An Interview With Chad Silverstein
…Elevate Your Visual Storytelling. In remote sales, your visuals often do the talking before you ever get a chance to. Whether you’re selling a product, a service, or an idea, the way you present yourself matters. Captivating visuals, consistent branding, and clear messaging can make all the difference in how clients perceive you. First impressions happen quickly, and your materials need to convey trust and professionalism right from the start — especially when you don’t have the opportunity to meet in person. Paying attention to these details helps build confidence and sets you apart in a crowded market…
The global pandemic has forever altered the landscape of sales, propelling us into the era of remote selling. Today, businesses and sales professionals face the challenge of connecting with clients and closing deals without the traditional in-person interactions. Mastering the art of remote selling has become not just an advantage but a necessity. From leveraging technology and digital tools to building trust and rapport over virtual platforms, the skills required for effective remote selling are evolving. I had the pleasure of interviewing Tom Haberman.
Tom Haberman is the CEO and Creative Director of Studio4Motion, a branding and marketing agency specializing in helping photographers and creative professionals thrive in the digital age. He is the author of 7-Figure Photography Business Secrets and The Practical Power of ChatGPT. Tom has scaled multiple brands of his own remotely, including TomsWorldCollection, 1HEADSHOT, and TomsVisuals. With over two decades of experience and travel to 50+ countries, Tom brings a global perspective, a deep appreciation for diverse cultures, and an innovative approach to remote selling and digital business strategies.
Thank you for joining us. To start, could you share your “origin story” with our readers? How did you begin your career? What challenges did you face in the early days? How did you overcome them?
My journey into the professional world began when I was just 17 years old, working part-time in the insurance business. It was my first real glimpse into the art of sales — how to build trust, communicate with clarity, and truly understand what people need. Those lessons weren’t just professional skills; they became the foundation of everything I’ve done since.
As the years went by, I discovered my passion for visual storytelling, which led me to pursue formal studies in graphic design and photography in Germany. It didn’t take long for me to realize that visual storytelling was at the heart of everything I loved — whether it was through crafting visuals, building brands, or connecting with clients on a deeper level. Eventually, I launched my own consulting business, pouring my energy into creating something that allowed me both creative freedom and financial independence.
In 2015, my wife and I made a bold decision to sell our house and business, pack up our lives, and embark on a year-long journey around the world. I wanted to break free from constraints and immerse myself in the beauty and diversity of the world, both visually and emotionally. That’s when TomsWorldCollection.com was born — a passion project capturing not only stunning images but also the stories behind them. While we enjoyed the privilege of staying in comfortable places, living like nomads, constantly on the move, wasn’t meant to be permanent. However, it gave me a sense of freedom I’d never experienced before.
By 2016, we finally decided to put down roots in Los Angeles, where I began building my photography brands while helping other creative professionals share their stories through branding and marketing. That restless desire to explore never fully faded, though, and I continued traveling while building a remote network of collaborators and clients.
Like most creatives, I faced challenges balancing the artistic and business sides of my work. Thankfully, I’ve always been fascinated by technology, so mastering the tools of the trade felt more like an adventure than an obstacle. Still, standing out in such a competitive industry required relentless curiosity, a willingness to embrace innovation, and a laser focus on creating real value for my clients.
Through it all, the foundation I built as a teenager — trust, adaptability, and a deep understanding of people — has been my compass. It’s guided everything I do, from building meaningful relationships to creating work that truly resonates.
Is there a particular book that made a significant impact on you? Can you share a story or explain why it resonated with you so much?
Yes, Start with Why by Simon Sinek has had a lasting impact on me. The book’s central idea — that great leaders and organizations inspire by starting with their “why” — resonated deeply. Sinek explains that people connect most with your purpose, not just what you do or how you do it. This perspective felt like a powerful reminder to always ground your work in meaning.
Coming from a visual storytelling background, this idea struck a unique chord. Visuals are incredibly powerful because they can captivate us instantly — they’re like falling in love. You don’t immediately analyze why you’re drawn in; you just feel it. And as humans, that emotional connection is part of what makes visuals so magical. But Start with Why reminded me that while visuals can spark a connection, their impact becomes so much greater when they’re rooted in purpose.
When I rebranded Studio4Motion, I applied this concept directly. Instead of diving into design elements or technical details, I started with the “why.” I asked myself, “What drives me to do this work?” The answer was clear: to help photographers and creative professionals share their stories and grow their businesses in meaningful ways. Once I had that foundation, the visuals became an extension of the purpose, not just decoration.
The book helped me balance my instinctive love for visuals with a deeper appreciation for their role as vehicles for purpose and meaning. It’s a lesson I bring into every project, ensuring that the stories I tell go beyond aesthetics to truly connect with people on a deeper level.
Do you have a favorite “Life Lesson Quote”? Do you have a story about how that was relevant in your life or your work?
“Success is not final, failure is not fatal: It is the courage to continue that counts.” This quote has been a guiding principle for me, especially during challenging times. It reminds me that no matter the result of any given moment, the real key is to keep moving forward.
This mindset was especially relevant during the pandemic. Having transitioned into remote business early on, it was easier for me to adapt when everything shifted completely online. That said, the transition was still challenging because nobody knew what the future would hold. Fear and uncertainty loomed large, and as we all know, they’re terrible advisers. Instead of letting them take over, I trusted my process and focused on what I could control, without getting overwhelmed. For many others, especially local businesses that relied on in-person operations, the situation was much more daunting.
Even with those advantages, I faced my share of uncertainties, moments of doubt, and tough decisions. But this quote reminded me that persistence and adaptability are what carry you through. It’s not about avoiding failure — it’s about learning, adjusting, and having the courage to keep going. That mindset became the backbone of how I approached my work and how I supported my clients during such unpredictable times.
How have you used your success to make the world a better place?
Supporting creative professionals by giving them tools and strategies to elevate their careers has been one of the most rewarding parts of my journey. But for me, it goes beyond just the work. I’ve always believed in staying humble and treating people the way I’d want to be treated, no matter their background or where they are in their career.
That simple belief has shaped how I interact with everyone I meet. Whether it’s a seasoned professional or someone just starting out, I try to connect with them on a human level and offer whatever support I can. In helping others, I find inspiration and growth for myself as well. Staying positive and fostering those connections keeps me grounded, inspired, and creative. I truly believe that when we lift each other up, we all end up in a better place.
Ok, let’s now turn to the central part of our interview. In your experience, how has the transition to remote selling altered the traditional sales cycle, and what strategies have proven most effective in closing deals virtually?
The traditional sales cycle has changed dramatically since the shift to remote selling. I remember when trust was built face-to-face — through a handshake, eye contact, and those in-person moments that made all the difference. Now, trust depends on how authentic and consistent you are online. People can sense when you’re being genuine, and that matters more than ever.
For me, a few strategies have made all the difference. Funnels have become the backbone of remote selling. They allow you to guide potential clients step by step, from their first interaction with your brand to closing the deal. A well-designed funnel helps create a seamless experience, builds trust at every stage, and keeps the process efficient and scalable. Personalized video pitches have allowed me to connect on a human level, even when we’re countries apart. AI has been a game-changer as well — it’s a once-in-a-lifetime opportunity to boost productivity, freeing up time to focus on the human side of creativity, which is always unmatched.
But no matter how much the tools and methods evolve, one thing will always hold true: if you’re authentic, trust will follow. And trust is what really drives sales, especially when you’re in it for the long run.
In what ways do you believe technology will continue to shape the future of remote selling, and what tools should sales professionals be focusing on?
Technology is reshaping the way we approach remote selling, and I’ve seen its impact grow more profound with every passing year. Personalization and automation are at the forefront, especially with the rise of AI.
I still remember when ChatGPT launched in November 2022 — it felt like the spark that ignited the AI revolution. Since then, new tools seem to pop up almost weekly, each more innovative than the last.
For me, AI-powered CRMs, virtual meeting platforms, and data analytics have already become indispensable. These tools make it easier to communicate, respond faster, and tailor every interaction to a client’s unique needs. But I believe the real shift will come with AI-Agents, which are set to take things to the next level in 2025. Imagine building and scaling support and sales teams in ways that seemed impossible just a few years ago. It’s going to transform how businesses operate, creating opportunities like never before — especially for small businesses that can now compete on a much larger scale.
If I were to give advice to sales professionals, I’d say focus on tools that make your process faster and more efficient, like automating follow-ups or streamlining lead management. This frees you up to spend more time on the parts of sales that really matter — like understanding your client’s needs, building trust, and delivering real value. Technology can handle the busy work, but it’s the human connection that ultimately seals the deal.
How can sales teams maintain and build rapport with clients in a fully remote environment, especially when face-to-face interactions are limited?
Building and maintaining rapport in a fully remote environment requires being thoughtful about how you connect. Without face-to-face interactions, every touchpoint carries more weight. At first, it can feel like a disadvantage — you lose those spontaneous, personal moments that happen naturally in face-to-face meetings. But as technology has evolved, it’s opened up new opportunities to connect in ways that weren’t possible before.
One of the most powerful tools for me has been personalized video messages. They allow me to show up immediately, creating a sense of presence that rivals, and sometimes even exceeds, in-person meetings. Instead of waiting for a scheduled interaction, I can quickly send a, “Hey, I thought you’d find this helpful,” message tailored specifically to my client’s needs. It’s such an easy way to bring that human touch into a remote conversation and show I truly care about helping them succeed.
I also make it a priority to understand my clients — what challenges they’re facing, what their goals are, and what really matters to them. Once I have that insight, I can tailor my approach to make every interaction personal and genuine. What started as a perceived disadvantage has become an opportunity to connect more quickly, efficiently, and meaningfully than ever before.
Consistency is just as important. Clients need to feel like they can rely on you, so I make a point to check in regularly. Whether it’s through an email, a video call, or even a quick text update, these small gestures keep the connection strong and show that you’re present and engaged.
Storytelling is another powerful way to build trust. Sharing personal anecdotes or relatable experiences helps create an emotional connection that feels genuine. When clients see the human side of you, it’s much easier to bridge the distance and build a meaningful relationship, even when you’re miles apart.
Ultimately, it’s not about how often you communicate — it’s about how meaningful those moments are. That’s what makes remote relationships thrive.
Can you share a story of a challenge you faced in adapting to remote selling, and and how you overcame it?
Adapting our traditional pitch process for virtual platforms was a real challenge. Clients often mentioned missing the tactile experience of flipping through our physical portfolio, which had always been such an integral part of showcasing our work. It felt like we’d lost an important element of the connection.
To overcome this, I created an interactive digital portfolio designed to capture the same sense of engagement. Instead of simply sending files, we began conducting live walkthroughs via Zoom. This gave us the chance to walk clients through the visuals while sharing the stories behind each project. To my surprise, this approach turned out to be even more impactful. Clients valued the personal interaction and the opportunity to ask questions in real-time, which allowed us to bring the portfolio to life in ways a physical version never could.
That experience taught me that remote selling isn’t just about replacing in-person methods — it’s about rethinking and elevating them. When done right, it can create deeper connections and even better results.
Can you share a success story of a remote sale that exemplified innovative tactics or approaches in the post-pandemic world?
During the pandemic, we closed a major client located in New Zealand — a deal that required extra care and attention because of its importance. Knowing how critical it was, I took the time to thoroughly research their specific challenges and goals. Instead of delivering a generic presentation, I created a personalized video pitch that directly addressed their pain points and demonstrated how we could help. The video wasn’t flashy; it was genuine and focused entirely on their needs.
After sending the pitch, I followed up with an interactive proposal that allowed them to dive deeper into our ideas and solutions. This hands-on approach not only made the process more engaging but also helped us build trust despite the distance. In the end, we didn’t just win the deal — we built the foundation for a lasting partnership. This experience reminded me that remote selling isn’t about simply replacing face-to-face interactions — it’s about finding new ways to connect meaningfully, even when clients are on the other side of the world.
Here is our main question. Could you list and briefly explain “5 Key Strategies for Mastering the Art of Remote Selling” based on your experiences and insights? If you can, please share a story or example for each.
1 . Adopt a Traveler’s Mindset
One of my biggest takeaways from traveling is the importance of curiosity. Treat every remote client like a new discovery: ask thoughtful questions, listen deeply, and show genuine interest in their story. When your clients feel heard and understood, trust builds quickly — even across a video screen.
2 . Embrace AI as a Game-Changer
As creative professionals, AI presents us with an incredible opportunity to boost productivity like never before. It’s not just about automating tasks or crunching numbers — it’s about reclaiming time for the things that matter most. By handling repetitive, time-consuming work, AI allows us to focus on what we do best: connecting with clients, refining our craft, and delivering creative solutions that only humans can provide. It’s a tool to work smarter, not harder, and when used intentionally, it unlocks a level of efficiency and freedom we couldn’t have imagined a few years ago.
3 . Elevate Your Visual Storytelling
In remote sales, your visuals often do the talking before you ever get a chance to. Whether you’re selling a product, a service, or an idea, the way you present yourself matters. Captivating visuals, consistent branding, and clear messaging can make all the difference in how clients perceive you. First impressions happen quickly, and your materials need to convey trust and professionalism right from the start — especially when you don’t have the opportunity to meet in person. Paying attention to these details helps build confidence and sets you apart in a crowded market.
4 . Make Remote Personal
Just because you’re not in the same room doesn’t mean you can’t build meaningful connections. A little personalization goes a long way — share a quick story that feels natural, give a behind-the-scenes look at your workspace, or send a short thank-you video to let them know you appreciate their time. It’s those small, genuine gestures that help bridge the distance and show clients the real you.
5 . Stay Open to Learning & Collaboration
Remote selling — and the creative landscape in general — are always evolving. Cultivate an open mindset.
Keep up with new tools, collaborate with peers around the world, and welcome fresh ideas. Your willingness to pivot, adapt, and keep learning will set you apart in a competitive market. Remember, growth happens when you step outside your comfort zone and embrace change. Stay curious, stay open, and you’ll discover opportunities you never thought possible.
You are a person of great influence. If you could inspire a movement that would bring the most amount of good for the greatest number of people, what would that be? You never know what your idea can trigger.
I’d love to see a global, pay-it-forward initiative that unites existing free learning communities into a single, cohesive movement. Imagine industry pros volunteering across a network of high-quality online courses, workshops, and mentorships, so anyone — no matter their background — can gain practical, income-generating skills in a supportive environment. This would create a chain reaction of learning, where each graduate pays it forward by guiding the next wave of creatives. It’s not about reinventing the wheel, but about aligning and scaling existing efforts so that every learner has a clear path to grow, thrive, and eventually mentor others in turn.
As we wrap up, how can our readers follow your work?
I’d love to stay connected! My main hub is Studio4Motion.com where you’ll find the products we’re developing and blog articles with the latest updates. You can also visit my YouTube channel, youtube.com/@TomsVisuals, for behind-the-scenes content and insights bridging art and business. Looking forward to staying in touch!
Thank you for offering such valuable insights into the art of remote selling. We wish you continued success.
Thank you so much for the opportunity to share my thoughts! Wishing you and your readers all the best in your journeys. Let’s keep inspiring each other. 🙂
About the Interviewer: Chad Silverstein is a seasoned entrepreneur and Thought Leader with over 25 years of business experience. He has founded, operated, and exited multiple companies and now builds into a handful of high impact CEOs. Chad has launched multiple online communities, including a recent leadership development platform, and also serves as a strategic advisor for Authority Magazine’s thought-leader incubator program. To learn more and connect with Chad visit: chadsilverstein.io
Tom Haberman of Studio4Motion On Mastering the Art of Remote Selling in a Post-Pandemic World was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.