Grow Your Video Business

How do you find work if you live in a place that might not have many opportunities? It’s going to take some creativity, determination, and flexibility for sure, but the work is out there. Today’s guest, Barry Andersson, has made a career out of taking what he calls “intelligent risks” to find amazing work in unexpected ways. Barry is an award-winning director and cinematographer. He has made a career in television and video production which includes five feature films, many short films, three TV pilots, and numerous commercials. He uses his real-world experience to work for clients like Disney, Skype, and ESPN to instruct seminars globally about best practices for filmmakers. He’s consulted with groups like the US Marines, the NFL, NBA, and some prestigious universities. As if that weren’t enough, he’s also the author of the DSLR Filmmaker’s Handbook. Today, we’re talking about unconventional ways to find work in this business. Barry has found work that he truly enjoys doing and we talk about discovering jobs that we find fulfilling. As a master of making great videos under less than ideal circumstances, Barry pulls the curtain back to reveal some of the ways he ends up with amazing finished products. Barry took a unique path into filmmaking, eschewing formal film school in favor of going his own intrepid route. We talk about what this journey was like, its unique struggles and advantages and disadvantages. Barry is a pro at finding work in unexpected places and he shares how he does that too. Have you found any outside the box solutions to getting work far from the big studios? Let me know how you did it in the comments on the episode page! In this episode: Identifying work that you truly enjoy doing Common frustrations that aspiring filmmakers face and how you can overcome them The work-ethic and sheer force of determination necessary to make it big in this line of work Finding jobs in unexpected places by leveraging your resources and connections Why you should work on jobs that make you nervous and uncomfortable Three unconventional ways to excel in the video business Quotes: “Any time I get to work with someone and get to create an authentic moment that isn’t authentic, that’s something that I feel like I was put on this earth to do.” [9:21] “How many people have one defined path that worked? This is the only business where literally there are no rules… As long as you don’t think it’s crazy, then it’s a viable option to try.”  [20:31] “If you're not working on jobs routinely that make you uncomfortable and nervous, you are not doing it right because those are the jobs that push you to be the best.” [29:08] Links: Find Barry Andersson online Follow Barry Andersson on Facebook | Twitter | Instagram | YouTube | Vimeo The High Performance Planner The DSLR Filmmaker's Handbook by Barry Anderson and  Janie L. Geyen Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

What if something tragic occurred and you needed time away from your business? Yeah, I went there. But let’s imagine that you needed to take an undefined break from your work to handle an unexpected turn of events. Is your business set up in a way to handle that? Because of the way Mason Gray structured his business he was able to handle just such an unexpected turn. Mason Gray is the co-owner of Gray’s Studio in Texas. This studio has been around for more than a century so it’s had to adapt a lot to stay in business. Mason has helped bring his studio from being based purely in photography into the world of video and marketing. This episode is all about how the digital landscape has changed and how as filmmakers we have a built-in advantage to work smarter rather than harder. Mason talks about how transitioning to digital ads has significantly upped his profits while reducing his active workload. We also discuss finding clients who sell everyday needs-based products and services. We go on to talk about how Mason was able to keep his business going all while taking time off to be with his family after the premature birth of his daughter. Even though these circumstances were unexpected, Mason’s business never suffered because he had the systems in place to allow it to run smoothly without him. What would happen to your business if you suddenly needed to take off a few days, weeks, or even months? Leave a comment on the episode page!   In this episode: The support that comes from being part of a family business The biggest lessons Mason learned from the Selling Like a Sherpa Course Realizing that you’re a business person first and a photographer/videographer second Finding potential customers selling common everyday products Having a business structured so that you can take unexpected time-off and still earn an income   Quotes: “Really work on the business side of things. It’s not about executing your craft. It’s not about how do I get better lighting, how do I get better equipment. It’s about relationships and making connections and just hustling for that business.” [8:42] “Everything that you can think of that you use every day - that’s a customer. All it takes is, are you going to learn it and are you going to take action?” [23:42] “My passion is my family first. And that’s why I’m doing what I’m doing. It’s because I love my family and this is going to allow me to have time with my family. And then the video comes also.” [29:52] “I want to become a solution for my clients versus just adding something pretty to their portfolio or website. Results have to be easily seen to be a solution.”  [32:47]   Links: Find Mason Gray at Gray’s Studio Follow Gray’s Studio on Instagram | Facebook Check out Mason’s class on digital ads Visual Masterpiece Selling Like a Sherpa Course   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

How do you handle a call from an interested client if you know that they’re also looking at other companies? What price do you quote them? How you handle this call might determine the entire future of your business. No pressure, right? Today, I’ve got an amazing guest who will put your fears and worry to ease. If you haven't heard of Chris Do, he started doing motion design back in the 90s before it was even a real thing. Chris is the CEO and chief strategist of Blind and the founder of The Futur. He has immeasurable amounts of experience in the world of video and works with some really amazing clients. Chris’ work has even won him an Emmy in Outstanding Individual Achievement in Animation. This not to be missed interview is about challenging the way that you approach new work. We talk about how you can create competitive estimates and how you should communicate the value of the work that you do. Essentially, this chat is about how to close that deal over the phone, and it’s probably not by doing what you think. Chris illuminates so many important aspects of closing the deal. From proper mindsets and faith in yourself to recognizing and communicating exactly what your value is. We go over why you should steer clear of hour-based billing in favor of value-based pricing and even why it's a good idea to send your prospective client to the competition first. What struggles have you had when closing with a prospective client? Have you tried any of Chris’ methods? Leave a comment and tell me all about it on the episode page!   In this episode: The three most common struggles that creatives face and how to overcome them Why it’s crazy to use hourly billing rather than basing your price on the value of your work How you can sell your client on a fixed rate when they would prefer an hourly based package The three questions that you should always be asking when closing with a potential client The most valuable mistake that Chris has ever made in his career and what you can learn from it Unrealized opportunities that creatives like you have that you may not be taking advantage of   Quotes: “For some people doing the work is super easy. So they think, that was relatively easy, so I should charge relatively little; if it was really hard I would charge more. I think a lot of creatives suffer from creative guilt.” [13:06] “If you’re in that phase right now where you’re charging based on hours, you're going to realize something really quick - it puts an artificial limit in terms of how much money you can earn. There’s only so many hours in the year that you can sell.” [24:05] “If you can get the project done and delivered and perfect in two days versus two weeks, that should be more valuable to the client. So the incentive to work faster, more efficiently is not there if you’re doing it by the hour.” [29:53] “Believe it or not, the more you try to convince the client not to hire you, the faster they want to hire you.” [33:05] “Maybe the most valuable mistake that I seem to still struggle at and make consistently is that I partner up with people. I’ve learned over time that I’m not a good partner. I don’t take direction well. I want to do things my way, and when I start to compromise I start to lose that fire, that spark that gets me up in the morning.” [38:40] “One day you’re going to realize that you have a lot more gifts to offer the world than to exchange your time for money.” [40:25]   Links: Follow Chris on Facebook | YouTube | Twitter | Instagram | Pinterest | Behance | Linkedin The Futur Follow The Futur on YouTube | Facebook | Twitter Listen to The Futur podcast Blind Hourly Billing is Nuts by Jonathan Stark The Win Without Pitching Manifesto by Blair Enns   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

Too often the safety and security of a “real job” keeps us from following our own professional dreams. But for those of us who realize that we have a deeply ingrained desire to do something else, to follow our own creative journey, the time comes where we have to take that scary leap and give it a go. Today’s guest just did something amazing and terrifying, he quit his job of four years and went full-time freelance. Josh LeClair, a Studio Sherpas Community member, now has his own freelance business based in northern Michigan and has been working with some really great brands. In today’s interview, Josh shares his journey of deciding on a career as a photographer and then pursuing it on his own terms. The decision was full of uncertainty but not regrets. We consider just what goes into a move like this and how to know when you’re ready. We also talk about how you can best help clients. It can only come from forming a relationship with them in which they trust you to do the best work for them. We discuss how to identify a client’s area of need and how you can communicate that to them in a confident and helpful way. Are you ready to go freelance or have recently made the switch? What were your struggles and how did you overcome them? Tell me about it in the comments below!   In this episode: The internal and external struggles to overcome when deciding to pursue a creative freelance career Knowing when you’re ready to take the leap and go freelance The less than glamorous but crucially important parts of starting a business and how to prioritize them How to find and keep clients when you first go freelance by directly reaching out to them to form a connection   Quotes: “The pure joy that comes with learning and growing and building this business has been absolutely amazing, even over the last four years. So that’s what led me to step out on my own.” [12:39] “The way that I’m getting a lot more work is just educating; sitting down with clients and talking about them and what they think their needs are and going over what we can provide for them. And that’s really what’s gotten me a lot of work.” [22:25] “If there’s anybody out there who’s actually thinking about doing this or it’s been on their mind for a while, I want you to realize that there's a ton of people who don’t do this immediately. They've gone through being an assistant, multiple jobs. It doesn’t matter what it is. Every one of those experiences you can take away something and you can learn so much.” [32:44] “I can’t tell you how exhilarating it is for me to finally send that email that I’m resigning, I’m done, my business is on its way, and I’m going to do this thing and I’m going to see wherever it takes me.” [34:38]   Links: Sign up for the Studio Sherpas Video Business Academy Find Josh Online Follow Josh on Facebook | Vimeo   Books by Dr. Tal Ben-Shahar Episode 106 with Parker Walbeck   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

Working with national brands doesn’t have to be some crazy, out of reach goal. In fact, being the director of a creative video company who does this work doesn’t have to a pipe dream! All it takes is a little ingenuity, bravado, and a sense of adventure. Today’s guest took a chance while working as an editor for a talent agency. JP Bolles admired the work of his Adam, the owner of Sandwich Video, and when he saw he was looking to bring someone on board, reached out. Together, JP and Adam have built a company of 20 employees and work with brands across the country. In this interview, we talk about what it takes to be a creative director of a large, and growing, creative company. We look at the creative process and how you should start to share your projects with your clients, even when it might be taking longer than you thought it would -- and what was agreed. And perhaps most amazingly, we’re looking at Sandwich Video’s collaboration with Wistia. This documentary, One, Ten, One Hundred, is a behind the scenes look at creating ads with different budgets. An important takeaway from this documentary is not letting your equipment or budget hold you back from creating something incredible. How do you talk to your clients when things aren’t going as planned? When’s the last time you reached out to collaborate with someone you think is out of your league? Let’s talk about it in the comments on the episode page!   In this episode: Why you shouldn’t be afraid to reach out to people you admire for collaboration opportunities How to navigate talking to clients when a project is taking longer than expected What the best way to share projects with clients is and why it works How a client’s budget impacts an ad outcome and how you can work within a client’s budget Why your equipment shouldn’t hold you back from filming your passions   Quotes: “Are we proud of this project and can we take on this client and actually help move them into a better position?” [7:16] “It’s so easy to have all the anxieties and outside pressure come into the way of things. I mean, it happens to absolutely everybody, even if you have a big ego. You second guess things you’re not sure of and all that does is create a worse environment for you to work in.” [41:07] “Knowing that if it’s a flop, if it fails in whoever's eyes - it’s okay. And to be okay with that, to learn from the mistakes that we might have made along the way and to grow and become better. Those things are gonna happen. So follow your intuition. Do that thing. Don’t not do it!” [42:16] Links: Find JP & Sandwich Video online Follow JP on Instagram | Twitter Follow Sandwich Video on Instagram | Facebook | Twitter  | Youtube One, Ten, One Hundred Studio Sherpas Tribe   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Selling Like A Sherpa Course Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

When starting out as a filmmaker, it’s not uncommon to have doubts about how to break into the industry. Filmmaking may not have the stability and security of a “traditional” job, but for those of us with a passion for it, the risk of not acting is greater than the risk of taking the leap. Perhaps nobody knows this more than Joyce Tsang. Joyce had an unconventional start when she decided to become a filmmaker. Before picking up a camera, Joyce worked as a research and development engineer. Now she’s an Emmy award-winning filmmaker who’s killing it making films for some big brands like Facebook and Nike, as well as docs, and narrative films. Today Joyce and I break down what it’s like to switch careers and make your start as a filmmaker. The decision to go this less than conventional route comes with its own set of challenges and payoffs which we discuss. We also talk about learning and growing your business through collaboration and building strong professional relationships. Did you get into filmmaking after working in a completely different field? Tell me how it went in the comments on the episode page!   In this episode: Making the decision to quit your stable job to begin a freelancing career How shooting weddings is a great way to learn about the filmmaking industry in general The joys of learning and collaborating with all sorts of people Why waiting until you’re “ready” before you start taking chances will not work The importance of being in a community and sharing your hopes and dreams for your business with others Building and nurturing relationships with your clients and crew as one of the most important parts of this business The freedom that working on your own projects gives you   Quotes: “It was less about the fear that this could fail and we could lose all our savings, but it was more the fear of having that regret later on [for not changing careers]. [10:50] “In every shoot that I go on, I learn something. First of all, there’s no shoot goes according to plan, so there’s that. You always learn something from whatever goes wrong…. But there’s always something that I take away from meeting and collaborating with new people, and I find that to be one of the most rewarding things about what we do.” [22:10] “If you wait until you’re ready, you’ll be on the sidelines for the rest of your life.” [24:00] “Hire people who are smarter than you... Hire somebody who can shoot better than you. Hire somebody who’s really good at producing and pay them for what their experience brings. Maybe you don’t make anything off that part of it, but the learning experience and the relationship that you can build from working with really qualified and well-connected people in the industry is massive.” [30:05]   Links: Find Joyce Tsang online Follow Joyce on Instagram | Facebook LensProToGo! Episode 99: How To Make Sales Fit Your Personality w/ Jim Hoogewind   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Selling Like A Sherpa Course Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

If you’re just sitting there twiddling your thumbs as you wait for your next big job, you’re missing the point. It’s up to you to move your business forward. I know it can seem scary, especially when you’re just starting out. The important thing, as my guest is about to tell you, is to have confidence in your abilities and to just start creating content in any way you can. Parker Walbeck, from Full Time Filmmaker, knows what it is to be successful in this business. Before starting his own film school and production company, he spent several years making amazing films with DevinSuperTramp (seriously, check these out) and working with some big brands all over the world. He has trained thousands of students on what they need to become successful in this line of work. Parker is a true wealth of knowledge who makes it his mission to share what he knows with other eager filmmakers and entrepreneurs. Today’s conversation is about creating the right formula that will lead to a successful video business. We talk about our own experiences about discovering the right kind of work you need to be busying yourself with to land the types of jobs you want to be doing. Parker lays down what it means to find your highest value activity, work free-to-fee, and becoming a master at your craft. We also discuss what it’s like to work efficiently by managing your time without distractions and the importance of mentorship. How do you identify and focus on your highest value activity? Leave a comment on the episode page!   In this episode: Why you have to create content (and lots of it) if you want to get noticed Working free-to-fee and how it can lead you to the types of paying jobs that you want to have Why you need to have confidence in yourself to achieve your business and creative goals Tools and tips for operating at top efficiency so that you can maximize your potential Identifying your highest value activity and how it can make or break your business How having a mentor is invaluable when it comes to learning the tricks of the trade   Quotes: “To me, the biggest things that drive me are anything that pushes me to progress and to learn new things.”  [10:22] “You have to start somewhere and the only way to grow is to act. And as you act, you gain more confidence and that confidence allows you to grow more.” [13:44] “One of the biggest principles I live by is called free-to-fee. If you don’t have work, then go do some free work and people will see what you’re doing, see that free work. It will attract people to give you a fee.” [20:01] “Never compare yourself to other people. Compare yourself to who you were yesterday. As long as you’re always personally progressing, you’re going to be successful.” [27:13] “The principle I teach is the 80-20 rule. Usually, it takes 20 percent of your time to do 80 percent of the job, and then it takes 80 percent of your time to do that last 20 percent. In other words, don’t be a perfectionist. Get your job 80 percent done, 80 percent good, and move on. Trying to get the project to be that extra 10 or 20 percent, to get it perfectly the way you want it, is going to take up most of your time.” [35:08] Links: Sign up for Parker’s free training Find Parker online at Full Time Filmmaker Follow Parker on Youtube | Facebook | Instagram   DevinSuperTramp Peter Voogd YEL2.0 Podcast   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Selling Like A Sherpa Course Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

It’s hard to believe that another year has come and gone! 2018 has been incredible here at Studio Sherpas. We had our 100th podcast episode not to mention the incredibly amazing and talented guests we’ve had. I know I learned a whole bunch and I hope you did too! With the year coming to a close, it’s time for some reflection. I’m going to share three of my biggest takeaways from 2018. They all revolve around the ideas laid out by Patrick Lencioni which are to be hungry, be humble, and be smart and I’m going to go over each of them with you here today. You’ll also hear some clips from five amazing guests that we’ve had on here over the past year. So get excited all over again as you listen to some incredible people in this industry drop some wisdom all over again! What are your biggest lessons learned during 2018? Drop a comment on the episode page!   In this episode: Why you should always be hungry for more knowledge and the dangers of being satisfied with what you know All the books that Ryan read in 2018 that you should read too Why it’s okay and in fact a good thing, not to know it all The importance of using the knowledge that you have to take meaningful action Clips from some of Ryan’s favorite interviews of 2018   Quotes: “If we are held back in any way, by not being who we were made to be in telling the stories we have to tell, the stories that we need to share, my hope is that we can do whatever we need to do to share those and to be that person that we were made to be.” [2:29] “I don’t believe that we fake it until we make it. But I do believe that we believe it until we become it. And so it’s this idea that you are an artist. You already are this thing that you want to be. You are a professional. Now you just need to start acting like it.” [23:59] “The only way the good ideas came is when you just had a litany of bad ones. And the confidence only comes after realizing that one or ten or literally thousands of failures won’t define you.” [27:37] “The job of a good salesperson is to determine as quickly as possible if you can help this person. The best way to do that is to be very clear about the value that you can bring to them.” [31:29] “We’re all human. We all make mistakes. We’re all in a process of learning no matter how much mastery we have at any given thing, we’re always pushing ourselves creatively.” [35:50] “Don’t worry about this moment so much. Know that it’s just getting you ready for the bigger challenges that you would not be ready for on the bigger stages. Without this moment you couldn’t do it.” [46:02]   Links: Join Studio Sherpas mastermind The Budget Maximizer   Ryan’s Book List Profit First by Mike Michalowicz Jump Start Your Brain by Doug Hall The Ideal Team Player by Patrick Lencioni The Five Dysfunctions of a Team by Patrick Lencioni Everybody Always by Bob Goff The Ultimate Sales Machine by Chet Holmes Real Artists Don’t Starve by Jeff Goins Building a Storybrand by Donald Miller Small Giants by Bo Burlingham Harry Potter read aloud by Jim Dale   Episodes Referenced Episode 76 Real Artists Don’t Starve with Jeff Goins Episode 101 Embrace The Mess To Find Your Greatest Success with Jasmine Star Episode 99 How To Make Sales Fit Your Personality with Jim Hoogewind Episode 93 Think Viral Video Campaigns Are All Luck? Think Again with Daniel Harmon Episode 56 How To Ensure Your Creative Business Is Constantly Evolving w/ Brett Culp   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Selling Like A Sherpa Course Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

Video marketing is taking off. More and more companies want your talents to help them stand apart. But how do you stand out from all the other video marketers out there? As my guest on this episode, Anesha Collins, will tell you, the key is educating yourself. In addition to being a fantastic wedding photographer and videographer, Anesha Collins helps businesses grow through video marketing. She knows how to do this because she’s doing it herself. In addition to building her own successful brand as a video-marketing strategist, Anesha has spoken at many important conferences on the topic and has dedicated herself to educating people like you and me on doing it too. Today, Anesha shows us how many of us are missing out by not thinking outside of the box. The number of companies that want video marketing is growing. We talk about why it might be something you should consider doing and how to stand apart from the crowd when pitching your video marketing services to clients. We also talk about what it means to stay on brand and why it’s crucially important for you to do this for your business. We go on to discuss the importance of being ashamed of your studio’s size, even if it’s just a tiny operation. Finally, we talk about being profitable and why the “just getting by” mentality will sink your efforts to grow your business. Do you offer video-marketing services? How do you pitch your services to potential clients? Leave a comment on the episode page!   In this episode: Getting advice from experts who are actually doing the work you’re doing too Knowing if a job is going to be profitable enough to be worth your time Why you shouldn’t be ashamed to be a small studio Reasons why video marketing is the way of the future and you should get on board now Tools and resources that can help you organize your content planning Why you need to never stop learning if your business is going to last   Quotes: “Business owners that know their numbers, whether your six-figure or not, are better business owners because they realize their value.” [14:11] “I truly believe that you get more, you retain more, you learn more when you’re actually involved as much as you can be.” [20:57] “You can get to a creative place where you know your lane, you know your style, but educating yourself businesswise is the best thing that you can do for your business. It’s the separating point between those that have longevity and those that get stuck” [37:10] Links: What Level Of Video Marketing Are You On? Quiz Learn with AC Livestream Gear Checklist Instagram Stories 60-Day Challenge   Find Anesha at Learn With AC and follow on Instagram Find her at Unashamed Imaging and follow on Instagram Instagram Freestyle Rap   Desert Flight Movie Budget Maximizer Tool   HoneyBook ActiveCampaign   Goal Digger podcast Focus(ed) podcast StoryBrand by Donald Miller WhoIsMatt   MidWest Digital Marketing Conference   Additional Links: Check out the full show notes page Be sure to take the Studio Sherpas survey for a chance to win some incredible prizes (if we do say so ourselves!) Selling Like A Sherpa Course Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!

What are people buying when they’re looking for video? I bet it’s not what you’re thinking. It’s not your videos, believe it or not. There’s so much more to it than that. They’re buying an idea and an experience. Even though you make beautiful videos, none of that matters if you can’t sell the experience you offer. Bryan Caporicci is the lead content creator at Sprouting Photographer and the host of his own podcast. He teaches workshops across North America including at some big conventions and conferences like WPPI, Shutterfest, and Canada Photo Convention. He’s built an incredible business helping photographers in a similar way that we at Studio Sherpas work to help filmmakers. Bryan is a business person first and a creative second, but that’s hard to tell if you only see his work. In this episode, Bryan shakes up the narrative by explaining that your clients are not looking to buy video. They probably think they are, but they’re not. What they want is an unbelievable customer experience that they’ll remember whenever they watch, or even just think about the videos you made for them. We go on to talk about surviving the natural feast or famine cycles of this business. Bryan suggests you lean into the slow season and use it as a break to assess your business and prepare for the next year. Otherwise, you should be proactive to lay the foundation for getting low season work well ahead of time. Either way, you can use this period to your advantage. What do you do to ensure your clients have an unforgettable experience? Drop me a comment on the episode page!   In this episode: Identifying your role as an entrepreneur in a creative business What you should actually be selling your clients instead of video One of the most common mistakes that creative entrepreneurs make and how to avoid making it too How to strategically design and implement an effective and compelling brand Useful ideas you can use to survive the ups and downs of high and low seasons Taking the reins of the selling process instead of letting the client be in total control The importance of being intentional with everything you do with your business   Quotes: “Business is business. Whether you’re doing filmmaking for a living, whether you’re making pictures for a living, or you’re building software for a living, whatever it is, the basics of business are still the basics of business.” [10:47] “You’re selling the end product and you’re selling who you help your clients become and what you help them do more than you are the actual thing you’re making for them.” [12:19] “You have to realize that marketing has a half-life. It always has a delay. What you market and message and do now, you might not see the effects of that for another two, three, four months.” [32:18] “We as the entrepreneur, as the business owner, as the creative, need to be the ones who are guiding the experience for our clients. If we’re order takers, if we’re bending over backward for them, if we’re reacting to them, there’s no room left for us to say ‘okay, here’s what I’d suggest we do next.” [40:55]   Links: Find Bryan at Sprouting Photographer Follow Bryan on Facebook | Instagram | Twitter | Youtube | Vimeo Business of Photography Podcast Building a Storybrand by Donald Miller   Let me know what you want on this podcast by filling out this survey!   Additional Links: Check out the full show notes page Selling Like A Sherpa Course Stay up to date with everything we're doing at Studio Sherpas Tune into our weekly Facebook Lives Follow Studio Sherpas on Facebook | Twitter | Instagram   If you haven't already, we'd love it if you would take 1 minute to leave us a review on iTunes!