I’m thrilled to welcome back Jeffrey Shaw—one of my most popular guests! This is his third time on the show, and for good reason. I first heard him speak at PPA’s Imaging USA, and he completely blew me away. Now, five years later, he is just releasing “Sell To The Rich”, and he shares so many great insights from this book. He also has 2 other amazing books in case you want more Jeffrey.
From humble beginnings, Jeffrey became one of the top portrait photographers in the U.S., with work featured on Oprah, CBS News, People Magazine, and displayed at Harvard University. He’s a speaker, author, business coach, TEDx presenter, and founder of The Self-Employed Business Institute.
So guess what? Luxury sales is not just about raising prices, having a fancy website, or advertising to wealthy people.
Jeffrey breaks down why selling to the rich is more about mindset than money. He shares why luxury is a way of being, how personal growth plays a role in sales, and why success starts with your own belief in value.
Listen for these key takeaways:
Luxury isn’t just a price point—it’s an experience.
Your real competition isn’t other photographers.
Judgment will cost you sales.
“Clean energy” is essential. Confidence, clarity, and authenticity are what attract high-end clients.
You need to embody luxury yourself. To sell the experience, you have to understand what it feels like.
His book is now available for presale early March 2025! Go to his website to be one of the first to get your hands on it jeffreyshaw.com
And thanks for subscribing to my YouTube channel and your favorite podcast platform.
Hugs, Luci
Connect with Photography Business Coach Luci Dumas:
I thought I would go back to the basics. It has been a while since I shared my step by step “In Person Sales System” so today, and in two weeks, I go deep into the Why and How of showing our work and helping people select art and albums they will treasure from their sessions.
Question 1-Are you ready to transform your photography business and take your sales to the next level? and
2-Do you ever wonder how some photographers consistently generate thousands of dollars in portrait orders, selling multiple wall portraits and albums?
In this and the second episode on IPS, I’ll share how I average 3 to 7 wall portraits per client, and how my coaching clients regularly achieve orders of $2,000 to $4,000—and sometimes even more!
In this solo episode, I reveal 7 reasons why I love IPS and why it’s the ultimate way to:
Connect with your clients on a deeper level.
Provide incredible service while building trust.
Improve your photography and confidence.
Increase your income and thrive in your business!
From my journey of starting with nothing to building a thriving photography career, I’ll show you how IPS has been a complete game-changer for me and my clients.
Key Highlights:
Why IPS isn’t just about sales—it’s about serving your clients and creating joy.
How IPS can improve your craft as a photographer.
The surprising connection between higher client investments and stronger relationships.
Tune in to hear my story of resilience, the power of standing out in a competitive market, and why being a trusted advisor is the foundation of my sales system.
FREE GIFT: Don’t forget to grab my ebook, “10 Big Ideas for Marketing in the Real World,” at www.lucidumascoaching.com.
If you’re ready to stop competing on price and start thriving, this episode is for you!
Connect with Photography Business Coach Luci Dumas:
In this episode of The Profitable Photographer, I’m thrilled to catch up with Kelly Warkentin, a lifestyle family photographer in Vancouver, Canada, mom of three, and one of my proudest coaching success stories. Kelly has not only built a thriving photography business but also created a work-life balance that lets her focus on her family and her clients.
When we started working together, Kelly was selling digital files for hundreds of dollars. Through my training program (and her hard work implementing the strategies), she discovered the power of selling heirloom art and albums in person, transforming her sales into thousands. Now, she’s adapted my system to develop her own Virtual IPS approach, helping busy photographers serve their clients with exceptional care while reclaiming their time.
Here’s what we cover:
How Kelly transitioned from traditional sales to Virtual IPS to avoid burnout.
Why personalized connection and service are game-changers in luxury photography.
Outsourcing tips to lighten your load and grow your income.
Simple yet effective strategies for balancing a successful business with family life.
Kelly’s story is a testament to the power of mentorship, innovation, and courage. Tune in for actionable insights and plenty of inspiration!
Reach out to and join her private group
“Virtual IPS for portrait photographers on Facebook”
In this solo episode, I share my experience shopping for a new purse, and illustrate many of the points I love to share about how to communicate value and create that luxury experience for potential clients. How we can take someone from a warm lead to someone wanting what we offer and are willing to invest well to receive it?
I needed a new purse. I don’t care about brand names but I like function and quality. After a less-than-stellar experience at Macy’s and a pleasant but almost hands-off visit to Nordstrom, I walked into a Coach store that just has handbags and such, where the display and personal service were on another level. The salesperson listened to my wants and needs, and guided me through a few options, their quality and features, and I found myself falling in love with an item I didn’t even consider in my search.
It was a masterclass in the art of customer care and becoming a trusted advisor—a lesson every photographer can apply when selling their own work.
Some of the takeaways to listen for are…
Create a Premium Experience: Your environment and presentation is important.
Become a Trusted Advisor: Guide clients to the products they’ll love, even if they don’t know it yet.
Focus on Value Over Price: Clients should feel the investment is worth it before they ever hear the price.
Build Emotional Connections
Tailor the Experience: Customize your approach to each client for a truly personalized experience.
Tune in to learn how to elevate your in-person sales and create a luxury experience for your clients, just like Coach did for Luci.
Connect with Photography Business Coach Luci Dumas:
On this episode of The Profitable Photographer, I’m joined by Marcel, a wedding photographer in Australia with over 16 years of experience who is all about creating a remarkable client experience. He loves the connective and passionate memories that he creates for couples. And he’s also generous with his time by mentoring photographers entering the market, he loves to assist other photography studios as needed, and also helping our wider wedding planning community.
One of my main takeaways I totally agree with from this conversation are..1. Be nice/likable. 2. Be caring. 3. Build relationships. Make connections with our clients but also with vendors, guests and bridal parties.
Listen for these topics and how and how you can use this info to thrive in the very competitive wedding photography world.
• Deliver Memorable Client Experiences: how his passion for connecting with clients leads to unforgettable wedding photography that truly captures the essence of the couple’s special day.
• The Power of Networking: why strategic networking with other wedding vendors and photographers has been the cornerstone of his business success, providing him with a steady stream of referrals.
• Maximizing Visibility: his technique of sharing galleries with vendors post-wedding, which not only strengthens relationships but also amplifies his brand’s reach.
• Sales as a Service: the importance of being personable and listening to clients during the sales process. He shares his approach to asking the right questions to uncover what clients really want.
• Smaller Weddings, Bigger Profits: info on how smaller weddings can be surprisingly profitable and how Marcel has streamlined his process to maximize efficiency.
If you’re looking to build stronger client relationships and leverage networking to grow your business, this episode is packed with actionable insights from Marcel!
By the way, if you are attending the Professional Photographers of America’s Imaging Expo this coming Feb 2025, watch for news about them get together for my listeners and guests. I am anxious to meet you in person!
A big, exciting and maybe a little scary dream to have a successful, profitable and creative photography business doing exactly what you love for wonderful, grateful clients? Or do you want to bring your business to the next level of fun and profit.? If so, then this Podcast is for you.
For over 36 years, I have made a great living as portrait and wedding business, Luci Dumas Fine Photography, with no other source of income. No rich husband or lottery winnings, through the ups and downs of the industry and economy.
Now as a business coach with Insight Training for Photographers, I love love love to support photographers who want to do the same. This podcast is full of practical business info, and insights gained from my years in business, plus interviews with amazing people. My desire is to help you along on your joyful journey to success, however that looks to you.
