← The Difference Maker Revolution Podcast
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- [00:00]
A
It needs to be a resolution to do your absolute best, to be your best and to have the best mindset. And this. It's going to be literally a year after I was going downhill at such a speed that I wasn't quite sure where I was going to end up to being where I am today. Please believe in yourself and please just do it. Watch the workshop, listen online, go online, be a member of the Difference Makers and just go for it. You're worth it.
- [00:28]
B
Hey, difference Makers. Welcome back to the Difference Maker Revolution podcast. Today we are joined by Steve Saporino, Ronan Ryle, myself. But today is a super special occasion because we have our first ever guest on the podcast, Katinka Trump. Katinka, welcome.
- [00:48]
A
Will, thank you for the invite.
- [00:50]
B
So amazing to have you on the podcast because I know that this podcast is going to be so inspirational because your energy is just electric. So I'm super excited for this.
- [01:03]
A
Thanks.
- [01:04]
B
So, Katinka, just tell us before we dive in, like, who are you? Who is Katinka Trump?
- [01:10]
A
Well, I've been blonde since I was 16. I'm half Dutch, half English. My dad was Dutch, my mum was English. I was brought up in Holland and in England, I. Yeah. Mother of. Giving birth to three. I've got a bonus child as well, but they're older and I'm married to Joost. Jost has in the last couple of years joined the business we live in at the end of one of the UNESCO world sites with all the windmills in Holland. So it's very Dutch here. My studio is based in Dodrecht, which is about 20 minutes south of Rotterdam. Most people know where Rotterdam is. Yeah, yeah. And I am living my dream, so to say. That's basically very short. Yeah.
- [01:55]
B
So, Steve, I think Katinka sent you a voice note recently talking about a very incredible milestone that her and her team have just hit. Do you want to ask Katinka about that?
- [02:05]
C
Well, I think you've just asked her. Katinka, share away.
- [02:09]
A
Yay. I've known Steve for five years now, since Corona, and I had to share basically a goal that I never thought I'd hit. Obviously I had the goal and obviously I wanted to hit it, but I actually hit €1 million about three weeks ago.
- [02:28]
C
Yay.
- [02:28]
A
Three weeks ago. Yay. Absolutely amazing.
- [02:31]
C
But that's for the year. Not. Not for like a month or something, right?
- [02:35]
A
No, no, a year. But that's perfect. Good. We're right on track, though.
- [02:41]
C
Congratulations.
- [02:42]
A
That's so good. Thank you. So good.
- [02:43]
C
So when you gave me this goal of yours, I said to you, you are totally capable of doing this, Katinka.
- [02:50]
A
You did. You did. You told me that in 2020. And I literally rocked my world when you said, I can't even remember what I was doing in 2020 or 2019. I think I don't only just hit 100k a year. And you said you could easily do a million. And then at the end of one of your workshops online, you said, oh, you could probably do two and a half, which upset several people, one of my friends, but it just. And it sort of lit a fire in me. Like, hang on a minute. If Steve, who knows everything about photography businesses, says I can do this, I'm very much of a mindset. Well, obviously I can do it. So my ambition for next year isn't 2 million. That would be ridiculous. But I'd probably want to go up by 20%.
- [03:42]
C
Oh, I thought you were going to say three.
- [03:47]
A
This is what I mean. I mean, seriously, get a grip, Steve.
- [03:53]
B
I tell him that every day. But look, it can be inspiring to you, right?
- [03:57]
A
Absolutely. It inspires. It does really inspire, which is great.
- [04:02]
C
But I mean, not. I mean, it's business. Every business has its ups and downs and so it's never going to be a trajectory from, you know, I spoke to you in 2020 and voila, bibbidi Bobbidi Boo is just done. There's a lot of work and there's a lot of ups and downs that businesses tend to go through.
- [04:24]
D
Uh, what.
- [04:24]
C
What's been some of your biggest lessons, do you think, from. And I mean, you. You've must have had ups and downs along the way.
- [04:31]
A
Yes, to be very honest, beginning of January, we were at the point of having to think about, okay, what happens now? We'd had marketing company. We basically, we. I started in a very small studio, which is basically like a. Just part of a floor at 80 square meters, which is, I think 800 square feet for those of you still working. Feet, which is quite. It's big for some studios. It was. Compared to what we have now, it's tiny. We now have 350 square feet. Meters. So it's 3,500 square feet. We moved. That's huge. Yes. We have two studios, two DCs. We have, you know, I have a team of four ladies here. But we went from this tiny studio with, you know, we had a small mortgage and we had a big dream and we moved into this studio and we then decided we needed to up our marketing and we got a marketing team on board and to say that we. Three marketing companies later and three marketing companies, three. And they all promised, having had really good intakes and they had great ideas and we're going to do this. And they all delivered on the clicks, but they weren't delivering on the leads because they weren't listening. They weren't used to high end. A high end product, but a high end product with heart and soul. And that's why we renamed the studio as well. But. And they were costing us a lot of money, but they weren't just costing us money, they were costing us me, my turnover, because we weren't. At one point, we had 27 adverts running and we're getting three leads a week in. I mean, I was hysterical. I mean, I was doing. I was networking crazy. I was. I was doing what Steve told me to do, ring up my old lease. I was getting some in. My average was really good. But we only had like five shoots a month and I want to do six or seven a week. So we were going backwards. So we had all this stuff, we had the mortgages, we had a life. We didn't actually have a life at that point. We haven't really had a life for 18 months. And in January, I had a fairly hysterical call with you, Steve.
- [06:54]
C
Yep. That's putting it mildly.
- [06:56]
D
Yep.
- [06:56]
A
Yeah, yeah. Tears and hysteria. And Steve, you just said, just, just breathe and I'll get back to you in half an hour. And I think you rang Jono and we put together. You. You put together an advert. Yeah. And all three of you, you basically told me what to do and I'm very good at. You tell me what to do and I'll do it. And then at a point where I had to start putting. Well, we were. We're putting all together. And Jono said, all you need to do is to put a landing page together. Like, I can't even get into my website, let alone do this. And you literally walked me all the way through. And it was just. I know my team were ill or on holiday and I'm like, seriously, what are you doing to me? And I'm like, no, no, I can do this. And we put it together and on the Friday night, I remember half past seven, you launched it, Jono, you pressed the button. And on the Saturday evening, Joost and I sat on the sofa and he literally said to me, how deep do you want to go into debt to save your dream? And I'm like, it's going to happen. It really is going to happen. It's going to be okay. And he then opened up his email because, I mean, we were just. It was nasty. And he opened up and he said, oh, my God, there's leads coming in. There's. Literally as we're watching, the leads were coming in. And we just said. And I said, this is the start and this is going to be. This is going to be our million dollar business. And he went, you've always had faith, Katinka. And I said, I know, but I know what we do for women. And we know that we get rewarded for doing what we do. And it's just been an absolutely amazing journey this year. I mean, the other nine years have been great because it's now 10 years of the studio, but these last 11 months, I mean, hitting a million from zero this year. I mean, we did four and a half last year. Four and a half that 4, 450, 000 last year. But we had tax bills. We had. It was. It was like all this was coming in and it was just ridiculous. Luckily we managed. Don't ask how. I mean, I'll spare you the details. But this year, doing this. Oh, my God, it's so amazing. And a little tiny anecdote. Celebrate your success. That's what Steve always says. So we went to this exclusive living fair a couple of weeks ago, and I'd said to you if and when we hit a million, because at this point, we knew we were going to hit a million because we had 25 shoots booked in for December. And I think we hit a million and we still have 13 shoots to go. This. Wow. I said, at this point, I'm going to buy myself a ring. I said, and my budget is probably two. And Jos looked at me and went, okay. And we went to this, this fair and there's a jeweler. And he was in my network and I said, we were trying on. My friend was trying on rings. And I said, I said, let me try them on. I said, that's not really my style. And so he said, well, try that one on. And I put it on my finger. And I went, yes. And I said to Julia, how much does it cost? And he said, he gave me the price. And I said, it's a bit above my budget. And Josh just turned around and he said to me, seriously? You seriously said that to him? What do your clients say to you? And I went, turned around to the jeweler and I said, I'll have it. So it's being handmade. It's going to have 10 stones in it because it had 16 in it. But I said, this is the reason I want 10. It's 10 years. I didn't tell him about the million, but I would raise the price. So it's a big emotional value thing for me to have something of my jewelry, which I love. I love sparkles. And to really celebrate every day, have the visual reminder that grit, determination, faith in yourself, and mindset is absolutely everything. Sorry about rattling on.
- [11:03]
D
No, that's amazing to think. And I remember that day of that call because Steve was right. Let's get this team together, see what we can do. So we all got together following your call. And, you know, there's a really important lesson here. Steve isn't there, in terms of the marketing. So, yes, we were able to do all that work on getting Facebook to create potential clients leads. Right. But there was steps we had to take before that in terms of who Katinka was serving. Right.
- [11:40]
C
And who your avatar was.
- [11:42]
A
Absolutely. And who I wasn't marketing to.
- [11:46]
C
And I think the biggest issue you had was that it wasn't clear you didn't have a clearer avatar. And, you know, in.
- [11:55]
A
In.
- [11:56]
C
In my head, I just assume a marketing company who would ask you the questions to take you through that. But I think we're in a very unique business, and I don't think most of the marketing companies understand really what we do and the types of clients. And I think that once we got really clear with who your ideal client is, who is that person that you want to serve and what you want for them, what they secretly want, it sort of led the path for Jono to then create the ad copy to attract people that you actually want to jump out of bed and work with every single day. Made a huge difference.
- [12:37]
B
So I'm curious about the marketing side, because you mentioned that, you know, there weren't many leads coming in, and then suddenly you had leads. So it sounds like at the time, like, leads or what we call potential clients. Right. Cause we think we know that every lead has the potential to be an amazing client. So, like, when it comes to the.
- [12:59]
C
Marketing, what you just said was huge. What you just said is huge. Right. Because there was a time when Katinka was on a call, remember? And even though she had the leads, she was struggling to convert them. And we had this talk during one of our weird webinars where we meet weekly, and I said to you, every one of these, what you call leads is a potential client.
- [13:28]
A
Absolutely.
- [13:29]
C
And I think you, at the time, because there was an abundance of leads, were thinking, I gotta get through the leads rather than this potential client. I need to find out what's magical about them and make their day. And it completely shifted. I don't remember the numbers, but you were like, you walked away and I could tell something clicked and it was almost instant. Like the leads came instantly from that call. You started booking people. And the mindset behind this, being a potential client and really wanting to find out what is magical about these people took you from. I think you said you'd only booked three or four clients in a couple of weeks. I think it was at the time. And suddenly you booked, I think nine in two days or something. Like it was incredible, the difference. And so I just really wanted to highlight that whole mindset was, you know, a huge shift. Anyway, John, I'm doing a Steve again and taking over.
- [14:28]
B
That's okay, that's okay. That's a good point. So my question was like you've done a million euro this year in revenue. You have a good average sale, right? It's not like €500. It's like probably add a zero to that, right? Maybe a couple of thousand. Okay, good average sale.
- [14:44]
A
Yeah.
- [14:45]
B
But the market, yeah, 5,500. So the marketing, most of your leads, where are they coming from? What's your potential clients?
- [14:53]
A
All my, all my clients are coming from Facebook and Instagram.
- [14:57]
B
Facebook and Instagram ads. Okay, that's interesting because one of the, you may have heard this in, in the. And it goes back to what Steve just said, but in the industry there's like this incredible misconception among our photographer peers that I can't like run Facebook ads because I'm a premium brand and there's no premium clients on Facebook. Right. They don't spend anything, they don't value me. But you are.
- [15:25]
A
What's a premium client?
- [15:28]
B
There you go. Tell us about that.
- [15:31]
A
Okay, so I had a conversation with another photographer this week and she said, I can't sell anything to people who don't want to buy. And I sort of said, well, why are you selling to them? And she went, what do you mean? I said, why are you selling? I said, what I do is I allow them to buy what they think they are worth. And she just shut up, which she doesn't normally do. And she had to think about it. And that's what we do. We have literally we had an at a team, we talked about this a couple of weeks ago. This lady arrived in a beat out car. We always walk out, we greet our clients. This is a premium experience. But they don't have to be premium clients. And I walked out to her car. I opened the door, and she said, I'm glad you did that, because the handle's fallen off on the car. And I opened the door, and the inside of the door had been taken off because the handle had broken. And she had. Didn't. You know, didn't. It wasn't highest priority to get it fixed. So this lady comes in, in the studio, she has this amazing experience, and she leaves with a piece of wall art and a huge album. She'd spent €9,000. I don't think her car was worth half that. So the question about premium clients, it really irritates me when people say, I, oh, you know, I need to premium. Oh, you don't need premium clothes. You need to be the premium experience that people actually feel that they are. I don't know if they. If they're feeling premium, but they feel worth it. They feel worth that. They can actually spend the money on themselves to allow themselves to feel what they need to feel. And what I love about Steve's method is that they didn't even know that they knew that they had to feel. That's the bit I love. Yeah. So premium clients. Sorry, poppycock. You need clients. Yeah, need clients. And you'll make them into premium clients by giving them the attention, the love and the time that they deserve.
- [17:36]
C
I can see so many photographers, Katinka, walk out, look at the car and hang it. Hang up the tam.
- [17:46]
A
Yeah.
- [17:46]
B
And.
- [17:49]
C
Fulfill the prophecy that they've just created for themselves. And you fulfilled your prophecy, right, in that you saw a person and you didn't judge that person based on her car. Because people spend on things that they value.
- [18:05]
A
I did a little bit. Be very honest. I did a little bit. I'm thinking, oh, okay. But I leave that behind and I'll carry on and see what happens.
- [18:14]
C
That's the difference. You've got to leave it behind, and you've got to give them the service that they deserve. And you've got to treat each person like they're worth a million dollars. Really? Or more.
- [18:28]
A
Let them sparkle.
- [18:29]
C
I really think, you know. Yeah, let them sparkle. And I think that that's commendable that you're. You're doing that, because I can see a lot of people in that situation, a lot of, you know, any business see that, see the car, and then assume that this is going to be a crappy client, and they then build all the evidence that they need to create a crappy client. Really. And we've seen it so Many times when the same person has been to another photographer, right. And because of the experience, they spend virtually nothing. And then when you give them the experience that you know, at the Difference Maker we're teaching, they're an incredible client who wants to come back, who wants to refer you and is spending happily. And it's the same person, but the experience is completely different and the focus is different and the intention is different. Completely different intention.
- [19:29]
A
We also have a session fee which at one of the workshops in Scotland we had a discussion and I just, I think it's worth having a session fee. €295 is my session fee, but I also get them to pay beforehand. Thousands of euros. They prepay for, for packages, for collection. I call them collections. And it's almost unheard of in, well, by certain studios because they don't believe that they can do it. And I'm like, why don't you prove to yourself you can?
- [20:10]
C
And I think, and again, that's part of the confidence that you have in your clients. It's part of that confidence that you have. And this was something that we brought in through Covid because at that time people weren't able to shoot, they weren't able to photograph, and so we were still booking people even though we couldn't make appointment times. And it's great that you've taken it on and brought it in, but it's not essential to do that, but it just shows that you have the confidence and the commitment to the client that you're able to do that, which is great. And you're right, it's unheard of. It is.
- [20:46]
D
But it also aligns with the teaching of Steve and the Difference Maker Revolution, that the experience starts with discovery calls. Right. And that it's one of the most.
- [20:57]
A
Important.
- [20:59]
D
Parts of the experience because when somebody has that experience on the phone call, then they're going to be more willing, Right. To make that investment in themselves and spend that money to treat themselves up front, aren't they?
- [21:17]
C
Even before they've had a photo taken. Because the, the experience starts on the phone. And I think that's a misconception too, in the industry where a lot of photographers don't think the experience starts until they're in front of my camera.
- [21:36]
A
I can be very rude on the phone, but I say it with a big smile so they can hear me. And I said, so you think you're coming for photos? Think again. They're part of the experience. Absolutely. But what you'll experience is so much different and so much More than just a photo. If you want a photo, please leave the call now. And I can see my team through my glass window here. And some of the newer ones, they go, what's she going on about? And then they realize that I'm actually being that. I mean, what I say. The photography is the anchoring of the emotion for the rest of your life. And this is the day one that you've decided to actually see yourself differently or see yourself who you truly ought to be.
- [22:20]
C
So what's. What's life like now after, you know. I know, I know we came in because you had the distress call. Everything's falling apart. What's the difference now? What have you learned? What have you learned?
- [22:33]
A
What have I learned? That mindset is absolutely everything. I actually spent a lot of time. We're now bringing on two connection queens to assist me with the calls because I'm working. I was leaving the studio last night. I've leaving the studio at 10 o' clock at night. I'm fully booked tomorrow, Saturday. It's ridiculous. But we are planning.
- [22:56]
C
Yeah, we're leading into Christmas.
- [22:58]
A
Yeah, we are. And this is the first time in 10 years we're shutting the studio between Christmas and New Year. So from the 24th till the 5th of January, we're going to be closed, which is. I was always trying to hit goals in the last week of the year, trying to make up my numbers, and I've actually now. It's now feeling as if I'm there. I'm feeling so much more relaxed. Knowing that you are financially abundant, knowing that things are happening. I've got a full diary for January. I'm halfway booked for February. I think I've got 60 leads, potential clients still to book in. My team are now looking at me going, when do we need to book the calls in? I'm like, that's all right, hang on, just keep breathing. It's all going to happen. I mean, they're on holiday for 10 days. I'm actually starting on the 2nd of January again. What does it make me? We've actually decided that Yo Snow will actually spend quality time at the weekends. We were in. In panic mode. We were like, trying to work out how to get the bookings in. We spend a lot of private, what I call our time together, trying to have conversations about money and trying to balance it all. And it was just. There was a lot of stress. And now as we've gone through the summer, we still had a bit of stress, but it's now it's less stress. And more fun. We've got a week, we've got four days away between Christmas and New Year. We're going skiing the end of February. We've got some sort of event at the end of March. Don't know what that is. I'm sure you're about to open that one up. And we've. We've got my daughter's wedding next year. We're going on holiday. We've, you know, we've. We've got plans to spend, basically, to put more life in the time as opposed to live for work. I love that. So, yeah, somebody said that at a book launch and I'm like, oh, my God, that's it. You need more life in time. More time to work. You need to live more in the time that you have. But tnet's a lot better.
- [25:06]
B
So just before, because I know you mentioned a special event in March, before we go there, I want to get in a time machine because you mentioned 10 years. Right. And I feel like a lot of people who are listening to this podcast are super inspired right now, but also probably like, you know, kind of maybe messing in their pants because they're like, there's no way I could do like a million euro or dollars or pounds in a year. So you sent me an email back in November and we were. You're sharing numbers and stuff. So you started the studio at the end of 2015.
- [25:39]
A
Yes.
- [25:40]
B
And in 2016, your first full year in business, you told me you're happy for me to share this number.
- [25:47]
A
Absolutely.
- [25:48]
B
You tell me that Your revenue for 2016 was €16,476.
- [25:56]
A
Correct.
- [25:57]
B
So it wasn't just as if you just magicked into a million euro a year studio, right?
- [26:03]
A
Lord, no. No, no, not at all.
- [26:06]
B
And I think that's important for our listeners and the people listening because they're probably thinking, oh, you know, like, this was a journey for you. You developed these skills, you developed this mindset, and you built over time to where you are today. So I think it's important that as humans, we don't just put ourselves down straight away and say, we can't do that.
- [26:31]
A
Because now my mindset is, I can do this, but how am I going to do it? How am I going to get there?
- [26:36]
B
Yeah, I love that question. So how can I make this happen?
- [26:40]
C
Everybody has their own definition of success, too. And, you know, and we support, you know, for some people, you know, I know that there's quite a lot of people who, you know, have three or four children and they're young. And so, you know.
- [26:56]
A
Yeah, 10 grand.
- [26:58]
C
And $10,000 a year makes a massive difference to those people. And, you know, everybody has their own definition of success.
- [27:05]
A
One of the things I realized very early on, and I'm not sure if you're happy if I share the names of my mentors before you, Steve, but I. It's. It's a journey. Life is a journey. Studio life is a journey. When I was doing my photography, when I went to photography school, I met an Australian. No, a New Zealand photographer who helped me through the first couple of years. Then I realized she had nothing more to teach me because she was. I was going over her studio, so what she was earning, I was at that level, so she couldn't teach me anymore. Then I discovered another mentor who literally took me to a hundred thousand a year. Everybody knows who she is. And funnily enough, I actually called her a couple of days ago to say, listen, Megan, when I hit my first a hundred thousand, because you helped me get there, I want to ring you to celebrate my first million, which I've done with the difference makers. And I just thought, you want to know? And she was just. She was just screaming down the phone like, oh, my God. Wow. Wonderful. And I find. Yeah. And it's. People take you to different levels. And I've been with you lots with the difference makers because of the inspiration. I've met you all in person, workshops, and you inspire the whole time. You truly believe in your mission. As I believe in what my mission is. It's not about photography. I'm really a crappy photographer. But what I do believe in. Shh. Don't tell anybody. But what I do believe in is. Is the value of what they see. I'm not that bad, but I'm not as good as some people think they ought to be. And I don't care. I really don't care. What we deliver is magical, is seriously magical. That's. That's all there is to it. And I wish I could photograph every woman who actually is a potential client coming in as a lead. We can't. It's physically impossible. But, you know, that's. My mission, is to do that. That's mine. One at a time. Yeah, absolutely.
- [29:08]
C
And every person you touch, it has a trickle effect on all of the people that they know. It does. It makes a difference. It really does.
- [29:18]
D
So, Katinka, when we were off air, you talked about your health and how your health has got so much better and improved and as your business improves and then the impact that that has had. Not just on your business, not just on you, but on your clients and everyone you love. Can you just talk to us about that journey?
- [29:41]
A
So when you're in full stress mode, not good for your body. So as these stress levels were going down, my feeling for who I want to be and should be were going up. So I then decided, well, I'd been on lots of diets that wasn't happening. I was getting faster and faster and fatter. I can't put it any other way. Curvy wasn't, wasn't even hitting the spot anymore. It was just, it was, it was stress. I'm a stress eater and I decided halfway through the year to do something about it and I basically decided I was going to use Ozempic and I've now lost 18 kilos and I feel fabulous. I can wear the clothes again that I want. And by wearing the clothes that I want to wear and being the person I want to be, I'm actually attracting a lot more good things in my life. You know, it's, it's a, it's an, it's a win, win in all ways. I have got more energy, I feel better, I look better in my, you know, how I see myself. It's just, you know, it's, it's, you can actually explain what that's worth. The mirror of that is that my clients, I'm getting the same sort of clients in who have got businesses who are on a journey of self discovery, of self love, basically. That's what it is. And they're coming in and because I know what they're feeling, I can mirror it back to them that what happens is exactly what's happened to me. They're more successful and they can celebrate who they really are.
- [31:21]
C
The doula thing, isn't it, that you know, they question whether they're worth it and then in the end, like, you know, they know they are. It's amazing.
- [31:29]
A
Yeah, absolutely.
- [31:30]
C
I haven't talked about. And you know, when I take on clients, you know, when I was doing, when I used to do one on ones, I would never take on a one on one unless I met the partner. Because when you have a partner, your business doesn't just affect you. And even though you're running it, even though you're the photographer, even though you're the head person, people's partners are influencers. They can either support you or they can not support you. And so, you know, I've met Joost and he's so supportive. He so believes in you. It's just amazing. But you said that he's joined the business in the last year. So does that mean he's quit his job? What's happening?
- [32:12]
A
So 10 years ago, when I finished my photography course, he said, I did two shoots in our house and he's very tidy. And I told him not to come back before 5:30. And he turned up at 3:30. The curtains were off the rails, the furniture was stacked up. And he said, this is not a good way to have a relationship with me. And I'm like, oh, okay. He said, let's get your studio. And I said, just be aware that I have to be the best in everything I do. So by allowing me to have a studio, I want to have the best and the biggest studio in Holland. This is 10 years ago. I am now, by the way. And. But he's actually, he said to me, you can only start your business if I do all your accounting, all the, all the back ends of the stuff. And I'm like, Jerome. And since we've. He did the management of the rebuild when we moved into the new studio, I'm really bad at making decisions. So he realized that very early on. So he'd say, do you want this one or do you want this one? And I go, I'll have that one if you give me a choice of 10. I'm like, I love that, love that, love that. So you don't get anywhere. So he's, he's my backbone. He's my biggest supporter. He stands there and he says, oh, my God, Tink, you've got a. You know, emails will come in and he's going to, oh my God, look at this email. I'm like, sorry, I'll ring up. And he listens to the conversations. He's going, how did you do that? And I'm like, I just talk to people. And he's just like, he, he's what I'm not and I am what he isn't. So he's into Excel sheets and into organization, and I am the creative force behind the studio. And it's complete pandemonium. And I'm so glad that my, my camera is up because my desk, I've got a huge desk and it's completely filled, it's about this high with papers, and I just can't get through it. Every time I tidy up, there's more on it. So he is, he's my, he's my anchor. He's my, he's my everything. I couldn't do this without having his support and he is going to move into full time into the studio. But that his fiat is our insecurity that we've had in the last couple of years. And I'm like, it's gonna be fine. You need to come help me. And he's. It's funny. I want him to get on the calls and when he listens to this, he's gonna go, why did you talk about that? But I said, you're giving me is. You're giving me. You're telling me how I have to do the calls. So pick up the phone and do them. And he said, no, no, no, I can't do that. Pick up the phone. So I'm going to sit with him in January and I'm going to get him to do the calls because he's brilliant at that. We even had a lady come in who's 74 and she said, if I hadn't have had the call with that young man.
- [34:58]
C
He's a young man.
- [35:00]
A
He is. Compared to a 74 year old. Absolutely. So, yeah, that's the, the value of a partner who completely believes in you is just amazing. So, Yoast, you're my. You're my rock. Yay. Yeah. I love that.
- [35:19]
D
Well done.
- [35:19]
C
Thanks so much for sharing.
- [35:21]
A
You're welcome.
- [35:23]
B
So in March, right, so there's two special events happening at your studio, right?
- [35:32]
A
Yay. Yep, yep.
- [35:34]
B
The 25th to the 27th of March, we will have workshop one, which I'll guess these talk about in a moment. So we're hosting a Difference Maker Revolution workshop in your studio with you and your amazing team. We already, I've already been getting loads of messages from people saying, give me the sign up link. I'm bringing my whole team. You know, I want to go. I can't wait to see Katinka Studio and go to the workshop. It's going to be amazing. So 25th to 27th March is workshop one. I'll let Steve talk about what that's about in a second. And then, yeah, we get the weekend off. Fun. But then straight away the following Monday.
- [36:12]
A
Just Sunday. Just.
- [36:13]
B
Oh, just Sunday. Okay, just Sunday. So then straight away the following Monday to the Wednesday, I think it's the 30th to the first. We have workshop two, which will be on a separate topic in your studio in the Netherlands. And honestly, there's like six people who've already messaged me and say, where's the sign up link? Jono, you're too slow. Give it to me now. But anyway, Steve, I've only Seen people. The first workshop, is it called Elevate youe Bookings?
- [36:40]
C
Yes, elevate your bookings and elevate your sales. And before we go there, I just want to say, when Katinka moves studios, the first thing she did is call me to start planning the design of this studio. And so what's exciting is that we're working with a studio that was designed from the ground up with the difference maker mindset. And, and I think what's really exciting is, you know, being in a space that has been designed specifically for that. You've created a beautiful space and beautiful artwork that inspires people to elevate themselves and want, want artwork. So I think just to be in the space and to have that available and to run a workshop where we have that, that available to us is gold. So thank you so much for allowing us to come in and run the workshops, which is going to make it.
- [37:37]
A
I'm. I'm so, so honored.
- [37:40]
B
I can't wait. It's going to be so much fun.
- [37:43]
C
And you know, I'm expecting the, the canon that you had, like when you did the opening. You know, when we did the opening and then you had the whole canon thing.
- [37:49]
A
We're still finding the streamers on the roof.
- [37:55]
B
That's incredible.
- [37:57]
C
I can't imagine. Yeah. So, I mean, the workshops, we want to keep it super practical. We've called it Elevate your. Your bookings. Because we're in a. A live studio. It gives us the opportunity to keep everything really, really, really practical. And the same with the sales. It gives us the opportunity to walk the studio, look at all the different areas that have been designed specifically for the client's experience and how that ties into the sal. Navigate people through. And I know when I came and spent that three days. No, was five days. How many times did I spend with you?
- [38:34]
A
It felt like two weeks, but it was three days.
- [38:39]
C
In a good way, right?
- [38:41]
A
Absolutely. Absolutely. Yeah.
- [38:43]
C
So it's similar to, you know, what we, what we did then to look at, even look at the progression of how the shoot goes and how everybody needs to interact. So it's going to be super practical and it's going to be fun. Most importantly, it's just going to be fun.
- [38:56]
A
Steve. Steve. Does Jono know he's model?
- [39:01]
C
Surprise. I bought his outfit yesterday. Shush.
- [39:04]
B
Yeah, right. That is not happening. You guys are funny.
- [39:09]
A
I know, we're hilarious. But. But it's the truth.
- [39:12]
C
I didn't realize leather was punk into.
- [39:16]
D
I can't wait for that.
- [39:19]
A
You're Volunteering as well.
- [39:20]
B
Gotta be careful what you say. Rank tinken.
- [39:23]
C
Thank you so much, Katika. It's gonna be amazing.
- [39:27]
A
Yeah, it really will be absolutely amazing.
- [39:30]
B
The good news is, I mean, we're recording this on Friday 19th December when there is no sign up link. But this podcast today, as you're listening to it, it's 12th January 2026. Happy New Year. And there are links below for you to find out more about those two workshops and get signed up to come and see Katinka in the studio.
- [39:48]
A
But it's also if this first. Well, in January, this is, this is, and I hate New Year's resolutions. It needs to be a resolution to do your absolute best, to be your best and to have the best mindsets. And this. It's going to be literally a year after I was going downhill at such a speed that I wasn't quite sure where I was going to end up to being where I am today. Please believe in yourself and please just do it. Watch the workshops, listen online, you know, go online, be a member of the difference makers and just go for it. You're worth it. We are as persons, as photographers, as studio owners are worth having the best life as well. Sorry, I just get a bit.
- [40:38]
C
Yeah, absolutely.
- [40:40]
A
I get very emotional.
- [40:43]
B
Because we put.
- [40:44]
C
A lot into what we do. And even with this six week course that we've just run, watching people really discover their why, really understanding who their clients are, putting all the pieces of the puzzle together as to, you know, why are they doing what they're doing, who is the client that they want to serve has been such an incredible journey. Now with these brand new tools that AI has allowed us to create for our members. It's just insane, I think how much people have learned because we're building the tools that are helping people get there, which isn't.
- [41:17]
A
Yeah.
- [41:18]
C
So awesome. And hopefully. And we'll be showcasing some, some new ones at the, at the workshop, so. Can't wait for that. Right, Ronan?
- [41:27]
D
Absolutely.
- [41:27]
C
Steve, we're gonna, we're gonna whip Alan.
- [41:29]
A
Right?
- [41:31]
D
It's, it's so exciting. What? What, what, what the. Because, you know, everybody sees Steve and Jono and Janine and me now and again, but the team, the backroom team behind it, like in your studio and thinking of the backroom team that are helping us help so many photographers to achieve their dreams, you know, is just, they're just amazing people, all dedicated to our vision and our mission. For every photographer like you could think of, you know, to be what you can be to be who you want to be. And when you do that, as Simon Sinek tells us, the reward looks after itself. Right. And you're living evidence of that.
- [42:13]
A
Your living evidence of even at 60, right, Steve?
- [42:18]
C
We're in our prime.
- [42:20]
A
What?
- [42:21]
D
What do you mean? Do you know what age Colonel Sanders was when he. When he set up Kentucky Fried Chicken?
- [42:26]
A
Absolutely.
- [42:27]
D
There you go.
- [42:28]
C
Is that true?
- [42:30]
A
Wow.
- [42:32]
D
So, Jonathan, tell everybody their next step.
- [42:36]
B
Yeah. So like we were saying, you can click the links below to sign up for the workshops. We can't wait to see you there. Katinka, thank you so much. I love your energy. And by the way, for the last three weeks, Ronan locked me in the 3XM factory and I've been producing boxes and I've seen lots of treasure boxes from your studio. So thank you as well for allowing your clients to buy the amazing three XM treasure boxes. And I've been foiling your lovely gold logo for the last three weeks.
- [43:05]
C
Is cool to see that it's all done with love. They're going to be extra special, Katinka, because they're done with the true love of Jonathan.
- [43:12]
A
Feel them come in. All the energy will come into the studio.
- [43:15]
B
Absolutely. I'm sending some John of love to you as well. So thank you for joining us. It's been an honor to have you and thank you for inspiring so many.
- [43:24]
A
I hope I do inspire just a couple of people and even that will be worth it.
- [43:28]
C
Absolutely. You're older than me, Katinka.
- [43:31]
A
By three days. Anyway, you're on three days. All right.
- [43:37]
D
Just love it. We'll see you all again soon.
- [43:41]
C
Bye. Thanks so much, Kachinka. Thanks, everyone.
- [43:44]
A
Bye.