82. How to Sell Wall Art Clients Actually Want with Guest Tavis Guild

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What if the reason your clients “just want digitals” has nothing to do with price—and everything to do with what they don’t know exists?

In this episode, Karinda sits down with Tavis Guild of Guild Canvas to unpack one of the biggest misconceptions in the photography world: that clients don’t want wall art. Spoiler alert—they do. But it’s up to you to show them why it matters.

Together, they explore how to shift your sales mindset from file delivery to creating unforgettable experiences with printed products. You’ll learn:

• The real reason clients ask for digitals (hint: it’s not about the money)
• How to introduce wall art without being pushy
• Why offering fewer options can actually boost your sales
• The power of prestige, passion, and positioning
• And the “suitcase wheels” analogy that will change how you think about product sales forever

Tavis brings insights from 17 years running a successful studio and leading Guild Canvas to reveal what really moves the needle when it comes to premium product sales.

If you're ready to stop playing small, confidently offer physical products, and elevate both your client experience and bottom line—this episode is your roadmap.

Meet Tavis Guild
Since 2008, Tavis and his wife Amy have run a successful portrait studio, bringing a deep understanding of what clients truly value when it comes to preserving memories.

In 2017, they took ownership of Guild Canvas—a company with a 50-year legacy of craftsmanship—and have proudly continued its tradition of excellence. Their mission is rooted in more than just producing beautiful products; it’s about celebrating family, honoring meaningful moments, and turning memories into art that lasts a lifetime.

Explore more at guildcanvas.com and follow along on Instagram at @tavisguild.

Connect with Karinda!

• Ready to Sell More Wall Art? Join us in Your Magic Year to Sell More Wall Art
• Website
• Photography Business Tune-Up with Karinda K. - Free Facebook Group
• IG @Masteryourmindmoney

Thanks for listening!

Episode Transcript

Speaker 1 (00:01):
Welcome to Mindset and Money Mastery for
Photographers the podcast.
We help overwhelmedphotographers make more money
while simplifying their businessby mastering their you guessed
it mindset and money.
Tune in each week for practicaland actionable tips to take
your photography business up anotch.
Let's dive right in.

Speaker 2 (00:21):
Okay, so today I'm super excited to have Tavis
Guild join us on the podcast.
I've known Tavis for well Idon't even know how long I've
known you.

Speaker 3 (00:30):
Years for sure.
How many of those my wife wouldprobably know exactly.
That's not my.

Speaker 2 (00:36):
I just think, like in terms of before child, after
child, I feel like I've knownyou since before Kai was born,
absolutely.

Speaker 3 (00:42):
So probably like five maybe six years now.

Speaker 2 (00:47):
Tavis is the face one of the faces of Guild Canvas.
In case you haven't heard metalk about them, if you've been
listening to the podcast, you'veheard me talk about Guild
Canvas, so now you know this isone of the people behind Guild
Canvas, Tavis.
Do you want to introduceyourself?

Speaker 3 (01:01):
Yeah, hi, I'm Tavis, nice, nice to meet you all.
Man, you guys are so lucky tobe listening to Karinda, like
she, she has it going on and shegets it.
And what I've always loved Iknow I'm introducing you, but I
I'll get to me, don't worry butwhat I've always loved about
Karinda is her heart.
She is so genuine and soempathetic in a way that she

(01:25):
just wants to give value toeveryone that she meets and you
can't stop her from doing it.
She just wants to do it, and soit's so awesome that she's in
our industry and that you knowthat you guys, you know, have
found her, been hanging out withher for a long time and really,
you know, I can't remember likehow our ships kind of passed
and we met each other.

(01:46):
It was some time ago, but no,you know, for me, let's see,
I've been in the industry about17 years or so, so I've had my
own portrait studio specializedin weddings.
To start, video, actually, noteven photography.

Speaker 2 (02:03):
I did not know that.

Speaker 3 (02:04):
Yeah, I started the video company we were this makes
me sound like super old, but wewere one of the first in the
area to offer high definitionwedding videography.
Like that was our thing before.
We knew anything about anythinglike we're like people are
gonna want this right, and nowit's like you know, one zillion
K resolution, you know it's awhole thing, but at the time it

(02:31):
was low res and then we werefilming with high def cameras.
So, anyways, fast forward.
We quickly added photography.
We were doing about 50 to 70weddings a summer, so I had a
whole team of photographers onstaff and it was just living,
eating and breathing weddingsfor many, many years.
We've now kind of restructuredthat a little bit.
As Karinda alluded to, I have ahandful of other ventures, one
of those being our NationalCanvassing Company, which it's

(02:52):
been around for over 50 years,and we create museum quality
canvases for photographers, andso we are, you know, specific to
just working with you guys, andso I'm sure we might talk a
little bit more about that.
And then, of course, I do somecoaching and some real estate
stuff and blah, blah, blah.
There's a handful of otherthings, but that's me, that's
what makes up most of most of myday.

(03:13):
So does that work?

Speaker 2 (03:14):
I love that.
So I was thinking about that.
I signed up for a Guild Canvasaccount like a long time before
I actually sold guilds, becauseI looked at the pricing and I
was like there's no way myclients will buy these.
And now I'm like the biggestcheerleader of everybody should
sell guilds.
Like you will make so muchmoney selling guilds.
And so I really like that wasbefore I did all the mindset

(03:37):
work.
And then I did the mindset workand got over my fear around
money and all that stuff andthen I was like, okay, I'm doing
this.
And then I think I met you atImaging in Nashville maybe.

Speaker 3 (03:48):
Okay.

Speaker 2 (03:48):
For the first time.
So Tavis was my business coachfor a little bit and we worked
together and he was on thejourney when I was doing crazy
stuff that I'm sure he washearing me and being like what
is this girl doing?
She's insane.

Speaker 3 (04:00):
I never thought that out loud, no, just kidding.

Speaker 2 (04:03):
But I think Tavis is one of the few people that I
think his brain works verysimilar to mine where his
capacity to do stuff is a lotand he has a lot of irons in the
fire and I definitely admirehis ability to manage all the
irons in the fire and do themall so well.
So I really appreciate thatabout all the things he does and
his perspective and having aportrait business and having the
canvas company and all of theseother things.

(04:24):
So let's talk a little bitabout wall art products.

Speaker 3 (04:28):
Yeah.

Speaker 2 (04:29):
I'm going to ask you one question.
That's going to be a loadedquestion.
If somebody is sitting herelistening to this today and
they're like I think I want tosell products, I have no idea
where to start.
What would your one biggestpiece of advice be?

Speaker 3 (04:41):
Oh man, one, just one piece of advice.
Well, one biggest piece ofadvice be, oh man, one, just one
piece of advice.
Well, in short, it is we needto do that.
That's the advice is is to finda path to do it.
But what I'd say is is to thatphotographer like I said, I
started this journey 17 yearsago and I'm still a practitioner
.
I still, you know, do families,extended families and seniors
and all that good stuff, right?
And I remember that same thingthat when I entered the industry

(05:05):
, it was the collision of filmand digital and it was still raw
and real, and I didn't knowwhat.
I didn't know, of course, but Ididn't know, like, what the
first step was.
I didn't.
So it seems so overwhelming, andso I want you guys if that's
like the feeling, like wheneveryou just heard say, oh, we're
going to talk about products,and like your mind just started

(05:27):
to want it like, come backbecause, like, that is a totally
, you know, fear of the unknownis one of the most common fears
that we have as humans, and Ithink that, like, when it comes
to, you know, products, there'sso many options, there's so many
depths, and even when you sayproducts, you're like I don't
want that, you know, products,there's so many options, there's
so many depths.
And even when you say products,you're like I don't want that,

(05:47):
you know.
And so we've kind of programmedourselves to like to push away
and say, oh well, well, I'm justgoing to only then, you know,
do digital, because that'ssimpler, it's a better business
model.
We've convinced ourselves ofsome of these things, and what
we discover down the road, downjourney, is that it's because of
our fear of the unknown that wejust stayed in our comfortable

(06:10):
little bubble with what wethought was work.
And I think that, as we justhave a little self-awareness and
that's what it took for me tosit back and luckily I was
surrounded by some incrediblementors and if you're listening
to this, you are too.
You're listening to Corinda soyou're surrounded by these

(06:30):
voices that are going to guideyou somewhere that is not going
to hurt you, that is not goingto make things harder.
It's going to actually relievea lot of pain.
And ultimately, when we allbecame photographers, we didn't
realize that we were alsobecoming business owners.
We did it.
Most likely the most commonstory here is because we love

(06:52):
the artistry that we create, welove the interaction with the
client or the subject matter,like that was the first love.
It wasn't.
I love business, let's start aphotography company, right, and
that wasn't.
It's never that way, and sobecause of that, we have to then
say, okay, but there are nowelements of this in order for me
to still continue to do thethings that I love that fill my

(07:14):
cup.
It's a phrase I love thingsthat you know when you're done,
you're like, ah, that wassatisfying.
We do have to dip our toes inthe water of things that maybe
we don't feel a skill that wedon't feel as skilled at, we
don't feel as confident in, andso I'm excited for Brenda and I
to have this conversation of ajourney of how do we start

(07:34):
offering wall art products.
And then, for those of you thatare listening that do already
offer wall art products, thereis very specific things that we
have learned over the years tosay well, how do we navigate
what it is that we are currentlyoffering to?
And so this really is from.
You know, our conversation hereis for the I won't say beginner
, but for the individual thathas yet taken the leap into

(07:56):
offering products, and then forthose that have been offering
products, but kind of feel alittle stagnant, a little.
Yeah, it just doesn't really,you know, it doesn't seem as fun
or as exciting.
It just kind of seems like,well, because this is what I was
told to do and we want to getyou away from that.
We want to get you somethingthat you can't stop talking
about.

Speaker 2 (08:14):
Yeah, can I bring up one of the most common things I
hear people saying at this pointwhen we talk about this
conversation is in the back oftheir head.
I know that people who arelistening to this are thinking
this right now of my clientsdon't want products, my clients
just want the digitals.
And I always say, well, that'sbecause you haven't asked them
the right question.
But you haven't asked them theright question in the right way,

(08:36):
because it's subtle littlenuances of the way we say things
and the way we ask things thatget us to the end result.
But also in that same manner,that's where selling starts is
just asking your clients theright questions.
So for anyone who's listeningto this, it's like I don't think
my clients want this.
What would you say to them?

Speaker 3 (08:53):
You know, it's hard because we are hearing things
from our clients that seemgenuine and seem like no.
My clients, literally, aretelling me they just want the
digital images, right, and Ithink that we have to make sure
that we understand why we'reeven existing and why that
client's even in front of us.
And that reason is is becausethat client has a problem.

(09:17):
They have a very distinctproblem, sometimes even a unique
problem, and so maybe it's afamily portrait session, right?
They're recognizing that theseason of life that they're in
is not going to repeat again andthey're headed to the next
season.
Whether they can evenarticulate it the way I just did
, that's what they feel and intheir mind, as far as their

(09:40):
education has brought them interms of past experiences and
what they see and observe, andall that is that a digital image
is the total solution.
They don't know any better.
So I love to use other industryexamples, because I think that
we get stuck in our own industryand we end up just bouncing
around the walls in there and wecan't make sense of it.
And so my favorite industry orexperience that we have likely

(10:04):
all had or seen someone have isa doctor's experience, and so
when people go to the doctor,why do they even call the
doctor's office?
Right, there's some sort ofsymptom, there's a pain, there's
an ache, there's a cough,there's something that's off.
You feel different than you didthe day before and it doesn't
feel right.
Your quality of life ischanging.

(10:24):
There's a problem.
They may be able to explain it.
They may not be able to explainit, right.
And so, in their minds, youknow, what do we?
First do we get on like, well,what are my symptoms?
And then it tells you, ah,you're dying of seven cancers
and you know, like, all thisstuff, right, so we have all
that.
But what we do is we go to thatdoctor.
This doctor is a specialist,right, meaning that, like,

(10:44):
they've spent the majority oftheir life learning and continue
to learn to be able to helpthose that are in pain or
discomfort and need a higherquality of life when it comes to
their body and even their mind,in some cases, right.
And so when we walk into thatdoctor's office, we probably did
what we probably, in our ownmind, was like, well, I know,
I've been taking Advil to maskthe pain and you know the Advil

(11:06):
was.
I mean, it's great, but likeyou know, the pain comes back
every four hours, it's like youknow.
So then I switched to that andTylenol, and I'm just jumping
back and forth between drugs andyou know all this stuff.
And then, and so the doctor'sjust like, yeah, in your mind,
with what you understand aboutwhat's going on, that's how you
think it should be treated.
And so what does the doctor do?
The doctor does, and Corinnealluded to this.

(11:28):
The doctor begins to askquestions around the pain, right
, well, when you move this way,what does that feel like when
you do this activity?
What does that feel like whenyou take a deep breath?
What do I hear?
What do I see when I look inyour ears?
They begin to investigatethrough questions and through
observation.
And then, at the end of that,what do they do as a specialist?
They give their expert opinionon what they would recommend

(11:52):
that will enhance your qualityof life.
And through that process, ifthey're a good doctor, they've
built trust with you, they'vebuilt desire.
So you want you really want abetter quality of life because
they've alluded to have youalways had this pain I have.
Did you know there might be apath to get rid of that?
Really, I've never thoughtabout it that way.

(12:13):
And then they add logic.
It makes sense for you to takewhatever it is that they're
going to prescribe whetherthat's exercise, diet, change,
you know, medicine surgeries,whatever it is because they've
identified and put them in theexpert chair and they've done
all those things.
We're now willing to say let'sdo this.
And so, yeah, to thatphotographer that is stuck my

(12:35):
clients just want the digitalimages.
The answer is absolutely, andthey'll never stop only asking
for the digital images.
There's nothing we can do orsay to make that completely go
away.
It is now ingrained in ourculture and so until a new
disruptive technology comesalong, that is going to be, in
the client's mind, the totalsolution.
But we need to think likespecialists, right?

(12:59):
We need to talk to that patient, that client, and ask around
the problems.
And when I say that it's notlike, let me show you all this
wall art.
A doctor doesn't ever just openup his coat and say here's all
the prescriptions, pick one.
He asks a lot of questionsabout the paint.
What's bringing you in today?
Why now?

(13:19):
Why are you doing portraits now?
What are you feeling?
Susie is, you know?
I just feel like she's gettingolder, absolutely.
What age is she?
She's nine.
Did you know that?
Between ages eight and 12,that's the original coming of
age?
And so I love that you'reprioritizing, recognizing that
the kind of magic and wonder inher eye is going to be different

(13:41):
as we move forward, and I lovethat you're intentionally
wanting to capture that rightnow with your daughter.
Tell me, what do you see?
What lights up her world?
What does she get excited about?
What does she daydream about?
And so you see how.
I'm not talking about products,I'm not talking about canvases,
I'm not talking about albums oranything like that.
I'm talking about their problem.
More they are absolutelyconvinced that you, the

(14:05):
photographer, us, thephotographer, knows what their
problem is, the more likely itis that they are going to be
willing to take therecommendation of saying now,
here's what it means to haveyour value system on display.
This isn't just to take awaythe pain for a few hours.
This is for you to always walkby and your eye catches it and

(14:26):
it begins to draw you in andyou're brought back to that
season of that magic with Susieand all these different things,
right, and then that thought isgonna force you to say I wanna
see more, and that's when you gograb that album because you
want that other slideshow inyour hands from that same season
.
So you see how I just strungtogether a couple products there
that they're not going to comeup with that on their own

(14:46):
because, again, they justalready have the solution in
their own head.
So, karinda, what do you think?
So, as I'm talking about that,does stuff jump out?
Does that kind of feel, is thathow?

Speaker 2 (14:56):
it's all yeah, and I think like something really
important that you showed thereis number one selling and
offering products is not just asales thing, it's not just a
making money thing.
It's a caring about people andwanting to get to know people.
And I think that there are veryfew situations with businesses
nowadays where you interact withthe business and the business

(15:17):
actually cares about you andacts like they give two craps
about you.
To be honest with you, like Ifeel like most businesses act
like they could care less.
And when somebody contacts aphotographer and the
photographer says, hey, I wantto get to know you, you show a
genuine interest out of yourheart because you're a good
person and the person, and youshow that you care about them.

(15:38):
That goes further than a lot ofthings in this world nowadays.
And by showing that you careand getting to know them,
they're like man, thisphotographer cares and they want
to know what's best for me andthey want to know what I value
in life.
And I think this goes back tolike I talk a lot about, like
your why and understanding on adeeper level what it is and what

(16:00):
matters to you, which alsoallows you to attract those
clients.
So when you have thoseconversations with those clients
that come in, it feels natural.
One of my coaching clients shewas like.
I just did a podcast interviewwith her the other day and she
said I was so freaking scared topick up the phone.
I did not want to pick up thephone and talk with potential
clients.
And she's like I've been inbusiness for 10 years with
clients having to pick up thephone and Corinda was like do it

(16:23):
, do it, do it.
And then I finally did it and Irealized why it was so
important.
It wasn't only selling, it wasalso building that relationship
which results in the sale, butin such a non sleazy way, right.
So I think that's reallyimportant to remember.
It's a connection and a journeywith a client and getting to
know them, not just a salespitch.

Speaker 3 (16:42):
Yeah, I love these two words around what you just
said.
And this is like if you don'thave scripts, when you're
booking a client or talking witha client, you know that's fine.
If you have rough guidelines,you're like I know what I'm
gonna say.
Well, these two things keep youon track.
And it's the first word iscuriosity and the second word is
connection, and Corindamentioned that second word.

(17:11):
And so if you enter into aconversation with a client, you
have curiosity and thewillingness and wanting to
connect with them the wholeconversation.
Because when you ask a questionto someone and you're genuinely
curious genuinely, tell meabout Susan, tell me about your
horse, tell me about your pet,tell me about your family, you
know relationships and you'regenuinely curious.
And it's in your tone, it's inthe energy, it's in the cadence
and how you're speaking, all ofthose things that draws your

(17:31):
client in towards you, right.
And then that begins theconnective piece, where you can
begin to relate on saying thingsand I'm not saying that, like,
our clients should be our bestfriends or whatever, right, or
that it's like you know we're,we're courting to see if we can
be friends, no, but you need to,like, get at a level to where

(17:52):
you can genuinely connect withthem, even if and so here's
what's interesting Even if youfeel like you can't really
relate to your client.
I don't understand.
You just pulled up in aLamborghini, I have a used Honda
, you know, like the different,different life experiences,
different even different moralvalues and stuff.
What you want to find is isthat the common ground that
you're on because they'resitting in front of you, they're

(18:15):
not sitting in front of youbecause you have the same moral,
you know fibers, or you are inthe same neighborhood, you know,
or all those things, or yourkids go to the same school.
That's not why they're alwayssitting in front of you.
They're sitting in front of youbecause they have a problem and
they saw you as a potential wayto solve that, and so you're
going to find that curiosity andconnection around that piece.
So try not to disqualifyyourself if you're just like,

(18:36):
but I just don't get my clients,they're not where I'm at,
they're not my ideal client Like, hey, every client's an ideal
client, you know, they're allgoing through a season.
We just have to get them to thepoint to where they're ready to
see the value in what it isthat we're doing.

Speaker 2 (18:49):
Yeah.
So then that turns the questionof how do you like tell a
client like this piece of wallart or this product cost this
much money, and in your headyou're thinking, holy crap,
that's a lot of money.
What do you say to those peoplethat are like, okay, I get it.

(19:12):
I understand how you're sayinglike the wall art.

Speaker 3 (19:14):
It's a conversation that happens, but still, that's
a big investment.
What would you say to that?
Okay, so what we're, what we'reentering into this, this is a
10 hour podcast, right, or is it?
No, I, I'm, I'm going to helpyou guys out there.
So whenever we're doing priceconditioning, right, we're
saying, okay, now we have theclient, we have to introduce
price, and I think maybe thecontext matters.
So maybe, let's say, this is abooking call, someone inquired

(19:36):
and you're on the phone withthem.
I think that's a commonexperience that most people have
had or continue to have.
There are a couple of thingscolliding.
The first thing colliding isthe market value for photography
in your area.
Now, what I mean by that is isif there were a poll to go out
in your area and everyone wereto write down a number of what

(19:58):
they think a photographer or aphotography experience would
cost, right, some will put a 100, some will put 300, 500, 800,
2,000, 1,000, what?
So there's gonna be that, butthere's gonna be this 80% like
solid in the middle.
That's gonna be what's calledwhat the market can bear,
Meaning.
It's the without any additionalvalue being built.
It's the assumed value of whatsomething should cost, right?

(20:21):
So if I were to tell you youknow, a gallon of milk costs XYZ
, you will not be shocked ifreally it's the most common
pricing that you've seen formilk.
But if I were to say that milkcosts $40, you'd be like timeout
, I'm missing something.
You sound a little crazybecause that's you know.
I don't get it.

(20:41):
And so in again in our client'smind we have to recognize there
is a what the market comparenumber, meaning that this is the
number that they're likely tomove forward in an experience
with us without any additionalvalue being built.
Now what then becomes reallyimportant for us is building
enough value so that when webegin to condition them on price
, what they think it should costand the number you just said

(21:05):
are equal, right.
So is this audio only or video?
I talk with my hands, so we'llhave to be a little behind the
scene, but we want to make surethat what the price in their
head, of what they now think itis, after you've built some
value, and the price you justsaid that those are closer
together.
Because if they're not, if yousay $10,000 on the phone and

(21:26):
they're still thinking it's atmost worth $800, then that
creates what's called a logicalfallacy, meaning that it won't
make sense for them.
What you just said doesn't makesense.
You haven't heard anything likethat.
There's no way for them torationalize in it, to go forward
with it, and so their desirefizzles a little bit.
Their trust that we've beenbuilding the trust starts to go

(21:48):
a little bit too, becausethey're just like this is
catching me off guard.
So when we're on the phone, wehave to recognize that we can
only build so much financialvalue with what it is that we're
doing, right.
And when we start to talk aboutproducts, we do want to give a
range of pricing.
But the conditioning that wegive on the phone is so
important Knowing that they'renot in our studio, they're not
in front of our camera.
We haven't, like, had thatinteraction that can build so

(22:10):
much value, so much quicker thansomeone you know making
spaghetti while they're on thephone with you, right?
You know we only have so muchof their attention, and so we
want to set our pricing and ourproducts up in a way so that we
can introduce a price to them onthe phone.
That's like based off of whatwe just talked about and based
off the fact that you I firmlybelieve and trust that you can

(22:32):
solve my problem.
I think I'm willing to listento those solutions, but right
now, unpacking it to so if youfeel like you're talking about
products on on a booking callfor like more than three minutes
, got to get that bad boy down.
We got to get it down because,again in their mind, their total
solution to it is not a productyet.
And so now to further answerChris's question.

(22:54):
Well, how do you then startbuilding that value?
Well, there's a couple thingsthat I think play a huge role in
it, and it's the products youoffer, and is one of them.
Another one is your passion forthat product right, and your
ability for there to be anadditional problem created with
that client.
So that's going to be yoursales ability, that's going to

(23:15):
be your understanding of theirreal needs and being able to
convey that back to them so theyunderstand it.
And so you're hanging out withCorinda, so you're learning
these things Right.
And so you know that that firstthing that we talked about
right Is when we what was myfirst one?
My brain just went to anotherplace.
Three things, and they all go,no, but the passion.
And so I just had the hamsterhad to catch up with the wheel

(23:37):
there.
And so the passion when we'reoffering a product, it has to be
something that we're passionateabout.
And so if we're offering thingsbecause someone just said, oh,
you should offer that, that'sjust where you got to have an
option for this.
You have to fill that gap, thatvoid, but we don't really care
about it.
That is, the client picks up onthat.
I mean, we've all been in aroom before that you're
listening to a conversationacross the room and someone's

(23:58):
just like excited andpassionately speaking about it
and you can't really hear whatthey're saying.
But even just their bodylanguage you're just like what
are they saying?
It's so such a like a moth to alight, right, it's like I gotta
know what they're talking about.
And so passion sells.
And so when you're offering aproduct, you wanna make sure
that whatever it is that you'reselling you are passionate about

(24:20):
, because if you're not, thatclient's going to pick up on it,
they're not going to want it,they're not going to design, you
know all of those things.
And so if that means that youhave a very slim product line,
that's perfect, because it'shard to be passionate about.
You know 35 different optionsfor the wall.
It's easy to say this is thething, and I don't.
Even the other stuff is likeokay, neat, but like this is the

(24:42):
thing and your clients aregoing to want that over and over
, right?
The next is is it's whereprestige has the ability to be
created with the client or tohave some value.
So there's a certain amount ofemotional value and I'm talking
about financial emotional valuethat comes with a client to an
experience.
So there's a maximum to that.

(25:03):
Like a client will only spendthis much because they
emotionally need that solution.
Right, there is an end to thatand at some point something has
to get picked up and createprestige.
And now, again, there's a lot ofclients that are very like.
They're 80% emotional, butevery client has a little bit of
the prestige.
And some clients are split downthe middle 50-50.
Some clients are they're justlike yeah, that's my family,

(25:25):
that's neat, but what is it?
All you know and so, but morecommonly, we're going to have
more emotional clients, but wehave to offer something that's
prestige.
And so when we are going downthat journey, things that are
prestigious and again, throwthis into google, throw it into
ai, whatever, a lot of thingsthat are around.
This idea of prestigious thingsare limited opportunities,

(25:47):
right.
Availability is slim.
Uniqueness, quality of you knowthe build quality, the
materials used, what it lookslike, what it makes other people
feel when they're around thatthing, right?
So if it's a watch or a vehicleor a house or a wall, you know
whatever it is, and so all ofthose things elicit a certain

(26:09):
prestige within the individualthat made that purchasing choice
, right.
And so there's an entireecosystem in especially American
culture.
But just even I mean I don'tknow if you've ever been to the
French Riviera, but across theglobe there's, like you know,
$100 million yachts just linedup out there, and they're not
all from America.
And so we're talking, everyonehas that prestige where they've

(26:32):
justified $100 million yacht intheir minds.
Now, let's not get too far intorainbow land here Coming back.
So that means that you want topick a product that has that
prestigious value.
One thing that I think has beenunique, and even in my own
studio, when I changed to andthis isn't a Guild commercial,

(26:53):
but when I changed to thecanvassing that I offer in my
studio and of course, that wecreate is that it's not
accessible to the client at all.
The client can't drive down theroad and get this piece made.
The client can't call anyoneelse and get it made.
They can't call us and get itmade.
We only work with professionalphotographers, and when I was

(27:16):
just the photographer before Ihad any glimmer of a thought
that I would have anything to dowith this company, with Guild
Canvas.
When I was a photographer, Irecognized that and I realized,
wow, this is important.
And so it does two things.
And this is Karinda.
I love this.
I've been talking forever, sostraight up, interrupt me.
If you got something, it doestwo things.
When you offer something that'snot accessible to the client,

(27:38):
it increases prestige becausethey have to work with a
professional to get it.
In every industry there's aversion of this.
You go to a mechanic.
They can get parts you can'tget.
They can get chemicals that youcan't get.
You can.
You know, a doctor can getstuff you can't get.
And you know, across the board,when you work with the
professional specialists, theyhave access to things that the
consumer does not have access to.

(27:59):
Right, that is the fact.
And so for our industry,finding products that the
consumer has no access to or aseemingly don't have access to,
like there's nothing comparableto it.
Right, that's going to increasethe value and the prestige in
their mind.
It's also going to create along tail of you building your
brand over time, meaning thatfor every piece that you have

(28:21):
and Karinda has a lot of theseI've seen a lot of canvases come
through, for every canvas thatis up in a client's home when
they want to get anotherportrait done and they're like
gosh, that is just so beautiful,I want it to match.
I want the same qualityexperience that I had last time.
They're more likely to comeback to you.
It also is a calling card, it'sa commercial, because any

(28:51):
friend, sister, mother thatwalks into that house, they're
going to immediately know boom,that's Corinda's work.
Not just by the subject matterbut by the physical medium.
They're going to be like oh,that's Corinda's work, right.
And so when we offer a product,it matters because we have to
have prestige.
The other piece is is who elsehas got it?
So in my case, one of thethings that was great is we've
made canvases for pastpresidents, celebrities.
They are in the halls of someof the most important buildings
in the United States, and sowhen a client hears that,

(29:12):
they're just like, wow, I'mmaking the same choice that a
past president has made.
It was historic.
Well, I won't tell you whatpresident, but for the most part
, presidents make good,thoughtful decisions.
It's not a politicalconversation, but there is some
prestige that's built with thatRight and that's and that's what
we're after.

Speaker 2 (29:31):
Yeah, I love that.

Speaker 3 (29:32):
Action prestige what we offer.

Speaker 2 (29:34):
You said something earlier when you were talking
about and this is a rewind, butwe'll get back to the product
thing you said something aboutyou have to build the value in
the conversation with the client, so that way, when you say the
price, it meets the value ofwhat you're providing.
And the coolest thing thathappens, I think, at the end of
a call with a client is when Ishare my pricing and they go.
That's all.

(29:54):
I thought it was going to be somuch more after you told me all
the things you do and you'relike yes, I've built that value.

Speaker 3 (30:00):
You're like oh, that's a higher number.

Speaker 2 (30:05):
Right, and like, we know that the value and that
number comes from the wall artand the products.
At the end of the day, right,that's where I make, I don't
know.
95% of my income comes from theproducts.

Speaker 3 (30:15):
Yeah.

Speaker 2 (30:16):
But the value that we build up to them really doesn't
have a lot to do with theproduct in some weird way,
because they don't have theconcept of what the value of the
product is quite yet whenthey're really early on in the
process.
So I loved how you said that.
Now, when you were talkingabout the products, you said it
has to be something you love andyou're excited about.

(30:36):
That is so important, and Ifeel like you are calling me out
to some extent because I, Iknow Stop.
So I, you know, I feel this andthis is so important because
it's funny.
I offer multiple wall artoptions.
Tavis is definitely a big fanof selling one wall art option

(30:57):
and having one really beautifulthing that you're known for, and
I do have a couple of options.
Now, what's really funny iswhen I sell, I'm like here is
our canvas.
It is blah, blah, blah, blah.
It's amazing.
Look at it, touch it, feel it.
I'm just obsessed with them.
They're all over my house.
Oh, by the way, we have this.
Oh, yeah, we have this too.
So I am really careful when Italk about my products to talk

(31:17):
up the product that I love and Iyou should buy this, and then
when they don't choose what Iwant them to choose, I'm like
that kind of sucked, but okay,it's what they really wanted.
So I feel that and I always say, like I will be transparent on
the podcast and share my thingsthat I know I'm doing wrong,
that I shouldn't be doing, butthat level of excitement is so

(31:39):
important.
And what I've noticed with mycoaching clients is that they
put guilds on their price listand they're like I want to do
this.
Corinda says this is going tobe great, my clients are going
to love it, it'll help my salesgo up.
And then they get their firstsample and I get a message from
them and they're like my guildcame in, corinda, this is so
cool in real life.
Like you didn't tell me it wasthis cool in real life.
And then they take it to theirfirst event or they show a

(32:02):
client for the first time andthey're like my client freaked
out when they saw this becausethey have never seen anything
like this before.
And I think that's such animportant point of this whole
situation too is you have tolove it and it has to be
something people are not used toseeing, which is why I always
tell people.
I'm like don't sell lusterprints that are just look like

(32:23):
something you're used to seeing.
Sell a print on a fine artpaper or sell a matte paper or
something that when people seeit they go, wow, I've never seen
anything like this before.
This isn't like what thoseother photographers do.
Oh, that's my favorite linethis isn't what the other
photographers do.
And then I also loved how youtalked about the prestige of it,
because in people's brains, nomatter how bad we want to fight

(32:46):
it, people want the nicest thing.
Like people subconsciouslystrive for that exclusive,
prestigious thing.
And although every time I talkabout this I feel so like I feel
kind of hoity-toity saying it,but it's the truth.
I always say this If you lookat like the statistics of the
people that shop at luxurystores people that shop at
luxury stores a big percentageof their market is like average

(33:09):
middle class people that areshopping at luxury brands.

Speaker 3 (33:12):
And they really probably shouldn't be there.

Speaker 2 (33:14):
They shouldn't be there.
It's a whole other conversation.

Speaker 3 (33:16):
Poor financial decisions, but you know, it's
all good.

Speaker 2 (33:19):
Like, when you walk into the Louis Vuitton store,
they're not like do you makehalf a million dollars a year
Because in order to buy our bags?
And if you're putting this on acredit card and going into debt
, we aren't going to accept yourbusiness, right, right, it's
the people that can't afford theluxury stuff that actually
spend the money on the luxurystuff.
So if you're sitting theresaying I don't have the
clientele, or where I live,people won't buy this, or the

(33:42):
economy where I live, I thinkthat's mostly a story you're
telling yourself and it's notactually the truth.
And you're not going to know ifthat's the truth until you put
the luxury products on yourprice list or you start offering
the wall art and you startoffering it the right way, and
then you're going to proveyourself wrong.
So I always say if you'reafraid to offer it or you're
afraid to do it, just do it.

Speaker 3 (34:03):
Yeah.

Speaker 2 (34:03):
And let the process prove you wrong, because it will
, and then you'll be addicted.

Speaker 3 (34:06):
Yeah, it is, yeah, it definitely.
Well, you know, and just overthe years, just seeing studios
transformed by offeringsomething they're passionate
about and by offering somethingthat has the ability to draw
prestige out of the client, it'swhat transformed my portrait
studio before I had anything todo with Guild Canvas, and so,
you know, that was one of thethings that drew me in to say

(34:29):
our industry needs to make surethis sticks around.
It needs to be, you know, itneeds to continue to be elevated
.

Speaker 2 (34:35):
Yeah, okay.
So here's a loaded question.
If someone is out there andthey're like I want to start
selling products, but I don'tknow where to start, I don't
know what I should be lookingfor, like where does this
process even begin?
What advice would you give tothem?

Speaker 3 (34:51):
Yeah, if they don't know where to start or what
they're looking for, you knowwell.
First of all, if they'relistening to this podcast, like,
like, you know you're theirhomie and so they.
They already have a greatresource for, for product
recommendations.
You know, from that standpoint,finding what you're passionate

(35:13):
about is very much soexperiential, meaning that, like
you just said it, when peopleget a canvas in their hands,
it's different than like, oh, Isaw your website, I went to, you
know, watch the video, orsomething like that.
Or I heard Tavis talk about iton a podcast.
You know, it's when you, whenit's in your hand, it's like
click, click, click.
And then all of a sudden you'relike I can feel it, I can smell
it, I can see it, I can.
You know, like the the, it'svery, very, very much a
different experience and thatoftentimes can trigger a passion

(35:35):
that you may not even know,like the amount of times that
someone has received a canvasand said I, they send us a video
of them in tears, like,literally, like coming down
their face, and because theydidn't know they would have a
reaction to their art presentedin a way that could be in a
museum, right, and they're likewow.
And so, first of all, if you'venever printed your stuff, step

(35:58):
one, just go print it, print itdown the road or something like
that, but then find aprestigious option.
But I mean, you got gotta seeit, not on Instagram, not on
your phone.
You, I mean, you gotta reallysee your art, it will.
Actually, when I started doing alot of stuff for the wall, it
changed the way I photograph.
My brain does not photographfor Instagram, it doesn't it

(36:20):
literally everything I do it itis for the wall, you know, or
for the storytelling aspect thatmight be in an album or in an
arrangement that goes on thewall.
Like that's how my brain iswired up and I know when I got
the one, I'm like that's acontender for the wall.
You know high percentile.
So I think that you know, yeah,when you're navigating, okay,

(36:40):
what products to offer, first ofall really be super careful
offering a bunch of productsbecause you think the client
needs variety.
So here's the thing, as much asright now.
So, where you're sitting, asmuch as, like some of the things
I've said or kind of said,you're just like, oh, that's the
first time I've heard that, orI haven't heard it say it saying
that way, like we are notexperts in terms of us as

(37:01):
photographers at certain stagesin our business, we are not
experts in products, right, weget to a point where we know a
lot about it and we get reallypassionate and we can really
dive in and that overflows tothe client.
But ultimately our clients,they are not experts in products
either.
So when you offer variety to aclient and you say, well, I have
it printed on this and mountedon that and put on this, you

(37:24):
know, whatever they.
To a client and you say, well,I have it printed on this and
mounted on that and put on this,you know, whatever, they will
not know how to navigate, thatthey will go to their default of
what they are an expert in.
What are they?
An expert in?
Money, right, so they're goingto go.
Well, because I can't see thedifference between those.
I'm going to go with thecheaper option because that,
when I came in here, a digitalimage solved my problem.
I didn't even know I was goingto be doing this, but now I get

(37:45):
it.
This is a cool idea, let's doit.
But I'm not an expert in metalversus acrylic, versus canvas,
versus paper, versus, you knowcotton, you know whatever you
know, like we're, they're notexperts in that and they don't
know.
We could go through the rapsheet.
Well, here's this one, and youknow, have a 30, 40 minute

(38:11):
conversation about each productif we want it, but still they
have no desire to be an experton it.
So that's why, for me and foryou, I would encourage you to
think in terms of if we aresupposed to be the expert for
them.
They come to us as an expert.
We should curate what it isthat they experience that we
offer when it comes to products,meaning that if we offer it,
it's for a very specific reason.
Right, it's not a salesstrategy within our studio.

(38:32):
It's a specific logical reasonwhy we're offering it and that's
what we share with them whenthey put it in their home.
Right, because they will notresonate with any logic between
this medium versus that medium.
They will resonate with whythis solves a problem that this
one doesn't solve, and then themoney begins to not create again

(38:54):
that logical fallacy betweenthe two.

Speaker 2 (38:56):
Right.
And I think that comes back tolike we are our clients' guides
and this is why doing in-personsales and sitting down and
sorting through their photos andmaking recommendations on what
size wall art and what finishwall art and, even further, what
frame goes on their work.
Because and I think this issomething that I definitely
learned from Tavis we had thisconversation probably like a

(39:17):
year and a half ago.
I was like I just don't likethem.
They frustrate me.
I get so annoyed selling them.
And he's like Karinda, justtell your clients what.
They frustrate me, I get soannoyed selling them.
And he's like Corinda, justtell your clients what frame
they need to have.
You are in charge here.
The frame is an extension ofyour work.
You should be deciding for them.
And I was like duh, I'm doingthat and everything else, like I

(39:39):
don't let my clients pick whatmaterial goes on their album.
I, you know, ask a couplequestions, get to know what they
like, I know their style and Isay I think that this option
will be best for your cover.
I say I think these images willbe best for your wall and nine
times out of 10, my client buysthe pictures that I suggest for
their wall anyway.
So why was there this one thingthat I was leaving in their
court?
So I would say to everyonethat's listening, it's just
you're in charge here, you'rethe expert.

(40:01):
Your client doesn't.
And right now you might feellike you're an imposter and you
don't know either.
But just do it and you will getbetter.
I am much better at it now thanI was 13 years ago when I
started my business.
Right, just work at it and puton your big girl panties or your
big boy panties and be like Iam the expert, I know what I'm
doing, and then save the panicattack for after the phone
call's done and you've made somemoney and they get their

(40:22):
portrait on their wall.
Because that is definitely astruggle for, I think, a lot of
people.

Speaker 3 (40:26):
Yeah, yeah, and I think that that that again, that
hesitation, is why I don't knowhow to do that.
I don't know, you know.
So you don't have to be a frameexpert.
You don't have to be a wall artexpert or an album expert or
any of these things.
You do need to, just like inphotography, with your craft.
You maybe went to a school oryou go to conferences or you're
learning online and you're outthere photographing so that you

(40:49):
can create beautiful portraits.
So like, don't not make theeffort to learn more about these
things, because it is a part ofas a total expert.
We do need to learn thesethings.
You know we can't just createmediocre art.
We need to keep learning andgrowing in that area also.
But when it comes to wall art,sometimes, just like with
photography, you kind of justneed to get out there and push

(41:11):
the button.
You kind of just need to getout there and say and I'll take
care of that frame and I'llselect the frame for you, just
like.
Just like I said, and I learnedthat years ago, cause I
remember a client was choosingbetween this smorgasbord of
frame options and I'm like, andthen they start looking at
something.
I'm like, oh, that clash is sobad I can't eat, please don't
pick that.
And they pick it and I'm justlike you know, and I'm just like

(41:33):
they picked it for some randomreason, some past, nothing to do
with any art standardswhatsoever, and so I'm just like
nope, nope, nope, not anymore.
I am going to select the frameand if they have some questions
about it because again I'm nottrying to like you know, like
hey, you're coming this way, youknow, strong, arm them.
But I am persuading them to say, strongly, consider this frame,

(41:57):
and here's why and if they havea thought to say, well, here's
a secondary options One, two,three options for a client when
it comes to framing, chef's kiss, perfect.
They do not need a whole board.
Now, you need those options sothat you know if you need to
match a gold or a silver or abrown, or you know a textural
repetition that's happeningbetween the art and the frame,

(42:20):
that that you know again extendsout into that.
You know you need those options, but they don't need those
options.
It reminds me of a study thatwas done a while back.
So they're doing this studywith ice cream and they have
this ice cream shop.
I won't say names, but theyoffer you know 50 some odd
flavors of ice cream.
And then they have this otherice cream shop that they just

(42:41):
offer vanilla and chocolate.
And they had discovered itthrough getting them all wired
up and through somequestionnaire stuff, that they
could somehow put a pinpoint ontheir level of happiness or
their dissatisfaction with thoseexperiences.
So they had a bunch of peoplego to this multiple ice cream
place and they go through, theyeat it, and then they go and
they have vanilla and chocolate.
And through that study theylearned that everyone that went

(43:04):
through the 50 some odd flavorsof option that there was always
some sort of discontent becausethey were like well, I chose
this one because I mean, Ireally wasn't sure what I needed
to choose or what to choose.
There were so many options.
They all looked good, I think Iprobably.
And while they're eating theirice cream they're thinking about
maybe another ice cream thatthey should have picked instead

(43:25):
of that.
Well, maybe this won't be.
I mean, this is good but maybethat wasn't going to be better.
And they go back and forth andthey're measuring this and
they're just like man, theirsatisfaction.
I mean there's so much doubtand stuff.
They're not an ice cream expert, they're not like a palate
expert in terms of like what ourtaste buds needs.
And then they went and theymeasure the people that had
vanilla and chocolate, theirsatisfaction, their ability to
just be fully present with justthat bowl of chocolate.

(43:48):
I just love this, you know, theonly other option was vanilla.
I can get that next time if Iwant, but I might just get this
again.
This is good, right, and sospecializing in the best
chocolate and the best vanillainstead of feeling like we have
to be an ice cream shop with 50flavors again, it's just going
to create some confusion for theclient and their satisfaction
at the end of the experiencewill be less.

Speaker 2 (44:10):
I love it.
I always say like three optionsmax.
Like if you get over threeoptions, you were definitely
overwhelming people.
And really there are certainthings where you don't need
options, like if you can avoidoptions.
Like even talk to people andthey're like what do you think
about my session fees?
And I'm like why do you havefour different session fees?
Can we just make them all thesame?
Would you have the same endresult at the end of the day and

(44:30):
have less confusion?
Explaining the differences andthey always are like I've never
thought about that and I alwayssay like it's easy from the
outside, looking in, to be likeyou're overcomplicating things.
There's too many.
It's easier to look at someoneelse and say that than it is to
sometimes do it to yourself.
So sometimes you need somebodyto like walk up to you and be
like this is overwhelming, thisis confusing.
Cut it down.

(44:51):
Just get rid of all the variety.
Just focus on a few good thingsor one good thing.

Speaker 3 (44:57):
Yeah.
So, corinda, early on in ourconversation we had talked about
you know how do we build valuein wall art?
You know how do we?
I have a client.
They don't want wall art, theyjust want the digitals.
And if it's okay, I have thisbeautiful story that I like to
tell around.
A little kind of analogy.
Do we have time for that?

Speaker 2 (45:17):
Yeah, go ahead.

Speaker 3 (45:18):
Yeah, good it's.
I mean it's a quick story, butif we're like getting towards
the end, we just never, but no.
And so there's this idea.
We'd already talked aboutidentifying the problem with the
client, right?
So there's a fleeting season ofsome sort.
Their kids are growing up,their horse is aging out, the
horse just won something, orwhatever.
The kid's graduating.

(45:39):
All these different seasonsthat trigger this, oh, I need
this taken right.
So that's their problem, theirinitial problem, right, so
that's their problem, theirinitial problem.
The wall art problem actuallybecomes a potential solution
after we've had a chance to tobuild some value into that.
And so this is an analogy thatI like to use, that I think can
resonate with all of us thathave ever traveled.

(46:05):
We're going to go, karinda and I, we're going to go to a
conference.
We're going to fly out together.
So we're headed to the airport,but we're doing this conference
and, and let's say, I think itwas around 1960.
So we're going to be in ourtime machine.
We're going back, we're at theairport, 1960, and we have our
luggage with us, Right.
And so we're heaving and ho,there's no wheels, there's no
anything, right.
So we're lifting our luggage.
We have everything we need forthis conference.

(46:26):
We're excited and fun to go onthe trip, but on the way to our
gate we're like, okay, we got tosit down and rest for a second.
These suckers are heavy.
So we're sitting there andwe're resting, we're hanging out
, we're talking and we think wehave everything that we need to
go on our trip.
We think that you know, hey, Igot my suitcase, it's all packed

(46:53):
up, I have all this stuff, I'mtaking everything.
And then what do we see, corinna?
We look over to our right andthen here comes this guy and
he's cruising down the Concordwith wheels on his suitcase.
What is that guy doing?
He's not even broken a sweat.
Look at us.
We're drenched from carryingour bags and he's just easily
rolling.
He has a coffee in the otherhand, you know, and he's just
loving life.
And then, all of a sudden,we're just like but what is that
?
What is it that's enhanced hislife and his experience so much?

(47:15):
It's the wheels, wheels on thesuitcase.
That's all it was was to lookover and say I can see it so
clearly, my experience me andCorinda's experience going, we
would be able to pack morethings that we want for this
conference.
We would do it with ease and itwould just roll behind us as we
sipped on our coffee.
We wouldn't have to stop andrest, right, our experience

(47:36):
would be better with wheels.
So I take that analogy becausethat's a real life thing that
happens.
Right, there was not a lot ofmarketing done around suitcase
wheels.
All it took was people to go tothe airport with wheels and
everyone that didn't have wheelswanted wheels.
That's what it took.
That's how fast that went rightBillion dollar invention.
And so in our photographystudios we need to look at our

(47:59):
products as wheels, in the sensethat we know they did not look
us up and say I'm here because Iwant a canvas, that's why I
came.
No, no, no, no, no.
That's not the first reason whythey came right.
That's the second reason.
That's one of the wheels.
Oh, I'm here just for an album.
Again, that's a wheel.
And so what we need to do is is,when we're sharing our products

(48:20):
with our clients, we're showingthem how this can affect their
life in a meaningful way, justlike a wheel did in an airplane.
And when we have that conceptin our minds, then all of a
sudden well, tavis, whatquestions do you ask.
You know there's some questionsand stuff out there.
There's some good stuff youcould say, but ultimately the
concept is what we have to grasp, because if we grasp the

(48:42):
concept, we can become much more, you know, flexible with how we
communicate with every client.
One client may not see wall artin the same way that another
client does, so you may have adifferent question for them, but
at the end of the day, all ofthe questions are around and
here is how your life will beenhanced, because you are

(49:03):
considering to make this choiceof having your wall art on
display, having your valuesystems on display in your home.
So I wanted to share that withyou guys, because some people
are like I don't know where tostart.
I don't know what the point is,and it's because digital images
really do solve their problem,just like Corinda and I, just
not having wheels we did, couldget our stuff to that conference

(49:24):
right, but with wheels thatexperience is way better.
And so as humans, especially asAmericans, right, and anyone
else in different cultures, itis similar, but American
cultures like we, literally,whether we like it or not, we're
seeking out some sort ofinnovation in our life, some
sort of thing to make it better.
This is easier, this is faster,this is.

(49:45):
You know, we all have cellphones that are like computers
in our pockets now you knowwhere.
17 years ago, that wasn't thecase, and it's because of our
need and our ability to want todo things better, higher quality
, more effective, have more time.
You know all these things andso take those same reasons why
people buy a riding lawnmowerversus a push lawnmower, and you

(50:08):
know, like all these things,and bring that to your products
and say and don't talk about thefeatures of them well, this
will last 100 years.
Who cares, I'm gonna be dead,right, the benefit is.
And then fill in the gaps withall the benefits, how it's going
to serve them, the problemsthey didn't know they had.
So I wanted to share thatbecause I think that's a great
way for them to remember that.

Speaker 2 (50:29):
For sure, and I think like this also starts with like
walking the walk yourself.
Right, I was talking to one ofmy coaching clients, austin, the
other day and he's actuallygoing to be on the podcast and
he said this whenever we werechatting on the podcast.
He was like I went and gotreally high quality products
printed of my old family, of mywife, of our kids, and he goes

(50:50):
once he goes.
I was doing it and I was kindof implementing and going as I
went, but when I got thoseportraits on my wall and I
started looking at them everyday, I realized the difference
they could make in my life andit allowed me to speak to them
in an entirely new way to myclients, which I thought was so,
so important.
Like you have to walk the walk.
Like I have the canvas of myhorse behind my head, I have my

(51:11):
family's, my office has some ofmy work, but it's my personal
horse, and then it has otherphotographers we've had
photograph us as skilledcanvases and that's what my
clients see when they'respeaking to me on meetings on
Zoom.
And we have to walk the walk andwe have to showcase those
things and we have to believe itin ourselves because, although,
yes, we do make money this way,it's a deeper moral obligation

(51:33):
that I feel that like.
If I don't help people getthese portraits on their wall, I
know there's something they'remissing out on and I know that
their life is going to be somuch better.
And I know that, three yearsdown the road, when I get a
random text from a client with apicture of their portrait and
they say this makes me so happyevery day Thank you for this,
corinda I don't think I realizethe impact, that it matters and

(51:54):
that I know I've lived out mypurpose and what I'm supposed to
be doing other than just takingportraits, because that's not
the whole picture.

Speaker 3 (51:59):
Yeah, love it, love it.
Good stuff.
What do you guys think?
Everyone's going to offerproducts now, and those of you
that are offering products,we're going to trim it down, not
too many options, yeahno-transcript, become a client.

(52:33):
Fill that out.
Like I said, we don't work withconsumers, we only work with
studios and professionalphotographers, and so you'll
fill that out.
And then, once we've gottenthat information, then we'll
send you a link to our resourcefolder that has your pricing and
we even give you a ton ofmarketing material so you can
actually offer Guild beforeyou've even placed your first
order, which is crazy.
And so it's all white labeledand so you know it's, and we

(52:56):
have templates in there.
You can drop your work intothings.
I mean it's great.
And so you get access to thatresource folder and then your
first order is 30% off andstudio samples are 20%, 30% off,
and studio samples are 20% andum, and then yeah, then then
really you're, you're off to theraces.
If you um get stuck, all youhave to do is email us Like so,

(53:17):
after you've, you shouldn't getstuck on to become a client.
It's pretty simple.
But if you get stuck with, okay, how do I integrate this
product, all that stuff?
I also do integration callswhere you just hop on my
schedule.
So, just like the conversationKarinda and I are having now, we
just talk for a short time andI can help you integrate Guild
into your studio and yourproduct lineup and and even we
even talk about pricing andstuff and what prices are right

(53:39):
for you and all that good stuff.
So there's really like there'sno reason why we can't just
elevate what it is we'reoffering for products literally
immediately.
And that was the whole ideabehind it, because I saw what it
did in my portrait studio andnow, after doing this for many
years, I've seen what it's donein studios across the United
States and it's just an unfairadvantage that you guys have an

(54:03):
opportunity to have.
And so so yeah, just fill thatstuff out.
If you get super stuck onanything, then just set up a
little a zoom call, a littlevideo meeting with me, and then
I'll hold your hand through therest of it.
And if not, then you can justplace an order and you're off to
the races and you can also goto the Guild Canvas Club.
It's a Facebook group, freegroup.
Those are full of that place isfull of just people that love

(54:25):
Guild, offer Guild, all thatstuff.
We'll do little, you know,educational things here and
there, but really primarily it'sa group that is just to post
pictures.
Hey, which one do I do for asample.
And then you have a ton ofphotographers that are like do
this one, do that one, and sodon't get hung up on the little
things like that that feel likebig things, they're little

(54:45):
things, and get yourself in thatcommunity and yeah, so you'll
be good to go.

Speaker 2 (54:50):
Yeah, I love that and I will say one of the things
that I enjoy the most aboutworking with Guild Canvas is I
can call and talk to a personwhen I have a question.
That makes me so happy, Like ifsomething comes up, I'm like,
let me just call and ask Julie,like hey, I have a question

(55:14):
about this.
There is something differentabout working with a small
business that is family centered, that everyone who works there
loves the product, cares abouttheir clients.
If I submit an order and I madean editing mistake, they're
going to catch my editingmistake and they're just going
to fix it for me.

Speaker 3 (55:25):
Nine times out of ten .
They're like Never do that.
They're like hey.

Speaker 2 (55:28):
Corinda, we fixed this for you.
Is this okay?
So much like ease in knowingthat when I submitted Canvas
order, that it's going to betaken care of, that things are
going to happen the way theyshould, that when I go to
imaging I can run into the GuildCanvas crew and hang out and
they're kind and they're justwelcoming and it's more like

(55:52):
working with a family businessand they are a family-centered
business that cares about theirphotographers and their clients.
There is a place for the biggerlabs and there's a place for
those, but there's also a placein your business for working
with businesses that truly careabout you.
And I will say this and this ismy last thing I will say but
working with Guild Canvas hasshown me that we deserve to work

(56:13):
with businesses who care aboutour success and our progress in
our business and that thecompanies you work with should
care about you, because there'sa lot of companies that I've
worked with for 12 years thatdon't have a clue who I am and
that kind of like.
It's not the greatest feelingto be like I've been a loyal
supporter and I have sent peopleyour way and I talk about you.

(56:34):
You don't even know who I am.
You know like it's justdifferent when you start to have
these relationships and you seethat there's companies out
there that you can haverelationships with that want you
to succeed and care about yoursuccess.
So that's one of the reasons Ilove working with the Guild
Canvas.
That's one of the reasons Ilove Tavis and Amy, which is his
wife, and just the whole crewthere, and I encourage you to
find your people that are likethat, that care about your

(56:54):
business as well.
So I am so glad I finally gotTavis on the podcast I think
we've talked about this for toolong.
One day we'll do our 10-hourpodcast episode.
That'll be fun 10-hour podcastepisode.

Speaker 3 (57:12):
That'll be fun.

Speaker 2 (57:12):
One of the like phone marathon things that people
phone in and, yeah, it'll begreat, but it was great having
you.
Thanks for joining us and reachout to Tavis, reach out to me.
If y'all have questions.
Just offer the products.
Do the thing.
Don't be scared of it.
It's going to be okay, you'regoing to survive and it's going
to have huge results.
And one day you're going tomessage us and be like thank
goodness, we listened to thatpodcast episode, because that's
exactly what I needed to hear.
So have a great week, guys.

Speaker 1 (57:34):
Thank you so much for listening.
If you enjoyed this episode andyou'd like to support the
podcast, please make sure youshare it on social media or
leave a rating and review.
As always, you can check outthe links and resources in the
show notes over atmasteryourmindmoneycom.
To catch all the latest from me, you can follow me on Instagram

(57:55):
at masteryourmindmoney anddon't forget to join our free
Facebook group PhotographyBusiness.
Tune Up with Corinda Kay.
Thanks again and I'll see younext time.