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I just had what I would consider an A+ consultation. Great couple. Great venue. Great conversation. Everything seemed to line up. Then I sent them a proposal for around $24,000. And immediately started second-guessing myself. Haha. Should I have charged less? Should I text them and offer a better deal? What if they don't book? What if I really need this wedding? I've been doing this for nearly 20 years. I've filmed weddings all over the world, worked with incredible clients, and charged significantly more than this before. And yet, here I am, walking around my neighborhood trying to convince myself not to panic over a proposal. That's what I'm working through in today's Walk It Out. We're talking about pricing, knowing your value, the pressure of needing bookings, and the strange tension between running a profitable business and simply wanting someone to say yes. I don't have a perfectly packaged lesson for you today. I'm just figuring some things out in real time. And honestly, I think a lot of us are dealing with the same thing. Walk It Out is a shorter, less-produced series from Shifting Focus with John Bunn. No guests, no big setup. Just real conversations about business, creativity, life, and whatever I'm thinking through while I'm out on a walk. Grab your headphones and come walk with me.

✅ Grab my free guide "10 Discovery Call Mistakes" https://john-bunn.com/free-guide  What does it actually take to move into the ultra-luxury wedding market? And is raising your prices really the answer? This week, I'm sitting down with Miguel Djontu, founder of MESUS Studios, to talk about what it looks like to intentionally build a business that attracts a completely different level of client. Miguel has built an incredible photography brand, but what I love about this conversation is that he's not pretending he's arrived. He's actively working toward the next level, and he's sharing what that process looks like. We talk about identity, understanding your ideal client, curating your portfolio, building relationships with the right planners, and why sometimes taking a lower-paying wedding can actually be one of the smartest investments you make in your business. One of my favorite parts of this conversation is Miguel's perspective on becoming the kind of person who belongs in the market you're trying to reach. Because getting to that next level isn't just about doing better work or charging more money. It's about knowing where you want to go and making intentional decisions that move you in that direction. If you've been trying to break into a higher market, attract better clients, or figure out what's keeping your business from moving forward, I think you'll get a lot out of this one. Connect with MESUS Studios: https://www.mesusstudios.com/  💻 Check out my shop for templates: https://john-bunn.com/shop  👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/ 🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM 📱 Instagram: John Bunn - http://bit.ly/2AYTiE2 John Bunn Films: https://bit.ly/43S3866 Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected] Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/  - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral   The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors.   #weddingvideography #weddingphotography #shiftingfocuspodcast

✅ Grab my free guide "10 Discovery Call Mistakes" https://john-bunn.com/free-guide  I had two discovery calls yesterday that I thought went pretty well. Great conversations, good connections, all the things you're hoping for. And then we started talking about money. Haha. Neither one ended the way I hoped, and it got me thinking about my inquiry process, how I'm preparing couples before our calls, and whether I'm doing everything I can to set us both up for success. But then something happened later that night that completely changed my perspective. In this episode of Walk It Out, I'm talking through the frustrating side of consultations, what I'm learning after nearly 20 years in business, and why I'm trying to get better at looking at my own process instead of blaming every inquiry that doesn't turn into a booking. Just some thoughts from my walk today. Shorter, less-produced episodes from Shifting Focus. No guests, no big setup. Just me out on a walk, talking through business, creativity, life, and whatever's on my mind. Grab your headphones and come walk with me.   💻 Check out my shop for templates: https://john-bunn.com/shop  👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/  🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM  📱 Instagram: John Bunn - http://bit.ly/2AYTiE2  John Bunn Films: https://bit.ly/43S3866  Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected]  Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/  - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn  ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn  ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC  - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf  - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl  Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe  - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john  ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus  ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf  - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn  ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE  - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn  ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral  The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. #weddingvideography #weddingphotography #shiftingfocuspodcast

The Exposure Triangle Mastermind: https://john-bunn.com/exposure-triangle   Greg Finck is one of my favorite photographers in the world, so I'm not going to lie, I was a little nervous for this one. Over the last 17 years, Greg has built one of the most recognizable and sought-after brands in luxury wedding photography. Today, he photographs multi-day celebrations around the world and charges anywhere from $60,000 to $100,000 for his work. But this conversation isn't really about the $100K booking. It's about what it takes to build a business that people actually want. Greg and I talk about his journey from photographing his first wedding for $500 to working at the very top of the luxury market, and the intentional decisions he made along the way. We get into pricing and the mental barriers that keep creatives from charging more, why Greg is incredibly selective about the work he shares, how he thinks about creating demand, and why relationships have played such a huge role in his success. Greg also shares one of my favorite takeaways from the entire conversation: there are three reasons to take a wedding. Money. Portfolio. Network. If a job doesn't accomplish at least one of those three things, he doesn't take it. This conversation is about playing the long game. Creating work you're proud of. Building a brand with intention. Developing real relationships. And making strategic decisions today based on where you actually want your business to go. I walked away from this one incredibly inspired, and I think you will too. Connect with Greg Finck Website: https://www.gregfinck.com/ Instagram: https://www.instagram.com/gregfinck/ 👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/ 🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM 📱 Instagram: John Bunn - http://bit.ly/2AYTiE2 John Bunn Films: https://bit.ly/43S3866 Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected] Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/ - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. #weddingvideography #weddingphotography #shiftingfocuspodcast

Exposure Triangle Mastermind is open: https://john-bunn.com/exposure-triangle I got my feelings hurt this weekend. I was working alongside some incredible photographers at one of the highest-end weddings I've ever been part of, and before we started day two, one of them pulled me aside and told me something they didn't love about the way I worked the night before. My first reaction? How dare you?  But the longer I thought about it, the more I realized they were right about something. And I learned a lot from watching the way they carried themselves, communicated, and operated at that level.  So on today's walk, I'm talking through that experience, what I'm learning about the luxury market, and why I think a lot of us are focusing on the wrong things when we're trying to grow. Your work absolutely matters. But at a certain point, getting your work from an 88 to a 90 probably isn't what's going to move the needle. Your brand matters. Your network matters. Your professionalism matters. And maybe more than we realize, your mindset matters. You don't have to wait for the results to start behaving like the person you want to become. The results come later. The behaviors can start today.

https://john-bunn.com/exposure-triangle Here's the full workshop GET UNSTUCK. In this episode, I play the full workshop I had this week for over 250 wedding pros. Tune in as I talk to the attendees and teach how to get Unstuck from the Middle Market

Get Unstuck Workshop:  https://john-bunn.com/get-unstuck  You're working hard. You're posting. Shooting. Editing. Networking. Changing your website. Trying new things. But before asking, "What should I do next?" there's a more important question: What is actually keeping me stuck? In this episode of Shifting Focus, I'm breaking down the framework I've used to completely change the direction of my own business and the same framework I'm teaching inside my free GET UNSTUCK workshop. We're talking about defining what you actually want, identifying who needs to want you, and taking an honest look at the three areas that determine how your business is exposed to the market: **your Work, your Brand, and your Network. Because you probably don't need more things to do. You need to know what actually deserves your attention. I also share some of my own journey from shooting 45 weddings in a year and feeling completely overwhelmed to building a business that allows me to shoot fewer weddings, work with people I genuinely love, and create the kind of work I actually want to make. If you've been working hard but still feel like you're spinning your wheels, it is time to get unstuck. ✅ Grab my free guide "10 Discovery Call Mistakes" https://john-bunn.com/free-guide  💻 Check out my shop for templates: https://john-bunn.com/shop  👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/    🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM    📱 Instagram: John Bunn - http://bit.ly/2AYTiE2  John Bunn Films: https://bit.ly/43S3866    Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected]    Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/  - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral   The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors.   #weddingvideography #weddingphotography #shiftingfocuspodcast

✅ Grab my free guide "10 Discovery Call Mistakes" https://john-bunn.com/free-guide  💻 Check out my shop for templates: https://john-bunn.com/shop I had a discovery call today that didn't go well. So I went for a walk and started thinking about what I could have done differently. Was it something I said on the call? Or did the problem actually start before we ever got on Zoom? In this episode of Walk It Out, I'm thinking out loud about pre-qualifying potential clients, buyer psychology, discovery calls, and all the little things that happen before someone ever decides to book. Because maybe getting better at sales isn't just about learning what to say. Maybe it's about understanding the entire process better. And just like I wouldn't open Premiere, drop footage on a timeline, hit export, and expect my best film, I probably shouldn't expect to jump onto a sales call without a process and consistently get my best result. This one sent me down a rabbit hole. What if we got just 10% better at this? Welcome to Walk It Out, a Shifting Focus series. Real thoughts. Further clarity. A more intentional business. 👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/ 🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM 📱 Instagram: John Bunn - http://bit.ly/2AYTiE2  John Bunn Films: https://bit.ly/43S3866  Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected] Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/  - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. #weddingvideography #weddingphotography #shiftingfocuspodcast

Get Unstuck - Free Workshop: https://john-bunn.com/get-unstuck  What if the thing keeping you from charging more isn't your pricing, your website, or your packages? In this episode of Shifting Focus, I'm breaking down the biggest shift I had to make before I could confidently raise my prices: I had to see my own value first. I'll share what that actually looked like in my business, why the wrong buyer can make the right price feel wrong, and how getting clear on the work you want to create, the clients you want to serve, and the business you actually want to build changes the decisions you make. I also share a real example from this past week: three consultations that didn't turn into bookings followed by the right couple booking a nearly $30,000 collection.  We'll talk about why pricing starts with identity, how clarity helps you recognize the right clients, and why your buyers often need you to help them find clarity too. ✅ Grab my free guide "10 Discovery Call Mistakes" https://john-bunn.com/free-guide  💻 Check out my shop for templates: https://john-bunn.com/shop        👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/   🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM   📱 Instagram: John Bunn - http://bit.ly/2AYTiE2 John Bunn Films: https://bit.ly/43S3866   Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected]   Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/ - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral   The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors.   #weddingvideography #weddingphotography #shiftingfocuspodcast

✅ Grab my free guide "10 Discovery Call Mistakes" https://john-bunn.com/free-guide We went shopping for new living room furniture with a budget in mind. We ended up spending twice what we planned, and we were happy to do it. Why? It wasn't because someone convinced us to buy more. It was because one salesperson stopped trying to sell us and started trying to understand us. In Episode 2 of Walk It Out, I'm unpacking the difference between a big-box sales experience and a boutique one, and what it taught me about selling in the premium market. If you want to charge premium prices, the answer might not be lowering your price or finding more leads. It might be creating a buying experience that actually justifies what you're asking. Premium clients don't want to feel sold. They want to feel understood.  💻 Check out my shop for templates: https://john-bunn.com/shop  👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/  🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM  📱 Instagram: John Bunn - http://bit.ly/2AYTiE2  John Bunn Films: https://bit.ly/43S3866    Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected]   Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/ - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. #weddingvideography #weddingphotography #shiftingfocuspodcast

Get Unstuck: Free Live Workshop: https://john-bunn.com/get-unstuck ✅ Grab my free guide "10 Discovery Call Mistakes" https://john-bunn.com/free-guide  What if getting more inquiries isn't actually the thing that would change your business? In this episode, I'm breaking down why better conversations may matter more than more leads, especially during booking season. I walk through how I approach discovery calls, why I stopped trying to "sell" and started trying to understand, and how I use what a couple tells me to connect what they actually value to what I offer. We'll talk about pre-qualifying inquiries, asking better questions, listening for what's underneath the answers, handling price, building value without feeling salesy, and creating a process that moves people toward a confident decision. Because getting better at sales isn't really about becoming a better salesperson. It's about getting better at understanding people. I also share a real consultation I had this week, what I did right, what I missed, and why it reinforced something I've believed for a long time: You don't need more inquiries. You need better conversations. 💻 Check out my shop for templates: https://john-bunn.com/shop  👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/  🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM 📱 Instagram: John Bunn - http://bit.ly/2AYTiE2 John Bunn Films: https://bit.ly/43S3866 Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected] Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/ - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. #weddingvideography #weddingphotography #shiftingfocuspodcast

What do you do when bookings feel a little slower and you start questioning your pricing? In the first episode of Walk It Out, I'm taking you with me on a walk while I work through something I've been wrestling with in my own business: whether there are times when it makes sense to lower my price to get the right booking. I talk about where my 2027 bookings currently stand, a recent Lake Como inquiry that made me question my approach, and a $5K destination wedding I took years ago that ultimately led to a $30K booking. This isn't a polished lesson or a step-by-step strategy. It's me thinking out loud about pricing, momentum, dream clients, imposter syndrome, and the reality that business doesn't always move up and to the right. Walk It Out is a new Shifting Focus series of shorter, less-produced episodes recorded while I'm out walking. Real thoughts. Further clarity. New episodes Thursdays.

Mentorships with John: https://john-bunn.com/shop  What if the thing keeping you from charging more isn't your market, your work, or your clients? What if it's your own mindset around money? In this episode of Shifting Focus, I sit down with photographer and educator Erin Blackwell to talk about money blocks, pricing, premium clients, and what it actually takes to get unstuck from the middle market. Erin has been a professional photographer for more than 16 years. She started her business with a Canon 20D she bought with her tax refund while living in her parents' basement with three young kids. Over the years, she built a six-figure photography business, raised her prices, drastically reduced the number of sessions she shoots, and became one of the highest-priced photographers in the branding space. We talk about why creatives struggle so much with money, why you don't have to be able to afford your own prices, and why you have to stop deciding what your clients can afford before giving them the opportunity to decide for themselves. Erin and I also dig into the reality of moving into the premium market, why getting more "no's" can actually be a good thing, how knowing your numbers changes the way you sell, and why higher-paying clients can often be easier to work with than clients in the middle market. We also talk about positioning yourself as the expert. Premium clients aren't looking for someone who constantly asks them what to do. They want someone they can trust to walk into the room, take control, solve problems, and deliver an incredible experience. If you know your work is good but you still feel uncomfortable charging more, this episode is for you. CONNECT WITH ERIN BLACKWELL Instagram: www.instagram.com/iamerinblackwell  GRAB THE FREE "CALLING YOUR SHOTS" GUIDE HERE: https://callingyourshots.com/    IN THIS EPISODE: • Breaking through your money blocks • Why you are not necessarily your ideal client • How to know when it's time to raise your prices • Why you need to stop deciding what clients can afford • Getting comfortable hearing "no" • The problem with being stuck in the middle market • Creating value instead of simply raising prices • Why premium clients can actually be easier to work with • Positioning yourself as the expert • Charging more while working less • Building a business around time freedom • Creating a sustainable business that can evolve with your life   👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/  🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM  📱 Instagram: John Bunn - http://bit.ly/2AYTiE2  John Bunn Films: https://bit.ly/43S3866  Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected] Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/  - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral   The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. #weddingvideography #weddingphotography #shiftingfocuspodcast

What does it actually take to build a $500K+ photography business? Helena Wong went from working in corporate tech at companies like Oracle, Lyft, and Uber to building a multi-six-figure wedding photography business in just a few years. In this episode, we unpack what allowed her to grow so quickly and why she believes mindset, marketing, and sales are just as important as the work itself. Helena shares how she thinks about pricing, knowing when it's time to raise your rates, tracking conversion rates, getting comfortable with hearing "no," and building the courage to take action before you feel completely confident. We also get into why surrounding yourself with people who think bigger can completely change what's possible for your business, how Helena buys back her time through outsourcing and automation, and one of her biggest pieces of advice for photographers trying to move into a higher-end market: stop sending the pricing guide first. In this episode, we talk about: • How Helena went from corporate tech to a $500K+ photography business • Building a business with $12K–$22K wedding packages • Why knowing your numbers gives you confidence to raise your prices • The difference between courage and confidence • Why your environment and network can change what you believe is possible • How to know if you may be underpriced • Why booking every inquiry isn't necessarily a good thing • The importance of sales calls in a premium market • Why Helena doesn't send her pricing guide first • Buying back your time through outsourcing and automation • Why great work is only the baseline • Taking action, failing fast, and getting comfortable being uncomfortable One of my favorite ideas from this conversation is Helena's definition of courage: the ability to walk with fear. You don't have to wait until you feel completely confident to make the next move. Sometimes you have to take the action first and allow the confidence to follow. CONNECT WITH HELENA WONG Instagram: www.instagram.com/helenawongphotography   Education + Coaching: www.helenawongphotography.com/education  FREE RESOURCE: Helena's Marketing Blueprint that helped grow her business to $400K+: www.creativeceo.kit.com/marketingblueprint    👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/ 🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM   📱 Instagram: John Bunn - http://bit.ly/2AYTiE2 John Bunn Films: https://bit.ly/43S3866 Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected] Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/ - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. #weddingvideography #weddingphotography #shiftingfocuspodcast

What actually makes someone sought after? In this episode, I sit down with wedding photographer, educator, coach, and host of the All Angles Podcast, Claire Hunt. Claire went from working as a pediatric trauma nurse to building a six-figure photography business, eventually booking $10K–$15K weddings and coaching hundreds of photographers and videographers along the way. But this conversation isn't really about how quickly she grew. It's about what she did to become someone people already wanted before they ever submitted an inquiry. We talk about building a personal brand, consistently showing up in your marketing, and creating messaging that connects what you do with what your ideal clients actually want. Then we go deep into one of my favorite parts of the conversation: the inquiry-to-booking process. Claire walks through how she responds to inquiries, why she loves discovery calls, how she keeps those conversations relational instead of transactional, and how she uses the "yes ladder" to help couples confidently move toward a decision without making the conversation feel pushy or salesy. We also talk about what happens when all of this starts working together: better clients, higher bookings, more confidence, stronger work, and the momentum that eventually allows you to become truly sought after in your market. If you feel like your work is good but you're still competing on price, packages, and deliverables, this episode is for you. In this episode, we talk about: Claire's journey from pediatric trauma nurse to six-figure photographer What actually makes someone "sought after" Why your personal brand matters just as much as your portfolio Showing up consistently even when your audience is small Desire-based messaging and selling through emotion Warming up potential clients before they ever inquire Why sending every piece of pricing information immediately can work against you Turning the inquiry process from transactional to relational How Claire structures discovery calls Asking better questions instead of pitching yourself Building the "yes ladder" throughout a sales conversation How to handle a lead who is already ready to book Why relationship-focused sales can lead to higher bookings Building momentum with better clients, better work, and better pricing Claire's Website: http://education.clairehunt.co Find Claire: https://www.instagram.com/itsclairehunt  Freebie: https://freebie.clairehunt.co/hook-inquiries  Discovery Call Script: https://products.clairehunt.co/discovery-call-script  👋 Join My Circle Community: https://shifting-focus-with-john-bunn.circle.so/ 🎧 Listen to the podcast on your favorite platform: https://bit.ly/4owsWiM 📱 Instagram: John Bunn - http://bit.ly/2AYTiE2 John Bunn Films: https://bit.ly/43S3866   Get in Touch: ✅ Brand deals, promotions, podcast info, etc., email [email protected]   Sponsors and Affiliates: ⭐️ Bride and Groom Video - John's Personal Editor for Video: https://bridengroom.video/johnbunn/ - $100 off the first project of $400, promo code JOHNBUNN100 ⭐️ Get 1500 Free Edits with Imagen.ai: https://imagen-ai.com/?ref=johnbunn ⭐️ Vidflow - Deliver your films and photos with the best - Try it free here https://signups.vidflow.co/ref/johnbunn ⭐️ Musicbed - The Best Place to License Music: https://bit.ly/45HQjhC - 14 day free trial ⭐️ Inly - CRM for creatives: https://bit.ly/41Akxkf - 10% off with promo code JOHN ⭐️ Lemlii -  CRM for creatives: https://bit.ly/45rhAnl Promo Code - JohnBunn25 (25% off any plan for 12 months) ⭐️ Multiply Media - https://bit.ly/46OdZCe - 15% off with promo code JOHNBUNN ⭐️ PlotLine Pro - AI Powered, Story First Filmmaking Tool - 3 Free days - https://www.plotline.pro/?via=john ⭐️ WedTrack - Timeline GENIE https://wedtrack.app/r/shiftingfocus ⭐️ Honeybook - CRM for creatives: https://bit.ly/4lmrKvf - 30% off ⭐️ Gamut - Color Presets and LUTs: https://gamut.io/product/luxe/?gamut=johnbunn ⭐️ Flodesk - Emails Made Easy: https://bit.ly/4md3ltE - 50% off ⭐️ Second Society - The best place to find second shooters https://my.secondsociety.io/signup?via=john-bunn ⭐️ Pic-Time 1 Free Month Annual Plan : https://johnbunnfilms.pic-time.com/referral   The Shifting Focus Podcast, all rights reserved. All links are affiliate links and result in a commission for John Bunn Films if used. I appreciate the support. Help me by supporting my sponsors. Chapters 00:00 – Claire Hunt's Journey from Nurse to Photographer 01:07 – Building a Profitable Photography Business 03:01 – What Makes a Photographer Sought After? 04:36 – Going From Zero to Six Figures 07:00 – Building a Personal Brand 11:13 – Consistency, Omnipresence & the Marketing Funnel 15:44 – From Inquiry to Booking 19:45 – Desire-Based Messaging 24:57 – Making Discovery Calls Relational 27:37 – Building the "Yes Ladder" 33:59 – Guiding Clients Toward the Next Step 35:25 – What to Do With a Hot Lead 38:43 – How Better Sales Create Better Bookings 41:24 – Building Momentum in Your Business 43:16 – You Can Become Sought After 44:12 – Claire's Resources & What's Next   #weddingvideography #weddingphotography #shiftingfocuspodcast