Course Information

  • Skill Level: Intermediate

    Intermediate. You should have at least 10 contracts and 3 years experience in volume photography. And it is recommended you take Schools 101 before taking this course

  • Class Duration: 13 hours

    13 hours of live discussions, video lessons, and individual assignments

  • August 8-11, 2022

    This class will be August 8-11, 2022

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Learn how to beat the competition and win the contract

Focus on sales strategies, scalable systems and staffing so you can take your school business to the next level.

  • Learn how to stand out to school administrators and secretaries

  • Get the systems and tools needed to set up to keep track of details

  • Effectively improve revenue with sales plans, prices and packages + products

Course curriculum

  • 1

    Before Class Begins

    • A message from your instructor

    • Next steps

    • Before you go...

  • 2

    Selling Strategies to Beat the Competition and Win the Contract

    • Selling Strategies Overview

    • What Selling Really Is

    • Why Salespeople Fail & How They Can Win

    • How to Manage the Numbers

    • How to properly prepare

    • Who are you really selling to

    • 5 steps to selling success

    • The keys to discovery

    • What are your real features and benefits

    • What is your sales plan

    • Selling Strategies Review

  • 3

    Change the Commission Conversation

    • Change School Commission Conversation

    • How the Big Companies Reduce Commissions

    • New Models for Commission

    • Net Selling

    • Make Commission Part of Your Advantage

    • Branding as an Alternative

    • Change Commission to Fundraising

    • Case Study

    • Commissions Review

  • 4

    Sell smarter not harder

    • Overview

    • Features and Benefits of KO

    • Yearbooks another source of revenue

    • Sell Smarter Review

  • 5

    Maximize profitability through packages and pricing

    • Define your sales funnel

    • Pros & cons of prepay

    • When & why you might need to proof

    • Take the Photographer Hat Off

    • Make a Good First Impression with Flyers

    • Add Online Cart to Increase Total Sales

    • Make the Process Simple with Flyer + Online

    • 2nd Sales

    • Picture Buying Principles & Strategies

    • What Parents Are Actually Buying

    • Maximizing Profitability Review

    • Homework

  • 6

    How to manage 100 schools and stay sane

    • Overview

    • Importance of Preparation

    • Workflow and Standard Work

    • Importance of Checklists

    • How to manage growth review

  • 7

    Staffing- Where to find the good ones

    • Who Am I Going to Need to Grow My Business?

    • Where to Find the Right People

    • Staffing & Recruiting Review

    • Training, Payroll & Firing

    • Training Review

    • Homework

  • 8

    Next Steps

    • Schools 201 Survey

    • Next Steps


Scholastic Reflections

Jeff Edwards

He has worked for a national school portrait company as the director of sales as well as consulted for other companies that were in the school photography markets on a national level. In addition to two volume senior portrait studios his business operated it’s own color lab. Jeff has worked closely with the H&H team, sharing his unique perspective and history in school and senior portraits to advise and help shape the decisions of H&H Color Lab for over a decade. Jeff has made presentations at numerous conventions including: The Professional School Photographers Association, Wedding & Portrait Photographers International, School Photographers Association of California, Various educational and training events.

total school + sports program leader

Shawn Cantrell

Shawn leads the school and sports program at H&H Color Lab. Over the last 10 years, he has been part of an amazing team that adapts best practices and systems to help established and aspiring photographers grow their business and compete with the large national companies.

Product Manager

Jeff Locklear


  • Will I be able to replay afterwards?

    Yes! All registrants will have access to a replay of the lessons (not group discussion sessions) for six full months afterward.

  • What if I took a similar class before?

    All courses have been updated and restructured to provide the most effective and relevant information. If you need a refresher, you are welcome to take the course again. If you aren’t sure, we recommend reviewing the list of lessons covered and to watch this video.

  • Can my colleague join me?

    For our virtual courses, if you are able to gather in ONE location then, only one registration is needed to take the course. However, only the person(s) registered will be allowed access into the online group discussions and be able to participate in the homework assignments. For our in person classes in June, each attendee will need a separate registration. Group rates available for 3 or more for our in person classes.


100% Money Back Guarantee

Total education by H&H can transform your business, like it has for hundreds of participants. H&H GUARANTEES that, after having participated in the first day of Schools 201 2021, you feel you haven't learned enough to grow a healthier or more successful business, simply hand in your program materials and we will send you a 100% money back refund.

What are you waiting for?

Schools are signing contracts for next year's picture day contract now.