Surf Expo Lecture - Maria & Drew

“It usually takes more than three weeks to prepare a good, impromptu speech.”  Mark Twain, American Author and Humorist

I’m going to share with you three very simple tips that will make any speech a good one, regardless of what field of business you are in.

Most people dread having to give speeches.  It’s a lot of pressure and can be scary for the inexperienced.  But, if you can give a decent speech, you can increase your income significantly in many ways.  You’ll gain new clients, promotions and opportunities through public speaking.

I have a friend who is an acupuncturist.  Often she has to give talks to doctors about what acupuncture can do for their patients.  The doctors can be very skeptical, given that they are often not trained in alternative medicines.

Below are the three tips I gave her.  These techniques should alleviate any audience’s skepticism and persuade them to be open minded to new ideas.

1 – USE THE POWER OF THREE

Most people can easily absorb three ideas at a time. So narrow your main points down to three.  (Like I did in this post!)

At Toastmasters, a public speaking training course, they have a saying:

“Tell the audience what you’re going to tell them, then tell them, then tell them what you told them.”

At the start of your speech, after your powerful opening statement, tell your audience what you’re going to tell them (today I’ll give you three examples of how acupuncture can heal your fibromyalgia patients)

Then, give them the three examples in detail.

Before your powerful closing statement, bring the speech to the end by recapping those three examples.

2- HAVE A STRONG OPENING AND CLOSING STATEMENT

The first few seconds you begin and the last few when you close are the most important in the speech.

DO NOT start with “thank you for being here.”  It immediately feels weak when you do that.  Instead, jump right into your powerful opening statement, which you should have memorized.

OPEN STRONG by beginning with a short, powerful statement.  (Example:  “Did you know that you can alleviate the pain of 70% of your fibromyalgia patients without the use of drugs?”)

CLOSE STRONG by giving a short, powerful statement: “You’ll be a hero to your patients.”

DO NOT close your speech with a “thank you” either.  End with a powerful, thoughtful or passionate statement, then walk off the area.  OR, if you’re taking questions, pause for about 5 seconds and then say “I can take your questions now.”

Here’s an article that gives “10 Ways to Close your Speech Strong“.

SOOTH THE SKEPTICS - After your opening, if you have a skeptic crowd, soothe them in the beginning, right after your powerful opening statement.

You could say something like “At the end of this session you will have a tool that you can use to help your patients.”   A good statement will have them perk up, wanting to know more, rather than looking for ways to discredit your ideas.

You can also applaud them for having an open mind to new ideas.  “I applaud you for being open to these ideas.  It will greatly benefit your patients.”

3 – TELL A STORY

Telling a real story is the absolute best way to keep an audience’s attention.

A story helps you to illustrate a point, even if you are speaking on a dry topic such as the importance of metal in commerce, tell a short story involving people and a problem and a triumph.

In the case of my acupuncturist friend, she should tell a story about how acupuncture helped one of her patients.

Everyone loves a good story, and they will be more likely to connect with your speech if you tell a true story involving real characters. You’ll also become more relaxed during your speech, because you’ll know your story and won’t need your notes while telling it.

Most people will forget facts and figures, but they always remember stories.

I hope this is helpful to you.  I used these techniques when giving my smARTist Summit talk this week, and it worked.   The feedback I got back was incredible.

If you want to really get good at public speaking, I strongly recommend joining a local Toastmasters Group.  I did for over ten years and it helped me with my fear of speaking in public.  You can find a local chapter at Toastmasters.org.

Maria xxoo

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Circle of Life Painting by Drew Brophy

ONE MAJOR KEY TO CONNECTING WITH COLLECTORS: SOLVE THEIR PROBLEM!

Last month I almost lost sale on a large painting, and admittedly it was my fault.

But I learned a lesson and luckily, I was given a second chance.

Here’s what happened:

We thought we would try something new at Drew Brophy studios this holiday season to pump up sales and to create a personal connection to Drew’s collectors.  We held a studio “open house” the four Saturdays before Christmas.

It was a success; we had existing collectors show up and many new people who had never been in our studio before.  We sold over two dozen original paintings!

However, I almost lost the sale of the largest painting that month.

That’s because, in the hustle of being busy with many customers, I forgot one of the golden rules of selling art:

Make it easy for your customer to buy.  Solve their problems and you’ll make the sale.

One of Drew’s regular collectors, Tim, had showed up to open house and was interested in a very large painting called The Circle of Life.

His problem was this:  he needed to have it transported to his new home in Hawaii.

When he suggested that he look into shipping options himself, I agreed to let him do the work on solving that problem.  That was a mistake on my part.  It was my responsibility to take care of the shipping.  I shouldn’t have made the customer do the work on that.

A few days later he called and said that he couldn’t buy the painting after all; the shipping service that he was using for all of his other belongings wouldn’t insure the painting.

This is when I realized the error of my ways and said “let me see what I can find out about shipping and get back to you.”

I made a few calls to others who ship large items to Hawaii and got leads on different companies that insure artwork.  Then I called for price quotes and insurance information and chose the best option.

I called Tim and said “I found a good shipping price from a company that is willing to insure it.  How about this; we will build the crate for it, package and ship it and all you have to do is pay for it?”

There was a good chance that he had changed him mind on buying the painting.  But happily, he agreed to the shipping quote.  SOLD!  The Circle of Life is going to its new home Hawaii this month, and all is well.

The moral of the story is this:

Make it easy for your collectors to buy your art.  Solve their problems for them.  Ensure that their experience with you one of ease and joy.

Aren’t you glad that I am here to make all the mistakes for you?  Now you don’t have to make that one!

Here’s to cultivating many new collectors in 2012!

Maria xxoo

PS:  There are many different aspects to connecting with your collectors.  I’ll be hosting a live call with expert Artist Coach Ariane Goodwin to discuss her own wonderful ideas on how to connect with collectors.

Please join me on my call with Ariane on Tuesday, January 10^th, from 7-8 p.m. Eastern Standard Time (4-5 pm PST).  It’s free, and you can sign up for it here!

PPS:  IN THE COMMENTS, PLEASE SHARE your tips or a lesson learned when Connecting with Collectors!

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Self-Promotion sounds like a dirty word to some people.   I know many who have a livelihood that depends on marketing, yet they resist it.

But if you look at all of the people who have found success without the backing of a big company or a trust fund left by a wealthy uncle, you’ll find that self-promotion was a necessary piece of the puzzle.

When my husband, Drew, was in his twenties, he had a habit that drove his surfer buddies crazy; he would carry his art portfolio with him everywhere he went.

Drew had no one to rely on but himself, and survival meant getting new art commissions, which required self-promotion.

And though Drew’s job as an artist was the envy of many of his friends, they were annoyed by his “self promotion.”

When they would go to a beach party, Drew would arrive with a six-pack of beer under one arm and his big, black portfolio book under the other.  Inevitably, amongst the drunk dancing and youthful debauchery, a small crowd of people would gather around as Drew flipped the pages of his big black book.

His friends taunted him, calling him “Promo Drew.”

Drew would defend himself;  “Hey, if I don’t promote myself, who will?”

The answer is, nobody really cares about your success but you, and maybe your mother.

But, with the ease of the internet, we hold the world literally in our hands. We can tell and sell anything online, and if we are really good at marketing ourselves, we can attract fans from all over the world.

The good news about this is that we have a lot of control over the marketing of our work.

The bad news is that we have to do the work! And yes, it’s work that pulls you away from your REAL work.  (writing, painting, creating…)

Don’t feel overwhelmed about the fact that there are a million ways to market online and in person.

You don’t have to do everything all at once, now.  Just choose one method to implement at a time.  Learn how to do it well, spend time on it, and once you feel you can do it in your sleep, then add another tool, and repeat.

Remember that consistency is key.  If you decide that making videos is a good place to start, make a dozen or more.  The best thing to do is make a video regularly, say once a week, for at least a year.  Over time you’ll start to gain a viewership, and you’ll eventually see the marketing value of it.  But you have to be patient, because the value of it doesn’t always show up right away.

Below is a short list of Self-Promotion and Marketing Methods you can implement now:

1. Website – Have a website that makes it clear what you do.  Then make sure you are picked up by search engines so that people looking for what you have online can find you (get educated on Search EngingeOptimiation – SEO – which will help you get picked up by search engines).
2. Video – Posting online videos of you working, or of your product, whatever you’re selling, can be very effective.  People want to buy from people they know – and if they watch you on a video, they feel like they know you.
3. Social Media – Connect with like-minded people and find your fans through Facebook, Twitter, LinkedIn and a handful of other sites for social networking. (Read this article by Lori McNee:  ”Selling art on Facebook:  A success Story.”
4. Newsletters – Build up a list of friends, family and fans and, with their permission, send out a quarterly or monthly newsletter with news of what you’re working on.  Keep it interesting enough so they read it.
5. Press Releases – Learn how to send press releases to the media when you have something to announce.  List it online on websites like PRLOG.COM and other press release sites, so that there is a permanent record online.  (Also, Say Yes to all Opportunities with the Media!)
6. Business Cards – This is the most simple, cost effective method of self-promotion.  Hand your business cards to people you meet, and make sure they know what you do and that you’re available should they need what you have!  Never leave home without them.
7. Networking – Get out of your office and meet people in the flesh!  Go to trade shows, networking events and charity events.  Some of the best deals we’ve ever made were with people that we’ve met at events.  People like to do business with people they know.
8. Trade Show Exhibits – This ties in with networking, but gives you an added exposure factor by setting up a booth showing your art or products at relevant trade shows.  Every industry has numerous trade shows that you can attend.
9. Teach a Class – Give something of value to your local community, show off your knowledge, and gain a few new customers this way.   If you are a webmaster, give a two hour class on SEO or how to set up a website.  If you’re an artist, give art classes.  Share your expertise, and you’ll become known as the expert in your field.
10. Volunteer at a Networking Event – This is actually quite effective.  If you volunteer to help greet people at an event, you’ll inevitably meet everyone there.  Help clean up after the event, and most likely you’ll be rubbing elbows with the movers and shakers (the leaders are always the ones making events happen – and they’re the ones helping in the clean up).
11. Join a Meet-Up Group – There are numerous meet-ups or groups that get together on a regular basis on many different topics.  Go to Meetup.com, type in something you’re interested in (i.e.  “social media” or “business” or “writing”) and your zip code, and you’ll find many options.   This will expose you to new things to learn as well as new people that can lead you to opportunities.

I hope this list has given you some good ideas on how to get the word out.  What other ways to you promote yourself?  Please, share in the comments!

As always, thanks for reading.  I’m glad you’re here!

Maria xxoo

*Photo credit goes to Graham “logo” Smith of ImJustCreative.com, a guy who understands the greatness of Creative Commons license!

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“Don’t let the fear of the time it will take to accomplish something stand in the way of your doing it.  The time will pass anyway; we might just as well put that passing time to the best possible use.”  ~Earl Nightingale

An artist friend sent me this two-part question, which is a GREAT topic to cover:

1.)     Was there ever a point in Drew’s career where he felt like throwing in the towel?  and:

2.)    The impressive companies that he’s worked with on listed on his website; did they come to you or did you seek them out?

You would think that these are two separate topics, but they actually mold into one – stay with me on this article and you’ll see what I mean.

Question #1:  THROWING IN THE TOWEL (QUITTING):

Should you continue on when it gets hard, or do you throw in the towel and quit?

At least once a week I threaten to quit and go get a “real job!”  But then I remember how much I love doing what I do…

Being an entrepreneur can be grueling and exhausting.  Instead of a steady paycheck , you have to hustle to earn your pay.  There are times when business is dry and you have to push through it without freaking out about how you’ll pay your studio rent!

Take for example January and February, the two slowest months for our art business each year.  I used to stress out over the lack of cash flowing in those months, but now that we’ve been at it for over a decade, I’m accustomed to the roller coaster.  I know that everything is going to work out just fine.

There are times that everything goes wrong:  ten out of the ten phone calls you made to prospects were duds, a big deal you were counting on fell through, or a client stiffed you on payment.

These are the things that make us want to “throw in the towel”, call it quits, go get a real job.

But if you can push through the difficult times, and stay on a steady, consistent path, you will come out the other side and find success.

To become known as the expert of your trade takes years of commitment. And even the most successful people have to deal with challenges.  Business isn’t a cake-walk for anyone.

“Perseverance is the hard work you do after you get tired of doing the hard work you already did.”  ~Newt Gingrich

I asked Drew if he ever thought of throwing in the towel (though I knew the answer already!) and he said:

“Have I ever wanted to throw in the towel?  All the time!  Sometimes I think I should have been a landscaper instead.

It’s hard, being an artist.   Most days I have to hustle, like I’m on a treadmill.

But, I love painting for a living.  It pays off in different currencies. I can surf anytime the waves are good.  I travel anytime I want to.  Every morning I get to walk my son to his classroom.  He will always remember that.”

Don’t quit if you LOVE what you’re doing.

As an entrepreneur, you are paid in different currencies;

Time, ability to be creative, and the freedom to design your own life.  (That’s what keeps me going on this path.)

WHEN YOU SHOULD THROW IN THE TOWEL:

It’s time to quit when you really don’t love what you’re doing anymore.  Not meaning that you’re having a bad week; but that your heart isn’t in it anymore.  Or maybe it never was.

This isn’t only good advice for entrepreneurs, but for employees, too.

If you don’t love it, get out.

Question #2:  HOW TO GET BIG NAME CLIENTS FOR YOUR BUSINESS:

Being able to work with great, big clients comes down to these things:

• Great Reputation
• Known for Reliability
• Ability to Solve problems
• Being good at what you do

You reach the status of all of the above by staying on a consistent path.

The better clients, the best paying ones, COME TO YOU when you have a reputation for being reliable and for getting things done, for being great to work with and being damn good at what you do.

You gained this reputation because you’ve been doing it for a long time.  You got good from doing it for a long time.  The reputation came from pleasing many clients for a long time.

You got there because you never threw in the towel.

You kept doing what you do best, and you got better and better at it.

You became known for being the guy (or gal) who does that thing you do, extremely well.

And you got that reputation because you’ve been doing it for so long.

Doing it for so long meant never quitting, even when it got tough.

And that allowed you to get really good, and build up a reputation.

And the big clients come to you like a magnet.

Does that make sense?

In other words, once you become that guy (or gal) who’s got the reputation because you’ve been doing it very well for a long time, the big companies and clients come to you.

Your time spent making phone calls to potential clients is less and less.  Because they’re coming to you.

They come to you because you’ve been at it for a long time.

You never threw in the towel.

You are consistent.

I’m beating a dead horse, but that’s the key to getting big name clients to come to you.

Stay on a consistent path, keep doing that thing you do, and you’ll become great at it and you’ll become known for it.

(And don’t forget how important integrity is…)

Maria xxoo

ARTWORK CREDIT:  The fun, energetic artwork at the top is by my dear friend, artist Al McWhite, who never quit, and is an excellent example of perseverance and “staying on a consistent path”.

“Don’t be discouraged.  It’s often the last key in the bunch that opens the lock.”  ~Author Unknown

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(If you don’t know what I’m referring to, see the screen shot further down this page – taken from one of my blog articles.)

Most of the people who read my blog are monsters.

Not really, but because they lack a gravatar they appear to be monsters!

I’m here to tell you that you don’t have to be a monster. You, too, can have an adorable gravatar of your own.

WHAT’S A GRAVATAR?

A Gravatar (a globally recognized avatar) is an image that follows you from blog to blog appearing beside your name when you comment on Gravatar enabled sites.

Every time you leave a comment, the photo you use at your Gravatar account will automatically appear as opposed to the default space holder, which in the case of my blog, A MONSTER!

WHY AM I A MONSTER ON YOUR WEBSITE, MARIA?

WordPress has this delightful little option of using a random monster gravatar for commenters who don’t have their own gravatar.   I thought little monsters would be cuter than a blank square….

But you don’t have to be a monster for long.

HOW TO GET A GRAVATAR: It’s so easy, your Grandmother could do it!  And it’s FREE, all that’s required is your email address, and of course, a photo of your lovely mug.

Go to Gravatar.com and sign up, then upload a photo of yourself.  You can always change this photo later by logging back into your Gravatar account.

Soon after signing up you’ll start seeing it on all of your comments you posted using the same email address (and all other Gravatar enabled blogs!)

It’s retroactive and automatic so you don’t need to do a thing other than make sure the email address you use when posting comments is the same as the email address used at your Gravatar account.

Don’t be a monster!  Sign up for your gravatar today!Similar Posts:

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One of the best ways to create your own success is to emulate someone else who’s already done it. Study them and their formula.  Then put it to work for yourself.

I’m going to share with you an inspirational story and formula of an artist who started with nothing and now is quickly rising to the top.

If you want the basic formula for success as a creative person, keep reading. The indented colored text is my take on the success principles that this artist has employed.

(I first wrote this article for FIND ART Magazine last summer.  This is the long version, before FIND ART edited it.)

If you haven’t heard of Live Painting Artist Michael Pukac yet, trust me, you will.  His art is striking, but it’s his fearlessness that’s sealed the deal on his success.  Fear of failure has never stopped Pukac from going for his dream.

Pukac (pronounced “Poo-Khash) had me at “hello” and it wasn’t because he is Slavic (me to), or that he is part 1 of 2 parts of a power couple (me to), or that he would rather travel the world than have money in the bank (me too);

I am smitten with Pukac because he never gave up on his art career, even when he failed his first go around.  Now he is quickly becoming the hot new darling of the Los Angeles art scene.

And that’s a message I give to every artist who ever asks me about finding success in art.  Don’t let failure make you quit.  Pick yourself up, dust yourself off, and try again.

Pukac made the big, scary move from Alabama to Los Angeles the first time in 2005.  Things didn’t quite work out for him, though.  He endured a year of hardship before returning back to the East Coast.  He wasn’t yet ready for the big city- he needed more money and time.  But he didn’t give up on the dream.

Never give up on what you want.

Two years later a deal to create illustrations for a children’s book series came to him.  This earned him enough money to return to Los Angeles and give it a second try.  This time, he was armed with his right-brained girlfriend and manager Dicapria.

If you fall down, dust yourself off and try it again.

Living in Los Angeles has been a whirlwind for Pukac.  With Dicapria’s help, he evolved from struggling artist to having his art fully support both of them in just three years.    Each week he not only performs “live paintings” two or three times, but he also averages two new exhibit openings as well.  He’s a busy guy.

Do the hard work it takes to be successful.

From the very beginning, Pukac made sure that no matter what he did for money, it involved painting.  He explained, “My rule was to live by the paintbrush.  You can’t ever think ‘I’m too good for that.”

Pucak would accept any job that involved painting, even sign painting.  Now, he has the stature to be able to paint what he chooses.

Commit to your craft.  Do what you want to be doing.  It’s what you do each day that defines who you are.

Finding his footing in Los Angeles took planning and a lot of work.

Pukac said “In Los Angeles you have to have your game plan together to be able to live off of your art.”

He knew that he wanted to hit the gallery scene hard, but there was a catch.  He needed a platform to allow him to do it.

This is a problem that most creative people struggle with; figuring out “HOW”.  There’s no one perfect roadmap to success for art.

But there’s also a common mistake that many artists make.  They turn away opportunity when it’s presented to them. This is because they don’t see that their prayers are being answered, because often opportunity doesn’t show up looking like they imagined it would.  It comes disguised as something else.

But Pukac was open to the unexpected.  The answer to his problem of HOW to tap into the LA art scene came to him by accident when he discovered “live painting”.

He said that once he started doing live paintings, he realized that he was born to do this.  “It was the best thing that ever happened to my career.”

Be open to new ideas; you might just figure out something you should have been doing all along.

Another reason for the strong interest in his work is that Pukac’s style is fresh on the West Coast.  Los Angeles is known for having too many artists painting that ‘doe-eyed’ look and curators are tiring of it.

“I came out here and realized that no one’s work looks like mine.  Here in Los Angeles, they LOVE different.  That’s why I feel so at home in the gallery scene here.”

Have your own thing.  Do something different from everyone else.

Pukac is a visionary.  Ask him what his plans are for the next 15 years and he’ll tell you, broken down in three-year increments.  He plans on spending three more years in Los Angeles and then moving to New York for five years.  After that, he’ll move to Prague.  He has been planning his life out from the beginning. And it’s worked for him.

Plan what you want to do for the year, five years, ten years, and your life.

Extremely prolific, Michael finishes more paintings in a week than most artists do in a year. “I’ll do three paintings in four hours,” Michael says of his live painting performances.

He’s dedicated, working six days a week and often seven.   He will work on 25 paintings at a time, spending 15 minutes on each before methodically moving onto the next.  “It’s very, very efficient,” he explained.  “I have to keep that momentum up.”

Volume is substance.  Pump out the work.

Pukac’s paintings defy logic.  He gets a kick out of painting flawed scenarios, such as a woman suspended by hot air balloons which are supported by candles.  Pukac laughs, “it’s going to be a short trip!”

He borrows from serious classical pieces then adds his own humorous, clever twist.  His artists’ statement describes his paintings as “…playful – heartfelt yet irrational.  They are like romantic absurdities or well-spoken riddles with no answer…” He’s well-read and brilliant, and his paintings reflect his intellect.

I asked Pukac if he paints fast.  He answered, “Mother Nature doesn’t spend time testing before a release.  I paint the way that nature works, fast and without worry.  Quality is inevitable.”

Pukac listens to books on tape while painting.  “You can’t always listen to music,” he explains.  “I do a lot of research on other artists.”  He just finished listening to THE HISTORY OF THE SISTINE CHAPEL and now is onto lighter subjects with ONLY COWGIRLS GET THE BLUES by Tom Robbins.

Keep educating yourself

Here are a few revealing questions I asked Pukac:

WHEN DID YOU REALIZE YOU COULD MAKE MONEY FROM YOUR ART?  “As a kid, in fourth grade, I sold drawings of nudies for .50 cents to the older kids on the school bus.”  (He was a born entrepreneur!)

DID YOUR PARENTS SUPPORT YOUR DESIRE TO BE AN ARTIST?  “It kind of was always there.  One way my parents kept me busy was by just giving me a pencil.  I was obsessed.  When I got out of college, they asked ‘what are you gonna do?’  ‘What do you mean what am I gonna do?’ I said.  There was no other option.  They fully supported it.”

HOW DO YOU START YOUR DAY?  “My first hour of waking up is devoted drawing sketches – bizarre, evil lollipops and vaginas, things that have nothing to do with my work.”

WHY DO YOU THINK THAT SOME PEOPLE HAVE TROUBLE EARNING A FULL TIME LIVING FROM ART?  “They have to go through a stage of doing it even though they hate it.  I don’t think a lot of artists are willing to go through the starving period.  It took me two years.”

WHAT’S THE WORST ADVICE YOU EVER GOT?  “If you just put more dogs in your paintings, you’ll sell more!”

DO YOU BELIEVE IN THE LAW OF ATTRACTION?  “It happens again and again and again.  My whole career has been just the right person showing up at just the right time.”

ARE YOU LIVING YOUR DREAM?  “Yeah.  Every day I wake up so stoked.  To work for myself is awesome.   Some days I complain that I haven’t had a day off in two months.  But then I remember that I’m lucky.”

ARE YOU SUCCESSFUL?  “Yes. (pause)  No.  I’m happy, but I have a goal in mind and I’m on that path.”

“I’m still running that marathon.”

Please, share in the comments below what you get out of Michael Pukac’s story!

Maria xxoo

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I’ve also written a list of  Ten Questions to Ask Before Hooking Your Art up With a Licensee.

I’ll go into more detail on art licensing tomorrow morning on a Blog Talk Radio Interview.  I hope you’ll listen in!

WHEN:  Thursday, October 7, at 9:00 a.m. PST (noon EST)

WHAT:  I’ll be talking Art Licensing with show hosts and artists Leslie Saeta and Dreama Tolle Perry, live.

Listen in by going online to Artists Helping Artists.

SOME OF THE  QUESTIONS I’LL ANSWER:

• Why should artists consider making money from licensing  their art?
• How do you know if you and your art are a good candidate?
• What are the first steps to take?
• What would an artist need to keep in mind?
• What are the pros & cons of licensing?
• What are realistic incomes for 1st year, 2nd,year, 5 years, etc?
• Should an artist consider hiring an “agent” or try to market their own art for licensing?
• How important is it to attend the trade shows for art licensing?
• How much time is involved in doing this (always a factor for artists) do you need a partner (as in spouse or family member, etc) to do this or can it be managed solo?
• What do you think should be on the short, “Must Do”, list for an artist ready to move forward with entering into the licensing market?

Please join me!  If you have any questions on art licensing between now and tomorrow morning, ask in the comments below and I’ll try to cover it in the call.

RECOMMENDED WEBSITES ON ART LICENSING:

Artist Tara Reed: ArtLicensingInfo.com – she offers a lot of resources for artists.  I highly recommend her ebooks.  (I’ve bought them myself and I”m now an affiliate!)

Joan Beiriger:  This lovely lady writes a blog and gives out so much free, valuable info that we should be sending her checks!  Check out Joan’s Blog Here.

Porterfields Fine Art:  This website has great Q&A for artists who want to know what they need to do to get started in art licensing.  Check out their Resources for Artists.

Here’s to your success!  Maria xxoo

PS:  To gain an understanding of Art Licensing Contracts, what to charge, how to protect yourself in a deal, and so much more:  Check out my e-Book, co-written with artist Tara Reed, called How to Understand Art Licensing Contracts.  This eBook will save you years of experience, time & money.  It will prevent you from getting into bad deals and show you what’s reasonable to ask for.  You’ll feel more confident going into each deal with this reference by your side.  It’s truly a must-have reference for all artists who are licensing their art!

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Aileen Holmes Package of Thanks

If you are self-employed, you rely on other people to support your business.

Giving a little extra something will keep your customers and fans coming back again and again. It’s a way to show appreciation and it’s what sets you apart from your competition.

That extra gift or gesture will be the special touch that makes you a pleasure to work with.  And people will remember you and continue to support your business.

FOUR WAYS TO KEEP YOUR SUPPORTERS COMING BACK FOR MORE:

1.)  GIVE MORE THAN YOU PROMISE:  There’s an old saying that goes “Promise only what you can deliver, then deliver more than you promise.”

I am so grateful for the support of our Drew Brophy art collectors and licensees.  We have customers that we’ve worked with for over 15 years.  We contribute to them by giving them what they need and they, in turn, keep us in business.

It’s the extra care we take with every commission that keeps them coming back.  As an example, when someone commissions Drew to paint a surfboard, it’s cared for with love.  Drew doesn’t just create a painting and then hand it over – he’ll take an hour or two polishing the surface so that when the customer walks in to see it for the first time, they are completely wowed.

2.)  WRITE A THANK YOU CARD:

This may seem old fashioned, but that’s the beauty of it.  Hardly anyone hand writes a thank you note anymore.  It has a lot of meaning.

When I ordered an art print titled “CREATE EVERY DAY” from artist Aileen Holmes, it arrived neatly packaged with a thank you card written personally to me.  It also had a full color biography sheet and her business card included.  Everything looked like it went together – her card, biography and thank you card all had the same look and lettering.  It was a small gesture, but it was something that made me say “awwww, how sweet” when I opened the package!

3.)  SNAZZ UP YOUR PACKAGING:

Just enough to make an impact!

One of the reasons I love shopping on Etsy.com is because of the beautiful packaging.  Etsy artists know that they will be rated and reviewed, and so they always go the extra mile to make their customers happy.

When I ordered a necklace from EmilinaBallerina, it arrived nicely wrapped, ready to give as a gift.  EmilinaBallerina’s extra special touch was a lovely hand-made origami bird of paradise that she included in the box!  (I love surprises!)

When we ship a Drew Brophy original painting, the box has a professional appearance with Drew’s logo signature sprayed on the outside.  It’s that little touch that excites the customer when it arrives.

4.)  GIVE SOMETHING UNEXPECTED:

On my fridge is a picture of me and Drew and our son Dylan.  It’s what prompted me to write this post.  That photo was one of those little extra gifts given to us by photographer Michael R Foley.

We hired him for a photo shoot last year and his proposal only called for him to provide the photos on disc.  But when we saw him a couple weeks later, he surprised us with an envelope containing a few beautiful prints from our photo shoot. It was completely unexpected and made our experience working with him a positive memory.

Giving a little extra something will keep your customers and fans something to remember you by. And they’ll come back again and again.

PS:  If you want to learn more about growing your collector base, check out the CULTIVATE COLLECTORS online course.  (I took this class last year and now am an affiliate).  It starts October 6th.  Click here to learn how to Cultivate your Collectors!Similar Posts:

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“

Journalists and television programmers are always looking for someone interesting to feature, and as a creative professional, you have one advantage over most other business owners:  you’re interesting!

Talented writers, artists and photographers have a mystery about them, and the rest of the world wants to know more.

The advantage of being featured on t.v. or in a magazine article is this:  free advertising.  Just one t.v. spot or mention could garner you over a million dollars worth of marketing!

Knowing this, I’m surprised when I hear from friends who say, “yeah, that magazine called me for an interview but I’ve just been so busy….”

You should jump on any opportunity to be featured. And by jump, I mean get the journalist what they need, NOW.  They work on a deadline, so respond immediately and send photos and be prepared BEFORE they call.  (Read “Why Artists Should Shoot Themselves for tips on being prepared.)

THE SURPRISE T.V. EXPOSURE:  A few years ago I received a phone call from a film student named Naz Namazi.    She was creating a documentary about artists and their impact on the surf industry, and she asked Drew to be one of the four artists she was featuring.

We were extremely busy at the time, and I questioned what the quality of the film would be, as it was being done by students.  But I encouraged Drew to say yes, because I knew it would be good practice for him to be on camera, and Naz was so passionate about her film that we couldn’t say no!

Naz and her crew spent several days filming Drew painting in his studio, and of him surfing, and they even came to our home and interviewed both of us in our back yard.

The other three artists wouldn’t commit to a film schedule. They were too busy and weren’t interested in putting in the time required.

Naz’ documentary evolved from being a film about surf artists to being a film about one artist: Drew Brophy.  The film was excellent:  interesting and entertaining to watch.

It was so well done, that Cox Channel 39 aired the documentary repeatedly over a 24 month period.  Well over five million people were exposed to it!   (We still get stopped regularly from people saying “I saw your documentary on TV.”)

The other artists missed out on this great opportunity because they were “too busy”.  They didn’t see the value in being a part of this film, nor did they realize they would enjoy free advertising that was worth over any amount they would be able to pay themselves.

Just like us, I’m sure most artists get a lot of bull-hockey offers to do things that are time-wasters for people who are only self-serving.  And it’s time consuming to consider every request.

But, every opportunity is worth considering, and I carefully sort out the time-wasters from the good ones.

I make it a point to seize every viable opportunity that life hands me.

Here’s a list of some of the opportunities you should seize and/or create yourself:

• Speaking Opportunities (at schools and events to share your experience or knowledge)
• Demonstration Opportunities (share what you know and your fan base will grow)
• TV and Radio Opportunities (free advertising while giving to the public)
• Magazine Interviews (same as above)
• Participating in a powerful Event with well respected people
• Charity Events that Give to the Giver (they appreciate what you bring to the table)
• Collaborating with another artist
• Learn  new techniques by working with other artists
• Teach your techniques to other artists

These opportunities and demonstrations will not only serve the people who ask you to help, but they also serve you.

They will help you to improve on your public speaking ability, your people skills, your art, and your sharing of information to others.

So the next time the media comes calling, say “YES!”  And enjoy the rewards.

Maria xxoo

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"Live Performer" Artist Michael Pukac

“The key to success is to focus our mind on things we desire, not things we fear.”  Brian Tracy

Why are some artists more successful than others?  Have a look at what they’re doing and you’ll find your answer.

I gave a lecture on the following Keys to Success for Artists in Westminster, CA.  Later in this post I share my slide show as well as recommended reading.

TEN KEYS TO SUCCESS FOR ARTISTS:

KEY 1:  CHOOSE YOUR PATH:  PLAN YOUR ART CAREER & STRATEGY

• What does SUCCESS look like to you?  Decide who and what you want to be
• Plan your vision, your mission
• Create a strategy, Implement it and stay with it

KEY 2:   BRAND YOURSELF

• What’s unique about your art?  You?
• Everyone’s got a story

KEY 3:  PROTECT YOUR COPYRIGHTS

• Why you should protect your copyrights like you would your children

KEY 4:  BEHAVE LIKE A PROFESSIONAL

• You are 100% responsible for your own career
• The contribution you make with your talent
• Integrity is more important than the art itself – reputation rules

KEY 5:  SHOOT YOURSELF!  (DOCUMENT EVERYTHING)

• Document you, your work, you working
• Scan or photograph every art piece
• Don’t let a piece leave your possession without a photo

KEY 6:  PROMOTE YOURSELF SHAMELESSLY

• Magazines & Newspapers & Live T.V. / Radio Spots
• Leverage your relationships with clients for THEIR ads
• Make your art available for writers/producers/all media

KEY 7:  STRUCTURE YOUR PRICING – HOW TO PRICE YOUR ART

• How to price your artworks in a manner that’s structured and makes sense

KEY 8:  MANAGE YOUR MONEY – Money Matters!

• Set up your billing practices and create a policy for your art business
• HOW to NEVER get ripped off AGAIN

KEY 9:  MULTIPLE STREAMS OF INCOME:  Working Smarter, not Harder

• Create additional income & another way to promote your art
• Art Licensing basics

KEY 10: ALWAYS A STUDENT: Continue Growth through reading

• Continue educating yourself – read everyday
• Just do it!  You’ll learn from your mistakes
• Continue to follow the Path of An Artist

RECOMMENDED READING:

“A man only learns in two ways; one by reading and the other by association with smarter people.”  Will Rogers

In the lecture, there were many questions about developing a collector’s data base, sending mailers and creating an e-mail list, as well as questions on blogging.   Here’s a great resource to help you with all of those details:

I’D RATHER BE IN THE STUDIO is a book written by Art Business guru Alyson Stanfield.  For more details on her book, click here.  (I bought this book last year and loved it so much that I became an affiliate.)

THE ARTIST’S BIBLE:  You must have this book if you’re going to operate as a professional artist, in just about every field:  Graphic Artists Guild Handbook: Pricing & Ethical Guidelines (Graphic Artists Guild Handbook: Pricing & Ethical Guidelines)

You will find pricing guidelines, sample contract language and the low-down on how the art world works with commissions, licenses, design work, advertising, and anything else you can think of. GO NOW and buy this book. You’ll use it more than you use your electric toothbrush!

For more recommendations, go to Five Must Read Books for Artists.

Below is the slide show I promised:

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