My goals are always centred around growth – both personally and professionally. Because of this, I’ve wanted to have a business coach on the show for a while now. That’s I was really excited to get the chance to chat with Kaylene Langford from Startup Creative in Melbourne. She runs a successful coaching agency that reaches clients through her podcast, online courses, in-person workshops, and a print magazine. She’s all about getting people to start living their best lives, so I thought it’d be cool to get some inside info on coaching as well as have actually her do a little coaching for me during the podcast.

USE YOUR BACKGROUND TO INFORM YOUR FUTURE

I’m a firm believer that the experiences you’ve had in the past help to shape your current position in life. Kay started out as a youth worker who developed programs to engage at-risk boys. The skills she learned when she first started out (like taking something that’s dry or boring and delivering it in a creative way that actually engages people) has become influential in her current career. She also realised through spending some time working in government that she needed to stick with a job that allowed her to be creative and to bust out of the nine-to-five mold. My own background has also had a strong influence on my life’s journey. I grew up with not a lot of money, getting handouts and vouchers in order to get by. I couldn’t read or write well until after high school. I had to be creative so that I could sort of fake it ’til I made it. Growing up like this taught me to take risks, since I’ve always had everything to gain and nothing to lose. I opened my first business at 20, was bankrupt at 21, and learned that money comes and goes, but I can always grow (which I’ve taken with me into my later business endeavours).

Startup Creative

WHAT WE CAN ACHIEVE WITHOUT FEAR

Fear can hold us back from so much in our lives – but especially from succeeding in the business world. Kay suggests trying to step back and observe your fear as if it was happiness and to remember that fear is just a moment in time. Although it’s uncomfortable and can activate physical sensations in our bodies, if you can try not to take it so seriously and to just observe it, you can actually master the feeling. Instead of going into a full fight-or-flight response every time you’re scared, you can ask yourself what’s the worst thing that can happen. Being detached from your fear and looking at it from an outside perspective can make us less attached to the outcome. You can go through ups and downs and not become completely destroyed by the lows, allowing you to stop your fear from holding you back.

 

HOW TO FIND THE RIGHT BUSINESS COACH

A business coach is someone you pay for their time, their network, and their expertise. Through them, you can get help to make a plan that will allow you to achieve your career goals. To find the right coach for you, start with someone you vibe with or someone who inspires you. Do your research and jump on a phone call with potential coaches to see if they’re the right fit for you before you go deeper into the process. The right coach can help you build a business that’s an extension of yourself and can get you out of places in your career that feel stagnant and stale. An effective coach can also teach you some valuable shortcuts so that you’re only spending time on the parts of your business that you really want to develop. It might help to look at a business coach as an investment – these people can serve as educators that can help you figure out what works and what doesn’t in your career.

Startup Creative

ELIMINATING THE ROADBLOCKS IN YOUR CAREER

I’ve found that one of my main hang-ups is that I’m stuck in my past – like deep down I still feel like I’m just a person who came from an underprivileged background. Because of how I grew up, I often wonder if I’m limiting myself to what the people around me could achieve when I was younger. What if I can’t imagine a brighter future because it’s something that I haven’t seen? Kay offered me a solution – literally changing the way my brain works. As the saying goes, “Neural pathways that fire together, wire together.” Instead of getting stuck in familiar loops, we should actually determine what’s truly possible for ourselves. She suggests getting in a meditative state where your unconscious mind can imagine unlimited possibilities. If you can feel in your body what your dreams would elicit in you then the brain starts to make new neural pathways. This can allow you to dream bigger because you’ll have the vibrational energy inside you and you’ll then be able to start attracting those positive experiences.

One way you can do this is by doing a guided meditation every day. If this doesn’t appeal to you, Kay also recommends writing out what a day in the life of you would be like five years from now. You can allow yourself to fully dream that anything is possible. Write in the present tense with all of the emotions and feelings you can muster. Then every morning when you wake up, you can conjure up those feelings and fully imagine that life for yourself. The goal is to start putting out those vibrations so that your brain is pulled more towards achieving those dreams.

STAY FOCUSED ON YOUR TRUE GOALS

For some people, their goals might be about reaching more Instagram followers or on making their first million dollars. For me, it’s different. I want to make more money so that I can reach more people and give more people a better life. Kay reminded me that there’s a belief that if you can dream it, it’s already in your path. People lose sight of their true goals or they can fail with their current goals because of limiting beliefs they have. If you stay focused on your purpose, you can more easily achieve your goals. Ten years ago, there’s no way that I could have imagined where I am today – so I think if I keep visualising my goals and looking inwards for my purpose, I’ll be better able to unlock my own potential and get rid of whatever’s holding me back.

 

You can fully achieve your goals if you find a business coach that encourages you to pursue your true purpose. Look for a coach who is in the next level of where you want to go so that you can actually see someone achieving what you’re after. Dream big by making a list of these types of people, so you can use them for inspiration. If you want your dream badly enough, freedom exists for you to accomplish it. Kay’s company, Startup Creative, exists to free people from lives that no longer serve them. She and I both agree that it’s totally possible for everyone to create the life of their dreams.

 

For more inspiration, head to Kay’s Facebook or follow her on Instagram at @StartupCreative. Don’t forget to check out her podcast on iTunes or Spotify or head to her website for more information about her online courses and print magazine. You can also email her directly with questions at [email protected].

 

Tune in next time for a chance to listen to more amazing guests like Kay!

 

Workshops

I’ve got live workshops coming up in New York, Los Angeles, Melbourne, and Sydney – there are still tickets left and I’d love to meet you in person and help take your business to the next level.

BOOK YOUR SEAT NOW!

 

Episode Sponsor

This episode is brought to you by the guys over at PepperStorm, an awesome copywriting team who I have used across all my businesses for years. If you need some killer copywriting, get in touch and use the code: MAKEYOURBREAK to get $100 off when you buy one of their packages.

CHECK OUT PEPPERSTORM’S COPYWRITING & SEO SERVICES

Startup Creative with Jai Long
Building a community with Jessy and Perry

I’ve become a huge fan of Jessy and Perry from Rhodes Wedding Co. in the US. They’ve created a truly impressive company where they make handcrafted wedding bands and engagement rings. They’ve somehow also managed to establish the perfect combination of creative output along with a beautifully connected community. So, I wanted to chat with them about how they’ve been able to build this special kind of tight-knit community with such true intention and passion.

How to build a business that you actually love

One of the most important steps you can take to create a business that you absolutely love is to figure out what you’re passionate about. Don’t just tolerate specific aspects of your business – instead, discover the tasks that you actually love and focus on those. It’s easy for me to stay creative and motivated with my work because I do truly love every task I do – and the ones I don’t, I delegate to someone else! You can also get rid of tasks you hate by asking yourself, “Is this really adding to my community and my mission?” It’s okay to toss out things that aren’t working for you or that don’t play to your strengths. 

Building A Community With Jessy And Perry

Photo by: katchsilva

When it’s not about the numbers

It’s so easy for people today to get caught up in the numbers game. Whether you’re focusing on how much money you’re making or the number of Instagram likes you’re getting, it can be hard to put your attention anywhere else. However, I’ve found that if you’re creating something with good intent and heart, people will see that and the rest will follow. People will flock towards authenticity. Jessy and Perry created their company from a passion project that has since flourished into a successful business. Their creative outlet expanded because they decided to focus on making a living doing something they actually love and are passionate about instead of how much money they could potentially make. It can also be helpful to become a ‘giver’ – a person who makes an effort to give back to their community (to clients, colleagues, customers, etc.). If you think about how to give back, you’ll get so much more in return and you won’t be as obsessed with those other numbers. Your relationships and your success can grow from there.

Building A Community With Jessy And Perry

Photo by: Phil Chester

Using creativity in your business

As a creative person, I’m always bringing my creativity into my business. Jessy also noted that she can bring creativity into almost every task she does. With her social media outreach, she’s creating relationships and fostering connections with people in their community. These communications lead to the creation of their products – actual, tangible pieces of art that were inspired by that person’s story. Relationships within the community are also like a creative dance with another person since they lead to creative output. Working with a limited number of clients with a focus on clear communication and developing a deeper insight into the relationship allows them to craft unique pieces that resonate with their clients and the community as a whole. I totally agree with this perspective – I can feed my creativity doing any task (from looking after clients to marketing). Creativity doesn’t have to stick to a specific, traditional definition (me photographing something or playing the guitar or drawing a picture), it’s really just problem-solving with a new idea or bringing in a fresh perspective that can get my juices flowing.

Building A Community With Jessy And Perry

Photo by: Nirav Patel

How to foster relationships in the community

Along the same lines, this creativity can lead to strong relationships within your community. In order to do this, it helps to be open and genuine about your own life. It can be incredibly rewarding to create an open line of communication with your customers. People weighing in with offers of support or by sharing their stories creates valuable relationships (even with strangers you’re just interacting with on Instagram). If you put yourself out there in a vulnerable way, you might be surprised by how much you’re positively influenced by these interactions. I’ve had fans reach out that have been following me for years, and their support means so much. Even just an email from someone sharing their story really makes all of the hard work worth it because you’re building something real with other people.

 

When it’s not all about the gram

As I mentioned already, it can be really tempting to get drawn into the obsession with Instagram. For some people, getting more likes and more followers is the ultimate goal for their business. However, for people like me and Jessy and Perry, Instagram can be an effective tool that doesn’t have to be used solely for numbers. Jessy notes that she spends around 20 to 25 hours a week on Instagram, connecting with new followers and commenting on posts to boost engagement. This isn’t about increasing likes though; it’s more about putting the time and effort in so that their customers notice the dedication they have to the community. Perry said it did feel like a burden at first to interact with Instagram on such an intense level every week, but then it felt more worthwhile once they were both able to experience a perspective shift. They realised that Instagram could be used as much more of a community-building tool for them and a way to effectively connect with the right people and form long-term relationships. I can definitely feel this goal when I look at their Instagram – it’s carefully curated and shows them being unapologetically themselves.

I’ve also found that I don’t have to get hung up on how many likes my posts are getting because I can be confident in my own work. A lack of likes doesn’t mean I’m not worth it; it could mean I need to work harder or set different goals, or it could mean that people just don’t get my work. I respect their opinion, but at the end of the day, I make my art for myself and not for other people. So, a less successful Instagram post won’t necessarily make me feel insecure or bummed out.

Rhodes Wedding Rings

Setting new goals for social media

Since I don’t want to get myself down about low numbers on Instagram, it helps to make new goals for myself that feel more true to my own intentions. I do know what the Gram will like, but like Jessy and Perry, we’d rather do something that will resonate with others rather than just post something that would receive a less meaningful mass appeal. And if you’re not being true to yourself, what’s the point? To fail at what you don’t even love is tragic, but to fail at what you love, that experience can still have a lot of worth to it. So, my goal for social media often means that I need to keep reinventing myself. I want to keep being true to what I love and to always be growing. If this is a goal for you too, try asking yourself, “How else can I push myself?” This question can open up a brand new avenue both for expression and for success. 

Building A Community With Jessy And Perry

Photo by: Nirav Patel

What do you find rewarding?

You can build a really strong community by determining what you find valuable. Basically, you shouldn’t feel ashamed if your goal is not based on likes and followers, but rather on something more substantial like strong relationships or giving back to others. Sometimes this path might be a little harder (with not as much instant gratification or validation), but it can also lead to a long-lasting career with engaged community members who will be there for you throughout your journey no matter what. Holding onto goals that don’t feel genuinely rewarding to you will end up meaning you’ll attract the wrong people anyway. It’s always better to be true to yourself and what matters to you than to be fake.

Photo by: Nirav Patel

I had such an amazing time talking with Jessy and Perry. I’m seriously inspired by their goal to push themselves to aspire to limitless growth as well as by their success at building a community that blends perfectly with their business goals. 

Make sure to follow them on Insta @rhodesweddingco and check out Jessy’s website for info about their upcoming projects. 

 

Cheers guys, I’ll see you for the next podcast when I’ll be sharing more stories from awesome guests like Jessy and Perry!

 

Workshops

I’ve got live workshops coming up in New York, Los Angeles, Melbourne, and Sydney – there are still tickets left and I’d love to meet you in person and help take your business to the next level.

BOOK YOUR SEAT NOW!

 

Episode Sponsor

This episode is brought to you by the guys over at PepperStorm, an awesome copywriting team who I have used across all my businesses for years. If you need some killer copywriting, get in touch and use the code: MAKEYOURBREAK to get $100 off when you buy one of their packages.

CHECK OUT PEPPERSTORM’S COPYWRITING & SEO SERVICES

Jai Long

OK guys, if you’re listening to this podcast on the day that it drops, we’re coming up to the end of 2019. What a year it’s been! Whether it’s been a great one or a bit of a struggle, it’s so important to take the time to look back and reflect on what you’ve achieved, the lessons that you’ve learned and how you can use this experience to make 2020 even more productive and enjoyable for you and your business.

I set a lot of goals for 2019. Some of them I achieved, some I didn’t. But I worked as hard as I could and did my best, so I’m feeling pretty happy. That’s why I thought I’d pull back the curtain and give you guys some real insight into my business. I put a heavy emphasis on transparency, so you can learn the good, the bad (even the ugly!) about how everything is going.

My three businesses

First up, let’s take a quick overview of my businesses.

Free The Bird

I work as a wedding photographer and we have one full-time employee, Morgan, and myself, plus contractors, including a copywriter, bookkeeper, accountant, etc.

It’s a client-centric business and I have around 100 clients at any given time; that’s 50 couples who have booked with me to shoot their wedding. This requires a lot of work with and plenty of communication.

 

Heartbreak Hotel

We have a photobooth & DJ business that has 5 employees plus myself. We also have around 100 clients on the books and we cater to weddings, parties and corporate events.

~ Pictured below, Some of our staff from all three businesses

Jai Long

This business covers all of the educational content I put out, including online courses, live workshops, eBooks, workshops and the podcast that you’re listening to! We have 3 full-time employees and me, as well as contractors to help with facebook ads, design, coding etc.

 

So at any given time, I have around 200 clients. That’s a lot. And that’s not including the people that I serve, including the thousands – just like you – that listen to my podcast. This is why it’s so important for me to take a few months off every year and come back rejuvenated and prepared to best serve everyone who interacts with my business.

 

What worked (and didn’t work) in 2019?

So with these three businesses, I set goals (broken down into 90-day, 30-day and then everyday segments) to achieve in 2019.

 

Free The Bird

In 2018 I shot some amazing weddings all over the world, including Africa, Norway, the US, and I’m so grateful for this opportunity. However, this year I wanted to work closer to home. So I booked all jobs in a 10km radius of my house (fortunately, I get enough enquiries that I can pick and choose). This turned out to be a really cool year, as I enjoyed the lack of commute and building relationships with local businesses. Also, you make more money when you don’t travel – even when you get your travel paid for, you don’t get paid for the extra days it takes for you to get to a destination. So it’s been a win-win on that front and I’m really happy with how it went.

Heartbreak Hotel DJ

Heartbreak Hotel

I set out a goal to double Heartbreak Hotel. To do this, I thought ‘why not add DJs to the business?’ I saw a gap in the market, as I’ve worked a lot of high-end weddings who put so much attention to detail to everything except the DJ, who usually turns up with a black trestle table, cords everywhere, playing Backstreet Boys. Not a great look.

What if we got a great DJ with cool turntables, isn’t cheesy, doesn’t play terrible music, etc.? Amazingly, no one else was doing that! So I interviewed DJs, found an amazing one (Reggie) and set about building the website, rebranding and redesigning the business.

How did it go? Well, we just did gigs for Nike and Google and have five weddings booked this weekend. We are now on track to double the business and, honestly, it feels incredible to have a goal and see it come to life.

 

Jai Long

OK, so before you think that I’m just going to tell you about all the great stuff that happened to me in 2019…check this out.

I wanted to set up a new workshop for creative entrepreneurs that covered everything that you need for levelling up your business, including how to hire people, do the admin, pay super, arrange tax breaks, etc. How useful, right?!

Well, yeah. I launched workshops in five different locations and sold….drum roll please…one ticket.

I’ve been running sold-out workshops since 2015. How did this happen?! I was totally deflated. The problem is, no one has ever done this before. It’s so hard to be a pioneer rather than just improve on a tried-and-tested formula. You need to educate people and explain why they need what you’re offering.

I learned so much from this experience and implemented so many changes. It’s why I changed the name from Free The Bird workshop to Jai Long workshop, why I started employing people (including the AWESOME  Zoe, my project manager) and basically changed my whole organisation. I decided to reinvent my whole business, build it properly with good foundations and take the long road to where it needs to be.

Jai Long

Trust in my brand

I wanted people to trust in my brand (see previous episodes with Danelle and LeeLou on why this is so important). Even though I sold out my workshop, I didn’t have the time to deliver the best customer experience. Now we can take the time to curate the ultimate customer journey, from buying a ticket straight through to aftercare package. I want to make sure that I’m giving my customers more than they’re giving me.

 

Album Academy

We launched the Album Academy online course and, after an admittedly slow start, it sold really well and made a big impact on the photography community that I’m a part of; it’s amazing to get online feedback saying that a product that you’ve made has helped one of your peers.

 

RangeFinder

And finally, the New York-based wedding & portrait photography print magazine RangeFinder has got in touch with me and asked me to contribute regular articles for them! This is such an honour, especially because I didn’t have much education and was never great at reading and writing. I never want to be egotistical on this show but sometimes it’s really important to congratulate yourself on how far you’ve come, so I’m going to practice what I preach!

 

You guys!

Now I want to say a big thank you to everyone who has listened to these podcasts and allowed me to indulge in these stories about my career – and I want you to do the same. Looking forward is amazing but always know where you came from. Appreciate where you are now, compared with where you were a year, or five years ago and harness this energy when moving forward into 2020.

make 2020 even more productive

Workshops

I’ve got live workshops coming up in  New York, Los Angeles, Melbourne, and Sydney – there are still tickets left and I’d love to meet you in person and help take your business to the next level.

BOOK YOUR SEAT NOW!

I’ll be talking to you all again in 2020 – have a fantastic holiday season and a fun-filled new year!

 

Episode Sponsor

This episode is brought to you by the guys over at PepperStorm, an awesome copywriting team who I have used across all my businesses for years. If you need some killer copywriting, get in touch and use the code: MAKEYOURBREAK to get $100 off when you buy one of their packages.

CHECK OUT PEPPERSTORM’S COPYWRITING & SEO SERVICES

 

Jarrad Seng and Jai Long

In this episode of ‘Make Your Break’, Jarrad Seng shares with us how his career got started and some of his career highlights. Then myself & Jarrad dive into a quick mastermind to talk about ways you can either identify an opportunity or create an opportunity from a situation. I think it is inspiring to hear from people like Jarrad, just how he has created his career into what it is today.

 

Jarrad Seng Podcast

My highlight from this conversation is when Jarrad is telling us about a story from a few months ago, drinking with Ed Sheeren for his birthday at Pizza Hut and buying a house on a whim over the internet in the early hours of the morning. It sounds like such a typical rockstar story!
Here are the 5 different stories Jarred and I cover in regards to creating or identifying an opportunity:

 

  • “Fake it till you make it”. A story from Jarred about how Adobe contacted him to be a Lightroom expert and how he navigated around the opportunity
  •  “Opening a door”. I talk about how I sold my car to invest in my business and used the money to create a portfolio of work
  • “Get yourself in the room”. Jarred tells us about how he got on to the TV show, Survivor.
  • “Turning a disaster into an opportunity” Jarred smashed his friend’s camera and got a job working with Canon as a result.
  • “Doing what you love, no matter the cost”. We both talk about shooting for free and not letting rules stop us from achieving what we want.

 

 

My online course ‘Album Academy’ is about to drop. So if you would love to start designing and selling albums, this course is going to be a game-changer. To get started, you can download the free tip guide and join the waiting list.

If you would like to internet creep Jarrad, check out his Instagram here. I also suggest googling his name and watching some of the funny things he has been up to over the last few years.

 

 

 

In this episode, we dive into something I think is very important to any business: Up-selling and add-ons. A good add-on will bring extra revenue into your business, which is important because you need to make your business as profitable as possible so you can continue to grow and provide the service your clients love. I talk about eight tips to help you start up-selling and creating add-ons and no matter what industry you are in or what you decide your add-on will be, this episode will really help you.

I have also put together a workbook for this episode so if you would like to download the workbook and follow along…

DOWNLOAD WORKBOOK

Now, before we get started, I want to mention I have just put together my first ever online course called the Album Academy. It is a complete 4 step course from designing wedding albums, how to sell albums and how to make your workflow super fast. This course is available from the 4th of November for 2 weeks only.  If you are a wedding photographer and want to make extra money in your business, speed up your workflow and better serve your clients, this course is a game-changer.

To find out more about the course THE ALBUM ACADEMY

So let’s not waste any time and dive straight in.

What is the difference between upselling and add-ons, also known as cross-selling?

Upselling is encouraging the purchase of anything that would make the primary product more expensive. For instance, A wedding package that now includes a wedding album. Or buying a camera and having the option to have a memory card, battery and camera strap.

Cross-selling is the suggestion of any other product to be purchased in conjunction with the primary product —

Buying a microphone? Maybe you need a microphone stand.
Buying a plant, Maybe you need a new pot. Or some fertiliser.

I call Add-ons, cross-selling because It is an add-on that is relevant to the client’s purchase.

Ok, we all know what they are, let’s talk about the why.
The most obvious reason is to make extra revenue for each sale. We want to do that for two different reasons. One, because we need to make as much revenue as possible so we can create a better service and just keep our doors open for longer. Did you know it is much cheaper to sell to an existing client then it is to get a new client? You have already paid for the ads, you have already put the leg work into marketing and you have already converted your client into a fan.

It is expensive and time consuming to gain an extra client. The second is because we want to better serve our clients.

That’s right, most people don’t associate upselling with serving clients but today I am going to see if I can change your mindset on selling.

Here is the thing. Your clients love you and what you do. They probably wouldn’t have hired you otherwise. So that is a pretty safe bet. They respect you as a professional and they value your professional opinion. So with an upsell of a larger package, if you are anything like me, I wouldn’t upsell a large package to anything that I don’t think would benefit from it.

For instance, if I get a wedding client asking about my photography packages and which one they should book. I ask them about the wedding and what they need. If they are having a small wedding with 40 guests and its all in the one location, I won’t be trying to upsell them a big package because they don’t need it. I will advise them on my smallest coverage and tell them exactly what they need and how we can make it work.

If I have a client with 100’s of guests and a very complex wedding, I will be advising my biggest package plus the extras that I believe will help them make their wedding day easier and what will be more cost-effective. If they want a wedding album, I let them know that it is much cheaper if they just choose my biggest package with that included and its better value for money.

Your clients trust you because you have earned it. So my biggest piece of advice is don’t take advantage of someone’s trust and sell them something that is not exactly what they need.

Your clients are looking for the products they want and if you don’t have those products because you believe you don’t like upselling, you are actually not serving your clients in the best way possible.

I get enquiries every week from other photographer’s clients asking if I can create them an album with their wedding images because their photographer doesn’t offer that service. I even book a lot of clients just because we have the extra add-ons they were looking for and others didn’t offer it.

People love shopping. And People love choice. So if you are not giving them that experience, you are doing more harm than good.

the album academy

1/ Personalize

I believe the more your personalise an add-on for your client, the more likely they are going to feel looked after and more likely to purchase. For example, If you are trying to upsell a videographer to muir clients and they have expressed they don’t want video, it’s a safe bet to say you won’t get a sale. But if they really love photos and they are there most important, upsell an album and talk about why you believe this is the perfect product just for them.

2 /Choice

Your clients trust you as a professional and they believe and even want to buy, products that you believe in and curate just for them. People love shopping and they love the power of choice. If you don’t give your clients choices, it can feel like you are pushing a package or product onto them with no options and it can feel like a one-size-fits-all’ type of thing and most people don’t like that.

On the other hand, people don’t like too many choices. And with too many choices can cause the same reaction as not enough choices. Your client will get confused and it simply becomes easier to just not book you…

Just like when you walk to a drink fridge and there are 50 choices of drinks and it gets way too hard to make a decision.

3/ Get your language right.

Some of the best upselling examples get this right by making visitors imagine how they could make use of the upgrade, or by triggering the fear of missing out (FOMO). This is psychologically proven to help make more sales. Good copy to communicate what your packagers and offers will do for them is key.

4 / be honest.

You don’t have to be a salesman to sell add-ons and often that is exactly what your clients are afraid of.

Be honest with your opinion and make sure you have your client’s best interest at heart and not your agenda to make extra sales. If you are going for an upsell, talk them through why you believe it is the right choice. Being genuine and transparent is always going to trump sleazy sales tactics.

5 / Reward loyalty.

I know discounts are never a good thing because you will become a discount wedding photographer or a discount designer. But I believe once someone has booked your services, there is no reason why you can’t treat your clients with insider specials and discounts or even something else, like a thank-you card or a gift. Or even a voucher for a future purchase or a discount on a product that you know they will love.

6 / Visiualize.

People have a hard time visualising something that is not right in front of them. So it is important to have examples of what you have on offer and if they can touch it, hold it and feel it, the product will sell itself.

For example, I sell wedding albums to my clients and I love the albums I sell. I believe they are the best money can buy and I believe they are an amazing investment for my clients. But it is hard for me to just sit there in a client meeting and tell them that. It is much easier to put a sample album into their lap and let the product sell itself. And if I am telling them all the facts and features of the albums, at least they can hold them in their hands and see why I am so passionate about what I am selling.

Album academy

7 / Make it easy!

With any kind of add-on or upsell, it needs to be an easy process. From the choice, all the way to the payment and delivery.

There are many programs out there that help you sell add-ons upon checkout or upon booking your services which means they don’t need to get out their credit card twice and it becomes one easy transaction.
Also offering things like free delivery, free gift-wrapping or any other way to make it easy and desirable for your clients, the better.

I would also make it easy with pricing. People hate hidden fees and extra credit card fees and extra tax fees and all the other things to stop people from buying. The easier and more painless you make it for someone, the more sales you will get. So next time you re complaining about the credit card fees you have to pay, just remember that you may have made a lot more revenue this year just because you made it easy for your clients and you accepted credit card payments or even payment plans.

8/ Educate

Most of the time people don’t even know what they want until you show them what they want. Educating people on your products makes it much easier for people to buy your products because they know what they are, how to use them, why they need them and just simply, so they know your products exist.

You can educate your clients through your mailing list, blog, social media platforms, in person at meetings and many other ways.

So I want you to have a think about what you offer and how you can educate your tribe on what you offer.

Ok, I am going to have to wrap up this episode. But I could literally talk about this stuff for days. I am passionate about it because I love the fact that I can make more money for my business which means I can employ people, give my clients a better service and live the life that I want. So it really is an amazing tool to be able to offer the products your clients actually want.

Again, my new course ‘The Album Academy’ is almost here and I can’t wait to start teaching wedding photographers how to sell albums effortlessly and bring in more money for their business. The course will be available from the 4th Nov for two weeks only. So it’s only a small window, but seriously guys, this course has so much value and I am excited to be bringing this to you.

So last recap before we end the show,

Tip1 – Personalise

2 – choice

3 – get your lounge right

4 – be honest

5 – reward loyalty

6 – visualise

7 – make it easy

8 – educate.

Don’t forget to download the free workbook for the show.

See you next time.

the album academy
Evolution Botanicals

In today’s episode, I am talking with Nara Commerford, the founder of Evolution Botanicals in Byron Bay, Australia. Evolution Botanicals are a collection of premium tonic herbs and adaptogens. Nara has been running this company only for a few months now and we dive in to see why he decided to go out and create a product from scratch and how he is going about getting out to the world.

I have known Nara for a long time now and I know he is good at life and education hacking. So that is exactly what we talk about today.

 

Here are the three tips Nara gives us at the end of the episode on creating a physical product to bring to the market.

 

  1. When thinking about creating a product, think about if the actual product is scalable. A lot of work goes into developing a product to bring to market and the more scalable your product is, the profitable it will be.
  2. Put your product through a good beta test. Get some real feedback and listen to what the customers actually want. Nara explains how he got hundreds of people to help him choose his branding, labeling and the brand as a whole. Listening is a huge attribute to any entrepreneur.
  3. Thinking about the actual cost of your product and being honest with yourself. Working out how much it actually costs when you factor in networking,  equipment, distribution and all those little things that you may overlook when you first start.

 

I am personally bringing a few physical products to my online store in the next 12 months, so it was so nice to have a chat with someone that is doing it and get some inside knowledge and insight. It is literally the best way to learn.

 

Evolution Botanicals

 

To find out more, find Evolution Botanicals here:

Instagram // Website

Kyle Lionhart

Today’s episode is with an Australian singer-songwriter, Kyle Lionhart. Kyle has been making waves lately with his new album hitting the shelves and it has been non-stop busy for him. So I am very luck I could catch him for 40 minutes and get a good interview for you.

Kyle Lionhart is actually my brother-in-law and I have known Kyle for most of my life. So it has been incredible watching him grow up and not only dream big, but believing in himself to make those dreams his life. Not many people do that, especially after becoming a young parent.

So today we talk about riding the highs and lows and I know Kyle gets both in spades. So many incredible things happen for him every day with his career but it is not always good news. Sometimes he is fighting to the odds to keep the dream alive.

 

Kyle Lionhart

 

The biggest take away from this episode ‘persistence’. Reaching your goals and dreams, it really comes down to how persistent you are. How many times are you prepared to get back up and try again. If you just keep trying you will eventually get there. Sometimes you will need to change how you are doing things and change the formula, but persistence will out trump anything else.

The other take away that I loved is loving your clients and fans. Serve them and give them the best experience, no matter what industry you are in. It will pay off in spades.

If you want to hear more, get over to the ‘Riding The Lows & Highs’ Podcast episode with Kyle Lionhart.

Reaching your goals and dreams, it really comes down to how persistent you are.

 

Find Kyle here:

Website // Instagram // Spotify

 

 

 

 

I’ve always pushed myself to do the things that make me most uncomfortable and, truth be told, this is one of the main reasons why I’m starting a podcast. Yes, it’s a business podcast, so listeners will glean a lot of advice, tips and tricks from each episode, but the underlining (selfish!) reason why I’m doing this is to push myself and encourage me to grow.

I’d been asked to do several podcast interviews and I noticed that I kept saying no. It wasn’t because I didn’t have time to do them – it was just because I was scared of recording a conversation and making a mistake in front of an audience.

That does sound scary, right?

Jai Long

Make Your Break is a creative business podcast show that’s aimed towards helping my community push their businesses to new heights. I’m packing it with stories, inspiration and tangible tips designed to help anyone at any stage of their creative business take action to improve their situation.

I’ve been recording it in my bedroom, which isn’t the quietest place even at the best of times. We live behind a busy café and are surrounded by shops and public transport. But you do what you have to do and I actually think the sound quality is working out really well!

I’ve also received some help from a company that specialises in podcasting and who do all the post-production. We have so many projects and businesses on the go at the same time and it would be crazy for us to try and do everything ourselves.

To be completely honest, recording the first episode was much harder than I thought it would be. I overthought it, ruminating on it for days on end. I changed the subject a few times and did too many script rewrites. By the end, I had to apply one of my personal rules to the process: Done is always better than perfect. And I know that the show will only get better, so I can’t get too caught up in perfecting the first episode. I fumble my words in some parts but I actually like this real, authentic feel. Plus, it gives me a great chance to improve! I want to get more confident when speaking in front of a microphone and this is the perfect opportunity for me to do just that.

So, if you love listening to podcasts before work for that extra bit of motivation as much as I do, I invite you to take a listen to the trailer and subscribe on your favourite channel – let’s start spending our mornings together!

Oh, and if you have any suggestions for the shows then I would love your input, so please leave a comment below.

 

 

 

Subscribe – Apple Podcast // Spotify

“Thank YOU Jai!!!! It was honestly life-changing for me. I’ll be doing more one on ones with you. I’ll see you next year to shout you that drink when I book those 40 weddings!”
~ Prue Peters

 

wedding photography workshop Melbourne

 

It was no suprise that this Melbourne workshop SOLD OUT in record time, full of keen creative business owners ready to take control of their business and up their game. The feedback has been incredible and it is so rewarding to read through all the reviews, emails and listening to feedback. It just confirms to me that the workshop is making such a huge impact on so many creative businesses.

This workshop was held in a warehouse in Abbotsford called Small Talk. It was the perfect venue and it really had that cool Melbourne vibes. Such an easy location for everyone to get to, especially when they fly in from interstate and book accommodation right in the city.

For me, every workshop is different and every student is at a different level or different part of their journey. So it can be hard to navigate around and make sure I don’t teach anything that will go over their heads and it has to have enough so they can see the middle moving for their business. At the end of the day, everyone has a goal and this workshop is a BIG stepping stone to get them that one step closer.

 

Free The Bird workshop

The workshop is spread over two full days and you would think that is plenty of time, but even at this workshop, we didn’t get all the way through all the content. There is just so much to go through when you are knee-deep in business and trying to take it to a new level. Even if you are just starting out, you still have a ‘to-do’ list longer than you want. But having said that, I made all the content digestible and easy to implement in a step-by-step format.

Melbourne wedding photography workshop

 

Melbourne photography workshop