Podcast Summary:

The Portrait System Podcast – From Full Time Job To Successful Photography Business Within 1 Year with Damien Carter
Host: Nikki Closser
Guest: Damien Carter
Date: December 22, 2025

Episode Overview

In this episode, host Nikki Closser welcomes Maryland portrait photographer Damien Carter, who shares his journey transitioning from a part-time photographer with a corporate job to running a thriving full-time photography business in less than a year. Damien reveals the challenges he faced after an unexpected job layoff, details the step-by-step evolution of his business processes and pricing, and offers actionable advice on marketing, portfolio building, and creating a sustainable, profitable portrait business using principles from the Sue Bryce Education community.

Key Discussion Points & Insights

1. Damien’s Background & Transition to Full-Time (03:24–10:05)

• Location & Experience: Damien is based in Maryland near D.C., serving clients in Maryland, D.C., and Northern Virginia. He’s photographed professionally for 15 years (03:31).
• Part-Time to Full-Time: Until his recent layoff, photography was always part-time and a creative outlet.
  • “I've been part time this whole time... Always had a job... went into corporate, and photography was always my outlet.” (04:00)
• Turning Point: A corporate layoff in the past year pushed him to go full-time, coinciding with business growth.
  • “Frankly it was—I was pushed... they just come in and they cut a whole section... but that's the blessing, the photography business was really starting to kick off.” (09:23)

2. Niching Down & Studio Setup (05:27–17:34)

• Genre Evolution: Started with newborns, families, and 10 years of weddings, but ultimately focused on lifestyle and individual portraiture.
  • “I've tried them all... gave up newborn. Still do some family, but really I've dialed into lifestyle... Most of my business now is just portraits.” (05:33)
• Studio Experiences: Cycled through various setups: home studio, large expensive space, now rents an affordable, small studio within an artists’ co-op.
• Efficiency: Emphasizes working creatively within small spaces and managing overhead:
  • “I want to do a video on how I make it work within a small space... you use different lenses, you kind of work the space...” (14:12)

3. Pricing Strategies & Value Shift (07:26–24:31)

• From “Shoot & Burn” to Value-Based Pricing:

  • Initially offered high-image, low-price packages (30–50 images for $199).
  • Incrementally increased prices, decreased deliverables, and moved to print-focused, higher-value packages.
  • New Packages: 6 matted prints for $1250; 10 for $2500; 25 for $4200; $349 session fee (19:02–20:32).
  • “I’ve definitely come a long way... transitioning to smarter pricing... all digital, now moving to matted prints with digitals.” (17:59–20:32)

• Communicating Value:

  • Focus on educating clients that photographs are more than files; they deserve to be printed, displayed, cherished.
  • Leverages copy and conversation to manage expectations.
    • “So you're going to do all that and then we're going to just throw them on a thumb drive...? Where do you want them to live?” (21:29)

• Handling Pushback:

  • Sets clear intent on the website—if someone wants a quick, cheap headshot, he’s not their photographer.
  • “It’s okay... if that’s what you want, but this experience is more than just us doing a great photo session.” (22:56)

4. Marketing, Referrals & Building Evangelists (24:58–29:02)

• Referral Power:
  • Word of mouth is huge—some clients have brought in 18+ others in 2 years.
  • “I was looking at one client that basically gave me 18 other clients.” (25:19)
  • Encourages “evangelists” by giving select free/trade sessions to influential/local people.
• Website & Social Media:
  • Strong focus on quality portfolio, behind-the-scenes content on Instagram (@decarterphotography), intentional conversion-focused copywriting on website.
  • Acknowledges algorithm changes have hurt Instagram reach.
• Email List:
  • Uses Flodesk; sends quarterly updates to past/current clients and interested prospects—often yields bookings after each send.
  • “I have an email list... every time I send one out, I get business from it.” (26:11)

5. Advice for Up-and-Coming Photographers (29:09–34:51)

• Be Proactive:
  • Don’t wait to treat your business like a business: raise prices, build portfolio, network, get systems in place before you “have to.”
• Networking:
  • Connect with other photographers—colleagues could refer work they can’t take on.
  • Attend industry events (ex: WPPI).
  • “I network like crazy with photographers... also a way to get business because your colleagues can't do everything, so they start to hand you work.” (30:49)
• Embrace Education & Action:
  • Use education platforms, but avoid analysis paralysis—pick a business model and start.
  • “Don’t be a tip chaser... pick something and start. And then you can tweak it as you go.” (34:32–34:49)

6. Transitioning from Shoot & Burn to Premium (35:18–40:00)

• Expect Some Client Loss:
  • Not all previous clients will follow you to premium pricing, and that’s normal.
  • “Just don't expect all of those old clients to come with you. And don't take it personal.” (35:43)
• Demonstrate Value Add:
  • When raising prices, communicate expanded services, added value, or unique experience (ex: hair/makeup, multiple looks, prints).
  • “Now you're getting hair and makeup, you're getting multiple outfits... I really help them see, I'm not just raising my prices from the exact same service…” (36:35)

7. Marketing Tactics & In-Person Connection (40:00–51:42)

• Pitch & Presence Matter:
  • Have a concise, confident statement about what you do for in-person networking.
  • “Do you have your pitch dialed in...? Make sure you’ve got something powerful to say…” (40:32)
• Upselling & Session Expansion:
  • Ask about family or professional headshots during senior/family sessions to encourage larger package purchases.
  • “Or if you book someone for just one person... ask them if they want to bring their family at the end...” (48:36)

8. Preventing Burnout & Delivering Quality (49:03–52:54)

• Burnout Risk:
  • High-volume, shoot-and-burn model can be unsustainable; less time for quality retouching, client experience suffers.
  • Premium model allows selectivity and high attention per client.
  • “You can burn out so easily that way... It's hard doing it that way.” (49:03)
• Client Investment:
  • Clients paying premium rates are more invested and appreciative, which elevates photographer motivation and quality.
  • “When you have clients that are really invested... brings your A game... Seek out those clients, push your prices up.” (51:54)

Notable Quotes & Moments

• On Treating Side Hustles as Businesses

  • "Even if this is a part time business, I should be treating it like a business... started transitioning into more competitive pricing, industry standard."
    — Damien Carter (00:34, 08:00)

• On Marketing & Portfolio Building

  • "You don't have to be the best photographer in the world. You don't. But you gotta have like a solid portfolio... people have to see themselves in your photos."
    — Nikki Closser (20:55)

• On Value of Prints

  • “When I see prints… it’s really something for someone to hold and see images. So I really believe in that.”
    — Damien (19:02)

• On Pricing Changes

  • "I think you will lose a lot of your clients. And it's okay. ... Just don't expect all of those old clients to come with you. And don't take it personal."
    — Damien (35:43)

• On Raising Prices & Service

  • "I helped them understand that now you're getting hair and makeup, you're getting multiple outfits... There is a value add."
    — Nikki (36:35)

• On the Power of Word of Mouth

  • "I was looking at one client that basically gave me 18 other clients... It's so awesome when you can find an evangelist for your business."
    — Damien & Nikki (25:19–26:43)

Important Timestamps

• Damien’s Story—Going Full-Time: 03:24–04:33
• Setups: Studio vs. Location: 13:18–14:33
• Pricing Packages & Prints Transition: 17:59–20:32
• Communicating Studio Value: 21:29–22:56
• Referrals & Email List Strategies: 25:19–26:30
• Networking, Conferences & Action: 30:49–34:49
• Transitioning Clients/Value Add: 35:18–37:38
• Expanding Client Sessions & Upselling: 47:39–48:36
• Burnout Risks & Raising Your Game: 49:03–52:54

Quick Tips & Takeaways

• Don’t wait for crisis—start treating your side hustle like a business now (raise prices, build systems, market strategically).
• Demonstrate tangible value to clients (prints, experience, service) and let go of “shoot and burn.”
• Relentlessly build and nurture your portfolio—show what you want to shoot.
• Word of mouth is gold. Actively create raving fans and cultivate connections (“evangelists”).
• Build and regularly use an email list for consistent bookings—social media is less predictable/reliable.
• Attend photography events and network with peers; referrals come from unlikely places.
• Be ready to lose some old clients when you move upmarket. New clients won’t know your past prices.
• Upsell family or additional headshots during individual sessions to “move” clients to bigger packages.

Closing Q&A Highlights

1. Photo Shoot Essential: Music—lets the client play favorite songs to set mood (53:33).
2. Downtime Activities: Family, outdoor exercise, walking the dog (54:37).
3. Product Recommendation: Versatile lighting—for both natural and artificial light environments (55:13).
4. New Photographer Advice: Stay in your lane, don’t get discouraged by competition, focus on your growth and clients will come (56:43).

Where to Find Damien

• Instagram: @decarterphotography
• Website: damiencarterphotography.com

This episode is an authentic deep dive into the real work, mindset shifts, and strategic actions required to transition a passion into a sustainable, full-time photography career. Damien’s story offers both inspiration and a blueprint for portrait photographers ready to grow.