655: Richie Schwartz – Partner With Pet Businesses to Book 10–20 Sessions a Day

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Richie Schwartz of www.petsphotography.com has shaped the pet photography industry more than most photographers will ever realise.

Based in New York, he has one of the longest-running and best-known pet photography businesses in the US, and he's been shooting for over 40 years!

He has photographed close to 100,000 pets (literally) and built one of the most well-known volume pet photography businesses.

He helped turn “pet photography” from a cute niche into a legitimate, sustainable career path.

If you’ve been around PhotoBizX for a while, you might remember the first time we had Richie on the show in 2017 for episode 204!

I said in that episode intro, and it's as relevant today as it was then…

His photography is not to every photographer's taste. But he knows what his customers want and how to make the money!

I’m talking about the fun, funny and very cool Richie Schwartz, and in this interview, he shares how he’s built a high-volume, highly profitable pet photography business — including partnering with pet businesses to book 10–20 sessions a day — all while keeping the model simple and focused on what his customers actually want.

Here's some more of what we covered in the interview:

• The unexpected way licensing pet photos for calendars and books turned one project into long-term passive income through royalties.
• Why partnering with pet stores, groomers, daycares, and kennels created a predictable, high-volume photography business model.
• How batching dozens of pet photo sessions in a single day massively increased revenue per hour without increasing marketing spend.
• The simple pricing structure—selling by photo “sheets”—that made buying easy and boosted average sales per client.
• Why making sales during the session (not after) dramatically improved conversion rates and reduced abandoned orders.
• The operational systems and assistants that make high-volume photography scalable instead of exhausting.
• How partnerships with major retailers like Petco and PetSmart unlocked credibility, volume, and national-level opportunities.
• Why community fundraising calendars and pet contests quietly built brand authority and repeat business.
• The multi-channel marketing mix—flyers, social media, in-store promos—that keeps bookings flowing without relying on algorithms alone.
• How a fun, structured client experience leads to higher print sales, stronger referrals, and loyal repeat customers.
• The subtle upselling tactics (sizes, bundles, add-ons) that increase revenue without feeling pushy or salesy.
• Why training associates in sales and customer service matters more than teaching camera settings.
• How mentoring photographers creates leverage and turns a solo business into a scalable photography team.
• Why is adapting to digital delivery, COVID disruptions, and AI tools essential for long-term photography business survival?
• The overlooked role of awards, community involvement, and consistent online presence in boosting visibility and trust.
• How creating educational content and partnerships can open new income streams beyond client photography.
• The long-term lessons from decades in pet photography—and what they reveal about building a resilient creative business.

If you’re on the fence about becoming a premium member, join with the $1 trial today and get access to the FULL interviews each week, a fantastic back catalogue of interviews, and have ALL future interviews delivered automatically to your phone or tablet. Plus, special member-only interviews.

The way I make money is by high volume pet photography partnering with pet stores…High volume means, like, in a weekend, I do what people do in a month or two photo session wise. – Richie Schwartz

You'll also receive access to the members-only Secret Facebook Group, where you can connect with other Premium Members and interview guests to help, support and motivate you to take ideas you hear in each episode and put them into action. The group also has FB live video tutorials, role-play, and special live interviews. You will not find more friendly, motivated, caring and sharing photographers online. Seriously, that's not all.

One of the benefits that I offer to these places when I approach them about what I want to do, is that they don't have to do anything except put some flyers on the table, put a poster in the window. – Richie Schwartz

In addition to everything above, you'll get access to instructions on forming or joining a MasterMind Group with other premium members. These groups are super motivating, make you accountable, and help you build friendships with other pro photographers with motives similar to yours—to build a more successful photography business.

Following this interview, I’d love to know if you're taking anything from what Richie shared. Is there something you heard that excited or motivated you to the point where you thought, yeah, I'm going to do that! If so, leave your thoughts in the comments below; let me know your takeaways and what you plan to implement in your business based on what you heard in today's episode.

My photo session is 30 minutes. That includes about 10 minutes taking pictures, 10 or 12 minutes, and then the rest of the time is showing them the pictures and selling, making the sale. So we do it all right then and there. It's one stop shop. I call it the shoot, show and sell. – Richie Schwartz

If you have any questions I missed, a specific question you’d like to ask Richie, or a way to thank her for coming on the show, feel free to add them in the comments area below.

One of the best sales techniques is to say, do you prefer this one or that one, not, do you like this one? Ask your clients OR questions rather than YEs or NO questions. – Richie Schwartz

I check for any new iTunes or Google reviews each week, and it's always a buzz to receive these… for several reasons. Firstly, it's confirmation that I'm on the right track with the interviews and that they are helping you improve your photography business. That's awesome! Secondly, iTunes and Google are the most significant podcast search engines, and your reviews and ratings help other photographers find PhotoBizX. More listeners mean more interviews and, ultimately, a better show.

I don't advertise, other than putting my flyers on Facebook and Instagram when I'm going to be someplace. …Once in a while, I will boost one of these posts… but all these years, I've been in business with literally next to no advertising. – Richie Schwartz

If you have left a review in the past, thank you! If you haven't and you'd like to, head to https://photobizx.com/itunes or https://photobizx.com/google. You can leave some honest feedback and a rating, which will help me and the show. I'll be sure to thank you on the show and add a link to your website or blog if you let me know the URL of your website and your name. Alternatively, if you've left a review for PhotoBizX and are looking for more backlinks to help your SEO, leave a review for the new Photography Xperiment Podcast. Email me your keywords or phrases and where you'd like me to link them.

I’m basically the school photographer for pets. – Richie Schwartz

Another great way to get a backlink to your site is to send a video testimonial. It doesn't need to be fancy, and your phone will be perfect. Click record and tell me how PhotoBizX has impacted you and your photography business.​

If you’ve ever felt like you’re guessing when it comes to pricing, marketing, or whether your photography business is actually profitable, this live masterclass is for you.

In this 90-minute, hands-on workshop, Kim Hamblin will guide you through a simple, practical way to understand the numbers that matter most — without overwhelm, jargon, or spreadsheets taking over your life.

This isn’t a watch-and-forget session. You’ll work through your own numbers (privately), gain real clarity on what to focus on next, and leave with a clear profit plan you can actually follow.

It’s designed specifically for portrait photographers (family, newborn, maternity, pet, etc.), and even if your income is still under $30k, you’ll walk away knowing exactly what needs to change to grow with confidence.

   Early access is $97 (price doubles after the live session).
   Replay included if you can’t attend live.
   Money-back guarantee.

If you’re ready to stop guessing and start making confident decisions in your business, this is one training you don’t want to miss.

Registration and details are here: https://photobizx.com/knowyournumbers

This is happening NEXT WEEK!

Richie Schwartz Website

Richie Schwartz on Instagram

Richie Schwartz on Facebook

Episode 204: Richie Schwartz – Pet Photography Business The Right Way

You don’t need fancy pricing. Keep it simple and let them choose more. – Richie Schwartz

Huge thanks to Richie for coming back on and being so open about how he runs his business.

There’s something very cool about hearing from someone who’s been doing this for decades and is still clear on what works for him. Not chasing every new idea. Not overcomplicating things. Just building a model that suits his market, his strengths, and the way he wants to work. That kind of clarity is easy to overlook, but it could be the biggest takeaway.

I’d love to know what stood out for you in this interview — and whether it’s had you questioning or refining anything in your own business.

High volume isn’t one dog an hour — high volume is 10 to 20 pets in a day. – Richie Schwartz

That’s it for me this week; I hope everything is going well for you in life and business!

Thanks for listening—speak soon,
Andrew

The post 655: Richie Schwartz – Partner With Pet Businesses to Book 10–20 Sessions a Day appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.