self-promotion
agents and, 130
calling contacts and, 135–136
cumulative effects and, 128
dropping books and, 138–140
e-mail and, 129
“face time” and, 133–140
focus of buyers and, 130–131
marketing and, 131–132
on the visit and, 136–138
overview of, 125–127
print portfolios and, 127
seeing photographers
and, 128–129
service component, pricing and
quoting assignments, 27–28
Sharabura, Richard, Shooting Your
Way to a Millionand, 142
Sharpe, John, in-person visits
and, 128–129
Sher, Barbara, It’s Only Too Late If You
Don’t Start Nowand, 143
Sherman, Stephen
direct mail contact with buyers
and, 170
drop portfolios and, 169
face time and, 167–169
multilevel marketing plan
and, 170–171
selling and, 168
Silverstein, Patti
collaboration and, 90
Elemental PhotoArt and, 89
fine arts and, 87–88
Smith, Zave
building new portfolios and,
49, 50, 51, 52
consistent message of, 176–180
faith and, 211
marketing your product and, 10
Society of Photographers and Artists
Representatives, 80
Standard Directory of Advertisers,
corporate leads and, 185
Standard Directory of Advertising
Agencies, Web site for, 185
Stewart, David, visual approach
and, 17
stock options, business changes
and, 105–108
stock photography, expense of, 59success
new marketing tools
and, 188–192
questions for improvement
and, 40
steps for success and, 185–187
surviving during difficult times
and, 183–187
success or failure
becoming a client for
a day, 31
creating success and, 37–42
overview of, 30–33
risk taking and, 41–42
take inventory and, 31
Summers, Ian
clustering and, 157
creative blocks and, 154–157
Heartstorming and, 155
I Am... , 157–158
I Want and, 158T
talent-based portfolios,
backbone of photo business
and, 48
team
agents and, 69–71
building a good business
“marriage” and, 82–83
consultants and, 74–76
creating a successful team
and, 79–80
marketing assistants
and, 72–74
new breed of agents
and, 84–90
objective help from business
consultants, 91–95
realities of representation
and, 77–83
Team Armour and, 96–100
Team Armour
keys to teamwork and, 97–98
mission and, 98–100
Tharp, Twyla, The Creative
Habitand, 142
timing, realities of representation
and, 81–82
Tolle, Ekhardt, The Power of Now
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