WEBVTT - BA Q&A: Girl, Raise Your Prices ft. Carla Wilmaris 0:00:06.040 --> 0:00:09.160 I'm so self conscious because Tiffany always sings in our intros, 0:00:09.240 --> 0:00:11.239 and then I have to do it when she's not here. 0:00:11.840 --> 0:00:13.240 Why I feel like you there with me? 0:00:15.240 --> 0:00:15.840 What did you say? 0:00:16.000 --> 0:00:16.480 I'm ready? 0:00:16.680 --> 0:00:17.160 Is all right? 0:00:17.239 --> 0:00:18.440 And to hear it now, I'm ready. 0:00:19.720 --> 0:00:23.120 It's time for the v a qa A the v 0:00:23.200 --> 0:00:26.239 a qa a v a qa a. 0:00:27.000 --> 0:00:27.320 Wait. 0:00:27.960 --> 0:00:31.400 Hey, Sam, thank you for being my hype woman right now. Carla, 0:00:31.400 --> 0:00:32.040 I appreciate you. 0:00:32.080 --> 0:00:32.960 I loved it. 0:00:33.000 --> 0:00:35.199 You did great. I was telling Carla, I'm like, damn it, 0:00:35.240 --> 0:00:39.000 Tiffany's not here means I gotta do the intro stage 0:00:39.040 --> 0:00:41.960 fright starts to settle in. But listen, y'all so excited 0:00:41.960 --> 0:00:43.760 to have Carla in the studio this week. If you 0:00:43.840 --> 0:00:45.479 have not yet, what the hell are you doing with 0:00:45.520 --> 0:00:49.040 your life? Go back to Wednesday's episode, our previous episode 0:00:49.040 --> 0:00:54.160 where we had the wonderful podcast guru radio host Pivot 0:00:54.200 --> 0:00:59.200 with purpose entrepreneur goddess Carla will will Meris on the show. 0:01:00.240 --> 0:01:02.920 Check out that episode. She drops so many gems about 0:01:02.960 --> 0:01:05.760 how you can start your own podcast, and we go 0:01:05.959 --> 0:01:09.640 deep into yeah, everything we did right and wrong when 0:01:09.680 --> 0:01:12.560 it came to launching Brown Ambition and your show. You 0:01:12.560 --> 0:01:15.720 guys don't want to miss that, and Carla was generous 0:01:15.840 --> 0:01:17.560 enough to stick around for us to take some of 0:01:17.680 --> 0:01:21.000 y'all's questions. Okay, so we are digging deep into the 0:01:21.080 --> 0:01:25.560 BA mail bag to answer your questions around business, entrepreneurship, 0:01:25.600 --> 0:01:27.520 and of course, because we have Carla here, we can't 0:01:27.520 --> 0:01:31.280 not talk about pivoting. Right If y'all haven't checked out 0:01:31.480 --> 0:01:34.120 Carla's show again, it's called Pivot with Purpose. You can 0:01:34.200 --> 0:01:36.680 check the show notes for links to all that good stuff. 0:01:37.080 --> 0:01:39.440 And just a reminder, if you want to submit a question, 0:01:39.720 --> 0:01:42.679 do not forget how go to our Instagram page. We 0:01:42.720 --> 0:01:45.120 are at Brand and Mission Podcast. Slide into our DMS 0:01:45.160 --> 0:01:48.200 there with your question, or you can email us directly 0:01:48.240 --> 0:01:51.320 if you're old school, Brandambission Podcast at gmail dot com. 0:01:51.560 --> 0:01:53.559 If you would like a chance to actually be live 0:01:53.720 --> 0:01:56.840 in the studio with us, submit your question via IG 0:01:57.240 --> 0:01:59.640 via a voice note. You got sixty seconds to blow 0:01:59.680 --> 0:02:02.680 us away with your question. Okay. Our producer will then 0:02:02.720 --> 0:02:05.360 select some lucky audience members to join us live in 0:02:05.400 --> 0:02:08.519 the studio. But without further ado, let's get into a 0:02:08.560 --> 0:02:11.239 carl because we got some good questions, all right. First 0:02:11.280 --> 0:02:14.680 question comes from listener Kayla Kayla says this year, I 0:02:14.720 --> 0:02:18.280 want to make a career change from administrative assistant who's 0:02:18.320 --> 0:02:20.760 just making twenty bucks an hour to becoming my own 0:02:20.919 --> 0:02:23.800 boss as a LASH artist. I love my job and 0:02:23.800 --> 0:02:26.640 I feel guilty leaving because for my age at twenty 0:02:26.680 --> 0:02:29.320 three with no college degree, I do get paid well. 0:02:29.880 --> 0:02:32.000 I live with my family, so i'd have no rent. 0:02:32.120 --> 0:02:34.480 My car's paid off, so my expenses are pretty low. 0:02:34.800 --> 0:02:37.000 And did I mention I got no debt? Okay, Carl, 0:02:37.120 --> 0:02:42.040 I mean, Kayla, I was wondering steps. I was wondering 0:02:42.240 --> 0:02:45.000 steps to transition from a nine to five to being 0:02:45.000 --> 0:02:47.440 an entrepreneur. I have so much potential and feel like 0:02:47.480 --> 0:02:51.760 it's wasting away at my desk job. Please assist Kayla. 0:02:52.120 --> 0:02:55.120 All right, Kayla, this is a juicy one. First of all, 0:02:56.080 --> 0:02:59.440 guilty at just twenty three for making a change. Girl. 0:03:00.400 --> 0:03:03.079 If y'all can't do it when you're young, when can 0:03:03.160 --> 0:03:04.680 What does that mean for the rest of us? 0:03:05.360 --> 0:03:05.520 Right? 0:03:05.600 --> 0:03:08.600 Come on, what's your first take on this, Carla? Like, 0:03:08.639 --> 0:03:11.799 how do you feel about her? Question? The guilt? You know? 0:03:12.240 --> 0:03:13.960 I didn't even the guilt? 0:03:14.040 --> 0:03:14.239 Yes? 0:03:14.320 --> 0:03:15.800 Is it because I was like, oh my goodness? But 0:03:16.200 --> 0:03:20.120 her ambition literally of wanting more at twenty three. I 0:03:20.160 --> 0:03:22.400 feel like most twenty three year olds would be like 0:03:22.440 --> 0:03:25.480 twenty bucks an hours winning can't con here I come, 0:03:25.720 --> 0:03:28.160 you know, with their savings, especially living at home. So 0:03:28.280 --> 0:03:32.120 first of all, like amazing, amazing that at this age 0:03:32.120 --> 0:03:34.760 you want to do more and the world is your oyster. 0:03:34.800 --> 0:03:36.760 You already know what you want to do. And lash artists. 0:03:36.880 --> 0:03:39.160 Take that money that you got, which you have, you know, 0:03:39.440 --> 0:03:42.280 for you a lot, go invest into a really good 0:03:42.440 --> 0:03:44.360 lash artist that can teach you how to you know, 0:03:44.680 --> 0:03:49.360 certification of lashes and get your certification, get your friends 0:03:49.680 --> 0:03:51.440 to let you do lashes on them for free, get 0:03:51.480 --> 0:03:56.200 some content, start recording before do be afters, and start 0:03:56.320 --> 0:03:59.040 posting posting, posting about you are the new last artists. 0:03:59.040 --> 0:04:01.120 People will start, you know, to pay you, and you 0:04:01.320 --> 0:04:03.840 just have to start while you still have your job. 0:04:04.440 --> 0:04:08.480 On the weekends in the evenings, do lashes, post about it. 0:04:08.520 --> 0:04:10.760 Even if you get two people a week, you will 0:04:10.800 --> 0:04:13.520 have a couple of reels to do before and afters. 0:04:13.560 --> 0:04:16.279 You know, while you're doing it, you know, educate people 0:04:16.400 --> 0:04:18.640 on lashes as well, because it's cute that you're doing it, 0:04:18.680 --> 0:04:20.960 but educators too. For people like me who are like, 0:04:21.040 --> 0:04:23.040 I don't know, maybe we'll just make me go blind, 0:04:23.440 --> 0:04:26.440 give us you know, things about lashes. I think you 0:04:27.200 --> 0:04:28.680 the way that I see she wrote this here, I 0:04:28.680 --> 0:04:32.000 think she's going to be an amazing entrepreneur. It's just 0:04:32.080 --> 0:04:34.840 getting those steps on how to promote, how to market, 0:04:35.200 --> 0:04:37.800 and literally you can get it. I think she's going 0:04:37.800 --> 0:04:40.480 to be a millionaire by the time she's thirty are 0:04:40.560 --> 0:04:41.440 way before. 0:04:41.360 --> 0:04:42.960 Okay, you heard it here first from carl You're going 0:04:43.000 --> 0:04:46.080 to be a millionaire. Yeah. I mean I think to 0:04:46.120 --> 0:04:49.680 your point about using this, like taking this opportunity, taking 0:04:49.680 --> 0:04:51.760 this shot while you're still working, I mean that can 0:04:51.800 --> 0:04:53.880 give you a little bit of a cushion, like you 0:04:53.920 --> 0:04:56.800 still have consistent income coming in and on the side, 0:04:56.880 --> 0:04:59.440 like you know, have that side hustle. You know, use 0:04:59.520 --> 0:05:02.280 your time after work. You're twenty three. You may mention 0:05:02.400 --> 0:05:06.359 nothing about babies or you know, relationships. You got free time, girl, 0:05:06.960 --> 0:05:10.000 use it while you got it, So Tea, you know 0:05:10.080 --> 0:05:12.400 you can be self taught, but like you know, showing 0:05:12.440 --> 0:05:14.440 off your work. I think what Carla said is so 0:05:14.520 --> 0:05:17.800 extremely important, and especially on platforms like TikTok and reels 0:05:17.880 --> 0:05:21.400 right now, ig right now, I mean that is your 0:05:21.560 --> 0:05:24.120 your audience, you know, the people who will want to 0:05:24.160 --> 0:05:26.320 work with you, like that's where they're hanging out. So 0:05:27.040 --> 0:05:29.240 I agree, it's like, how can you get how can 0:05:29.240 --> 0:05:30.960 you be doing the thing that you want to be doing, 0:05:31.000 --> 0:05:34.000 but sharing it with people they could potentially you know, 0:05:34.160 --> 0:05:36.880 hire you and want to work with you. That's really 0:05:36.920 --> 0:05:39.039 the key. And I feel like at twenty three too, 0:05:39.600 --> 0:05:43.240 it's just the first of probably many entrepreneurial ideas you're 0:05:43.240 --> 0:05:45.280 going to have, because start with lashes, then what if 0:05:45.279 --> 0:05:47.800 you become a whole esthetician. You know, what if you 0:05:47.839 --> 0:05:50.600 have your own lash studio, your own you sell your 0:05:50.640 --> 0:05:53.599 own line of lashes at ULTA three, is it still 0:05:53.640 --> 0:05:57.200 ULTI three aulta beauty whatever? You know? Imagine like what's 0:05:57.240 --> 0:06:00.120 the you know, and don't be afraid to to, you know, 0:06:00.160 --> 0:06:02.480 take those bigger steps like from one to the next. 0:06:02.960 --> 0:06:06.320 I also feel like this is maybe the time where 0:06:06.880 --> 0:06:09.039 like I could imagine going to my parents and being like, 0:06:09.040 --> 0:06:10.560 at twenty three, I want to make I want to 0:06:10.600 --> 0:06:13.360 do lashes as a living. If you're not in the space, 0:06:13.440 --> 0:06:16.000 like if you're not on TikTok seeing the girls like 0:06:16.360 --> 0:06:20.280 bringing home the bacon with makeup tutorials and things like that, 0:06:20.640 --> 0:06:23.560 you may have people who doubt you right or maybe 0:06:23.600 --> 0:06:25.800 like you were talking about Carla and our show from 0:06:25.960 --> 0:06:29.240 Wednesday just about how sometimes the haters will be the 0:06:29.240 --> 0:06:32.880 ones closest to you. So I think in that regard, 0:06:33.360 --> 0:06:36.000 my tips always find other people doing anything that you 0:06:36.040 --> 0:06:38.599 want to do, who have done it, who want to 0:06:38.640 --> 0:06:41.279 do it because they won't tell you, like it's out 0:06:41.320 --> 0:06:42.640 of reach, you know. 0:06:42.800 --> 0:06:46.600 And sometimes people project their own insecurities and their own 0:06:46.640 --> 0:06:49.200 limitations onto you so they feel like they can't do it, 0:06:49.279 --> 0:06:50.839 or they going to tell you you can't do it, 0:06:51.040 --> 0:06:53.240 and you can. By the way, this is written everything, 0:06:53.320 --> 0:06:58.600 So you mentioned lash studio for entrepreneurship. Honestly, I hate 0:06:58.640 --> 0:07:01.880 trading time for money. I feel like you can scale 0:07:01.960 --> 0:07:04.040 when you stop trading time for money. So become the 0:07:04.040 --> 0:07:07.280 best lash artists and then start training others on how 0:07:07.320 --> 0:07:09.279 to lash day and open up a studio where you 0:07:09.320 --> 0:07:12.160 can be where Tiffany is right now in Egypt, hanging 0:07:12.200 --> 0:07:15.680 out while it's making you money, because everyone you have 0:07:16.160 --> 0:07:18.680 six beds with people doing lashes all day long while 0:07:18.680 --> 0:07:20.880 you're hanging out in Egypt, or. 0:07:20.840 --> 0:07:24.800 People buying your at home lash kits. Yes, looking at 0:07:24.840 --> 0:07:28.360 your lash tutorials that you've recorded and sell, like there's 0:07:28.400 --> 0:07:30.600 so many. Don't let anyone tell you it's not a business, 0:07:30.640 --> 0:07:33.000 because like, if you believe in it and people need it, 0:07:33.080 --> 0:07:36.360 then you got it. But and as far as like 0:07:36.440 --> 0:07:39.920 the career change, I feel like if you're an assistant 0:07:39.920 --> 0:07:41.840 and you're happy being an assistant for more than a 0:07:41.840 --> 0:07:47.440 few years, you are different. Like I almost worry about 0:07:47.440 --> 0:07:50.120 people who wouldn't feel start to feel itchy, because like, 0:07:50.160 --> 0:07:53.480 your whole role is to support someone else achieve their dream, 0:07:54.000 --> 0:07:56.760 you know, which is great and noble work. But also 0:07:56.840 --> 0:07:59.280 you deserve to have your own dreams and one day 0:07:59.320 --> 0:08:02.240 higher a sistant of your own and they'll follow their 0:08:02.280 --> 0:08:03.280 own path down the line. 0:08:03.320 --> 0:08:06.080 So what I will say, there are people that their 0:08:06.120 --> 0:08:09.840 purpose and their destiny is or the destiny is to 0:08:10.040 --> 0:08:13.280 be of support to others. Like there are some people 0:08:13.320 --> 0:08:15.600 that they truly feel like their purpose and they're the 0:08:15.640 --> 0:08:19.080 best assistants, they are the best secretaries. I remember Mama 0:08:19.120 --> 0:08:21.320 over iHeart in New York. She was there for like 0:08:21.400 --> 0:08:23.800 thirty plus years and she retired from there and she 0:08:23.840 --> 0:08:27.320 couldn't be any happier. So if that's where you are, cool, 0:08:27.360 --> 0:08:28.920 But it does not seem like whoever listens to this 0:08:28.960 --> 0:08:31.960 podcast and Kayla, who's writing that is hers. So since 0:08:32.000 --> 0:08:35.520 you feel uncomfortable, they go and lean towards that like 0:08:35.600 --> 0:08:38.960 uncomfortable feeling because you're bound to be an entrepreneur yourself, 0:08:39.000 --> 0:08:40.280 because you already have it in your mind. 0:08:40.640 --> 0:08:43.520 All right, Kayla, I hope that you feel inspired and 0:08:43.559 --> 0:08:45.840 good luck on your journey. Keep us posted. Okay, I 0:08:45.920 --> 0:08:47.640 want to know how you're last, so. 0:08:47.720 --> 0:08:50.360 Somebody sent me. Y'all gotta tell me about Kayla says 0:08:50.360 --> 0:08:52.880 when she got her own studio or becomes the whole, 0:08:52.880 --> 0:08:54.520 the biggest last artist wherever she's from. 0:08:54.800 --> 0:08:56.720 I'm gonna let you know, I'm Kayla. You gotta follow 0:08:56.760 --> 0:08:58.520 both of us. Okay, let us know how it goes. 0:08:58.559 --> 0:09:01.600 But thank you so much for your question. And all right, 0:09:01.720 --> 0:09:03.600 let's take a quick breaking break and we'll be right 0:09:03.679 --> 0:09:05.960 back with our second question again. I am joined in 0:09:06.000 --> 0:09:09.840 the studio with the brilliant and talented Carla Wilmatics. I 0:09:09.840 --> 0:09:11.920 can't decide which is my favorite way to pronounce your name, 0:09:11.920 --> 0:09:14.720 so I'm gonna do it both ways however I decide. Okay, 0:09:15.120 --> 0:09:18.880 all right, we'll be right back. All right, Va fan, 0:09:18.920 --> 0:09:22.280 we are back in the studio with another of y'all's questions. 0:09:22.400 --> 0:09:26.559 This question comes from listener Chaney, who has a concern 0:09:26.800 --> 0:09:31.160 about turning off her clients and opening a new commercial workspace. 0:09:31.200 --> 0:09:34.400 So let's get into it all right, Hi, Mandy and Tiffany, 0:09:34.520 --> 0:09:38.800 as as savvy successful business owners that I respect and admire, 0:09:38.840 --> 0:09:41.480 I would love your input. I am opening a new 0:09:41.480 --> 0:09:44.520 commercial space for my photo studio, and as excited as 0:09:44.520 --> 0:09:46.559 I am, I'm also a little nervous because I've had 0:09:46.600 --> 0:09:49.640 to raise my prices. My concern is I'm going to 0:09:49.640 --> 0:09:52.360 turn off the clients I'm trying to reach. I had 0:09:52.360 --> 0:09:55.480 this internal battle of what's the win win price that 0:09:55.520 --> 0:09:58.800 will work for clients, that will cover business expenses, and 0:09:58.840 --> 0:10:01.959 that will support myself and my little one. My prices 0:10:01.960 --> 0:10:05.120 in the past have been much lower where it wasn't sustainable, 0:10:05.160 --> 0:10:08.360 and I heard, oh, you're too expensive. How have you 0:10:08.679 --> 0:10:12.120 or how would you handle this potential objection? Thank you 0:10:12.160 --> 0:10:15.920 for taking the time to read this O. This is 0:10:15.960 --> 0:10:18.400 a good one, Carla. I want to hear your take 0:10:18.440 --> 0:10:19.080 on this one. 0:10:19.480 --> 0:10:22.760 Well, she said, Mandy and Tiffany. I'm trying. I am now, Tiffany, 0:10:22.880 --> 0:10:23.520 so I'm gonna. 0:10:23.360 --> 0:10:25.800 Try your ocation a excuse me. I don't give you 0:10:25.800 --> 0:10:26.840 what Tiffany would have given you. 0:10:28.280 --> 0:10:30.600 I went through this myself, and I had a business 0:10:30.600 --> 0:10:32.800 coach that was like, why are you charging this? Why 0:10:32.840 --> 0:10:35.280 are you charging that? I think we ourselves put her 0:10:36.240 --> 0:10:39.000 don't see the value because we're with ourselves every single day. 0:10:39.600 --> 0:10:41.560 And then she said, you might turn off the clients 0:10:41.600 --> 0:10:44.000 you're trying to reach. No, you're going to turn off 0:10:44.040 --> 0:10:47.240 the clients that you don't need, or the clients that 0:10:47.280 --> 0:10:49.080 you have right now that are not When you're trying 0:10:49.160 --> 0:10:51.760 to reach a certain client, you will race your prices. 0:10:52.080 --> 0:10:55.280 And I started at forty nine dollars an hour. I 0:10:55.360 --> 0:10:59.160 now charge upwards of eight thousand dollars a month. And 0:10:59.200 --> 0:11:01.199 to me, I'm like, who is paying me? I have 0:11:01.720 --> 0:11:03.840 I turned around all all you said yes? When I 0:11:03.880 --> 0:11:06.040 send quotes and they say okay, I'm like, are you 0:11:06.080 --> 0:11:08.120 sure you want to do that? And I never thought 0:11:08.160 --> 0:11:11.400 anyone would. I didn't think anyone would say yes to that. 0:11:11.480 --> 0:11:13.800 But there's a client tele out there. And one of 0:11:13.840 --> 0:11:15.959 the best things my business coach told me was like, 0:11:16.000 --> 0:11:18.800 stop looking at things from my own pocket. Stop looking 0:11:18.800 --> 0:11:20.240 at it from your pocket, and what you would pay? 0:11:20.600 --> 0:11:23.640 What would that clientele pay for what you're offering, and 0:11:23.640 --> 0:11:25.800 you're saying it's a photo studio. I will tell you 0:11:25.840 --> 0:11:27.720 there are some pictures that I've taken with some for free, 0:11:27.720 --> 0:11:29.480 and there are some studios that I've paid for pictures 0:11:29.480 --> 0:11:29.880 where I. 0:11:29.880 --> 0:11:31.680 Was like, why am I paying this much? 0:11:32.000 --> 0:11:34.080 But the final product is what gave it to me. 0:11:34.120 --> 0:11:37.520 So don't you're just doubting yourself. Get it done, and 0:11:37.679 --> 0:11:40.720 you will have to go into a different pool of people. 0:11:41.320 --> 0:11:43.439 But you did not need to find or restructure your 0:11:43.440 --> 0:11:46.400 customer avatar and say, hey, where do they hang out? 0:11:46.600 --> 0:11:49.400 You know, it might not be the tiki TALKI like 0:11:49.400 --> 0:11:50.520 I call, It might not be with the kids. It 0:11:50.600 --> 0:11:51.760 might be someone that has a little bit more money, 0:11:51.840 --> 0:11:53.400 or it could be on sextout. You just find out 0:11:53.400 --> 0:11:57.680 where they hang out this specific clientele and target them. 0:11:57.720 --> 0:12:00.520 You can no longer target, you know, people that are 0:12:00.520 --> 0:12:02.800 looking for fifty dollars pictures. Now you have to look 0:12:02.840 --> 0:12:04.480 for different people and that's what you're gonna market to. 0:12:04.559 --> 0:12:07.240 But girl, raise the prices you and your kids deserve. 0:12:07.720 --> 0:12:10.360 Yeah, I mean, and Tiffany's not here, but in her spirit, 0:12:10.400 --> 0:12:13.000 I will say she shared multiple times how she approached 0:12:13.080 --> 0:12:16.240 raising the price of her signature program, the Literature Academy, 0:12:16.679 --> 0:12:19.600 and her method has always been, you know, if you 0:12:19.880 --> 0:12:21.800 if you're an early you know, if you're an early 0:12:21.840 --> 0:12:25.240 customer and OG, then you will get grace. You'll get 0:12:25.280 --> 0:12:27.760 grace of notice that prices are going up. And sometimes 0:12:27.760 --> 0:12:29.600 she'll eve an honor the price for you if it's 0:12:29.679 --> 0:12:32.720 like a subscription or whatnot, you know, for the next time. 0:12:32.840 --> 0:12:36.840 So if you want to, you know, give your existing clients, 0:12:37.240 --> 0:12:38.800 you know, who have been loyal to you and have 0:12:38.920 --> 0:12:41.599 worked with you, like give them something to make the 0:12:41.960 --> 0:12:44.000 pain feel a little bit sweeter, Like, Hey, I'm going 0:12:44.040 --> 0:12:47.040 to honor your special client price. You know, you can 0:12:47.120 --> 0:12:49.240 have for the next couple of months, or I'm going 0:12:49.280 --> 0:12:50.400 to give it to you for the next shoot that 0:12:50.440 --> 0:12:52.520 you booked with me and then forever more. You know, 0:12:52.559 --> 0:12:55.120 we're going to have the prices raised. I've had to raise. 0:12:55.280 --> 0:12:59.440 I've had a business coach too, Carla, who has still 0:12:59.440 --> 0:13:03.319 tells me I don't charge enough. I launched my academy, 0:13:03.400 --> 0:13:06.920 the Mandy money Makers last year, been about a year 0:13:07.520 --> 0:13:10.680 and I have I have simplified my prices. I used 0:13:10.679 --> 0:13:14.720 to offer like three different you know levels of price. Yeah, 0:13:14.760 --> 0:13:18.360 tiers Now I offer one and still business coaches like, okay, 0:13:18.440 --> 0:13:21.560 you could be offering more. What has helped me and 0:13:21.640 --> 0:13:25.160 will help you too, Shane, I think is when you 0:13:25.200 --> 0:13:28.680 focus on the value, on the transformation that you're offering 0:13:29.120 --> 0:13:33.760 your customer, your perfect client, and when you were able 0:13:33.760 --> 0:13:36.840 to articulate their pain points and tell them how you 0:13:36.920 --> 0:13:39.240 were going to help solve them. To Carla, like you 0:13:39.240 --> 0:13:41.960 said earlier about how when you're like one of your 0:13:41.960 --> 0:13:44.280 superpowers is you're able to sell without making it feel 0:13:44.280 --> 0:13:47.160 like selling. I think that's the key. It's because you 0:13:47.200 --> 0:13:52.000 have so like you have so deeply identified this person's 0:13:52.000 --> 0:13:54.120 in your thoughts and feelings, their doubts, their pain points, 0:13:54.120 --> 0:13:57.319 their struggles, and illustrated your value to them and how 0:13:57.360 --> 0:14:01.160 you can help transform, solve their prop transform whatever they're 0:14:01.160 --> 0:14:03.440 trying to transform. And at the end of it, they're like, 0:14:03.960 --> 0:14:07.480 take my money. You know, that's when you know that 0:14:08.000 --> 0:14:10.640 it's not about the price point so much. It's about 0:14:11.280 --> 0:14:14.280 is your value clear and is it like a no 0:14:14.440 --> 0:14:17.839 brainer for them because they recognize I can only get 0:14:17.880 --> 0:14:20.600 this from her, this is the value that they're bringing. 0:14:20.960 --> 0:14:23.200 So what does that look like for you? You know, 0:14:23.360 --> 0:14:26.840 as a photographer, you know have I wouldn't go I 0:14:26.840 --> 0:14:28.960 would not send an email to your email list, being like, 0:14:29.680 --> 0:14:32.800 the studio is more expensive now you know, we're gonna 0:14:32.800 --> 0:14:36.120 have to raise the prices because the bills are getting higher. 0:14:36.080 --> 0:14:38.960 And that's the equivalence of like what I take about. 0:14:39.000 --> 0:14:40.760 Don't ever go to your boss and ask for a 0:14:40.840 --> 0:14:45.080 raise because inflation is inflationing and bread and eggs are expensive. No, 0:14:45.640 --> 0:14:48.880 what is your contribution? What is your impact? And why 0:14:49.440 --> 0:14:51.560 are you now worth more than you were before? 0:14:52.200 --> 0:14:52.400 You know? 0:14:52.640 --> 0:14:55.160 So make that abundant and clear. Have you won awards 0:14:55.160 --> 0:14:58.360 for your work? Present your work in a beautiful way 0:14:58.480 --> 0:15:02.400 with pride. The cestimonials got to be poppin', you know, 0:15:02.480 --> 0:15:05.800 from people that you have worked with. But make your 0:15:05.920 --> 0:15:11.160 value undeniable and people will continue to show up. 0:15:12.160 --> 0:15:14.320 And is that even you said one where you like 0:15:14.320 --> 0:15:16.240 people will say like I can only get this from her. 0:15:16.880 --> 0:15:19.240 I would even say they can get it from anybody else, 0:15:19.320 --> 0:15:22.080 but they'll want it from you. With the way that 0:15:22.120 --> 0:15:24.360 you serve it to them. It's like I can only 0:15:24.400 --> 0:15:26.880 get this from her because she's who I want to 0:15:26.960 --> 0:15:30.080 do this for me, And I never sell necessarily what 0:15:30.520 --> 0:15:33.920 is in my program. I sell their results like let 0:15:33.920 --> 0:15:36.840 me Exactlyness, you're having a really hard time recording this right, 0:15:36.880 --> 0:15:38.600 and you can't put it out every day in the 0:15:38.640 --> 0:15:40.800 same day. You don't know how to bog record. You 0:15:40.800 --> 0:15:42.720 can't even come up with a strategy. What if I 0:15:42.800 --> 0:15:45.680 told you that I can. We can launch your podcast 0:15:45.720 --> 0:15:47.440 and manage it and produce it and all you have 0:15:47.480 --> 0:15:48.800 to do is show up for an hour a week 0:15:48.880 --> 0:15:50.920 and that is it. When you wake up on Monday morning, 0:15:50.920 --> 0:15:54.520 it's posted with everything and all your they're like, where 0:15:54.520 --> 0:15:56.560 do I sign up? I want to sign up right now? 0:15:56.640 --> 0:15:58.680 And that's because that's the people's pain point. So that's 0:15:58.720 --> 0:16:00.000 what you have going on over there as well. 0:16:00.000 --> 0:16:02.880 Wow, yeah, and I bet your client's pain point is 0:16:02.960 --> 0:16:06.600 you're sick of paying, like taking the cheap route going, 0:16:06.880 --> 0:16:09.200 you know, for the Sears photo package and not being 0:16:09.240 --> 0:16:13.720 happy with the results, like you know, or seeing someone's 0:16:13.760 --> 0:16:16.160 cute pictures on Instagram and then booking with them and 0:16:16.200 --> 0:16:18.680 realizing this is horrible, you know, or this is not 0:16:18.720 --> 0:16:20.880 what you want? So how can you solve those pain 0:16:20.920 --> 0:16:26.920 points for them? But unapologetically move forward understanding your value 0:16:27.040 --> 0:16:30.560 and like, yeah, like Carlo said, selling not what you're 0:16:30.960 --> 0:16:33.480 actually the physical thing or the digital thing that you're selling, 0:16:33.520 --> 0:16:36.080 but like how you are solving their problem, how you 0:16:36.080 --> 0:16:36.720 are making your. 0:16:36.600 --> 0:16:40.120 Life photos is like that if my daughter was she 0:16:40.240 --> 0:16:42.440 was one, so sixteen years ago, it was a serious 0:16:42.440 --> 0:16:45.280 photo shoot that I have, man. 0:16:45.240 --> 0:16:48.360 See real my son would have had he couldn't leave 0:16:48.360 --> 0:16:50.479 the house when he turned one. It was a pandemonium. 0:16:50.640 --> 0:16:53.040 Oh yeah. But now that I look at it, I'm like, 0:16:53.120 --> 0:16:54.800 this is really was serious because I can do this 0:16:54.840 --> 0:16:57.880 with my iPhone now, so right, the quality that a 0:16:57.920 --> 0:17:00.800 studio can give you, it's totally different than when an 0:17:00.840 --> 0:17:02.440 iPhone can give you, which is what I got here 0:17:02.480 --> 0:17:03.240 and I phone picture. 0:17:04.240 --> 0:17:06.960 All right, Shaney, Well, thank you so much for your question, 0:17:07.000 --> 0:17:09.720 thank you for the kind words for us and for 0:17:09.800 --> 0:17:13.199 the show, and of course mucho mucho thank you to 0:17:13.480 --> 0:17:16.840 Carla for joining me and actually listening, you for having 0:17:16.840 --> 0:17:18.359 in the hot seat with me. I know we didn't 0:17:18.400 --> 0:17:19.840 even like warn you that we were going to make 0:17:19.840 --> 0:17:23.320 you answer questions today, but that's all you do is 0:17:23.359 --> 0:17:25.439 just drop gems. So this is totally natural for you. 0:17:25.560 --> 0:17:27.959 I literally talk for a living. Sometimes I'm like can 0:17:27.960 --> 0:17:29.520 I should? My daughter is like can you shut up now? 0:17:29.560 --> 0:17:31.760 And I'm like, okay, fine, are you an introvert, though, 0:17:31.760 --> 0:17:33.480 do you have to go plug yourself in afterward like 0:17:33.560 --> 0:17:33.800 I do? 0:17:34.119 --> 0:17:36.680 Mm hmm. So I was very much so an out 0:17:36.840 --> 0:17:40.399 uh more like an ambivry. But I've in my thirties, 0:17:40.400 --> 0:17:42.359 I've become a lot more of an introvert, like I 0:17:42.520 --> 0:17:45.720 really need to recharge, and I've become very socially awkward. 0:17:46.920 --> 0:17:49.919 I appreciate you for being candid about that. Yeah, I 0:17:50.320 --> 0:17:52.159 make sure I have an hour before the show and 0:17:52.200 --> 0:17:54.560 an hour after the show blocked, because if I can, 0:17:55.000 --> 0:17:56.600 if I have to go into something else, I just 0:17:56.640 --> 0:17:58.560 it's going to be horrible and I'm going to be cranky. 0:17:59.160 --> 0:18:01.359 So you got to save your sparkle, you know, for 0:18:01.440 --> 0:18:04.360 these moments. Thank you so much for sharing your sparkle 0:18:04.400 --> 0:18:07.600 with us. Hey, ba Fam, we could not do this 0:18:07.680 --> 0:18:10.600 show without your support or the support of our team 0:18:10.680 --> 0:18:14.000 behind the scenes. The Brown Ambition podcast is produced by 0:18:14.080 --> 0:18:17.960 Imani Crosby and Dennis Stimplinsky is our in house tech guru. 0:18:18.440 --> 0:18:21.040 I am your co host Mandy Woodrif Santos, and we 0:18:21.080 --> 0:18:25.720 will see y'all next week. Ba Fam.