The Sales Call Mistakes Costing You Luxury Clients: Live Coaching with Jasmine Ortiz

This week on the Play It Brave podcast, I’m doing something a little different — I’m bringing you behind the scenes for a real coaching session with one of my favorite photographers (and one of my trusted second shooters when I’m in California), Jasmine Ortiz.

This episode is for every photographer who has ever thought:

“I know my work is good… so why do I get weird and wobbly the second it’s time to talk about pricing?”

Because that moment — where you’re ready to raise your rates, step into a higher tier of client, and be paid like the artist you actually are — requires more than updating a number on a proposal. It requires an identity shift.

In this conversation, Jasmine shares what’s 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 — the same structure that’s helped photographers go from booking $3–6K weddings to booking $8K, $10K, $20K, even $30K.

Because at the luxury and intro-luxury level, clients aren’t choosing you because you’re “easygoing” and “go with the flow.” They’re 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’s “bestie”
  
• How luxury clients want warmth, yes — but they also want clarity, confidence, and precision
  
• The difference between “participating” in the call vs. leading the call
  
• How to ask better questions than “So what’s your vision?”
  
• 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 “We can totally do whatever you want” (because… no. Not if you’re 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 — 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’t let the couple dictate the call. They don’t want to run the show — they want to hire someone who can.
  
• Step into the identity of the director. You’re not auditioning to be chosen. You’re guiding them through a curated experience.
  
• Remove all “wishy-washy” language. “Whatever you want!” is not elegance. Recommendations are.
  
• Mirror their exact words back to them. This is huge. If you don’t repeat their emotional buying criteria, they won’t feel seen.
  
• Hold the space as an expert guide. Don’t match chaos. Don’t match overwhelm. You hold the calm.
  
• Stay professional while still being warm. Approachable, yes. Chatty friend energy, no.
  

What I love is Jasmine immediately had the awareness to say: “Oh my god… I can’t unsee it now.” That’s the moment growth begins.

If you’re in the season of raising your rates, hear me when I say: you don’t just raise your prices — you raise your presence.

You shift your language.
You shift your leadership.
You shift your identity.

Because luxury clients aren’t buying your packages.

They’re buying you.

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