Index
A
Abbott, Berenice, quote from, vii
Adler, Beverly
print books and, 110
stock photography and, 59
unique vision and, 12
vision and, 58
Web sites and, 127
affirmation
inspiration and, 191
your wish list and, 189–191
agents
asking questions and, 78
brokering successful relationships
and, 85–87
building a good business
“marriage” and, 82–83
commissions and, 70
contacting agents and, 81–82
fine arts photo rep and, 87–90
new breed of, 84–90
realities of representation
and, 77–83
“rep material” and, 70
success and, 130
Angelo, Karineh Gurjian, book
building and, 116
Arbus, Diane, Rolling Stoneand, ix
Aresu, Paul, approach of, 85–86
Armour, Hope, 96
Armour, Jack, Team Armour
and, 96–100
Armour, Jake
record billings and, 184
steps for success and, 185–187
art buyers, keeping files on
talent and, 19
assignment photography, marketing
and, 131–132B
Bach, Richard, Illusionsand, 143
Beckwith, Harry, Selling the Invisible
and, 142Bernhard, Ruth, quote from, 181
Boland, Michael, The Secretand, 191
Bonicelli, Laura
affirmation and, 190
contacts and, 134
“face time” and, 133
reading list and, 142
branding identity, 59–60
corporate branding and, 57
Burns-Dell'Acqua, Leslie
faith and, 212
licensing model and, 8
Burnstine, Jean, pull clients and, 130
business development
balancing priorities and, 4
being a client and, 19
changes in today's business
and, xi, xii
creating your positioning statement
and, 20–21
defining your visual values
and, 16–21
do you have a product to sell?, 10–15
“Dream Bio” and, 5–7
escaping world of lack
and, 199–201
holistic perspective and, vii
honoring yourself financially
and, 8–9
money avoidance and, 198–199
new photo buyer and, 11–12
pricing and quoting assignments
and, 27–28
pricing your services and, 202–204
service component and, 22–29
“showing up” and, 198–204
success or failure and, 30–33
surviving during difficult times and,
183–187
understanding poverty conscious-
ness and, 201–202
unique vision and, 12–15
values shaping relationships and, 7
your values and, 3–10Index.qxd 7/3/07 12:26 PM Page 219