The Value Impact

How Creatives Can Sell Without A Script

In the newest episode of The Value Impact Season 2, The Hugos (Jessica and Jonathan) talk about why great sales starts with better listening. Instead of trying to follow the perfect script, Jonathan shares why creatives should approach conversations more like a "creative therapist", where someone listens closely, repeats things back in their own words, and asks better questions. When people feel understood, they feel more comfortable opening up. That's where trust starts to build, and the conversation becomes more natural. Key Takeaways: * Sales gets easier when the goal is to understand, not impress. * A good conversation gives people space to clarify what they really mean. * Repeating things back helps both sides get on the same page. * The right question can move the conversation forward without forcing it. * When you stop overthinking what to say next, you can actually hear what matters.

Act As If: Identity, Craft, and Building the Business You Want with Lance Nicoll

EPISODE SUMMARY What if the fastest way to grow wasn’t by chasing more, but by showing up as the person you want to become? In this episode, Jonathan talks with photographer, teacher, and speaker Lance Nicoll about the long game of creative work. They unpack why identity drives craft, how to shift from volume to value, and the mindset of “acting as if” you’re already operating at the next level. From painting in his studio to shooting luxury weddings, Lance shares the shifts that brought more clarity, balance, and alignm KEY TAKEAWAYS * “Act as if” you’re already in the next room you want to be in * Why identity shapes how you price and position yourself * How painting, volleyball, and teaching sharpen Lance’s photography * The balance between space, structure, and creative growth ABOUT LANCE NICOLL Lance Nicoll is a destination wedding photographer known for his unique talent in capturing the essence of weddings beyond what is seen. His galleries reflect the genuine experiences of the day, blending documentary techniques with a natural, elegant, and timeless aesthetic. Inspired by the beauty of traditions, Lance celebrates the beginning of his clients’ legacies, seamlessly embracing the sophistication and heritage that define their stories. Connect with Lance: * Website - www.lancenicoll.com [http://www.lancenicoll.com/] * Instagram - https://www.instagram.com/lancenicoll [https://www.instagram.com/lancenicoll]

Building with Conviction: The Long Game of Creativity with Garrett Richardson

EPISODE SUMMARY In this episode, Jonathan Hugo sits down with photographer and brand strategist Garrett Richardson to talk about building a business rooted in clarity, community, and creative vision. Garrett shares how he navigated early seasons of hustle, what helped him slow down with intention, and why he's more focused on building a meaningful life than chasing momentary wins. Whether you're in a pivot, feeling scattered, or redefining what success looks like - this is an honest and energizing conversation on staying grounded while creating work that lasts. KEY TAKEAWAYS * Why Garrett decided to slow down (and how it changed everything) * Navigating identity and clarity in a saturated creative industry * What building community actually looks like and why it matters * Choosing conviction over chaos in your brand and business * The difference between evolving and abandoning your past work * How Garrett approaches the long game: creatively, spiritually, and relationally ABOUT GARRETT RICHARDSON Garrett Richardson is a destination wedding photographer based in Nashville, TN. He serves luxury clients across the globe, focusing on intentional and authentic experiences. His work has been featured in Brides and Martha Stewart and is known for its timeless and refined quality. Since 2011, Garrett’s ultimate goal has been to deliver photographs that inspire joy so marriage can thrive.   Connect with Garrett: * Website - www.garrettrichardson.co [http://www.garrettrichardson.co/] * Instagram - www.instagram.com/garrettrichardson [http://www.instagram.com/garrettrichardson] * Coaching Instagram - https://www.instagram.com/garrettrichardsoncoach [https://www.instagram.com/garrettrichardsoncoach] * Coaching Application - https://tave.com/garrett-richardson-photography/questionnaire/c4a0701dea0762bccf96d440 [https://tave.com/garrett-richardson-photography/questionnaire/c4a0701dea0762bccf96d440]

How to Build a Life-First Business: Michelle Norwood on Boundaries, Brand, and the Long Game

EPISODE SUMMARY In this episode, Jonathan Hugo is joined by celebrated event designer and founder of Michelle Norwood Events, Michelle Norwood, for a raw and powerful conversation on what it really means to build a business around the life you want. Michelle shares her journey from the corporate world to entrepreneurship, how she redefined success on her own terms, and why protecting your peace is a non-negotiable in both life and business. Together, they explore the value of boundaries, the power of reputation, and the difference between hustle and sustainability. From navigating burnout to saying no without guilt, this is a conversation for anyone who’s ever questioned the rules of the industry and is ready to write their own instead. KEY TAKEAWAYS * Reputation is everything, so protect it fiercely. * Building something meaningful takes time. * Boundaries aren't optional; they’re foundational. * It’s okay to walk away from what no longer fits. * The best branding is being yourself. * You can be both soft and strong in business. * Hustle is not the only path to success. * Designing a business around your life is not a luxury; it’s a strategy. ABOUT MICHELLE NORWOOD Known for her tenacious spirit and warm personality, Michelle Norwood is a sought-after destination wedding planner based in New Orleans. Her bespoke planning and design approach is to start with her clients–to uncover their unique stories and backgrounds and let their stories inspire the celebration.  Connect with Michelle: * Website - https://michellenorwood.com/ [https://michellenorwood.com/] * Instagram - https://www.instagram.com/michellenorwoodevents/ [https://www.instagram.com/michellenorwoodevents/]

Building a Brand That Feels Like You: Kaitlyn Parker on Messaging, Momentum, and Creative Direction

EPISODE SUMMARY In this episode, Jonathan Hugo sits down with copywriter, creative director, and founder of Copy Uncorked, Kaitlyn Parker. Together they explore the nuances of brand messaging, creative pivots, and how to write words that actually sound like you. Kaitlyn opens up about the behind-the-scenes of running a boutique agency, the changes she’s made to stay in alignment with her values, and why growth sometimes means making room for what feels right over what just looks good on paper. From working with high-level clients to pulling back for space and clarity, this conversation is full of gentle reminders that your brand voice doesn’t need to shout—it just needs to be honest. Whether you’re writing copy, leading a team, or rethinking your next move, this one’s for anyone who wants to lead with intention and rewrite their own rules. KEY TAKEAWAYS * Good messaging isn’t louder, it’s more you. * Brand voice should reflect the founder’s true energy and direction. * Growth can mean pulling back, not just scaling up. * “Creative direction” is as much internal as it is external. * You don’t need a giant team to do impactful work. * There’s power in asking: what’s actually sustainable for you right now? * Business can evolve as you do—quietly and meaningfully. * Trust the quieter seasons; they often bring the most clarity. ABOUT KAITLYN PARKER Kaitlyn Parker is a copywriter, brand strategist, and the founder of Copy Uncorked®—a boutique copywriting studio and educational hub where words flow and sales follow™ for the modern founder. Since 2016, she’s worked with 250+ brands across industries, blending research-backed strategy with heartfelt, high-converting copy. With a Master’s in Strategic Communications and a deep love for brand building, Kaitlyn leads both done-for-you client work and a signature suite of educational resources—designed to help service-based business owners write compelling copy that resonates, builds connection, and inspires action. Beyond the business, she shares honest, behind-the-scenes reflections on her Substack—by Kaitlyn Parker—offering a thoughtful look at the intersection of creativity, entrepreneurship, and life as a wife, mom, and founder. When she’s not writing or supporting clients, you’ll find her chasing her toddler, traveling with her husband, or savoring a glass of wine by the water. Say hi on Instagram @copyuncorked or explore her latest work at copyuncorked.com. Connect with Kaitlyn: * Website - http://copyuncorked.com/ [http://copyuncorked.com/] * Instagram - https://www.instagram.com/copyuncorked/ [https://www.instagram.com/copyuncorked/] * Substack - https://bykaitlynparker.substack.com/ [https://bykaitlynparker.substack.com/] * LinkedIn - https://www.linkedin.com/in/kaitlynhiltz/ [https://www.linkedin.com/in/kaitlynhiltz/]