The Portrait System Podcast – Episode Summary

Podcast: The Portrait System Podcast
Host: Nikki Closser
Guest: Stephanie Alvarez Ewens
Episode: From A $300 To $3500 Sales Average with Stephanie Alvarez Ewens (Re-Release)
Date: November 21, 2025

Episode Overview

In this episode, Nikki Closser interviews portrait photographer Stephanie Alvarez Ewens, who elevated her business from a modest $300 sales average to an impressive $3,500 (and more) per client after adopting the Sue Bryce business model. Stephanie shares her journey from burnout to a revitalized sense of creativity and fulfillment, the practical steps behind her transformation, and her strategies for pricing, client experience, and marketing. The episode offers actionable advice for anyone wanting to build a sustainable, joyful, and profitable photography career.

Main Discussion Points and Insights

Stephanie’s Background & Transition to Portrait Photography

• Location & Experience:

  • Stephanie is based in Cranston, Rhode Island, near Providence, and has over 20 years’ experience in photography.
  • Started with an economics degree, then followed her passion into photojournalism and editorial work before finding her niche in portraiture.
  • Found Sue Bryce’s teachings in 2017 and shifted her business model entirely.

  “I took a photo class my senior year of college, and I thought, oh my God, this is... I found it.” – Stephanie (03:19)

Before and After: Stephanie’s Business Transformation

• Old Model:

  • Shoot-and-burn sessions for $300.
  • Included all images with minimal client experience.
  • Did not account for taxes, expenses, or her own value.

• Current Model:

  • Session fee is $950.
  • Three collections:
    • 10 images: $2,500
    • 20 images: $4,000
    • 30 images: $5,250
  • Most clients spend a minimum of $3,500.
  • Includes hair & makeup, a wardrobe stylist, and a highly personalized experience.

  “I went from charging just $300 for a bunch of digitals to packages starting at $2,500, plus the session fee of $950. People are coming in spending no less than $3,500.” – Nikki (11:38)

• Profit Breakdown:

  • After paying assistants and covering expenses, Stephanie estimates she takes home about $3,000–$3,200 from a $5,000 shoot (before taxes).

  “If it’s a $4,000 package, plus the session fee, that’s almost $5,000, I’d say my take home is probably like, you know… $3,200 or something like that.” – Stephanie (12:34)

Pricing and the Importance of Knowing Your Numbers

• Stephanie and Nikki both stress tracking every expense and every hour worked to understand true profit.

• Growth in pricing aligned with increased value and exceptional client experience.

• Both have used the Portrait System’s pricing calculator to determine sustainable rates.

  “It’s so important to look at those [expenses] daily if you can, and if not monthly... It’s essential to creating a successful business.” – Stephanie (19:14)

Client Experience: The Full Boutique Model

Workflow:

1. Consultation: 45-minute meeting to get to know clients’ goals.
2. Wardrobe Styling: Clients meet with stylist Keely two weeks before the shoot.
3. Hair & Makeup: Provided the day of, with the stylist and makeup artist present throughout the session.
4. Photo Shoot: Multiple outfits, fun environment, focus on confidence and empowerment.

• Team:

  • Stephanie’s team (wardrobe stylist, hair & makeup artist) are integrated into every session, adding value and making the experience luxurious.

  “Having a makeup artist and a wardrobe stylist is such a bonus… Clients love, love that part of it.” – Stephanie (23:05)

  • For corporate shoots, minimal touch-up services for larger teams ensure the experience is scalable.

Types of Sessions & Packages

• Personal Branding: The majority of Stephanie's work, catering to professionals in transition or launching new ventures.

• Portraiture: Including her campaign “Women With Vision” (modeled after “40 Over 40”).

• Corporate Experience: Packages for teams and organizations, custom-priced per company needs.

  “It’s a very unique experience. It’s a very great way to empower your team and to make them feel lifted up and it’s a bonding experience.” – Stephanie (16:25)

Sales & Upselling Strategy

• All-inclusive, experience-based pricing rather than à la carte; clients are guided toward collections rather than single images.

  “It’s all about educating your client... Often people say, I think I’m just gonna get the first collection and they'll end up getting the second or third.” – Stephanie (40:20)

• For branding or corporate, digitals are available, but for portrait sessions, all include prints (folio boxes or albums).

Marketing and Building a Client Base

• Word of Mouth: Rhode Island’s small community fuels reputation and referrals.

• Connections: Early career at local business newspapers helped establish a network.

• Website & Social Media: Luxury feel with approachable, timeless branding; Instagram and local magazines as primary platforms.

  “People are talking about, you know, their experiences... A lot of people that are like, 'We hear you’re the best, Steph.'” – Stephanie (30:33)

• The Power of Visuals: High-quality photography for local realtors and professionals inspires others to level up their own branding.

Memorable Quotes & Notable Moments

• On Valuing Your Craft:

  “You can be the best photographer in the world, but if you don’t have a focus or a plan, especially when it comes to pricing and selling, it doesn’t matter how good you are.” – Nikki (06:36)

• On the Client Experience:

  “Everyone has qualities within themselves that either haven’t been uncovered or they’re not aware of, but we all hold these qualities and so doing this experience of a photo shoot can really pull those out... And then you’ve got this image and or images that reflect these qualities and you’re like, damn, you know, like, that’s me.” – Stephanie (00:35 and 44:00)

• On Corporate Headshots:

  “People…have PTSD from getting their headshots because it’s like an assembly line. It’s like move through, move through…which is fine, but it’s not what I’m offering.” – Stephanie (24:12)

• On Pricing Confidence:

  “I try to really stay true to my pricing, but also work within what the company can do.” – Stephanie (16:25)

Key Timestamps

• 03:01 – Stephanie shares her origin story and the move from economics to photography.
• 07:36 – How her pricing structure changed after adopting the Sue Bryce model.
• 11:07 – Description of current packages and take-home profit.
• 13:16 – Types of clients: personal branding, 40 Over 40/Women with Vision, and corporate.
• 21:41 – Full client process including team involvement.
• 24:12 – Corporate shoot offerings and insistence on team experience.
• 29:33 – The impact of luxury headshots over traditional corporate photos.
• 30:33 – Marketing via word of mouth and building a community reputation.
• 36:06 – FAQ: Pricing for digitals vs. prints; structure for personal branding and portrait sessions.
• 39:19 – Details about the Women With Vision campaign.
• 42:51 – The transformation in mindset and joy in current business.
• 45:34 – Rapid-fire wrap-up questions on favorites and advice.
• 47:56 – Stephanie shares her website and Instagram.

Closing Thoughts: Mindset, Community, and Lasting Change

Stephanie attributes her business transformation not just to new pricing or packages, but to a holistic shift in mindset, self-value, and support from the Sue Bryce community. She stresses the power of education, connection, and continued self-assessment for sustainable growth.

“It felt more of, like, a grind, and now there’s way more joy in it. We’re in the business of helping women feel seen and empowered.” – Stephanie (42:51)

Where to Find Stephanie

• Website: stephanieewens.com (Pronounced “Evans”)
• Instagram: @stephanieevansphotography

Practical Advice for Photographers

• Track every expense, hour, and profit—know your numbers!
• Price for sustainability, not just what feels comfortable at first.
• Provide an exceptional, story-driven client experience.
• Build community before seeking clients—assist, network, and learn.
• Embrace mindset shifts and seek supportive accountability partners.

Noteworthy Moments

• Stephanie’s “Women With Vision” campaign, inspired by the “40 Over 40” concept, offers professional women the opportunity to mark milestones and boost their brands.
• The power of adding a stylist and makeup artist transforms the entire client experience, making it memorable, empowering, and profitable.
• Transitioning from shoot-and-burn to a luxury pricing model takes time and guts, but brings immense financial and personal payback.

This episode is a must-listen for photographers seeking inspiration and tactical advice on leveling up, finding the joy again, and building a resilient, rewarding business.