{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"The Sales Call Mistakes Costing You Luxury Clients: Live Coaching with Jasmine Ortiz","description":"This week on the Play It Brave podcast, I\u2019m doing something a little different \u2014 I\u2019m bringing you behind the scenes for a real coaching session with one of my favorite photographers (and one of my trusted second shooters), Jasmine Ortiz. This episode is for every photographer who has ever thought: \u201cI know my work is good\u2026 so why do I get weird and wobbly the second it\u2019s time to talk about pricing?\u201d Because that moment \u2014 where you\u2019re ready to raise your rates, step into a higher tier of client, and be paid like the artist you actually are \u2014 requires more than updating a number on a proposal. It requires an identity shift. In this conversation, Jasmine shares what\u2019s been happening as she raises her prices: how her old sales call script worked at a lower price point, but suddenly feels stiff, robotic, and way too logistics-heavy for the clients she wants to book now. And from there, I walk her through the exact framework I teach inside my one-to-one coaching and masterminds \u2014 the same structure that\u2019s helped photographers go from booking $3\u20136K weddings to booking $8K, $10K, $20K, even $30K. Because at the luxury and intro-luxury level, clients aren\u2019t choosing you because you\u2019re \u201ceasygoing\u201d and \u201cgo with the flow.\u201d They\u2019re choosing you because you feel like a leader. A director. An artist with presence, taste, and a clear process. And the best part? You can learn that. You can practice that. You can embody that. In this episode, we talk about: Why so many photographers unintentionally dilute their authority by trying to be the couple\u2019s \u201cbestie\u201d How luxury clients want warmth, yes \u2014 but they also want clarity, confidence, and precision The difference between \u201cparticipating\u201d in the call vs. leading the call How to ask better questions than \u201cSo what\u2019s your vision?\u201d Why selling at a higher level means selling an experience and a feeling, not hours and deliverables How to keep the first call exciting (and not turn it into a timeline-planning meeting) What to say instead of \u201cWe can totally do whatever you want\u201d (because\u2026 no. Not if you\u2019re positioning luxury) The 7 shifts I gave Jasmine (you can steal these too): Before we recorded, Jasmine sent me a transcript of a real sales call \u2014 and once I read it, I found seven immediate tweaks that would completely change her conversions at a higher price point. Here they are: Stop being overly casual. Warm is good. Too familiar is not. Luxury requires a calm, grounded presence. Don\u2019t let the couple dictate the call. They don\u2019t want to run the show \u2014 they want to hire someone who can. Step into the identity of the director. You\u2019re not auditioning to be chosen. You\u2019re guiding them through a curated experience. Remove all \u201cwishy-washy\u201d language. \u201cWhatever you want!\u201d is not elegance. Recommendations are. Mirror their exact words back to them. This is huge. If you don\u2019t repeat their emotional buying criteria, they won\u2019t feel seen. Hold the space as an expert guide. Don\u2019t match chaos. Don\u2019t match overwhelm. You hold the calm. Stay professional while still being warm. Approachable, yes. Chatty friend energy, no. If you\u2019re in the season of raising your rates, hear me when I say: you don\u2019t just raise your prices \u2014 you raise your presence. You shift your language. You shift your leadership. You shift your identity. Because luxury clients aren\u2019t buying your packages. They\u2019re buying you. ","author_name":"Play It Brave Podcast","author_url":"http:\/\/thepathpodcast.libsyn.com\/website","html":"