - holiday time is your chance to remind your target audience what you do for a living. And since a picture's worth a thousand words, a holiday card with one of your photographs speaks volumes!
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• Design a card using one of your images.
• Pre-print a holiday message on the inside, but for particular clients and influencers in the community, you should always include a handwritten message.
• On the back of the card, like Hallmark, include your name and contact information, along with your logo if you have one.

Next is putting together your database for the mailing:

1. All of your past clients, and there's no such thing as going too far back.
2. All the vendors you might have worked with over the last year or two. As a wedding photographer; that might mean wedding planners, venues, limo companies, and florists.  As a children's photographer, it could mean local groups you've worked with, the president of the PTA, the local children's store in town, etc. 
3. Business associates and other vendors in your community.  Here's where the card is a reminder you're in business and a "neighbor".   Don't forget the presidents of groups like Kiwanis, Exchange Club, and Rotary, to name a few.  Then there's the mayor's office, the Chamber of Commerce, etc.
4. Buy a list!  This might be the year to test 250 or more names pulled within a zip code range for your area.  Remember, when purchasing a list, you can pull by lifestyle categories.  A children's photographer would want to pull from a database of new parents, summer camp prospects, parents of elementary school kids, etc.  A wedding photographer would want new engagements.  A commercial shooter would want to mail every business within a geographical area.
5. Last but not least, don't forget your friends, neighbors, and associates.  There's nothing wrong with mailing your competitors.  There are only so many days a year to shoot.  Sooner or later, you'll be booked and need to refer business to another photographer, but you need to build those relationships.

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Here's the bottom line - NO PROFESSIONAL PHOTOGRAPHER SHOULD EVER USE A STORE-BOUGHT HOLIDAY CARD! Take the time to show your skill set and remind your target audience that you walk the talk.

Next, bring that same creativity into your relationships with clients. Help them create a holiday card that captures their spirit through the holidays. And remember, as Beverly and Tim Walden always remind us, it's not just about a great finished product, but the experience of working with you!

Plus, this time of year, it's another revenue stream, giving you the chance to take full advantage of December seasonality. But it starts with you planting the seed. Remember, here's a twist to what you can add to family portrait sessions. It's also a perfect topic for blog/social media content! So start reminding your readers NOW!

And yes, this is a mini-infomercial, but with so much impact on your profitability - Marathon launches a special promotion on holiday cards every year!  Here's the link to check for the latest promotion when it's announced. And if you're looking for outstanding ideas to boost your holiday revenue, check out Marathon's Bella Albums. The Bella line is stunning, but you need samples to show your clients. Again, it's all just a click away on the banner below.​

Now, here's the tricky part...you've got to let your target audience know what's available. And, if you're sending out your own holiday cards, you've got to mail them!  (Sorry, it's hard to avoid a little sarcasm when some of you procrastinate like this!)  Seriously, a project like this won't do any good if you procrastinate through the key benchmarks and miss the opportunity!

​Best of all, you've got a whole team at Marathon to help with personal cards and client cards. NOW is the time to be putting your plans together...but you snooze, you lose! Your own extended marketing department is just a phone call away.

by Skip Cohen

Recently, a less-than-enthusiastic bonehead from my past couldn't understand why I'm still doing this blog, not to mention continuing to work. So, maybe this last Friday in September, I should bring more of you up to date on why I love writing this blog...and hope it helps you build a stronger business.

First, you have to understand my mantra: I do it because I can. I can because I want to. I want to because you said I couldn't. Although I didn't hear this quote until after I left WPPI in 2009, it still fits my attitude toward projects I like to take on.

Second, although I know more than I let on, I'm not a working photographer. I've worked alongside some of the very best, and learned so much. However, my passion has always been on the marketing side. I've done my best to follow one of my wife's favorite quotes: to thine own self be true.

Third, years ago over lunch, Sarah Petty and I got into a fun discussion over the percentage of photographers who are simply bad business people. Most of you are right-brain creative types, which explains why you often disregard the operational side of your business.

Fourth, I love imaging. Over the years I've been criticized for being too much of an industry cheerleader, but my passion for a business based on the craft couldn't be more sincere. For years I had lived vicariously through so many of you. When I left Rangefiner/WPPI in 2009 to start my own company, I wanted to see if I had learned enough in all those years working for other companies.

Well, here I am 17 years later, still loving the marketing side of business and writing about it. While technology keeps changing with SEO, AI, and one's ability to expand their reach, the foundation of success is still built on the basics - especially relationship building.

Last but not least, I don't play golf! I'm simply not ready to retire. Although I've slowed down and definitely take more time for friends and family, primarily focused on Sheila and the two pups, Lucy and Belle, I'll continue to share whatever I can to help you run a better business and, yeah, have more fun in the process!

"Fun" - it's a word that for far too many of you is buried beneath the baggage of stress in running your business. You don't have to be over-joyed at everything you work on, but if you're not happy with what you're doing then it's time for a change. As I've written so many times, you can't create images that tug at people's heartstrings if you're own heart isn't in it!  For me it's pretty simple: As long as I'm still waking up every morning smiling about the day ahead, I'm not walking away from my keyboard.

Wishing everybody a terrific weekend ahead and time to focus on whatever or whoever is your passion. 

by Skip Cohen

It's Hump Day, and I decided to keep it light, but so relevant to the business of imaging.

Many years ago, PPA launched a campaign focused on the value of photographs. I loved the campaign because it reminded not only the consumers but the artists themselves of the value of imaging.

I recognize my approach to looking at my older photographs is more in line with what a consumer would do than a professional. Still, the image above is a snapshot of one small section of my active library on my computer. My complete library is a tapestry of my life for the last 14 years. It's not everything I photographed. It's mostly the grab-shots, which tell the best stories. Events or specific project work are on other drives, but this is the fun stuff.

Why share this in a blog post? Because we take so much for granted, especially the value of imaging. From shots with our phones to full SLRs and even point-and-shoots, each of us is a journalist, no matter what our primary profession might be. But the real fun is in the backstories. I can pull any single image, and like a time traveler, I'm instantly transported to another time and place.

As we head into fourth-quarter seasonality in imaging, the message your target audience needs to remember is in the quote above. Remind your community that your expertise/skill set is their key to helping them preserve memories and stop time this holiday season!

And if you're looking for some other good quotes to add to your sales pitch, Google AI went on to share a few celebrity quotes worth sharing:

Wishing everybody a terrific Hump Day! If at any time you're in doubt of your value as a photographer, just go back to your files and take a stroll down Memory Lane. What will strike you the most are the moments you've captured combined with the people whose hearts you've touched...including your own!

Happy Hump Day!

​by Skip Cohen

The start of the fourth quarter is right around the corner.  If nothing else, seeing school buses on the road again should remind every photographer that fall/holiday seasonality is about to take off.

From obvious holidays like Halloween, Thanksgiving, Christmas, and Chanukah to events like homecoming, the changing seasons, holiday parties, and community fundraisers, opportunities are everywhere to build your business. But so many of you will watch the clock and the calendar with a mañana attitude--"No big deal, I've got plenty of time!"

Everyone should have their own check-off list, but here are seven ideas to make sure they're on your list, starting with the most basic!

1. What are you planning for the last quarter of the year?
2. Are there other vendors you can partner with to reduce costs?
3. Have you called your lab to look into new products you could offer?
4. How are you going to get the word out to your target audience?
5. Have you made a list of all the local events that typically happen in the Fall and into the December holidays?
6. What are you doing for your own holiday card this year? NO PHOTOGRAPHER SHOULD EVER SEND OUT A STORE-BOUGHT CARD! Use one of your own photographs.
7. Have you made a timeline of actions to promote your business? In other words - what's the timing of each step in the process, and what's the date for your goal to announce and launch whatever promotion you've designed?

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No one blog post can cover everything. I've got one goal today - to get more of you thinking about what you can do to create a solid finish for 2026. It's right around the corner, but there's still time to build some excitement in your community.

I hate the expression, but it's true. You snooze, and you lose.

by Skip Cohen
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Several years ago, a five-foot-high Ceroid Cactus in my neighbor's backyard was knocked over during a hurricane. We knew nothing about growing a cactus, but decided to cut off the rotted ends and stick it in a pot. For at least three years it's just stood there. The main stalk didn't grow but it sprouted two arms.

Last year it bloomed, but only one flower and for just a single day. A few months later it bloomed again, with three flowers, and I almost missed them. I was determined to get a couple of photographs before the flowers' short life expectancy took over.  I did a little research, and learned that it blooms at night and just for a day or two.

It's a fun example to make the point about "KYC" - Know Your Customer. 

Here's my point: Over the years, I've heard a lot of stories, usually in the bridal arena, from couples who were unhappy with some aspect of their wedding coverage. Often, it was because the photographer didn't match the couple's mindset. Here are a few easy reminders:

1. Know Your Subject: Had I done a little research on the cactus, I'd have known not to wait a day to get the best photographs. Similarly, when meeting a potential new bride, Bambi Cantrell will ask, "Who made your gown?" Depending on the gown maker, she knows right away what style of photographs they want. The question also gives her an idea of how much they might be interested in spending.
2. Listen More Than You Talk: Kirk Voclain talks about some of his best senior shots. He gets his subject talking about school, their friends, and future aspirations. During that conversation, he listens and waits for the decisive moment, when they're most enthusiastic, to click the shutter.
3. Be Supportive: Joe Buissink talks a lot about the importance of the engagement session. Why? Because it's the first step in building the relationship. When he shows up on the day of the wedding, he's already considered a friend, and it's a key ingredient in getting those natural expressions.
4. Pay Attention to Who's Picking Up the Tab: While many of you want to please the bride and groom, remember to match your skill set with "Mom's" wishes too. A younger bride is more likely to be more casual in posing, for example, while the mother of the bride might want a very traditional and conservative bridal shot.
5. On Time Means Being Early: Pay attention to when and where everything is scheduled. There's nothing worse than a photographer who's running late!

Okay, so I've taken some liberties to make a point thanks to one six-foot cactus I knew nothing about...but here's the most important part - have fun! "Fun" is a word too often lost in business today. It's a critical part of being a professional photographer. You can't capture images that grab at people's heartstrings if your own heart isn't in it.

Remember that your best marketing tool is relationship building. Nothing will help you more than making it a point to know your customer, and letting them know you.

Meanwhile, for the first time in all these years, our cactus has six flowers. We've got this odd patio off my home office, which during the summer is too hot to spend any time on. It has no breeze and is enclosed on four sides. So the cactus has it's own private residence! 

Three flowers bloomed yesterday (see below) then they closed and they'll all open up tonight. By this time tomorrow, they'll be turning black and then gone. For those of you who who live out west or in the south, keep in mind this kid grew up in Ohio and never had a cactus bloom beyond a small one in a desktop planter!

Wishing everybody a terrific weekend ahead!

by Skip Cohen

Put together a group of photographers or small business owners, and they'll be split down the middle on the effectiveness of advertising. And as you discuss the negatives, you'll always find a few people who'll say, "I tried it once and it didn't work!"

It could be related to any of a dozen different issues, but my point is that doing anything in this industry "once" doesn't begin to build consumer recognition. You need to hit a consumer 5-7 times to establish any level of brand recall.

But that doesn't mean you should rely exclusively on traditional advertising. You need to weave a web around your target audience and include social media, publicity, word-of-mouth, community involvement, partnerships, email blasts and direct mail. This means being fully involved in reaching the community.

I checked in with Google AI to answer the question about the importance of frequency:

Beyond frequency, many photographers get tired of different aspects of their brand long before the public does. In fact, it’s no different for manufacturers. Companies get bored with an ad, a logo, or a business card design and change it.  Unfortunately, they’re changing things before they need to.  Most of the time they’re not even close to reaching the saturation point on brand recognition. They’re bored, but the public isn’t!

Think about how many times you’ve seen an ad on television before you remember the jingle, the product or the company name. You might be tired of your approach to the market, but that doesn't mean you've hit your target audience.

A few years back I found some great advertising tips in the SCORE archives.  This is the tip of the iceberg I'm sharing here.  It's a great site with a wealth of information, online workshops, and articles to help you build a stronger business presence!

Here are a few of their suggestions on advertising, which I think are the ones most ignored by photographers:

• Be consistent in your ad message and style including business cards, letterhead, envelopes, invoices, signs and banners. (Include social media here as well!)
• While word-of-mouth advertising has been around a long time, it usually falls short of attracting the number of customers needed to be successful in business. (But in your community it's still so important - you're building your brand and you want people talking about you.)
• Promote benefits rather than features. A benefit is the emotional satisfaction your product or service provides, or a tangible performance characteristic. (Social media can help promote benefits and appeal, whether through a blog or Facebook page, for example.)
• Know your competitors. Knowing everything about your competitors is just as important as knowing everything about your own business. (Don't underestimate the importance of keeping tabs on what the competition is doing - but stay focused on what you bring to your clients and the experience of working with you.)

David Ogilvy was one of the pioneers in advertising and passed away in 1999, but his comments and his books are timeless: "I have a theory that the best ads come from personal experience. Some of the good ones I have done have really come out of the real experience of my life, and somehow this has come over as valid and persuasive."

Happy Monday!

by Skip Cohen

Taking a week off from both social media and writing was exactly what I needed. While I did jump in a couple of times, especially to follow up on friends' birthdays on Facebook, getting away from the keyboard was like a double espresso for clearing my head.

While I still don't know what I want to be when I grow up, at least the frustration I felt regarding things to write about, finding a way to escape the temptation of doom-scrolling through FB notifications, and the feeling of apathy are gone for now. And while I know none of us can escape the noise of the outside world, we've even managed to reduce the evening news to a ten-minute review! God bless the inventor of the fast-forward button.

Meanwhile, the clock isn't stopping for the countdown to seasonality. We may still be dealing with summer-like heat, but fall seasonality is here. Whatever you're doing for your holiday promotions NOW is the time to start ramping up the volume on your awareness campaign. So, what are you doing to ignite a little holiday excitement?

I was in Costco a few days ago, and they already had Christmas trees on display. And the volume of snail-mail catalogs has started to pick up. The rush for holiday shopping earlier and earlier every year has started, but that's not all bad news. It means more time to reach your target audience.  

Here's a short list of things to think about to help make your presence more recognized and be a leader through the seasonality of the fourth-quarter crunch. YOU NEED TO BE PROACTIVE NOW! It's always more fun playing offense than defense. ​

The obvious foundation to prepare for this year's holiday season is to define your marketing plans, including partnerships, etc. But here are a few less obvious things to help you fine-tune your planning.

• When a potential client contacts you, respond quickly! That means you need to check whatever system you use for customer contact regularly. Don't let text messages, voicemails, or email sit without a fast response.
• Plant seeds of ideas! Give your website and social media audience gift ideas for this holiday season. Show that framed prints, metal prints, and even canvas are still exciting for most of your clients! How about video holiday cards?
• Stop wasting time on social media if it's not communicating with your target audience. So many of you waste time in forums with other photographers on things that have nothing to do with building your business. I'm not suggesting you abandon your friends and associates. But keep your time focused on your client audience! Arguing over an image you like or don't like with other artists isn't going to pay the bills! I've quoted my old buddy Dean Collins many times over the years: "Beauty is in the eyes of the checkbook holder."
• Be involved in your community! We're in the giving time of year, and the community needs to know you're not just another retailer out to make a sale. You've got to give back. You want the community to be good to you, so you've got to be good to the community. It's not hard to do - get involved with a local fundraiser. Be visible and show you care.
• Clean up your website galleries! Your images need to be about quality, NOT quantity. Only show your very best work. If a picture in your galleries could have been captured by anybody's "Uncle Harry," then take it down!
• Get your own holiday cards ready! I mean your personal/business card. No photographer should ever use a store-bought card. USE ONE OF YOUR IMAGES! Put your image on the front, and your logo, email address, and phone number on the back... and your studio address if you've got a brick-and-mortar location you want to share. You can pre-print a message inside and then add a handwritten line or two for special clients and associates.

And for you last-minute storm chasers -  Take some time and think through how you'd like the year to finish. You've got more control than most people think, but sales success is a combination of timing, creativity, communication, and establishing value. 

​If you just sit back and wait for customers to contact you, when your ship finally comes in, you'll be at the airport.

Procrastination is NOT a strategy tool for marketing!

by Skip Cohen

​Alexander Graham Bell patented the phone in 1876, but it took almost 50 years to become a widely used household item. Today, the majority of us are NEVER without our phones, yet phone etiquette is often nonexistent.

How you handle yourself over the phone is one of your most critical marketing tools. At a time when email and texting communications drive the world, a live call is still at the top of relationship-building techniques in business!

There was a time when "Ma Bell" used to do classes for business clients on phone etiquette. I remember being sent to a workshop in my Customer Service days at Polaroid and thinking how stupid it was to suggest I didn't have the skill set to answer the phone. But it wasn't about answering the phone; it was about using the phone as a customer service tool.

As I look back on it today, it was really about how to have a conversation. The same way you carry yourself with somebody face to face is a foundation for how you communicate on the phone. This is just as much about providing great Customer Service as it is verbal communication.

​Recently I had a challenge with Frontier and Verizon, regarding an offer for a benefit I thought I already had.  It took multiple transfers at both companies before I reached the right department and an expert who could answer my question. Plus, my call was answered offshore and only one of the four people I spoke with actually understood my complaint. By the time I got to the last person, after being disconnected twice, I was so tired of being handed off. I was frustrated, rude, sarcastic and obnoxious. It wasn't the fault of the rep, but their systems of communication - nobody talks to one another!

We're into that short window between the changes in seasonality. It's the perfect time to fine-tune your phone skills - Do you give good phone?

• How's your overall system of communicating with your clients? Don't rely on just a contact form for them to fill out on your website. If a client is excited about your work, they want to talk to you, NOT fill out a form.  
• Answer the call quickly, and if they leave a voicemail, return the call as fast as possible. When they do call, make sure your system is working right, so you get the call or at least the message quickly. Call them back promptly, because if you don't, one of your competitors will. And, it's only human nature to think something negative when you don't get a timely response.
• Pay attention! Don't take or make calls when you're in the middle of chaos. We all multitask, but the key to a great phone conversation is listening more than talking.  If you're in the middle of other things and can't give the person on the other end of the line your full attention, wait until you can.
• No matter what bizarre things are going on in your day, smile when you're talking to people on the phone. This is all about being cheerful and having a great attitude. You can tell when somebody is smiling on the other end of the line. A phone call from a client is an opportunity to show your personality.
• Use your phone to play offense! With so many changes in how we communicate today, it's becoming a lost art to use the phone for a conversation. When it comes to relationship building, talking directly to somebody is second only to a face-to-face conversation.
• Be proactive! Review your client database and use the phone to stay in touch with the people most special to you. I'm a huge fan of texting, social and email, but calling a customer directly is still at the top of the charts, and you don't have to be intrusive. The other day I was on an IM with a good friend, and after typing a few lines, I just picked up the phone and called him...my opening line was, "It's great to catch up to you on Facebook, but we've been friends too long for an IM...how are you?" We were both busy, and it wasn't a long call, but it was so great to actually talk to him rather than type a message.
• It's about what you say and how to say it. When you have an upset customer, the best way to diffuse the situation is with a call that starts with, "I understand you're not happy with our service. Well, the buck stops here. What can I do to help?" You'll be amazed at the initial change in attitude once you've established you're there to listen, help, and resolve the challenge.
• If you have staff answering calls, give them the authority to make decisions. Most of you are small businesses and don't have the luxury of a large staff, but you may have 1-2 people who handle Customer Service. Train them, give them the authority to make decisions, and empower them to be problem-solvers. It's great when there's a challenge to handle it quickly, rather than return calls and add time to the resolution process.

Here's a perfect example: I recently had a problem with Grace Alley American Flags. I called about their 3x5 flag, a $35 item. I spoke to Customer Service and felt strongly they should replace my flag, since what we experienced was a manufacturing defect. (It was only coming apart on the white stripes.) The rep told me he didn't have the authority to authorize a replacement, but would call me a week later. I never heard from the company again, even after I sent two emails and pictures of the complaint. I wound up buying from their competitor, and will never purchase from Grace Alley again.

Here's the bottom line: because texting and email are so popular, we've lost the art of conversation. The phone is one of your most valuable tools for relationship building. Use it the right way and it will become one of your greatest tools for relationship building!

Twenty years from now you will be more disappointed by the things
that you didn't do than by the ones you did do,
so throw off the bowlines sail away from safe harbor, catch the trade winds in your sails.
Explore, Dream, Discover.
H. Jackson Brown Jr.

by Skip Cohen

With the recent launch of the FB group and podcast, Before They Take Away My Keys, bucket lists are on the list of future things to discuss. It's the perfect topic for anyone who's older but still has a bucket list of things they want to do or accomplish.

After the quote above, author Lou Mitchell wrote: This quote is a powerful reminder to live boldly and embrace the adventure. Fear of failure or the unknown often keeps us anchored in our comfort zones, but true fulfillment comes from taking risks and pursuing our dreams. By stepping out of our safe harbors, we open ourselves to new experiences, growth, and discovery.

How many times, after completing a project or some actionable event, have any of us said, "You know what we should have done?" It's the old line about hindsight always being 20/20! But my wife's line takes it a step further, "Don't should on yourself!"

More than a few times over the years at Rangfinder/WPPI, we wanted to implement some new projects. So often, we'd take the idea to the owner of the company, and he'd spend so much time pondering the concept that we'd miss the window of opportunity.

Here's the bottom line for today's post...think about your bucket list of things you want to do someday. Then realize that some day is NOW! Growth only happens outside your comfort zone. Today's opening quote is so on point - you want to be looking back on your life with regrets. Don't wait to chase those dreams because time is NEVER on your side.

Wishing everybody a terrific weekend ahead. The summer has flown by, and now is the perfect time to think about your goals for the rest of the year and into 2027. Lou Mitchell had one more terrific thought...

Imagine yourself twenty years from now - what regrets might you have if you don't take action today?

by Skip Cohen

Most of the time on Hump Day, I hit Adobe Stock for a shot of camels, but recently, when I was talking to a well-seasoned photographer and mentioned he needed some partnerships to grow his business, his answer was, "When pigs fly!"

So, I knew I had my theme for today and stumbled on the shot above thanks to Adobe. At least with those two pigs, they upgraded and went private plane!

​I've written a lot over the years about partnerships, but so many of you still believe you need to fly solo on everything you do. Everything is based on believing you have maximum control over the outcome. Sadly, while you do have control as a "one-man band," your reach, creativity, success, and reaction time are limited.

It's time to stop being stupid! Partnerships give you an edge because you can draw from each other's creativity, databases, brand awareness, and skill sets. Plus, each partner becomes an ambassador for the different companies involved. You're pooling your resources and expanding your reach dramatically, and in the process, saving money and increasing your exposure to levels unaffordable as a solo act.

Here's a list of potential partners that I've shared in previous posts over the years:

Boudoir Photographers: Get together with a lingerie boutique and a spa, makeup artist, or salon. Also, because a beautiful boudoir image is very often intended to be a gift with a little romance attached, an intimate restaurant in your community might also be a great partner. To take it one step further, check out this locked image box from Photoflashdrive.com. It adds another level to both your presentation and the romantic mystery about boudoir.

Pet Photographers: Talk with the manager at your local supermarket or pet shop to find out who the rep is for some of the big-brand pet foods. You can also reach out to animal shelters, pet boutiques, veterinarians, and doggy daycare facilities.

Children's Photographers: Toy stores, summer camps, playgrounds, kids' clothing boutiques, and restaurants geared toward kids make great partners. You might even find a pediatrician or pediatric dentist interested in getting involved with something creative.

Family Photographers: You're looking for any company that targets families. Family restaurants, decorators, parks, and special events targeting families all have potential. Years ago, on a Hasselblad program in Cleveland, a photographer told me about a landscaper who built him a backyard shooting area in exchange for promoting their services. The logic was that anyone paying for a family sitting more than likely had an interest/need in landscaping.

Commercial Photographers: This one's a little more challenging, but think about what a client is looking for. This doesn't work if you're targeting Fortune 500 companies. However, a program to target small business owners in a community could tie in a local magazine/publication, a printer, and a courier service, for example. The promotional offer might target people who need a new headshot.

Wedding Photographers: Wedding photographers are always the easiest because there are so many different business entities involved: florists, wedding planners, bakeries, salons, bridal shops, limo companies, musicians, tux shops, travel agents, venues, and the list goes on and on.

Last on the list for every specialty - don't forget other photographers! There's only so much time in a week for you to shoot. Bringing in competitors who complement your style helps build strength and brand recognition in the category. Sooner or later, you'll send another photographer a referral, so why not build the relationship now?

Right now, every imaging artist is dealing with the same challenges - trying to set up for as much business as possible this holiday season. With the holidays and the spirit of seasonality, it's the perfect time to plant seeds and consider strategic partners to grow your business and, in turn, your success!

From direct mail to email blasts, community events, sponsorship, and cross-promotional offers, there's so much to choose from. Partnerships help each company involved - again, as each of you becomes an ambassador for the other members of the team.

by Skip Cohen

There seems to be an abundance of negativity in the air. But today's post is NOT about politics; it's about photography. Most of you are professional photographers or aspiring to be, and too often it's an uphill climb.

Let's get rid of all the "negators" in our lives. Just in case you don't understand how I'm using the word, it's my favorite word for all those people who tell us why we can't or shouldn't do something! They're the ultimate right-fighters, sure that their opinion is the only one with any accuracy. They seem to live for the opportunity to wait for you to fail so they can proclaim they saw it coming! 
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Photography is an art form and so often misunderstood, especially by family members and friends. They don’t understand your passion to be an artist. They assume you’re going to starve in the process. They may never have seen your work and question whether you’re good enough. They don’t understand why you can’t just go out and get a “real job”!  Sound familiar?

The result is most often damage to your self-confidence. Here are a few things to help you stay focused, pun intended, and give you a little reinforcement. You know how to focus your camera, but do you know how to hold the focus on your career path?
​

• Look at old images. Go back and look at your very first images. It might have been a party you photographed, a landscape while on vacation, or maybe just a few shots of your kids. Now compare them to where you are today. If you don’t see a difference, you’re in trouble, but most of you will see growth in the way you compose and expose today. As you gain experience, you should see serious changes in lighting, composition, depth of field, and creativity.
• Roberto Valenzuela suggested a terrific tool for practicing the craft on a GoingPro podcast many years ago. He suggested you go back to the last wedding you photographed and look at all the bad images.  “Look for what you missed and learn to understand why each image wasn’t good!”
• Enter some images in a print competition. This is a personal favorite. Whether you enter prints or not, at least attend the judging at the next convention where it's open to the public. Listen to what the judges are saying about each print. Use their suggestions to guide your own work.
• Find yourself a supportive Facebook forum. There are so many groups within photography, and while now and then you'll run across a troll who doesn't like the images you share, remember, "Beauty is in the eyes of the checkbook holder!"
• Join your local chapter or guild of professional photographers. Sooner or later, everyone shares the same frustrations. A local chapter of other photographers becomes a support group and an essential part of your network. There’s real comfort in knowing your peers share some of the same concerns and frustrations.  
• Surround yourself with positive people. Sooner or later, the "Negators" in your life will hopefully come around, but for now, keep the people throwing up roadblocks on the sidelines. All they contribute to your life is stress.
• Listen to your heart. It sounds hokey, but you know what you feel inside. You know what your gut instinct is saying about your passion for being an artist.
• Don’t respond to trolls! When you do step out into the public forums and get shot at by a troll, don’t let yourself get caught up in the battle. Don’t respond. Your silence is far more effective at driving them mad!

by Skip Cohen

I've written a lot about diversity in your skill set, as well as the services/products you offer your target audience. Family portraiture is one of the most lucrative extensions for a photography business, but more importantly, it's all about relationship building. When you do a great job photographing a family, it becomes a stepping stone into other aspects of imaging as the family dynamics change and the kids grow up.

I'm a big fan of Marathon's Family Marketing program because they're sharing their expertise in the category and, at the same time, helping you grow as an artist and business owner.

I'm always amazed at the number of relatively new artists and even a few seasoned veterans who don't realize the level of support available from Marathon. This is all about locking in a stronger revenue stream and Marathon's "we got this" approach to building your business.  

What I love about their Family Marketing Program is the way they take on all the work. You've got your choice of three different mailings plus a fourth, optional reminder. Marathon's team will work with you on your images, the copy, and the timing you want for the mailings.

But I want to add an "upgrade" to the concept of family portraiture: a Day in the Life shoot. Rather than just a typical family portrait sitting, how about spending a slug of time with a family? It doesn't have to be a full day, but imagine the potential for storytelling if you were on location with a family for several hours.

Nobody can tell their story better than you! You're there to document the love and interaction between all family members, including pets. And the potential for a small album gives you a chance to create something memorable that becomes their unique story. It also lets you showcase your skill set beyond individual portraits.

If you're a family and children's photographer or interested in expanding your business, then click on the banner above and check out your options. You've got so many choices. From oversized postcards to accordions and gift cards, you've got an incredible combination of eye-catching ways to plant the seed for a family portrait session. Here's your chance to develop a complete marketing campaign to pull clients into the family portrait season, and best of all, Marathon is the perfect remedy to reduce your stress in the process!

Marathon makes it so easy, including exclusivity on mailing lists within ZIP code ranges. The available design for this 3-part mailing is limited to only one studio per marketing area—call (800) 228.0629 to reserve your preferred ZIP Codes. ZIP Codes are protected on a first-come, first-served basis.

Plus, if they're helping you with your own customized family marketing program, you'll be free to work on other aspects of growing your business.

by Skip Cohen

​We're into the "Dog Days of Summer". Business might be a little slow, but that gives you time to fine-tune your marketing plans for this year's holiday season. For so many artists, it's a time when you start to think about new gear and how it might make a difference in the quality of your work. 

Great gear is always a benefit, but without the skill set, a better camera or other gear will NOT make you a more impressive artist! But while I'm going to talk about your need for more equipment, I'm more interested in giving you ideas on how to get what you need without screwing up your cash flow!
​
If you've followed me for even the shortest amount of time, then you know I call it like it is. When it comes to gear, a great camera won't make you a great photographer any more than buying a Porsche makes you a race car driver!  That means your skill set has to have priority over everything else. If you don't have the skill set, then you're not going to meet the mindset of each client. Any moron can get their first customer - the challenge is getting them to come back and to insist their friends check you out as well!

If you absolutely need new gear, here are some suggestions:
​

1. Get to know your camera dealer! From cameras to lenses to lighting, the camera dealers are at the hub for all the manufacturers of the products they carry. This is all about "Relationship Building 101," and somebody at your local camera store needs to be in your network!
2. Rent it first! Joe Buissink once told a great story about a tilt/shift lens he thought he needed to make his work look different in his early days. Well, he bought it, and it tied up his cash flow. He barely used it, and eventually sold it for a loss.  
3. Shop for rebates! Don't buy anything these days without at least checking for seasonal rebates and promotions. If you don't immediately see a rebate or promotional program on whatever you're about to buy, start by checking with the manufacturer. Also, pay attention to professional services where a manufacturer might be offering additional discounts to its registered users.
4. Check out convention specials! Many exhibitors offer trade show specials, making it an ideal time to buy gear.  While the major conventions are over for this year, IUSA is coming up in 5-6 months...and we all know how fast time goes by lately. So, identify your needs before you hit any convention. I know it's tough, but do your best to stay out of the impulse purchase mode and stay focused on what you need - not want!
5. Consider used gear! From career direction changes to turning over gear because of new technology, there's a lot of previously owned equipment available. It's worth keeping your eye out for some great deals. But know what you're buying and who you're buying it from! You've also got some great used gear at the dealer level, which often comes with a short-term service warranty.
6. Lease it! On high-ticket items, you don't always need to OWN it. Leasing can be incredibly affordable, give you the same tax benefits, and allow you to "utilize someone else's assets without depleting yours!"
7. Bring in a partner...or two! On some of the more expensive gear, consider sharing the cost with another photographer! For example, let's assume you want a large format printer. Why not buy it with another photographer or two and all of you share the use? I've written a lot about partnerships, and they apply to everything from gear to studio and office space. Share the cost and reduce the pain!
8. Know your reps! One of the biggest reasons to attend any convention is to build your network. For every piece of gear you own, you should also have met and talked with the rep at the manufacturer or vendor. Ask the staff at your local camera store for the name of the local rep who handles your core products - especially your camera, lenses and lighting.

Having reliable gear is a necessity, but stay focused on building your skill set first and keep the expense on equipment to smart decisions. Years ago, Vincent Laforet spoke at Skip's Summer School. He talked about his early days and how often he didn't have the gear he needed. He asked the audience, "Do you know what you do when you don't have a long enough lens?" He answered almost immediately, "You move in closer!"

I know that's simplistic, and it doesn't always work that way, but Vincent's point was simply that it's your skills that will make you great, not your gear!

by Skip Cohen

I was in Costco recently, and Halloween vibes were already in the air. That means ALL the holiday push is right around the corner.  Combine that feeling with online companies doing "Christmas in July," and it's obvious retail is pushing everyone to shop early!

But from my perspective, that's good news for you as a small business owner and artist. A push to start shopping early, considering this is still August, means you have much more time to impact your target audience.

Here's a list of things to think about to help make your presence more recognized and be a leader in service ahead of the seasonality of the fourth quarter crunch:

• Fast Response: When a potential client contacts you, respond quickly! That means you need to check whatever system you use for customer contact regularly. Don't let text messages, voicemail, or email sit without a fast response.
• Your Online Presence: With social media or if you have a blog and only post whenever a full moon falls on a Tuesday - get your act together. Your website is about what you sell—your blog/social media presence is about what's in your heart—post at least twice a week, same days, same times. Be consistent.
• Planting Idea Seeds: Give your audience creative gift ideas for this upcoming holiday season. Show framed prints, metal prints, even canvas is still exciting for most of your clients! How about video holiday cards? All of you have the skills to offer your audience exciting products.
• Stay on Course: Stop wasting time on social media if it's not communicating with your target audience. So many of you waste time in forums with other photographers, having nothing to do with building your business. (This includes getting sucked into the battles over politics!) I'm not suggesting you abandon your friends and associates. But keep your time focused on your client audience! Arguing over an image you like or don't like with other artists isn't going to pay the bills! I've quoted my old buddy Dean Collins so many times over the years, "Beauty is in the eyes of the checkbook holder."
• Community Involvement: We're coming up to the giving time of year, and you need the community to know you're not just another retailer out to make a sale. You've got to give back. After all, you're looking for the community to be good to you, so you've got to be good to the community. It's not hard to do - get involved with a local fundraiser, etc. You want to be visible and show you care.
• Housecleaning: Clean up your website galleries! Your images need to be about quality, NOT quantity. Only show your very best work. If an image in your galleries could have been captured by anybody's "Uncle Harry," then take it down!
• Review Your Plans: What do you want the rest of the year to look like? Take a couple of hours and think through how you'd like the year to finish. You've got more control than most people think, but success in terms of sales is a combination of creativity, communication, and establishing value. If you sit back and wait for the phone to ring, it'll never happen. And, when your ship does finally come in, you'll be at the airport! Start planting seeds of ideas with your readers/followers NOW!
• Holiday Cards: Yes, it's still summertime, but you should be thinking about images for your holiday card. I'm talking about your personal card. No photographer should ever use a store-bought card. USE ONE OF YOUR IMAGES! On the front is your image, and on the back is your logo, email address, and phone number...studio address if you've got a bricks-and-mortar location you want to share. You can pre-print a message inside and then add a hand-written line or two for special clients and associates.

Everyone knows the expression:

By adding a side quest to your day, you create space for curiosity, exploration, and playfulness and could discover something amazing and totally unexpected along the way.
Ali Abdall

by Skip Cohen

It's Hump Day!

​It's not only the middle of the week, but for many it's considered the middle of the summer as well. It's a time when business might be slow. Fortunately, it's anticipated with people on vacation and the usual lull of things being relatively quiet... except Mother Nature's wrath this year.

Many years ago, Matthew Jordan Smith joined me on the Weekend Wisdom podcast sponsored by Sprout Studio. We talked about the importance of stepping away from your core business with special projects.

Special/personal projects help you stay focused on your creativity. This is especially important when your bread-and-butter business isn't as glamorous as you had hoped. A unique project allows you to be in complete control and can be virtually anything you decide to capture. Even if you love what you're doing and it has the glamor, personal projects help you keep creativity and motivation fresh!

And you never know when a special project can become something bigger than you planned. Special projects can become exhibits, gallery shows, books, and even new businesses. For example, Matthew's book Future American President was based on an idea that was part of his life for at least three years before publication.

For me personally, the new Facebook Group and podcast, Before They Take Away My Keys, is outside my normal work. It's a personal project that's near and dear to my heart, but having nothing to do with my core business. Another example that many of you have done is a 365 project - they help fulfill a similar need: challenging creativity and consistency.

Projects involving doing something daily don't have to do with imaging. For example, there was a story on the news recently about a father and his young son who decided to play catch EVERY day for a year. They never missed a day - rain, shine, or snow...and they kept it going even when away from home. It was a relationship builder with a purpose to create something memorable.

From Google: Personal projects offer a unique space for growth, creativity and self-discover. They turn abstract dreams into tangible reality, reminding us that the most important work we do is often the work we choose for ourselves.

If you don't have a personal project in your life, it's time to start. It's the "side quest" to each day that's referenced in today's quote. 

by Skip Cohen

Increasing brand awareness, especially in your immediate community and with your target audience, isn't rocket science. But it does take consistency, patience, and involvement.

It's Marketing Monday, and it's the perfect time for things you could be doing right now to set your business up for fall and winter seasonality;

• Community Involvement: People like buying products/services from companies they perceive as giving back. What's great about being involved in your community is it can start at any time, regardless of whether or not you're officially open for business as a photographer. And it doesn't have to include a camera in your hands. This is about giving back and can be as simple as working with the Booster Club at the high school, filling ketchup and mustard bottles at the Friday night games!
• Own Your Zip Code: Draw a circle around where you're based and start knocking on doors! Introduce yourself to the other businesses in the community...and IT DOESN'T MATTER WHAT YOUR SPECIALTY IS! My favorite example is a wedding photographer walking into a real estate office. Once you've introduced yourself, all you need to say is, "My specialty is wedding photography, but I've got an incredible network. If you ever need any help with anything photo-related, give me a call. If I can't help you directly, I'm sure I know somebody who can."
• Use Your Blog: Your website is about what you sell, and your blog is about what's in your heart—post at least twice a week, same days, same times. Share stories/ideas relatable to your readership. Remember you're building a community.
• Social Media: And regardless of whether you have a blog or not...In the portrait/social categories of photography, that means being primarily involved on Facebook, Instagram, and even Pinterest. But remember, there are no erasers on the Internet. Stay relevant to your audience. Don't engage trolls! And stay focused on your passion for people and your art. You know how to hold focus on your subjects with your camera - so hold focus on the needs of your audience.
• Teach a Class: Just about all of you, unless you started yesterday, have enough expertise to help the community raise the bar on better photographs, even if they're only shooting with a cell phone. Share tips on composition, lighting, fill flash, posing, exposure, and storytelling. For most of you, your target audience is "Mom," so help make her a better photographer. Whether it's a program through a community center or a youth group at your church, share your knowledge.
• Partnerships: You don't have to fly solo all the time! Look for opportunities to cross-promote with other vendors. A postcard mailer, for example, with two other partners, brings your cost down to a third. Best of all, all three partners become ambassadors for each other.
• Show Your Work: Years ago, Bambi Cantrell had a display of her images in a local Starbucks. Helen Yancy, a past president of PPA, started out showing her work in a local diner. Offer to decorate your doctor's office. Think about it - almost every doctor's office is the same - BORING! Let's get some good photographs on the wall, and all you're asking is to leave a stack of your business cards on the magazine table.
• Send out Press Releases: Doing a press release is a topic all its own. Remember though, if you don't put the word out about things you're working on, nobody else will. P.T.Barnum wrote: "Without publicity, a terrible thing happens...NOTHING!" Here's an old post, and while it's a little outdated, it's still worth your time to read. You'll get the idea if you need a little more help.
• Put Together a Networking Luncheon: It's an incredibly easy concept: find a restaurant in town that has a private or semi-private room. Keep it simple and casual in a diner-style environment. Invite vendors who are targeting the same audience. For example, a wedding photographer would want to invite florists, bridal salons, band promoters, tux shops, limo companies, caterers, bakers, wedding planners, travel agents, makeup artists, etc. You're all getting together to talk about the business, trends, and anything that comes up. Imagine the power of being a photographer, and sitting in between a florist and a bridal salon owner. You're not selling anything but your personality and building relationships.
• Career Day at ANY School: If we've learned nothing else from the toy manufacturers, the way to get to Mom and Dad is through their kids. Every school needs help on special programming. Offer to do a career day presentation and talk about what it's like being a photographer, but bring samples of cool products with you. Don't be boring and just talk - show photographs, special techniques, and things they can do with their cell phones!
• Build a Community Calendar: Everyone is always looking for new blog/social media content. So, keep a calendar on your blog or Facebook page of upcoming community events, especially non-profit fundraisers. And with each event you personally attend, share the story with a paragraph or two and photographs. It's a great way to build up your reputation as a supporter of the community and be more recognized. Don't forget to let the non-profit organization know what you're sharing - they can't recognize your support if they don't know how you're supporting them.
• Join Community Groups: From PPA affiliates to photography guilds to organizations like Kiwanis, Exchange Club, Rotary, and business networking groups, be involved. You're building a network of relationships!

Too many of you think there's nothing you can do to build your brand beyond good customer service. Relationship building is your strongest marketing tool, and it's ongoing in everything you do - so, set up time every week to be building your foundation of awareness -  beyond your skill set.

Tony Corbell, one of the most recognized photographers in the industry, once told a story about when he first got started. "I might not have been the best photographer in town, but I was determined to be the nicest!" Tony's never strayed from that practice!

​Happy Marketing Monday!

"If I have seen farther than others,
it is because I was standing on the shoulders of giants."
Isaac Newton

 by Skip Cohen

Author Lou Mitchell shared the quote above in this morning's motivational piece on positive thinking. He went on to write: Progress is rarely achieved alone...Reflect on the people and ideas that have influenced your achievements. Who are the "giants" whosd shoulders you stand on?

It's Marketing Monday, and the quote got me thinking about how many giants, or better put, how many shoulders I've been lucky enough to stand on in my life. Take a minute right now and think about those people who have helped mentor you through a wide variety of challenges.

Staying in the business category, I was thinking back to my role as a marketing manager at Polaroid. I put together a number of good programs for the photo specialty dealers (camera stores). But I never came up with them on my own. All the answers were out there, somebody just needed to ask the right questions.

For example, during my visits to retailers around the country, I'd ask the same question, "What are you going to need from us to sell twice as much Polaroid product next year?" After they rolled their eyes and gasped, it was amazing the ideas that came forth. From more advertising, to promotional bundles, to new products, extended dating terms, and price reductions, everybody answered the question. Then I'd modify the question for the Polaroid salespeople I worked with, "If we doubled your sales quota for next year, what would you need from the company to make your number?"

Here's my point - we all have people we've worked with over the years who have earned our respect and admiration. They've given us guidance when we needed it most--even at times when we were clueless about our fate related to a direction we were headed.

"It takes a village" couldn't be more relevant when it comes to all of our careers and accomplishments. Even when things haven't gone as anticipated, and you hit a wall, we all have a small core of people in our network who were there, willing to lend a hand.

As you look towards fourth quarter seasonality, what are your plans? Don't plan things in a vacuum, but take the time for a few sounding boards; people you respect and know your skills. They can help, in the same way you'll be there or have been for them.

Lots of people want to ride with you in the limo,
but what you want is someone who will take the bus with you when the limo breaks down!
​Oprah