Original subtitles

I want to thank you, Carolina, for your

time...

No, sorry, your patience with me first.

Your time and also the fact that from

the first moment I proposed this to you,

15 days ago, I told you, Carolina, do

you want to be part of this whole

story?

You told me that I think you didn't

take a second to say yes, which I

thank you for.

I've known my friend Carolina not more than

seven or eight months ago, when she contacted

me from TalkRepublic.

If you don't know, wait, I want to

share the screen.

I would have liked to prepare this, as

God commands, to show it in conditions, but

I'm going to put it...

You can find it both on the web

and directly on Instagram, but I'm going to...

Wait a second.

Sorry, I wanted to prepare this in conditions,

but as I told you, the couple has

melted me alive.

Okay, so, as I was telling you about

TalkRepublic, and it's like I...

I know Carolina, she contacts me, a girl

I don't know, a girl from Miami, and

she tells me she has a blog where

she interviews her fellow photographers, and the interviews

are in Spanish or in English.

I'm always oriented, if I'm wrong, correct me,

Carolina, I'm always oriented towards business.

Of course, as many of you know, if

this works for me economically, it's because I

think I have a medium-sized photograph, and

I believe it, so I hire weddings for

that.

But surely, if Carolina was here for a

week, she'd think, look, Victor, you're wasting your

time, because what you're doing, you could possibly

make more, or maybe you'd see things...

What would she say?

But you're from the Stone Age, Victor, what

the hell are you doing?

So, I thought that in the three talks

we've had so far, they've been 100%

focused on photography.

So, it's not that Carolina isn't focused and

that she's not a wedding photographer, but she

has a very interesting point, and she's twice

as likely as we are, or at least

as I am, when it comes to marketing

and business strategies.

So, I invite you, if any of you

who haven't visited the TalkRepublic website yet, to

go there, because if I'm not mistaken, I

see that you publish weekly interviews of all

kinds, of many styles, of photographers, right?

I think that's how it is.

That's right, that's how it is, you're right.

And just to introduce her a little bit

more, she's of Colombian origin, but I think

she's been in Miami practically her whole life,

so she has the good things about Latin

blood, that warmth, that human warmth, and she

also has the good things, without being disrespectful,

the coldness of the gringos, I mean, the

coldness when it comes to knowing how to

negotiate, or knowing how to speak, or knowing

how to manage all that, because we Latinos

sometimes work more for the love of art

than anything else, so, Carolina, I think she

has all of that.

So, well, thank you, Carolina, it's a pleasure

for us, and I'm really sorry again for

not meeting 15 minutes before the meeting.

You don't have to apologize, no problem.

There you go, the first tip for marketing,

it's first the business, and first what it

pays, so sometimes we have to be a

little more with the clients, and well, that's

what it is.

The thing is, I mean, it's not an

excuse, but with the boyfriend I met today,

it's a second wedding, I mean, both of

them had already gotten married, and they're getting

married for the second time.

Normally, the profile of the boyfriend I have

is usually 35 and a half years old,

but the boy, it was noticeable that he

was 40-something, and she, about my age,

40-something, right?

But both of them are very well-preserved,

and what I've noticed is that they're really

into important business, and at the wedding, they

told me that important people were coming, among

others, a president of Spain.

I mean, it's going to be a very

important wedding, that's why I couldn't find the

right way until it was 6.28 to

say, hey, I have to go, okay?

So, that's why...

We have Carolina, and what I've prepared here...

I'll ask you a few questions.

I don't know if they'll be interesting or

not.

Normally, with all the guests we've had, or

with almost all of them, I've tried to

be a little bit, or maintain a kind

of battle, in which, for example, if...

For example, the first video was about vertical

or horizontal photography.

The photographers were right in front of me,

they were vertical, and I was horizontal.

It was about maintaining that spark.

But with you, Carolina, since I have nothing

to say about economics, what I'm going to

ask you are damn questions, and, well, you'll

give us your opinion, okay?

Go ahead.

A few very easy questions, and you'll tell

us the first of all, okay, Carolina?

A website, that is, to have a blog

in conditions and everything, or is it better

to have just an Instagram page?

I'm telling you this because at the last

wedding, at the penultimate wedding we got together,

the videographers didn't have a website.

They're really professionals, they weren't idiots.

But what they did have was an Instagram

page perfectly, okay?

With all kinds of details, stories, and so

on.

And I asked them, why don't you have

a website?

And they said, it's useless.

And I said, what, a contact form?

And they said, well, Instagram.

So, the first question is that, a website

or Instagram?

Look, for those who don't know me, who

may have never heard of me, I'm a...

How do you say it?

I fight for the website.

I think it's an extremely important tool in

a business for certain things.

The first one, obviously, because if you have

a divine, spectacular Instagram page where all your

clients reach you, well, that's a tool, right?

But you have to have many tools.

The website will help you get people who

don't know you, let's say people who enter

Google and ask, wedding photographer in Madrid.

And if you have a good page, that

is well structured, that has good content, they'll

find you, right?

So, that's the first thing.

The second, maybe this can be a little

controversial, you tell me, are they professional videographers?

Okay, I believe it, I'm not saying they

aren't.

But there comes a point when you work

on certain marriages, especially at a certain price,

that if the client doesn't see you with

a website, they won't think you're at the

level they need.

So, they'll say, yes, they have a very

nice Instagram, but they don't have a website,

it doesn't give us much confidence.

So, the website helps us build trust with

our future clients.

The third, very important thing you said, a

contact page.

Yes, I get DMs on Instagram.

Okay, perfect.

But there comes a time when you have

20, 30 clients.

How do you have all this organized?

If you don't have all this organized with

a website that gets you directly to your

email, where you can organize it, then at

some point, you'll get in trouble.

And the truth is that at some point,

things will start to fail because we're human.

And in a day, you don't have a

way of really organizing it.

And the last thing, which for me, is

obviously also very, very important, is that, well,

you're on Instagram, and I see that you

just opened your Instagram, and you have, I

don't know how many DMs, 100 likes, 56

new followers.

So, let's say that as a client, that

I were your client, and I just go

to your page, and I open my Instagram,

and I have a lot of notifications and

a lot of things, you're going to lose

your attention.

I'm not going to be thinking, oh, I'm

going to look at Victor Lax's photos, but

I'm going to look, oh, look, they sent

me a DM, this person is talking to

me.

That's not what I want.

I want that when my clients, or my

future clients, want to do a business with

me, I have all their attention.

So, for me, and for what I teach,

it's essential to have a website.

In fact, I thought like you, and I

have nothing to add, although sometimes, for example,

I've said, fuck, it seems like...

I'm stuck, friend, I'm working.

Sorry, sorry.

Okay, so, I've thought that the pace that

Instagram is going at, it seems like it's

the same website, but it's what I told

the videographers, and it's what you said, right?

I say, fuck, and if someone contacts you,

how do they do it?

Because there comes a time when I see

that the messages on Instagram are not so

clean, I mean, so easy to digest, and

what you've said, right?

In the end, when a friend writes to

you, for example, a client, a photographer friend,

your mother or your brother on Instagram, everything

starts to mix, and it's out of control,

okay?

So, going with that, what sections do you

think that should have a contact form?

Okay, this is super important because this is

where a lot of people make a lot

of mistakes, right?

Because one, they make them too short, that

you don't have enough information to answer the

client later, right?

So, we see, for example, a form that

says, name, wedding date, and message.

Here you're losing, you don't know where they're

going to get married, you don't know how

many guests they're going to have, you only

asked the name of one person, so you

don't know the name of the couple to

be able to send them a more personalized

email of, hello, Pepita and Pepito, Pepita, Pepita,

whatever.

So, a very short thing, you're losing opportunity.

There are other messages that are, other contacts

that are so long that what you do

is that the person is filling it out,

and then they say, no, I mean, goodbye,

bye.

That the phone, that the address, that how

they met, that please tell me, explain to

me what you like the most about your

partner.

I mean, those are questions that are important,

but all in due time.

If you ask too many questions, what you're

going to do is, what's the word I'm

looking for in Spanish?

Like, the person feels like, oh, this is

a lot, I don't want to do it,

they're going to go with someone else.

So, important, what are we going to have?

We're going to ask for the name of

both, partner and couple.

This part is very important because we're in

the century, I don't even know what century

we're in, but we're in the year 2021,

in which, well, it's already extremely normal that

same-sex couples get married, right?

So, if you're a photographer who works with

same-sex couples, please, I'm asking you, don't

put in your contact, partner and couple.

There's nothing else.

You asked for a same-sex couple to

go to a website and say, they have

to ask themselves, wow, does this person work

with same-sex people or not?

So, for example, in my contact, I say,

your name and your partner's name.

Okay, so, there you have it.

Yeah, I'm looking at my page.

Let's look at Victor's, let's see what he

says.

He says girlfriend and boyfriend.

If he says it like that, we're going

to fix it right now.

Name.

You're just asking for one.

So, I say name, and in parentheses, if

you go to my page, it says, yours

and your partner.

I want to know what their names are.

Then, obviously, email, for me, it's super important.

For me, it's very important to ask for

their phone number.

Even though I'm not going to call them.

I don't like to call them.

I'll tell you what I do.

But I want to, because sometimes they write

your email wrong.

And if they write your email wrong, how

are you going to contact them?

If you have their phone number, you can

send them a text message saying, hey, I

sent you a notification, but they returned the

email because it doesn't come out right.

Okay, so I have that.

I'm, I like, this is a, maybe, yes,

maybe not, but I like to gossip about

them on Instagram.

So, I ask for their name on Instagram

so I can go look at them later.

Most of the time, the accounts are private

and I can't see them, but at least

I get an idea.

As you can see, I ask for their

phone number and what time is the best

time to call them.

Then, I ask for the place where they're

getting married.

I want to know the farm, the place.

I ask them how many guests they're going

to have.

I want to be mentally prepared to know

if it's going to be a big wedding

or a small wedding.

I ask them, obviously, the day of the

event.

I ask how they found me.

That's important to me.

Usually, sometimes they say Google.

They don't specify you, but I want to

know who sent them.

Maybe they say Victor Lax, so I can

send a text message to Victor and say,

hey, Victor, Pepita called me.

I really appreciate it.

Bye.

And here's a little thing I teach my

students.

I ask them a simple question that they

didn't expect to have to do with marriage.

Why do I ask this question?

I ask this question because, even though we

want to think that we're the only photographers

that future clients are hiring, they've probably filled

out three or four forms.

So, with this question, I want to break

that pattern that comes to mind and make

them stop for a second and say, I

didn't expect this question.

In this case, since I love television, I

ask them, what's your favorite television show?

And in parentheses, I put a joke here

that says, God, please, it has to be

Schitt's Creek or any nonsense show on Bravo.

Bravo is a channel here in the United

States where it's pure reality TV, pure garbage,

but I love it, I see it.

So, I ask them that question.

Before, my question was if they were Game

of Thrones fans, because I'm a big Game

of Thrones fan.

So, that question takes it out of the

parameter they have and there's a personal connection

that has nothing to do with weddings.

And obviously, then I ask them, tell me

a little more about your marriage or your

family session.

This, in general, sometimes we put it as

a message.

What does a message mean?

I want to know prices, but then you

ask them a question that is a little

more personal, but not as personal as, for

example, saying, what do you like most about

your partner?

How do they look in 20 years?

You're asking them to think a lot, so

let's leave it soft, okay?

And at the end, show me the end

of yours, for example, Victor.

For example...

Wait, wait, wait.

What's your opinion on this?

Look, I don't like to ask for budgets,

and I'm going to tell you why.

In general, people are getting married for the

first time, and they really have no idea

how much something costs.

So, if you're at this moment, let's talk

about something I don't know.

Not long ago, I went to buy a

plant.

I don't know what it's called in Spain,

a plant, a green thing that lives.

I got to the nursery, and in my

mind, I thought a plant cost $15 at

most.

So, I had a price in my mind.

It's worth $15.

When I got there, and the plant I

wanted cost $200, I almost fainted.

In my mind, I already thought it was

worth $15.

So, what you're doing there, when you ask

for the budget, is you're creating a false

expectation for your clients.

Because here, someone who doesn't know about marriage

can tell you, well, I don't know, $1

,000.

And then, when you show them your prices,

and you start at $4,000, they're going

to say, wow, that's too much.

So, I prefer not to ask, because at

the end of the day, we also know

that budgets move.

We're going to pay more for what we

value more, right?

We always say, no, I don't have money,

I don't have money, but everyone has the

latest iPhone that's worth a lot of money.

We don't have money, we don't have money,

but everyone has fashion shoes.

So, I prefer not to ask that question.

Yes, but for me, for example, what is...

I might be wrong, Carolina, but what helps

me, for example, is that if a partner

tells me, for example, if my rates start

at $3,000, for example, if I get

a partner who tells me that her budget

is $1,000, it helps me a bit

to know that there's nothing to do there.

It's more than likely, and it usually happens,

when weddings are usually a bit of a

target, or a bit lower, although this is

a bit classist, or they get married in

places with very few possibilities.

I don't know if I'm explaining myself well.

Of course, I understand you.

That, I mean, there's a bit, obviously, it

makes sense.

What happens is that what I'm telling you,

the budgets vary.

One thing is what they think, another thing

is what's really worth.

So, it could be a couple who's getting

married in a venue that's not the one

you like, or that has a cheaper budget,

and in their mind they say, I mean,

we have $1,000 for photos.

And then, when you talk to them, you

show them your photos, you show them the

value you add, and then they say, well,

$1,000 really isn't what we want, so

what we're going to do is we're going

to expand the pot.

It doesn't happen a lot, but it happens.

I've had, for example, couples before who told

me, no, look, my budget is $2,000,

and when I talk to them and we

get into the conversation, they say, oh, no,

I mean, it's what it is, we have

to raise the budget.

So, another thing that happens when you ask

them about the budget is that you, as

a photographer, create an idea of the client

that it is, right?

And you just said it yourself, you say,

oh, they tell me it's $1,000, I

already know that they're like, no, my partner,

you don't know them because you don't know

them yet.

No, you're right.

So, it goes both ways.

Obviously, if at this moment you, on your

page, you ask about the budget and it's

working for you, then leave it.

That's how it is, there are things that

work for you that won't work for me.

What I say, I don't like to ask

them because I don't want them to use

that price as an anchor.

That they say, well, I think it's $1

,000, and when I show them that my

prices start at $3,000, they say, wow,

no.

Yeah, I understand.

And the last thing I'm going to say

is that, for example, here's this button that

you use that says send, right?

Send.

Víctor, that needs personality.

Give me something more interesting.

Can I do this?

Yes, let's do this.

I'm excited, I want to do it right

now.

Okay, okay, okay.

Very good, Elsa, good appreciation.

That's going to change, then.

Go for it.

Very good, very good.

Let's continue.

The next question is, are you in favor

of sending all your tariff lists in the

first email?

Look, I've been in the wedding business for

10 years.

And obviously, this is a business that changes,

and when you learn new things, you implement

new things, and not everything has to be

static, okay?

What I mean is that what you do

today, maybe in two years it won't work

for you anymore.

So, for the first eight years of my

career, I was one of those who got

a form question, and immediately I would answer,

hello, Víctor and Erika, how nice that you're

getting married, I'm available on your day, here's

my tariff list, if you have any questions,

let me know.

For eight years, it worked for me.

If you had a question, you'd call me,

we'd talk, there were people who would say,

yes, I want to close the business, and

there were people from whom I never heard

anything, what is called ghosting.

They didn't answer me, no, it just didn't

happen.

Before the pandemic, in 2019, when I raised

my prices and entered a market a little

more...

I don't work with a super luxury market,

but I do work with a high-end

market, right?

So, I realized that the client needed a

little more guidance, and since my prices were

already at a higher level, sometimes just sending

an email with, look, here are all the

prices, left a lot of things in the

imagination, which I didn't want to leave in

the imagination.

So, since I changed it, I've seen that

I've had more success closing, I have fewer

people who don't answer me, and it's much

better for me.

So, the way I do it nowadays is,

someone comes to my contact, and I answer

with an email saying, hi, so-and-so

and so-and-so, nice to meet you,

I'm available this day.

Then I talk a little bit about the

venue where they're getting married, I love the

so-and-so hotel, it's a super cool

hotel.

Then I tell them a little bit about

how I am, as a photographer, I tell

them that I only work with 20 couples

a year, to give them a little bit

of a sense of what, are you going

to be one of those 20 or not?

And then I tell them, my prices for

my photography packages are between this much and

this much.

What do you think if we make a

call?

What do you think?

I don't leave this open for them to

tell me when, right?

If you leave it open, it will never

happen.

So, for example, if I get a call

today, and I'm sending them an email and

I tell them, if you're interested, I'm available

tomorrow, I don't know what day, tomorrow, Wednesday,

between this time and this time, or on

Thursday, between this time and this time.

90% of the people that I send

the email to, answer me by saying, perfect,

let's make an appointment tomorrow at this time.

That's very interesting, because I leave it a

little bit open, so that when they can,

they can tell me something.

Nothing, Victor, the more you leave things open

for people to make a decision, the longer

it will take.

If you send me an email saying, Carolina,

I'd love to talk to you, tell me

when you can, in my mind, there's no

urgency, right?

I don't know, if I get married next

year, we'll talk next week.

And the more time you let go between

the form of contact and the interview, many

things can happen.

Another photographer can come and take them away,

they get tangled up, they forget, but if

you tell them, look, I only work with

20 couples a year, and I'm available tomorrow

or Thursday.

I give them two days, so that they

can choose between those two days.

Tell me what you think, there you go.

Everything trying to control, I mean, giving them,

obviously, an opportunity for them to choose, but

I'm controlling how everything is being handled.

Very well, I also do it like that,

for the fact that, well, as you explained,

so I'm not going to get more tangled

up, but I asked you this question because

on several occasions, I've had to say, I

mean, when I've exchanged opinions with photographers like

Rafim Castillo or even Pablo Laguía, when I've

talked to them, I mean, for example, Pablo

Laguía told me, no, no, I sent them

everything from the first email, and I told

him, but aren't you afraid that there's no

feedback?

And he told me, look, Víctor, I send

everything, and the couple, I mean, I send

everything, and I tell them to read it

and contact me.

Of course, that's why I asked you this

question, because for me, both Pablo and Rafim

are two photographers who, in terms of marketing,

know how to move quite well, and much

better than me, but in that, I did

get a bit tangled up, like I wasn't

entirely sure, or I didn't like that, and

that's why, well, I asked you the question

because you needed to know your opinion, right?

To know, well, what it was.

But the next question was, and it's already

related to this, right?

We're talking a bit about contact form, the

meeting, well, the meeting in which you try

to establish, on Wednesday, for example, let's say

they accept you, but let's say you meet

with them physically, although I once heard you,

the person who invited me to do what

you're saying, not giving a closed price, but

a price for going from this to that.

What you always told me, that the mission

was to meet, well, it was to create

a meeting, and the meeting was like a

gift, when the couple arrived at your house,

your office, your studio, you already had a

70% chance of winning.

It's likely that if you already have them

in front of you, that 70%, well, you

already have it.

But let's say they arrive, they sit with

you, you show them everything, you've invited them

to the best coffee they've ever tried, everything

is going very well, but the meeting is

about to end, and they already tell you,

Carolina, perfect, your work is incredible.

You as a person and as a photographer,

I mean, we have no doubts, but there's

a little problem.

You don't have a budget, you're going a

bit.

How do you conduct that now?

Well, I'm going to tell you all here

that suddenly my method is not very appreciated,

because even though I'm very flexible with my

clients, and I always try to give them

the best, until they are my clients, I'm

not going to do pirouettes.

So I'm not one of those who bargain.

If someone comes to me and says, look,

Carolina, I think everything is spectacular, we really

want to work a lot with you, but

you don't have a lot of budget, then

I always tell them, the first thing is

to have empathy with the client, right?

Then I say, I completely understand, I was

also a girlfriend once, I also planned my

marriage, I understand very well what there is,

I never use the word budget, or budget,

I always use the word financial comfort zone,

because we already know that, first of all,

budget sounds cheap, and second, we already know

that people really invest in what they want,

right?

If they are telling me that they are

going to get married in a place that

I love, that I know more or less

how much it costs, that they are paying

more or less $300 per dish, and they

have 200 guests, and they are telling me

that they don't have $5,000 to pay

for the marriage, it's because they don't find

the value in me, right?

So I tell them, the comfort zone, we

all have one, I would really love to

work with you, but the prices are set

in a way that gives you enough value

in what I am giving you.

Unfortunately, I cannot make discounts because it would

not be fair with the clients who have

already paid me this rate, to give a

discount to another person.

So there I say, I'm not blaming myself,

but it's like, look, there are other people

involved, they have already paid that price, and

I don't want to give them a bad

impression.

That's the first thing.

And a personal question, at the moment that

this happens, I mean, based on your experience,

with the answer that you more or less

give them, what is the percentage, I mean,

in so much percentage, in which they have

come to tell you, well, come on, yes,

Carolina, come on, bring the contract that we

signed, and the other percentage that they have

told you, well, I don't know, 50-50.

And usually it doesn't happen right there that

they say, well, it's fine.

They say, well, we're going to think about

it, we're going to get numbers, and then,

I hope that in that time that they

are getting numbers, maybe they are interviewing other

photographers, and they realize that, oh, no, there

is a lot of value in what they

are offering us, right?

In business, we have to be willing sometimes

to let people go.

That's the truth.

We are not here to please everyone.

If I arrive at the airport, at the

ticket of Air France, and I tell them,

look, well, the truth is, I do want

to travel in first class, but I only

have $500.

They're going to say, well, ma'am, I'm

very sorry, it's not enough for you, goodbye,

right?

So, sometimes we think that in our business,

it's different because we are the face of

the business.

We have to be strong sometimes and say,

the numbers are the numbers, I put the

numbers there because that's what I need to

live, and I can't make a discount.

Now, sometimes you don't have to make a

financial discount, right?

Sometimes what we can do is add value

to the offer to make it a little

more interesting, right?

So, let's say that you and Erika are

going to get married, and the truth is

that I really like you, and I do

want to work with you, because the truth

is, you're going to have a party that

I love, that I, as a photographer, am

seeing, this is going to help me a

lot because it's a new farm that I've

never worked on, that is going to open

doors to new clients.

The couple is pretty, so I know that

it's going to be useful for my portfolio.

You can see that the details are going

to be elegant because they're working with a

planner that is the top of the city.

So, suddenly, I'm not going to say, look,

I'm going to give you a discount, but

what I'm going to say is, look, what

if we take collection number two, which is

the one that works best for you because

it has, I don't know, two photographers, blah,

blah, blah, blah, blah, blah, and to make

it a little better for you, since you

want ten hours of coverage and this collection

only has eight, I'll give you the two

hours of coverage.

There I'm not literally losing money because I'm

already in the marriage.

Staying two more hours is not going to

imply more, but for the client, suddenly, if

it's something like, wow, now I'm interested, why

don't I have to pay extra for those

two hours?

Right?

So, if the offer you're going to make

is going to benefit you as a photographer

in your business, take it.

But if you're doing it simply to please

a client, sometimes you have to say, look,

I love it, I think it's very cool,

but if it can't be done, it can't

be done, and you have to move the

page and another one will come tomorrow.

It all depends a little bit on the

family pressure you have.

Obviously.

A little bit of this, right?

And as I was saying, for example, in

the last talk we had, when you and

I were together with Óscar Castro, Fer was

also there, and Óscar said something very interesting,

like saying, well, it also depends on how

you catch me.

If he catches me with a lot of

marriages for next year, I have that mattress,

I can even raise the rates, or I

can afford to have a couple.

No, I'm not giving you a free hour.

There's no free hour, because you don't need

it, because you know you're doing very well

with the contracts, and it's the offer, well,

the demand, that's how it goes, it can

swing, of course, I understand.

But the goal is that whenever we're doing

marketing for our business, it's knowing that we're

going to be able to reach our goal

without having to bargain, right?

The moment, obviously, and obviously this is very

personal, but we're talking about a general topic,

right?

You have to know when you say, yes,

I can, or I can't, because the moment

you start giving discounts, the moment you start

panicking, like, wow, on 2022, if I only

have three marriages, and I start panicking, that's

when we start making mistakes in marketing and

mistakes in the business.

That's when you start giving discounts to couples

who didn't need a discount.

You get to the marriage and you realize

that they have an orchestra of 35 musicians,

a seven-story cake, so you start getting

in trouble with the client, like, I mean,

here, like a fool, I gave them a

discount and they had to pay.

Two, you suddenly start taking marriages that don't

add you as a creative person or as

a business, because they're marriages that you can't

show on your website because it's not what

you want to sell, or they're marriages that

don't fill you up because it's a piece

couple that won't give you anything creatively.

So you have to be careful, obviously.

Of course, if you don't have to pay

the rent, you have to do what you

have to do.

But the goal is to be able to

get to that point where we have enough

marketing that we can afford to tell two

clients a year, look, it's not what it

is.

Thank you.

Next.

I'm going to ask you a question, I

think the most complicated one they've ever asked

you, okay?

Let's see, go ahead.

What advice would you give us to change

the client's target?

The first thing you have to do is

change the personal chip, right?

Sometimes we think, no, those clients are not

for me, I can't be there.

And if you don't believe it, no one

will believe it.

So the first thing we have to do

is change our mindset as business people, and

say, okay, the next level are those clients.

Now, how are we going to get to

those clients if we have the clients here,

right?

These clients are not interested in what we

have here.

What we have to do is start creating

relationships with people who are going to take

us up to that level.

Event planners, venues, farms, florists, those people who

already work with people of that level, right?

So what I did when I was at

that level and I wanted to get to

that level, since the marketing part is easy

for me, the first thing I did was

contact those people and tell them, look, I'm

very good at marketing, what I propose is

that we do an editorial, we're going to

make it very nice, this is going to

be the topic, we're going to do all

this, and I take care, when I have

the photos, obviously not only to share the

photos with you, but to create a buzz

so that people realize who you are.

Then, obviously, in my blog, I made specialized

articles for each person.

So if it was the person who made

the cake, then I made a whole article,

because she is the best baker in the

city, because she is different from the others,

how to contact her, all that, I did

the same with the florist, I did the

same with event planners.

So before asking, I gave a lot.

And since I gave so much, and since

they saw me with good intentions, and since

they saw that the photos came out with

the clients, they started calling me.

Then came the second problem, they started calling

me, I started doing these weddings, everything came

out perfect, and then I told the event

planner, look, I'm sending you the photos, and

the event planner said, ready, I have another

client for you, send me your prices.

So I sent the prices to the event

planner, and the event planner disappeared.

So at first it's scary, but there comes

a time when you have to ask, what's

going on, if we don't get along super

well, if you're telling me you have clients,

why aren't we closing, right?

So I called an event planner, I told

her, look, I want you to be very

honest with me and tell me what's going

on.

So she tells me, look, Carolina, the job

is good, you interact with the clients super

well, the clients are happy, but new clients,

I can't show them your prices, because it

doesn't work, it doesn't work for the market.

My clients are here, your prices are here,

where I show them your prices, they're going

to think something is wrong, so you have

to raise the prices.

So it was obviously a good problem, but

it was like a mental moment, like saying,

wow, I have to raise the prices and

I have to raise them a lot to

be able to enter that market.

So sometimes we always think that the client

is going to go for the cheapest, no,

when the client is already at another level,

he already knows more or less how much

a certain thing is worth, how much a

certain other thing is worth, so let's put

an imaginary number, let's say the client here

wants to pay $5,000 for a wedding,

and my prices are at $3,000, they

see my portfolio, everything is spectacular, and then

they see the price of $3,000 and

say, no, the cheap is expensive, here there

is something that doesn't make sense.

So that's when I had to raise the

prices.

The same thing happened to me with a

wedding planner from Mallorca, Mallorca is one of

the Balearic Islands, well, it's one of the

islands, it's between, so that you understand me,

between Italy and Spain, and that wedding planner

always worked or always works with a type

of client, always, for example, European, almost always

from Germany, Switzerland, with a fairly large acquisition

power, or even from England, as was the

case, that the wedding planner, well, they tell

me, hey, I have a couple from London,

super interested in the type of photography that

you make, okay?

And well, the prices were raised, and I

almost lost it because I say, okay, if

the wedding planner that sells me, the rates

are good, good means very good, right?

I mean, too good, right?

And then I say, well, the wedding is

being hired.

A week passes and I say, how strange

that they don't tell me anything, and I

tell the wedding planner, hey, I say, but

what happened?

And they tell me that they have gone

with a photographer, I don't know where, my

son from London, and I say, and that,

but if you told me, and he says,

look, Víctor, the next thing you have to

do is raise the rates, and he told

me like that, and I was like, I

was like, how, raise the rates?

I mean, I thought it was the other

way around, you know?

I mean, it was like the toast was

being invested, and he told me, look, Víctor,

I mean, if you want to work with

me, the type of suppliers that I have

and the type of clients that I have,

you have to pay the same or more

than my best photographer, because if not, you

have a very good job, everything is presented

perfectly, you are a cordial guy, you meet

Erika and you look like a good team,

everything always has to go hand in hand,

right?

And I said, fuck, I assure you that

I raised rates for that type of clients

twice, and everything started to work.

Of course, this seems a bit, for those

who listen to us, both in those who

listen to us now, as in the recording

that will be recorded, it seems a bit

like saying, let's see, this seems like a

fantasy, right?

To say how you have to multiply the

price by two, they are freaking out, they

have smoked weed, no, no, no, no.

I mean, it's not the same for a

local client, for example, ours, to an international

client, but in the case of international, I

assure you that everything changes, but it changes

completely, and don't go with the price of

a local wedding to an international client, which

is going to happen, as you have said,

that they are going to tell you, no,

it's that the cheap is expensive, of course,

as you have said, aunt.

Of course, and then you think, no, since

I have the cheapest price, they will surely

hire me, but then comes the psychological part

of the client, right?

It's the part like, but why is it

cheap?

If everyone is charging me 5,000, why

is she charging me 3,000?

No, here is something that does not fit,

and what we want, in general, sometimes we

think that what we want is that the

client has beautiful photos, yes, that is what

is expected, really what the client wants is

security, that you are going to get to

the wedding, that you are going to show

her the photos, that everything is going to

be fine, and when there is something like

that of price, that they say, oh no,

this does not fit, it is not because

they are not the photos, it is because

you are not giving security to the client.

You say something, Victor, that is important to

talk about, you say, there are rates for

international clients and there are rates for local

clients, maybe this works in Spain or in

Europe, I live in Miami and my rates

are the same for everyone, that is, I

have the same rate for everyone, now, obviously,

if I have to go to New York

to take some photos, there the rate goes

up because my travel expenses are already included,

but for my city, which is a big

city, where in fact many people come to

get married in my city, the price is

the same for everyone.

Sure, but in the case, for example, in

our case, we have both couples, for example,

locals, I think we have three types of

clients, well, I think not, I'm sure, three

types of clients, one, which are the locals,

they are from my city or around, bearing

in mind that whoever does not know, I

live in Zaragoza, it is not a city

like Barcelona or Madrid, although we take photos

of weddings there, but they are usually people,

not humble, but they do not usually have

the same budget as a couple, for example,

who comes from Paris and gets married in

Mallorca or who gets married in Barcelona, this

is like it is totally different, right?

Of course, if I lived, for example, in

Mallorca or in Ibiza, for example, and I

said, I just want to do weddings, for

example, international, obviously I would have the same

rates for all couples, but why do I

also want to do local weddings?

Because I have a family and despite the

fact that not always, but often, local weddings

are not as visual or as attractive as

an international wedding, it is also true that

although I charge less, it is also true

that I do not invest so many hours

in moving around and on Saturday, around the

morning or before, I am already at home

and on Sunday I can be with my

child, right?

I don't know, we try to balance a

little bit there, Carolina, in which we put

a little bit of everything, right?

No, of course, and I tell you, it

has value and obviously each case is unique.

What I mean is that sometimes when I

have these budget conversations, sometimes people say, ah,

as in the form of contact, he told

me that he was going to get married

in a farm that is very expensive, so

I am going to pass the expensive rate

to this client, while the client who gets

married in the cheap farm I pass the

cheap rate to him.

That's when I say that suddenly things start

to get complicated and suddenly that's when people

start to say, I don't like this photographer

because he gave my friend a different price

than mine.

But if, for example, as you say, Victor,

obviously if you have to travel elsewhere, you

have to charge more, right?

Because they find time, travel, you are not

at home, days that suddenly you can't take

another wedding.

In Miami, for example, I can have a

wedding on Friday and one on Saturday.

If I were to go to one in

New York, I can't do that because I

have to add days to my trip.

So that was more or less what I

wanted to emphasize.

Okay, two questions in one.

What is your ideal client or your ideal

partner and what would be, if you have

achieved it, perfect, but what would be your

ideal rate or price as a wedding photographer?

In which you would say, how happy I

am with this.

I mean, if you have 20 weddings, how

happy, how good, that everything with this price.

It's a tricky question because I've always been

happy where I am and I always think,

oh no, that's expensive.

And then when that price comes, I say,

what a silly thing, but if I'm closing

weddings at this price, why didn't I raise

it before?

I think that at the level that I

am, because we also have to be honest,

at the level that I am today as

a photographer, I think that I am already

reaching the level, like who says at this

moment, of what would be more or less

my peak, which are weddings between $5,000

and $7,000.

Okay, I think that to reach the highest

level, or I have to relate to other

people at another level, or look to see

what I'm going to do.

But at this moment, I'm happy.

I work a lot, a lot on my

brand.

So I would say that 90% of

my clients are my ideal clients, who are

first and foremost for me, they are nice

people.

I like to work with nice people, with

people who will have a good time on

their wedding day, with people who on their

wedding day, even though they have a lot

of money, they are cordial people.

Okay, so for me that is important.

Two, people or couples who tell me, you

have green light, you can do whatever you

want.

If you tell me to stop thinking, I

trust that because I'm going to stop thinking,

it's because the photo is going to look

better.

So I don't like clients who are like,

managing me, like micromanaging me, no.

In general, most of my clients are, whatever

you say, as you say, wherever you say.

And third, obviously clients who pay my prices

without making me jealous.

Those are my ideal clients.

I don't care what religion they are from,

what country they are from, nothing.

They have to have those three nice little

things, that they let me do my job

without a problem, and that they pay me

without making a problem.

Well, you know, well, I love the answer,

sorry, but you know that at the same

time you were saying this, it's been a

few days, I've been thinking about Chalcoco, because

I'm thinking, I mean, I don't know what's

wrong with me, I mean, I'm in the

mood, I'm strong, I don't feel blocked creatively

speaking, but the other day I was thinking,

I mean, I have nothing to publish, I

don't feel like I have something to say,

and it's been a year that I've been

thinking, and it's not to make excuses, that

the important thing is to work, I mean,

to do weddings that we couldn't do last

year, to do new weddings, blah, blah, blah,

but I think, I mean, I haven't even

taken, in what I've been doing for a

year, a portrait, well, some I have, but

very few, I mean, counting with the fingers

of one hand, and it's too much, I

mean, I haven't taken a portrait that you

say, wow, I mean, it's fucking crazy, and

it's that when you said, I mean, I

want boyfriends or I want couples that are

nice, perfect, that we have, but this year

we've had up to now two or three

couples that, I mean, one of them was

a couple of, I mean, of Yankees, well,

it's a couple from the United States, in

fact, from New York, in which we never

get together with the couple, we get together

with their secretary, and even on the wedding

day, to tell the couple that if we

did portraits, we had to talk to the

secretary.

That's it, that's it, that's it, that's it.

I mean, that's it, that's it, that's it.

That's it, that's it, that's it, I mean,

okay, I assure you that, with what has

fallen, and with what is still falling, and

with what we have suffered as wedding photographers

with the fucking pandemic, I don't change it

for anything, I mean, I preferred to work

than to say no.

To this day, I would still work, but

I think that for next year, and I

told Erika, I said, next year we have

very, very interesting couples again.

It's not that I, I mean, that it

has fallen, but it's true that the last

ones, in the 16th, 17th, 18th, and 19th

included, I mean, I mean, I mean, what

we did, like you, I mean, to clearly

decide which client, I mean, who was coming

in or not.

In the middle of the pandemic, we closed

because of the New York couple's wedding, which

is the one we had to meet with

the secretary to talk about whether we did

portraits or not.

But of course, what you were telling me,

and it's that one of the mistakes, and

forgive me for going through the clouds, but

when you were telling me that, surely in

the recording, that you can see my face

saying, oh shit, I made a mistake again,

I made a mistake again with the choice

of my fucking clients.

Because it's super important, for everything to go

well, photographically speaking, we have to have clients

who...

Who let us work.

Of course, so you say, hey, throw yourself

at the fucking pool, and say, yes, I'm

going, boom, and you throw yourself.

And they don't say, oh no, no, no,

no, you know?

Of course, I understand.

But look, all this, I mean, it happens

to all of us, I don't back out

on this, it's super important, and sometimes we

say, for example, I've also worked with people

who were secretaries, and that's when we have

to put on our pants and put on

the clear rules a little more.

For example, I'm going to explain what just

happened to me two months ago.

I'm also a family photographer, right?

For my family clients, I'm a little easier

on the booking process, because I don't have

to make the call, it's like more of

a transaction, like they contact me, I send

them the prices, and the link for them

to pay me.

When they pay me, it's very important for

me to talk to the client.

Because even though they are family photos, I

want to know what photos are the clients,

what they want, what they're waiting for.

And not only that, but I want to

handle the situation a little bit.

I want to tell them more or less

what they're going to wear, where we're going

to take the photos, I want to handle

all of that.

So this client hired me, she paid me,

all of that.

I told her, look, let's make a call.

She said, yes, perfect.

The day of the call arrived.

I like to make calls like this, in

zoom, to be able to see people's faces

and have more connection.

The day of the call arrived, she didn't

show up.

So I sent her a message.

I told her, hey, I'm waiting for you

on the call.

She said, no, I don't want to connect.

I'm not interested.

Before taking it personally, first I took a

deep breath.

I said, well, let's breathe, because she's not

going to wear it.

Let's handle this as a professional person.

So I took a deep breath, I waited

a moment, I sent her a message.

I said, hi Pepita, I completely understand that

you're too busy, that you have a lot

to do, and that this seems like something

in the background.

You hired me.

There I put the ball on her.

She was the one who looked for me.

I didn't look for her.

You hired me because what you saw on

my website you liked a lot.

To give you the result of what you

saw on my website, two things are very

important.

One, communication.

And two, trust.

At this moment, I don't know who you

are, or what you like, or what you're

expecting from this relationship.

So, if you want me to take pictures

of you and your family, the least we

have to do is this call, for me

to understand what you want, and guide you

in a way that the result is what

you want.

If you like it, we'll make a call

tomorrow.

If this is not what you want, no

problem, with pleasure, I'll give you back right

now what I have to pay you.

I'm playing with her, because if she says,

give me my money back, I'll get mad,

but I'll give her my money back.

But I'm giving her the very strict rules

of what I'm expecting from her as a

client, and from me as a photographer.

If she wants a good job, I can't

even do magic.

I can't even do magic and say, look,

let's take pictures of you in this park,

and when we get to the park, she

says, I don't like parks.

Or they arrive in bad clothes, and then

the pictures say, no, I don't like how

I look, how she's going to like how

she looks, if she's dressed, they're all horrible.

So for me, that's important.

The same with boyfriends.

There are couples, especially when you get to

a certain level, which is, talk to the

assistant.

Hi Pepito and Pepita, I love talking to

your assistant, she's a phenomenal girl, but on

the day of the wedding, I'm not going

to be taking pictures of the assistant, but

you and your partner.

For me to be able to understand what

you want as a result, it is essential

that we have a call.

This call is going to take 30 minutes,

I'm not going to take any more of

your time, I know that you are important

people, but I want you to know that

the goal of this call is to understand

what you want, so that I can give

you what you need.

So there, you're putting the ball in their

corner, like, ah, we're very important, obviously we

have to have this call, but when you're

on the call, that's when you have to

build trust, right?

And tell them, well, you loved my portfolio,

right?

Yes, we loved it, great.

So that you have pictures of the quality

that you saw in my portfolio, you have

to believe me and you have to trust

me.

And part of the trust is that if

I tell you to stop here, it's because

the photo is going to come out phenomenal.

But if you don't let me do my

job as a photographer, well, the result, you're

not going to be happy because I'm not

going to be able to give you what

you saw in my portfolio.

So sometimes we have to be a little

bit strong and say, wait a minute, I'm

the professional and I know what I'm doing.

They don't know, they're not photographers, they don't

know what you have to do.

So, well...

I'm going to hire you, or you have

to give me a job too, so you

can be my road manager or something.

Go for it, go for it.

Because I assure you that many times, like

I told Erika, I say, look, if we

had someone with two balls, like two coconuts,

I mean, full on, saying, for the bull's

balls, this and that and that, I say,

surely it would be better for us and

only, even if it costs us money, I

mean, monthly, and well, that obviously, I say,

surely we would be winning because we would

win more.

And you would be the person...

I'm going, I'm going.

Yes.

Sometimes you have to do it, sometimes, what

you say, if you're a very noble personality,

that you feel ashamed, that you're not able

to say something like that, then you have

to hire an office manager who is in

charge of that.

In fact, I talked about this with Victor

del Marco Rojo, he says, I don't know

how much my clients paid for the marriage,

because I don't want to have to be

a budget square, because I'm going to feel

bitter when they ask me for a discount

and I'm going to get to the wedding

thinking that I asked for a discount.

So, you send that to a person who

manages you and that's it.

But it's very important to put...

It's very important to give ourselves the place...

I'm not saying that a photographer is the

most important thing in the world, no.

But we have to give ourselves the place,

which is that we know what we're doing

and to have results, this is a relationship.

I can't get to make wonderful photos without

knowing you, without knowing what you want, what

you like, without you knowing me, because if

I get to a marriage like this where

they've never seen me and I get to

give orders, they're going to say, who is

this old lady?

Because you don't know me.

It's clear, yes, ma'am.

And we can do all this thanks to

the website.

The website has to give all these little

things before getting to the communication, before getting

to the call or the interview or whatever.

They have to know 80% of you,

who you are thanks to your website, how

your tone of voice is.

You're a super formal person, but you're a

candid, nice person.

You're a person who...

All of that has to be there, it's

part of the branding.

And that's very important.

Good, Carolina, good.

Manu López asks here, is it advisable or

not to put the prices on the website?

That's something you have to deal with, Manu,

what works for you and what doesn't.

Honestly, look, I don't have all of my

prices.

I say, my marriages start between this much

and this much.

I have it on the price page, I

have it on the contact page, and some

people don't know how much I charge, because

people don't read.

I don't look at it.

Look, if you go up, up, and it

says, go up more, go up a little

more.

Well, first the price, there it is, if

you go down, you have to go down

to the page.

Wedding pricing, no, there you are, you have

to go down, you have to go down,

you have to follow, no, no, no, to

the page.

Keep going down, keep scrolling, scroll, scroll, here

it says, oh, scroll up a little, here

it says, wedding collections, I'm a Miami-based

Miami photographer, wedding collections range between $3,000

and $6,000.

There it is.

Then it's again on the contact page.

Up, before you send me the contact thing,

if you open the contact page, scroll down

a little, there it says, wedding collections range

between $3,000 and $6,000.

And even so, there are times when they

tell me, oh no, you're not in my

budget, so people don't read it.

It was the same, in case the flute

sounded, girl.

One thing I'm going to tell you is

that when you present your budgets, which is

the mistake I see most people make, they

start with the cheapest collection.

Then they say, collection one, $1,000, collection

two, $2,000, collection three, $3,000, and

collection four, $4,000.

The $1,000 is the first thing the

couple is looking at.

Again, we go to the concept that that

becomes the anchor.

So when they see $1,000 and then

they see $4,000 here, they say, oh

no, $4,000 is very expensive.

But if we say, collection one, $4,000,

collection two, $3,000, collection three, $2,000,

collection four, $1,000, collection four, $1,000

is very cheap, collection three, $3,000, wow,

that's the perfect price.

So I always start with the most expensive,

which very few people hire me for that

collection because I did it that way.

I want to have a price that scares

them so that the collection they buy is

the one that they say, wow, the perfect

shoe, this is what I need.

Perfect, great, great, very good.

Someone asked, wait, because I'm going to...

There's not much time left, okay?

Because one of the reasons is that I

always like to do...

I mean, this only lasts 60 minutes because

everything that goes up in 60 minutes, people

end up getting tired and all that, okay?

But the question that was from Pablo, the

first contact with the boyfriends, after answering the

email, is it better telephonically or is it

better by video call?

I don't know, I think video call is

better because we put faces, but what do

you think?

Video call for several reasons.

One, we put faces.

Two, people have to sit down and pay

attention.

If you say on the phone, hello, look,

I'm walking my dog, how much did you

say you charge me?

Oh no, wait, wait, I'm getting a call.

No, if it's in the video, the first

thing I do is, hello, Victor, hello, Erika.

Well, let's talk about your marriage.

The first thing I tell them, it's just

30 minutes, but if you can turn off

the phone so there are no distractions and

we can focus on what we have to

focus on.

If you have a video call, you can

do what Victor is doing right now, which

is sharing your screen.

So you can say, of course, look, I've

taken pictures on this farm, I'm going to

show you, look how beautiful everything is.

You're already giving more things to the client.

Of course, very obvious, very obvious, very good,

very good.

And the last question of all, okay?

If someone has a question, you can write

it down there.

But my last question is, what advice would

you give to someone who is just starting

and wants to get married quickly?

Ah!

You're dreaming!

The first thing I tell them is that

before thinking about getting married, you have to

be ready, right?

And that's when we get to the part

that you've talked about with many photographers.

You have to know the art of photography,

you have to know about photos, you have

to know how a marriage is handled.

You can be a family photographer and take

spectacular photos, and then you get to the

wedding and you go crazy because in a

wedding 100 things happen per second.

So before anything else, work as an assistant,

work as a second camera, and be very

patient.

And talk about your business all the time.

When I started, where I was going, look,

I'm a photographer.

You know someone?

Look, I'm a photographer, are you interested?

I told everyone I was a photographer.

So now, that was 10 years ago, imagine,

we're like dinosaurs, there was no Instagram or

anything like that.

Today you can do it very easily on

social media.

All the time, showing your work and talking

about what makes you different.

Today we have 50,000 photographers.

In fact, if you go to my portfolio,

my photos, yes, I consider them beautiful, but

I don't think they're such a spectacular thing

from the other world.

But why do people hire me?

For security.

Because they know that I'm going to give

them the work they need, and because they

know that we're going to have a great

time.

Because my whole brand is about creating cool

photos, but you're going to laugh about it,

you're going to be able to dance, you're

going to have a great time.

That's why they hire me.

Hey, and not too long ago, Tae asked

me a question, that I want to ask

you.

These questions about Tae are dangerous.

Let's see, what did he ask?

Yes, yes, imagine that you're my sister, and

I'm a millionaire, a multimillionaire.

Let's say I have plenty of money.

And I tell you, look, Carolina, as the

last job you did was selling shoes, it

didn't convince me much, and as you also

tried to sell insurance, and I didn't like

it much, I want you to dedicate yourself

to photography, it's your passion, it's what you've

liked all your life.

And look, as I'm so handsome, and I'm

so smart, and I'm such a millionaire, I'm

going to give you $15,000 to set

up your photography business.

If I give you $15,000, what would

you invest that $15,000 in?

Well, the basics, and the first thing is,

I need equipment.

So I'm not going to buy an expensive

equipment, because I'm going to lose the $15

,000 and I still don't have enough.

So I need a full-frame equipment.

And obviously, a backup equipment is super important.

You can't get to a marriage with just

one camera.

What happens if you damage half of the

marriage?

You can't do that.

And the second thing I would invest my

money in would be a coach.

Someone to teach me so I don't have

to spend years trying to learn by myself.

Of course.

It's like if we were competing.

This is a bit silly, but it's like

if we were playing Super Mario Bros.

3 and someone would teach you how to

go from level 1 to level 5 quickly.

Of course.

You have to go through levels 2, 3,

and 4.

Of course.

And sometimes, it's like what they say in

English, the catch-22, right?

It's like, what comes first, the egg or

the hen?

How am I going to pay for a

coach if I don't have enough money?

But how am I going to get to

the next level if I don't know how

to get there?

So, sometimes you have to sacrifice a little

bit.

Stop thinking that we have to buy the

latest Canon mirrorless that costs, I don't know,

$4,000 and buy a second-hand used

one and invest the money in a coach.

That's how it is.

When you recover the coach's money, you can

buy the equipment you want.

Well said.

Very good, Carolina.

That's all for now.

I don't want this to be...

Well, I've asked you all the questions I

had around here.

And nothing more than a shout-out to

my son.

I have them all here.

And you've answered all of them.

Honestly, it's not because I'm giving you the

ball that I don't do this, but it's

the talk of Nathan Sands, of Rocío, and

of Víctor and Iñaki.

But yours has been the one that I

really, really, really liked the most.

Oh, well.

It's not because I'm giving you the ball.

You know I don't.

But I liked how sincere you are and

the commitment you've put into everything.

And I think that what can be useful...

For example, you've already given me a couple

of tips.

I'm going to socialize with the page in

a week to see what you've changed.

I have to talk to my computer, which

is on vacation, but you'll see that it's

going to change.

And about Send, I want to change that.

Yes or yes.

And about the budget, you've made me think

about all of that again.

And third, which is not on the website,

but...

The time to give presents to couples and

things like this, and above all, coming back

as I did...

Of course, the pandemic has affected me a

bit this year, and I'm grateful for the

wedding I've had, even if it's a very

special couple.

But I'm going to go back to the

past, to choose my partners better and better,

because that's going to have an impact on

my photography.

Of course.

But look, we're all going through a difficult

time, right?

Some more than others.

But even if they're couples that come to

you, and you suddenly say, I don't get

much out of it, you always have the

power to show your partner what you can

do.

And remember, you are the owners of your

business.

That's why we got into this, right?

Because we don't like to have a boss

telling us what to do.

Here we are the bosses.

So we can decide.

Even if we suddenly get a client that's

not the one we always want, we can

take a little of what I'm telling you.

I had that conversation with this lady, and

immediately when I sent her that email, I

didn't finish telling her the story, when I

sent her that text message, she replied, wow,

I definitely didn't know, we're going to have

this talk.

I took her photos, she was happy with

her photos, I was happy with her photos,

and then there was a pretty big sale.

If I hadn't done that, I'm sure she

wouldn't have been happy, not because of the

photos, but because I didn't know what to

do.

So sometimes we have to make that decision

that, I'm going to be a little bit

strong, but the result is going to be

so that not only you win as a

photographer, but the person is happy with the

result they're getting.

Very good.

Perfect, Carolina.

Thank you very much for everything.

To you and to all of you.

Although there aren't many people registered here, I

mean, just a few, I told you it

was August, many in Spain, everyone is on

vacation or doing things, but you'll see when

I post it on Patreon, you'll see that

I think many people will like it, so

I thank you for your time.

Also to the rest, there are only a

few, but as we say around here, that

of better few and good avenues, than not

many, so...

Perfect, and everyone can follow him on TalkRepublic,

on Mondays I'm doing talks in Spanish, every

Tuesday I release a new episode, usually in

English, but I also do other episodes in

Spanish, and, well, welcome questions.

Perfect, very good.

Very good, Carolina.

Very good, everyone.

Don't forget, the TalkRepublic, okay?

For the Spaniards, the TalkRepublic.

So, everything well said, with a good long

G, and Republic, Public, so you can see

that marked C, okay?

So, that's it.

Well, as we saw at the beginning of

the video, that's it.

So, everyone, let's follow my friend Carolina.

Well, guys, very good.

Thank you all very much.

I have a little time now to edit.

A round of applause for Carolina, she deserves

it.