Own Your Business

Your business exists to solve problems for your customers. But are you communicating that value in the specific services you offer each couple? If you’re not, it’s a big reason you’re leaving money on the table. In this episode, you’ll: - Understand the difference between a feature and a benefit - Learn how to translate your buyer’s desires into services you offer - Get a breakdown of why my sales process - Learn the psychology on why it creates the ultimate buying experience for your clients

Nothing says luxury like a personal service approach. And that’s exactly what Julian Leaver, one of the top wedding planners in the country, does for his clients - before they even start working with him. On this episode, hear how Julian shows couples through their buying experience what they can expect from his high-touch wedding planning experience.

Mike Zawadzki, a photographer out of New Jersey, found success quickly after immersing himself in the same approaches I talk about on this podcast. On this episode, I sit down for an interview to hear more about how he blew past his highest goals and what worked well for him, especially buyer types and the discovery call.

Do you ever feel like you’re working hard but not making much progress? It’s common to feel this way during an extended crisis like the pandemic. The fastest way to get traction is to prioritize your activities and tie them to a sense of purpose. In this episode, you’ll: - Learn the difference between taking your foot off the gas and pumping the brakes - See why time – and not just money – is a profit from your company - Pick your primary motivation – and start to pursue it

Your couples will tell you everything you need to know to book them – if you can hear what they have to say. It’s the number one skill for a wedding pro who wants to conduct successful discovery calls. In this episode, you’ll learn: -How your potential clients look to you as their leader -How you’re accidentally shifting the conversation back to yourself -The power of paraphrasing -What couples feel when you’re not paying attention

Putting pricing on your website is a double-edged proposition for wedding pros. How do you get couples the information they need without scaring them away? If you share too much or in the wrong way, then you could end up pushing off potential inquiries – even from affluent buyers. In this episode, listeners will get answers to questions like: - Do you put a pricing page in your main navigation? - Do you mention your “average” or “starting at” prices? - Is the word “investment” helpful to selling luxury? - And 7 other questions about pricing on your website

The fastest way to make more profit is to raise your rates. It’s also the number one way to get more of your time back. But if you increase too quickly, and you might get ghosted. Increase too slowly, and you might keep leaving money on the table.  Listeners will take away: - 5 different indicators it’s time to bump rates - High and low conversion rates for inquiries-to-bookings - How much to increase prices at a time - When to lift rates up with the least risk

Stop jumping to solutions when you don’t even know what issues you’re trying to resolve. Fast is slow, and slow is smooth. Learn 6 key indicators to pay attention to before you make any big changes - or investments - in your business. Listeners will take away: - How to tell what areas are working well - What needs to be improved in your buyer’s journey - Identify what you should spend your time and money on in the coming months

Couples expect you to feel confident talking about budget. But if you don’t know what to ask - or worse, talk about it too early - you could scare away potential clients. Get the prep you need to feel 100% discussing how much they want to spend - and why you’re worth every penny.  Listeners will take away: Why your contact form is NOT the place to ask about budget How you know it’s time to get into pricing on the call Why couples often provide information that could trip you up Three questions you should ask in order if you want to stop wasting their time and yours

Turn Your Blog into a Storyselling Machine Real weddings are a hot commodity in wedding marketing. But you can’t just dump a bunch of photos onto a blog post and call it a day. The best marketers are storytellers, and when you know the formula you can become one on your website. Listeners will take away: Two different types of blog posts Why real weddings resonate with couples so much How to hook your reader and keep their attention while scrolling Why people love conflict, even in wedding stories Kinds of tension and where to include it in your blog posts How to format a real wedding blog post