EPISODE #160

Guest: Mary Fisk-Taylor

PPA Education Instructor & Photographer
Richmond, Virginia
hayesandfisk.com

DATE: September 11, 2025

Ever feel like you’re constantly chasing new clients while the ones you’ve already photographed slip through your fingers, never to return? 

This is the most exhausting and unsustainable way to run a business.

BUT it doesn’t have to be this way. 

Client retention isn’t just a nice-to-have—it’s the literal foundation of any successful business. 

Mary Fisk-Taylor of Hayes & Fisk Photography in Richmond, Virginia, has spent the last thirty years spoiling a clientele of loyal, repeat clients, and she’s joining us to share her secrets for how she turns one-time sessions into lifelong clients. 

ATJ and Mary delve into how to set expectations, strategically plan future sessions, and cultivate authentic client relationships that extend beyond mere client satisfaction, fostering genuine brand loyalty over a lifetime.

This is your sign that it’s time for you to trade constant hustle for intentional, joyful relationships with clients who come back again and again—because they wouldn’t dream of celebrating their family milestones without YOU!

Here’s a snapshot of what’s covered:

• Beyond talent: What truly brings clients back year after year
• How to confidently plant seeds for future sessions without feeling salesy
• Simple systems (even if you’re not techy!) for tracking and encouraging repeat bookings
• The art of setting boundaries and confidently “firing” bad-fit clients (without drama!)
• How to naturally encourage powerful referrals

Whether you’re just starting or celebrating your 30th year in business like Mary, this episode is packed with tips for client retention that you can start implementing today.

Episode Highlights:

• Client Retention Is More Than Satisfaction. It’s about building lasting relationships, not just delivering a good experience.
• Start With the Expectation They’ll Return. Retention starts with the assumption that this isn’t a one-time deal.
• Your Clients Want a Guide, Not Just a Photographer. Anticipate what’s next and lead your clients through it.
• Every Session Should Plant Seeds for the Next. Whether it’s a newborn, a five-year-old about to lose their teeth, or a senior portrait, always be talking about what’s next. This isn’t overselling, this is, literally, DOING OUR JOB. We are in charge of documenting the milestones and memories for our clients.
• A Simple Google Calendar Can Be a Goldmine. You don’t need fancy systems, just a plan. Track milestones, stay in touch, and reach out before they think to call you.
• Refinement Over Mining. The best clients are the ones who already love you. Stop chasing the new and start spoiling and deepening your relationship with the loyal ones.

Key Takeaways:

• Why client retention is pure gold and the key to a sustainable photography business
• Setting the stage for lifelong clients—even if you’re brand new
• Proven strategies to win back clients who haven’t booked in years
• How to keep families returning during the “awkward ages”
• Why investing in current clients beats chasing new ones every time

About Mary Fisk-Taylor: is a powerhouse portrait photographer, educator, and co-owner of Hayes & Fisk Photography in Richmond, Virginia. With over 30 years in business, she’s built a multi-million-dollar studio known for deeply loyal clients, generational relationships, and consistent sales of high-end artwork. As a past president of both PPA and WPPI, Mary is a nationally recognized leader in the industry and a sought-after speaker on client experience, profitability, and legacy branding. She also co-hosts the podcast, Get Your Shoot Together with Kira Derryberry.

If you’re tired of constantly chasing new clients, Mary’s proven strategies for client retention will show you how to build a portrait business that lasts and grows.

Click here to listen!

WE WOULD LOVE IT IF YOU’D: Rate, Review, & Follow Us on Apple Podcasts

“I love ATJ & The ReWork!.” <– If that sounds like you, please take a minute and rate and review the show! This helps us support more portrait photographers — just like you — move toward building the PROFITABLE, sustainable businesses that they really want. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let ME know what you loved most about the episode (and any topics you are dying to learn about). 

Also, if you haven’t already, FOLLOW the podcast. We’ll be adding some bonus episodes to the feed this season, and if you’re not following, you’ll miss out. Follow now!

You can also email me directly with your suggestions at: support@dotherework.com – OR DM me directly on Instagram @atjphoto or @do.the.rework 

We’d love to hear your thoughts, suggestions and ideas! 

Links & Resources:
Download a Transcript
Exactly What To Say by Phil M. Jones
Atomic Habits by James Clear
3XM Folio Boxes
Monday.com
Get Your Shoot Together Podcast with Mary Fisk-Taylor and Kira Derryberry
FREE -Ultimate Client Consultation Form
FREE -Frequently Asked Difficult Questions (FADQ’s)
FREE -Sales Sabotage Evaluation Tool
Allison Tyler Jones Education Courses

Do The ReWork
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Allison Tyler Jones
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Mary Fisk-Taylor – Hayes & Fisk Photography
Website1 | Website2 | Website3 | Instagram 

Memorable Quotes:

“Client satisfaction is the bare minimum. Retention is where the real magic, and the real money, happens.” – Mary Fisk-Taylor

“When you bring people into your business and make them feel like family, they keep coming back, and they tell everyone they know.” – Mary Fisk-Taylor

“It’s not about getting them in the door once. It’s about having a system to bring them back again and again.” – Allison Tyler Jones

“You can start retaining clients from day one, by showing up, anticipating their needs, and treating every session like the most important one.” – Mary Fisk-Taylor

“You don’t need a fancy CRM to stay top of mind. Google Calendar and genuine care go a long way.” – Mary Fisk-Taylor

“Retention is a pattern. Satisfaction is a moment.” – Mary Fisk-Taylor

“Every shoot should plant seeds for the next. Talk about what’s next before they even ask.” – Allison Tyler Jones

“Stop mining for new clients. Start refining the gold you already have.” – Mary Fisk-Taylor