The Difference Maker Revolution Podcast
Episode: Mastering the First 10 Seconds: Transform Your Discovery Calls
Date: February 23, 2026

Episode Overview

This high-energy, insight-packed episode explores the critical importance of the first 10 seconds of client discovery calls for photographers. Through practical examples, coaching insights, and relatable stories, the hosts—Steve Saporito, Janine McLeod, Ronan Ryle, and Jonathan Ryle—share actionable tactics for making powerful first impressions, taking control of client conversations, and setting a positive, trust-building tone that leads to more bookings and lasting client connections.

Key Discussion Points & Insights

1. The Power of the First Impression

• Opening statement: “We only get one chance at making a first impression.” (A, 00:00)
• The first 10 seconds of a discovery call can dictate the trajectory of the entire client relationship.
  • Sets the tone for trust, positivity, and professionalism.
  • A confident, warm introduction increases conversion rates and builds trust.

2. Preparation and Mindset

• Being prepared—mentally and practically—is critical before answering or making calls.
• Members often get caught off guard, resulting in stumbles like forgetting the studio name or their own name, or not recalling their offer. (A, 03:38)
• Readiness Plan: Know your talking points, practice introductions, and have a daily mindset routine so you’re always ready to answer calls.
  • “Having a…readiness plan in the morning…” (A & C, 04:59)

3. Filler Words and Confidence

• Filler words (um, uh, etc.) and over-explaining indicate lack of preparation and reduce trust.
  • “People end up getting bogged down in over-explaining.” (C, 02:39)
• Avoiding filler words and embracing short pauses instead communicate confidence and control.
  • Reference to Jordan Belfort’s technique: “You literally have to show that you are sharp as a tack, enthusiastic as hell, and a force to be reckoned with in the first 10 seconds.” (B, 06:10)
  • Top salespeople use confident silences to control conversations.

4. Consistency Through Practice and Team Readiness

• The skill of nailing the first 10 seconds is built through repetition and coaching.
• Practice with live role plays and give/receive feedback.
  • “Because we gave people the opportunity to practice and do it live with us.” (A, 07:35)
• Even seasoned professionals need reminders and reinforcement (“It takes like 20 times for you to actually hear it.” – B, 00:55).

5. Tone and Energy: The ‘Smile’ You Convey Over the Phone

• Sounding happy and upbeat puts clients at ease and creates a positive experience.
  • “I always practice smiling and I talk happy anyways…I always like to talk happy.” (C, 11:16)
• First impressions can’t be undone—if you answer like “Eeyore,” it’s difficult to recover. (C, 07:39)
• Real-life story: Janine’s upbeat call left a strong impression even on a client she couldn’t ultimately book.
  • “You made my day. You changed my day.” (C, 09:30)

6. Active Listening and Repetition

• Repeating key phrases back to clients reassures them you are listening and helps you process information.
  • “I repeat the end of what someone says often. And he teases me about it, but…it is all the time. Not often—all the time.” (C & B, 12:00)
• This technique helps extract deeper meaning from clients’ words, sometimes making them realize things about their own stories.
  • “Sometimes when we lock onto something that we believe is important, it’s almost like they’ve heard it for the first time.” (A, 15:15)

7. Photographers as Storytellers: Going Beyond Price and Props

• Emphasized the role of meaningful conversation in uncovering clients’ true stories and relationships.
  • “Unless you dive in and find out about a person and get really curious and ask them compelling questions…what do they truly love about being a mother? What does this baby mean to them?” (A, 14:15)
• Building rapport through intentional discovery calls transforms how photographers approach their craft and client relationships.

8. Mindset: Avoiding the ‘Price Shopper’ Trap

• Focusing excessively on price resistance often creates self-fulfilling prophecy (“What you resist persists.” – A, 16:30).
• Setting an intention to connect and serve each caller, rather than worrying about objections, creates a more open, successful conversation.

9. Voicemail as a First Impression

• Voicemails matter! They must sound as confident and friendly as live calls.
  • “If you sound disappointed that you’re leaving a voicemail or you fumble through it…you have to deliver a voicemail happy, clearly, with confidence as well…” (C, 22:16)
  • Visualize talking to a real person, not just a machine, even in voicemails to maximize callbacks.

Notable Quotes & Memorable Moments

• On the importance of preparation:
  “We have to always be ready when you are turned on and are at work, ready to answer the phone. Because they’re the ones that are the easiest to convert into bookings, and we want to do what's easy.” (A, 05:02)

• On being a positive force:
  “Honey, you need to always sound as happy as you sound right now, because I’m gonna go the rest of my day being just as happy as I am talking to you. You changed my day.” (C relaying client feedback, 09:34)

• On the business of people:
  “Because we are in the business of people…having the right props, having the right lights, having the right backgrounds isn’t telling someone’s story.” (A, 14:15)

• On confidence:
  “If we are confident in those first 10 seconds in delivering who you are, the name of your business, what did they do that caused you to call them? And that’s delivered with confidence, with a tone that is inviting and warm and excited for them, then that’s a whole other person.” (A, 20:12)

Important Timestamps

• 00:00–01:32: Importance of first impressions and discussion setup
• 02:39–04:59: Preparation, being “ready” to answer calls, overcoming initial jitters
• 06:10–07:39: Using confidence and avoiding filler words, insights from Jordan Belfort
• 09:30–10:43: Janine’s memorable client story
• 11:16–13:14: Techniques for positive tone and active listening; working through personal habits
• 14:15–16:30: Role of curiosity and storytelling in the photography business
• 17:50–19:03: Even documentary photographers need client context
• 20:12–22:16: How first 10 seconds impact client response and conversion
• 22:16–24:00: How to deliver impactful voicemails

Takeaways & Actionable Tips

• Prepare daily: Develop a readiness and mindset plan; practice your opener until it’s second nature.
• Smile before you dial: Your energy translates directly through your voice.
• Avoid filler words: Replace them with confident pauses.
• Be curious: Pursue each conversation not just to sell, but to understand, uncovering deeper client stories.
• Treat every contact—live or voicemail—as a make-or-break first impression.
• Practice active listening, repeating key phrases: Builds rapport and often reveals what matters most to the client.
• Set your intention: Focus on connection, not just qualification or pricing.

This episode is a masterclass in how the smallest changes to your approach—especially in those crucial first 10 seconds—can lead to big results in client relationships, bookings, and your impact as a difference-making photographer.