We get lots of emails, phone calls and PMs daily. People who are getting started in photography ask how how we got to point A (I just bought a DSLR) to point B (I’m charging $500 for art prints to my super-swank clients)? Well, there are lots of steps in the middle, but they can be pinpointed through a logical progression.
#1 - READ. Read everything you can get your hands on. Learn the classic poses. Learn contemporary poses. Learn lighting. Learn the basics of how your camera works. Learn exactly what it happening when you stop down your lens; learn why it does that. You’ll be amazed what a crappy little entry level DSLR camera can do when you take it off of auto and push it to the max.
I am a self-proclaimed weenie with technology. I can’t stand it when AOL and google update their software. And hardware, forget that. Mike thinks it’s hysterical.
I used an entry level DSLR camera for a long time. You don’t need top of the line stuff to take top of the line shots. Yes, it helps at some point, but shouldn’t you know what that point is before you drop $5K on a camera? Remember, YOU take the photographs; NOT your camera. The camera is a tool. Learn how to use it.
#2 - PRACTICE. Get out and shooting. Shoot everything. Shoot in different lighting (dusk, dawn, dim, bright, nasty florescent, etc). People who don’t practice, don’t get better. And practicing is fun. I practice with all sorts of stuff - castles, pearls, cookies, change, beer…whatever.

(Talk about fun challenging things to shoot - fireworks and Christmas lights - and yeah, this is Cinderella’s Castle in Disney World).
During the course of 12 months, there should be a noticeable change in your work. Especially in the beginning. From the time you learn to turn on your camera to 12 months later, your work should have changed drastically. Not necessarily the content, but how that image was taken and how it looks. When you work stops changing, it means you’ve stopped growing.

(Beer is so the nasty, but don’t it look all pretty in the sunlight?)
At this time of year, we get creative with Peeps. Ya know, the Easter candy? See all the different ways you can light and pose a Peep. You think I’m kidding, but I am SO not kidding. It’s a really fun exercise. It gets your creative juices flowing and allows you to play with different shots without looking like an idiot in front of your client. I mean, if the Peep mouths off at you - you just bite it’s head off! (And then hurry to a shrink - Peeps shouldn’t be tawkin to ya).
So, last year, I asked the question - can you dramatically light any subject? C’yeah! You can! Vegas show peep in a spot light, as seen below.

Practice! You cannot improve if you don’t take time to play, try new things, and practice. If you aren’t into posing marshmallow farm animals, use models. Practice makes a HUGE difference.
3. GHETTO vs PRO. OK, what holds a lot of photographers back from learning about lighting is the expense of lighting equipment. This is where you get into the question - should I use ghetto stuff around my clients?
I totally say - USE WHAT EVER WORKS. You know all those famous photographers who manufacture their stuff? Guess how it started? You bet it was ghetto! (Ghetto = homespun).
We use tons of different types of lighting stuff - some ghetto, some not. Modifiers are the same thing. Honestly, I LOVE foam core. What an insanely easy way to get soft romantic light, spread evenly over your subject. Just because it doesn’t say PRO CAMERA SHOP on one side and cost an extra $50, doesn’t mean it doesn’t work.

(Above: Ghetto light + window light = awesome ad piece)
You can start to learn to use lighting for under $100. Buy yourself a little ghetto flash and foam core and your work will improve leaps and bounds. You’ll leave those soccer mom’s holding their balls, wondering what happened…and take your biz to the next step.
4. BIZ PLAN. Turn your brain back on! I know, most of us are ‘artists’ and don’t want to bother with the math of the moment. But you have to.

(Mickey Money…lol! See, money stuff can be fun.)
Let’s just jump into examples. If you need to gross $150 per session to turn a profit (which is insanely low), then you need to make a plan of attack. How are you going to reach that rate? There is some predictability to what people will buy and how they spend.
Here is an example of typical blunders/ money bleeders. Say you shoot a session and you have your prints priced at fine art prices - so $50+ for a 5×7. You only need to sell 2 prints with your session, which was on sale for $50, to gross your $150. You can do that, right?
Well, say you are offering a cute little album for $60. It has 10 pages and comes with prints. The client will buy the album, not the prints, and you failed to meet your min. Arrange your packages so they benefit you. Do NOT give away what people are willing to pay for.
And don’t give away crap because you feel like you HAVE to. It’s a package, not a garage sale. Packages tend to bleed new photographers dry. Add up what your clients typically buy and what it cost you. Subtract your overhead, and see where you are. It takes some photogs years to realize they are operating in the red (upside down, negative cash flow, bad, etc).
Add stuff up NOW and avoid that blunder. You can push a primary product to make sure people buy it and then do add on sales with all the other stuff. If you want to witness the master of add on sales, check out VistaPrint.com. Holy add on sales, Batman!
5. CONFIDENCE. Set your prices and stand by them. When a client asks why your prints aren’t $2, tell them. You should be able to answer this simple question - WHY SHOULD I HIRE YOU? If you have no answer, you have no clients. Stand by your products, your images, and your photography. Be confident. BTW - you aren’t selling paper with ink on it - $2 photographers are a dime a dozen. And there are dozens of them. Increase your skill set and you will have more to offer.

(Sunflowers are NOT weeds! See the pretty backdrop they provide?)
Take these tips and light a fire under your butt. Now, go read stuff, take classes, go to workshops, and practice! Your only limitation in photography is you. Cameras have gotten so cheap, there is no film, and you can shoot tons of stuff with a 50mm. That is still one of my fav lenses. You don’t need a room full of pro equipment to be a pro. Ask a wedding photographer - they have to carry all that crap. Yet another reason to make ghetto stuff - its lighter, travels, and if you loose it or Aunt Hildie sat on it, you can replace it without crying.
HOPE TO SEE YOU IN ABILENE OR AUSTIN! I’m taking the rest of the spring and summer off from workshops.