It all starts with marketing The phone doesnt ring unless youve asked for business

album, and on the front cover it says The Golf Club at Nevelwood (or whatever country club we're working with). We buy everything for the photography of the presidents and all the board members. At the same time, though, that country club is turning me on to other business because of the complimentary service I provide.

My point is, it's a very, very good networking idea. It drives as many families to try your studio as you think you could possibly handle each year. Now we're working with two country clubs, and I'm a little scared that it's almost too much. The first country club we did has 600 members, and we did eighty members the first year, and now I've got two of those. I mean, I don't know if I can handle all the business they can throw at me.

How many shooters do you have?

Four. I photograph children and families. I have another gentleman who does all the high school seniors and the weddings. My wife does the children and families with me, and then my other son does the high school seniors that the other gentleman can't.

You don't photograph any seniors yourself?

No. Only in emergencies. I'll do twenty or thirty a year. We do about 600 to 650 seniors. I'll do twenty or thirty of those simply because my photographers are sick or out of the studio. Of the 650 seniors, you're going to have ten or twenty who need special treatment. I'm totally capable of doing it, but I don't wish to do it. I'd rather use the time on the boat!

Is there an experience that you've had that just stands head and shoulders above everything else?

I have a friend who's a billionaire—one of the world's richest men. I get to work with him all the time; I'm his photographer. I'm around Jerry Seinfeld and people like that, because he is . . . well, he's a billionaire, so he has private parties with people like Jerry Seinfeld, Bill Cosby, Jeff Foxworthy—the biggest of the big. I even met Robin Williams! These people are brought in for private parties of fifty to sixty people, and I get to rub elbows and take pictures of these people, and it's just really, really fun stuff!

Who are your biggest inspirations?

I've got to say Jesus Christ because I am a Christian, and I truly believe that he is the strength. Walt Disney for sure. Sam Walton, Ted Turner, people like that. These are people who just came from nothing and worked to have everything through their sheer understanding of capitalism, of trading services, and the sheer understanding of looking through all the red tape, seeing exactly what needed to be done, and doing it.

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