Today I met and listened to Matthew Kelly, the New York Times bestselling author of The Rhythm of Life and twenty other books published in more than twenty-five languages and sold more than 15 million copies.

Kelly says, “To win their hearts, you must take care of their legitimate physical, intellectual, emotional, and spiritual needs.”

Professional photographers need to know they are problem solvers if they want to stay in business. People don’t need photos; they need photos that solve their problems.

When you learn to tap into others’ dreams and aspirations and help them attain them, you connect with the real issues in their hearts.

Read his book to help you understand why people dream. Kelly says, “If you help your people accomplish their dreams, they will massively invest in your company.”

Earlier in the day, another Keynote speaker I listened to helped me to understand Habitudes.

Dr. Tim Elmore is the founder and president of Growing Leaders (www.GrowingLeaders.com), an Atlanta-based nonprofit organization created to develop emerging leaders.

You may want to pick up his book Habitudes Book #1: The Art of Self-Leadership.

He shared one thing that I think many photographers need to hear. He shared how one company that made bits had a sales meeting with a new CEO. After everyone spoke on the sales that quarter about how they were the #1-bit manufacturer, the CEO got up and said we are not in the bit industry–We are in the hole industry.

When you lose focus on what you are there to do, then the industry can leave you.

Photographers, you have been too long in the picture business. Our pictures help people in industries solve their problems by helping those bit makers to visualize the holes they are creating.

Tip today is to analyze what you are doing for customers. For example, are you making bits or making holes?