1 confirmed school booking before August 31st. Hit that and you pass your trial and join the TMS team full time. Your first live calls start July 1st — you have 10 days to prepare.
Jun 17
Start date
Jun 23
Phase 0 check
Jul 1
First live calls
Aug 31
Trial deadline
What TMS is
The Missing Sock — who we are
We're a Miami-based school photography studio operating across Miami-Dade and Broward County. We specialize in seasonal picture days — Back to School, Spring, Holidays, Graduation — for schools and preschools.
What sets us apart: handcrafted physical backdrops that change every year, photographers who aim for candid natural shots, and a 100% satisfaction guarantee for every parent. Our goal is photos that don't look like they were taken at a school.
Your 10-day roadmap
1
Day 1 — Welcome, culture & communication
Understand who TMS is, our values, and how we talk to schools and parents.
2
Day 2 — Product knowledge
Picture day, the three programs, how a project works end-to-end, school benefits.
3
Day 3 — Scripts & objections
Who you're calling, Phase 1 intro script, how to handle every common objection.
4
Day 4 — Rules & CRM
What you can never promise, and how to log every interaction in Monday.
5
Jun 23 — Phase 0 checkpoint
Live Q&A with your lead. Explain programs, identify schools, walk through Phase 1 from memory.
6
Jun 25–26 — Role play
3 simulated calls escalating in difficulty. Your lead plays the school director.
7
Jul 1 — Cleared to call 🚀
60+ calls per week. Every interaction logged in Monday. Trial starts now.
How we work at TMS
Culture at TMS is demonstrated through daily behaviors — how we make decisions, how we interact with each other, and how we show up for schools and parents. Teamwork is the cornerstone of everything we do.
Communication is informal yet professional. We use Discord for quick updates, email for detailed messages. Continuous feedback is how we grow — everyone gives and receives it regularly.
Core values
Autonomous
Take charge of your tasks with minimal guidance. Your independence helps the whole team.
Ambitious
Aim high, push limits, strive for excellence. Your ambition fuels the team's success.
Honest
Speak the truth even when it's tough. Honesty builds the trust the team runs on.
Confident
Believe in your abilities, take calculated risks. Your confidence inspires the team.
Reliable
Take ownership. When you say you'll do something, it gets done. Full stop.
Proactive
Seize opportunities. Don't wait to be told — step up and lead the way.
Creative
Question assumptions, bring new ideas. Creativity keeps TMS ahead.
Positive
A positive attitude turns challenges into opportunities. It's contagious — spread it.
Open door policy
Leaders at TMS maintain an open door. Share feedback, concerns, or ideas at any time. Your growth here is something the whole team cares about actively.
You are the voice and face of TMS
As a Sales Rep, every call is an opportunity to represent TMS. The goal is to build a relationship — not just close a deal. Directors don't have time to be sold to. Grabbing their attention in the first 30 seconds and sounding like a real person, not a script-reader, is what works.
The four brand voice attributes
Approachable
Good humor, positive energy, simple language. Never judgmental or defensive.
❌ "Good morning, how may I assist you?"
✅ "Hi! This is [Name] from TMS, how can I help?"
Confident
Concise, active, definitive. Upbeat even when things are hard.
❌ "Is it okay if I assist you from my end?"
✅ "No worries, let me take care of this for you!"
Intuitive
Conversational, intelligent, professional. Show you understand their world.
❌ "What would you like to purchase?"
✅ "Would you like me to walk you through the options?"
Nurturing
Calm, patient, empathetic. Convey that everything has a solution.
❌ "Um, I don't think that's possible."
✅ "Let me find that out — if not, we'll find another way."
Words to always avoid
"Ok / yes / no" as one-word answers — abrupt, makes people feel rushed
"I don't know" — undermines confidence. Say "let me find that out for you"
"I'm not sure" — always follow with an action, not a shrug
"You're mistaken" — judgmental. Always stay approachable, even when they're wrong
Picture day walkthrough video
Loom video — coming soon
What is a picture day?
Picture days are a rite of passage in the US — the day children are photographed at school, usually running 8am–2pm. TMS operates picture days across Miami-Dade and Broward County, covering Back to School, Spring, Holidays, and Graduation seasons.
What makes TMS different: handcrafted physical backdrops that change every year, photographers who aim for candid natural shots, and a 100% parent satisfaction guarantee. Our photos don't look like they were taken at a school.
The full picture day lifecycle
1
Sales signs agreement with school
You agree on terms, date is set, digital contract is signed. Project kicks off.
2
3 weeks before — promo materials sent
CS Workflow sends digital and physical materials to the school to promote to parents. Parents register and pay online — no cash handling at the school.
3
Picture day ✨ — 8am–2pm
Photographer sets up handcrafted backdrop, photographs all children. Images uploaded same day.
4
Within 2 days — proofing gallery opens
Parents get access to a private gallery. 5-day window to review, request edits, upgrade packages, or get a full refund. 100% guaranteed.
5
~3 weeks later — prints delivered to school
One free batch delivery to the school. Parents pick up prints. Project complete.
8am–2pm
Session hours
2 days
Gallery turnaround
5 days
Satisfaction window
~3 wks
Print delivery
What is a program?
A program is the overall structure a picture day project follows — think of it as "the rules of the game." Different schools have different needs. Your job as a Sales Rep is to match the right program to the right school. Always start with Pre-Pay.
The three programs
★ Default · 98% of schools
Pre-Pay
Parents register and pay online before picture day. Guaranteed revenue, cleanest data, smoothest operation. Always offer this first.
Medium risk
Hybrid
Parent chooses to pay before or after. Use when a school is hesitant about Pre-Pay or has mixed parent demographics.
High risk · last resort
Post-Pay
Parents pay after seeing proofs. Unpredictable revenue, heavy admin burden. Only offer to close a brand new school as a try-out.
Decision rules
→
School is organized, tech-forward, good communication
Pre-Pay — strongest outcome for everyone. This is your default pitch.
→
School refuses to share parent data
Pre-Pay or Hybrid only — Post-Pay requires accurate school-provided rosters.
→
School has low parent engagement or is hesitant about Pre-Pay
Brand new school, wants "no obligations" / try-out
Post-Pay — only if needed and only as a last resort to close the deal.
What is a try-out?
When a new school is interested but undecided, offer a try-out — one season with no long-term commitment. Say: "Maybe you could give us a try for the upcoming season. You'll see how smoothly picture day goes and how happy your parents are when they receive their prints." It's a win-win: no risk for the school, we earn their trust.
What happens after you book a school
Once you sign an agreement, the whole TMS operation kicks into motion. Understanding this helps you set accurate expectations with schools — and know exactly what you're promising them.
Full project timeline
1
You: sales call → agreement signed
Negotiate, agree on date, sign digital contract. Project is booked. This starts everything — you own this step.
2
5 weeks before — AM confirms with school
Account Manager reaches out to confirm all details and special requests with the director.
3
3 weeks before — promo materials distributed
CS Workflow sends digital and physical materials to the school. Parents register and pay online. No money handling at the school.
4
1–2 days before — final prep
Photographer calls school to confirm backdrop setup. CS Data Management finalizes the registered children list.
5
Picture day ✨ — 8am–2pm
Session runs, photographer uploads images and any physical payments same day.
6
Next 2 days — editing & gallery
Editor processes images. Gallery activates. Parents get 5 days to review, request changes, or get a full refund.
7
Day 6 — print orders close, sent to lab
CS Workflow sends all orders to the printing lab for production.
8
~3 weeks later — prints delivered to school
Batch delivery arrives at school. Director distributes to parents. Project complete.
What you lead with on every call
These benefits are your pitch — but they only apply when the school reaches a minimum of 20 packages sold per picture day. Never promise a specific commission amount. Always say "up to 12% on packages sold."
School benefits — Pre-Pay program
12% commission on all packages sold (minimum 20 packages per picture day to qualify)
Free package for the director — if they have a child enrolled at the school
25% discount for all staff members — they use code STAFF25 at checkout
Free staff portraits — printed or digital, their choice (not both)
Free class images — printed or digital, their choice (schools use these for social media and websites)
One free batch delivery of all prints to the school
Free event photographer — only if the school books 4+ picture days per year
Zero cost to the school
This is a key talking point for directors who ask about budget. Schools never pay TMS anything. Parents pay TMS directly online. The school just needs to agree on terms, give us access, and promote to parents. That's it — zero financial risk.
How to talk about commission
Never promise a specific dollar amount. Say: "Schools typically earn up to 12% on packages sold — based on your enrollment, that can add up to a meaningful contribution for the school." Let them do the math.
Who you're calling
Your prospect is a school director or owner — not a business executive with a procurement team. They're running a school, managing staff, dealing with parents, and balancing 50 things at once. They don't have time for a 10-minute pitch. You have 30 seconds to earn their attention.
Prospect profile
👩💼
School Director / Owner / Coordinator
Age 35–50 · Miami-Dade & Broward County
Common titles
School Director, Owner, Coordinator, Assistant Director
Prefers contact via
Phone, email, in-person
What they care about
Time, professionalism, parent happiness, child safety
Schools never pay TMS. Parents pay directly online. Zero financial exposure for the school — all gain, no spend. Lead with this for any director who asks about cost.
⏱
We save them time
Directors are overwhelmed. Our process is simple: sign the agreement, forward the promo materials to parents, and we handle everything else. No money handling, no chasing parents.
👪
Parents will love it
The 100% satisfaction guarantee removes their biggest fear. If parents aren't happy, we fix it. The director never has to deal with photography complaints.
📸
Quality that reflects the school
Handcrafted backdrops, experienced photographers, candid shots. Directors care that photos represent the quality of their school — not generic plain-backdrop images.
Phase 1 script walkthrough video
Loom video — coming soon
Phase 1 goal — read this first
Phase 1 is NOT to sell. Your only jobs: reach the right person, confirm their email, earn permission to continue. No pitching, no programs, no pricing. Not yet.
Hard rules for every Phase 1 call
No pitching — do not explain programs, pricing, or benefits
No pressure — you're confirming contact info, not convincing anyone
No corporate or robotic tone — sound like someone who already belongs on the call
No over-explaining — silence after questions is intentional. Let it breathe.
The script
Opening — front desk / gatekeeper
"Hi, this is [Your name] calling from The Missing Sock. Is [Prospect name] available?" Calm. Neutral. Wait.
When connected to the decision maker
"Hi [Prospect], this is [Name] from The Missing Sock. I sent a quick email earlier and wanted to follow up. Would it make sense for me to briefly explain what the email was about, and you can let me know if it's something you'd be interested in?"
Stop talking. Wait. Do not fill the silence.
If they say yes — light context only (Scene 4)
"Perfect. So [Name], we're a preschool photography company based in South Florida. We're known because every year we bring one-of-a-kind handcrafted backdrops for each season — that keeps things fresh for parents year after year.
Beyond the images, schools usually appreciate that there are built-in benefits on their side — earned financial contributions, complimentary staff and class images, and perks for directors and their families — while we take care of the entire parent experience from start to finish.
Rather than explaining everything over the phone, would it be okay if I resend the email so you can take a look, and then I can walk you through it?"
Stop talking.
Confirming / correcting email
"Just to make sure I have the right information — is [email] the best email for picture day?"
Company name tip
Say "The Missing Sock" once. If there's confusion: "Sock — like the ones that disappear in the dryer." Don't force the joke. Move on immediately.
Every objection has a response
Most schools will push back in one of these ways. Don't panic. Your goal is never to close on the first call — it's to earn a try-out or a follow-up. Read these until you can say them naturally without looking.
Common objections
"We already have a photography company."
"Of course. Do you think there's any possibility of giving us a try for just one season? No long-term commitment — you'd see how smoothly picture day goes and how happy your parents are. And no worries if not — could I resend the email so you have it on file?"
"Our parents don't like prepaid / they're used to post-pay."
"Of course, completely normal if they haven't used us before. But with our 100% satisfaction guarantee, I'm confident that even parents who don't purchase will be happy by end of picture day. And the ones who didn't register the first time? When they see the prints, they sign up for the next one. That's exactly why we do one-season try-outs."
"Parents won't pay before seeing the photos."
"Totally understandable — they're trying us out for the first time, so it's okay if not everyone registers. The parents who do will love it. And when the ones who didn't see those prints at the school? They'll want in for the next one. We see this with every single first-season school."
"We're all set, not interested."
"I completely understand. When you say all set — is there any reason you wouldn't give us a try for even one season? ... And if you know anyone in your world who might benefit — a colleague, friend, anyone — please don't hesitate to share my info. Thank you so much."
Pain points that land with directors
Use these when a school has a current photographer
"We work with a lot of incredible schools like yours that felt frustrated because the images didn't quite capture the quality of their school... or concerned because parents weren't happy with the final product... or annoyed because the photographers weren't as organized as they'd hoped."
"That's probably not your case — but does any of that make sense?"
These are hard rules — no exceptions
Breaking any of these creates real problems for Operations, CS, and Finance downstream. If a school asks for something not in the approved offer, the answer is no. Escalate to your lead — never improvise.
What you can never promise
Specific commission dollar amounts — always say "up to 12% on packages sold"
A guaranteed number of parents who will buy
Specific delivery dates — always say "approximately 3 weeks after picture day"
Free packages beyond what's in the standard offer
That the school will make X amount of money
Anything not in the approved TMS offer — escalate, never improvise
CRM — non-negotiable
If it's not in Monday, it didn't happen.
After every call, log in Monday: who you spoke with (name + title), call outcome (interested / not interested / follow-up needed), next action and date, and any notes about the school.
Every interaction. No exceptions. Your pipeline is only as real as what's logged.
60+
calls per week from Jul 1
1
booking = trial passed
Aug 31
trial deadline
100%
calls logged in Monday
Hi! I know everything in your TMS onboarding. Ask me about programs, scripts, school benefits, objections, or anything you want to review before your first call.