While so many of us are still sheltered in place during the pandemic, I’ve noticed a spike in interest for creating a tarot or oracle deck and selling it. This is particularly relevant to artists and spiritual creatives who are looking into a stream of income that might help them stay afloat through uncertain economic times.
For you, we’ll talk numbers in self-publishing vs. traditional publishing. If this subject matter is really of interest to you, then read on. Don’t just watch the video, because I left a lot out of that video, which I’ll get to in this companion post.
Addendum to the Discussion on the Advance
The reality is most deck creators are not going to be receiving an advance.
If and when they do, it’s well below the $10K figure I used for hypothetical purposes in the video.
If you have no history of publication and no established platform to prove your marketability, the opening offer a publishing house gives you in the contract is not likely to contain any terms for an advance payment. As I noted in the video, the advance will be something you’ll need to have thick enough skin to counter-offer for. However, $10K advances for decks most certainly exist.
Is the advance even important? Earnings wise, no. An advance is nothing more than a pre-payment on the projected royalties you’ll earn. If you receive an advance, that dollar amount is deducted from your royalties check and you won’t even receive a check until you’ve earned out your advance. If you don’t receive an advance, your royalties checks begin immediately.
But when a publisher pays an advance, they become more invested in the success of that project, so they’re more likely to make you one of their frontrunners. They’ll put in more promotional and publicity efforts. They’ll send out more review copies of your deck. You’ll get more of that VIP experience.
The down side to receiving a big advance is if you do not earn out, you can kiss a second publishing deal goodbye. So a lot of strategic thinking needs to go in to deciding whether or not you even want an advance.
Focus on the Royalties Schedule
Focus on the royalties. If you believe you’ve got what it takes to promote your own deck or you know you’ve got enough clout via your platform that you can bring in the sales, then focus on negotiating higher royalty percentages, or a multi-tiered schedule, as noted in the video.
Is the “12,000 decks sold” figure for a mass market deck unrealistic?
Maybe. I don’t know.
I’m only a mid-tier content creator, and when I was selling Spirit Keeper’s Tarot, had only about 10K followers on YouTube and just a little over that figure on Instagram. I did not advertise my deck at all. Zero advertising.
I sent a circular out via my e-mail newsletter, on my own Instagram feed, on this blog, and on my YouTube channel. That’s it. And I sold 3,000 decks in 6 months, and the only reason I didn’t sell more than that in 6 months’ time is because my print run was capped at 3,000. Based on my conservative projections, I could probably have sold 2,000 more within that period, but I just didn’t have decks to sell. I underestimated the demand for my supply.
So a major publishing house with worldwide distribution channels who can get your decks on the shelves of all the bookstore chains and metaphysical shops around the country should certainly be able to sell 12,000 decks in 12 months if I can sell 1,000 decks through social media posts only in 7 days (that’s how many days the First Edition SKT was up for pre-orders before I sold out).
For hypothetical calculation purposes, I set the time frame for one fiscal year, but even if you don’t sell 12,000 decks through a traditional publisher within Year 1, selling 12,000 decks over the course of a few years is certainly reasonable.
SELF-PUBLISHING AN INDIE DECK
Production costs vary wildly
To calculate overhead, I used standard indie specs: 350 gsm, standard finish, no special bells and whistles, though I included cost of gilding (gold edging), standard tarot size of 2.75″ x 4.75″, a standard 1200 gsm two-piece box, plus a small little white booklet (not a full-on full-color guidebook, but just one of those flimsy LWBs that fit in the box with the deck).
If a deck creator deviates from that standard in any way, costs begin to fluctuate. Any customization at all is going to hike up your overhead costs. So you cannot compare the production cost of, say, my SKT decks with an oversize deck featuring a whole bunch of customized finishes, metallic gold and silver stamping, ribbons and charms stuck on the box, with unique, proprietary, custom-size packaging, etc. Those two different deck specs will be in entirely different ballparks of cost.
Business earning secret: focus on Net Profit
At the starting point, the first thing you want to do is project your sales earnings and focus on the net profit you want to earn per deck. Ignore gross sales. Gross sales is meaningless to you.
Yes, be realistic about what you want your net profit to be, but also yes, be optimistic and confident. It’s got to be a healthy balance, and yes, that takes some skill, acumen, and high-level intuition.
Decide, in a committed way, what you want your net profit per deck to be. Is it $40 net profit? $30? $20? Once you decide on what your net profit should be per deck sold, tinker with everything else so you can maintain that net profit per deck.
That may mean you need to cut back on some of those crazy customization specs you had wanted in deck production. Maybe you need to raise the retail price of your deck by $1, or $2. If you raise your price, you have a whole set of considerations and factors to work through– will buyers still buy if you raise the price? At what set point will you start to lose your buyers?
I’ll give you a real life example of how focusing on your net profit can save your business. Read: “When 8 mm = $5,000 and Other Tarot Deck Creator Musings.”
And that was for 1,000 decks. Had it been for 2,000 decks, it would have been $10,000. 3,000 decks– $15,000 projected loss.
Short summary of what happened: I had wanted to make one teensy, tiny, what I thought to be a totally minor change to my product design. But because I made it a rule to filter every decision through the net profit lens first, I was able to catch the problem: that minor change would have ended up costing me an additional $5,000 in expenses for 1,000 decks.
Another example: After completing the black and white line drawings for the First Edition SKT, I sincerely did not think it would sell well– not because I didn’t think it was a spectacular deck, I mean, every artist thinks what she’s created is spectacular. But I understood the nature of my deck’s design would probably not be popular. I thought even 500 decks would be a stretch. So I didn’t want to front too much pocket money and risk losing out.
If I had focused on how much money I had to spend, I would have gone with a print run of 500 decks instead of 1,000 for the First Edition. My overhead for 500 decks would be higher per unit than if I went with 1,000 decks, because the higher your order quantity, the lower your cost per unit with your factory. Since I did not focus on how much money I had to spend but instead, focused on the net profit consideration model, even if I could only actually sell 500 copies of my deck, it still made more sense to order 1,000 decks and technically “spend more money” than to order 500. I hope I’m making sense.
When you commit your focus to the net profit number, you make smarter business decisions in everything else. When you go to get estimates for packing material costs, for example, you’ll run it by your net profit number to see if certain tiers of costs change your net profit. Maybe you realize you need to add more content or features to increase the appeal and marketability of your product so that you can charge a higher dollar amount and maintain the net profit set point.
You’re just less likely to make bad business calls if you commit to maintaining that net profit number. That said, the cap holding you back should be your ethics. So you also need to start with an established code of ethics and commit to never breaching your own code of ethics. Your code of business ethics is what will keep you in check between net profit and losing yourself.
Is self-publishing a deck really a viable stream of income?
Well obviously that depends.
In my Launching a Tarot or Oracle Deck course, I really get into how to critique your own product and how to tweak it so it’s marketable, without compromising your artistic vision.
The good news is what becomes a hot bestseller is not necessarily contingent on how talented of an artist you are. And… that’s also the bad news. =)
Concept matters, a lot. Marketing strategy matters even more.
I would never misrepresent by saying anyone at all can become a successful indie deck creator. What I am saying is if you are already an artist with some basic know-how in graphic design and you can write complete sentences about cartomancy, and you’re willing to do a lot of work, then you have a very, very good fighting chance at hitting the net profit figures I mention in the video.
Context matters, a lot
Without context, these numbers seem magical. They’re not.
Take into account the number of hours an artist works on deck art, the hours writing any companion texts, the hours spent on graphic design, product design, layout, and formatting, the hours of research and communications to get all your ducks in a row for the production ball to roll, the hours spent writing up marketing copy and trying to promote and publicize your deck, the hours spent on accounting and business admin, the hours you spend doing quality control, packing decks, printing mailing labels, filling out forms for international shipping, checking international shipping rates, hauling boxes of packed decks into the trunk of your car, driving to the post office, handling customer service, and stalking lost packages for customers who report that their order is missing.
Take all of that into account and suddenly the earnings feel abysmally low, not high. Because if you account for the sheer quantity of hours worked divided into those net profits, you are making about living wage, and that’s it.
Earning $90k as a small business is very different from earning $90k at a 9-to-5 desk job. With the desk job, you’re working 40 hours a week, with vacation days, sick days, and paid time off, healthcare benefits, and a 401k. Earning $90k as a small business, you’re working closer to 100 hours per week if not more, no sick days, and no healthcare.
And then think about deck projects that are joint works. What if you’ve hired a professional artist? Or a professional graphic designer to help you with the layout and formatting? What if you’ve hired someone to write your companion guidebook? What if you need to consult a lawyer, or a CPA?
This was just about the numbers
Please bear in mind that the scope of this video was limited. I just wanted to focus on the numbers. I didn’t focus on the intangibles.
In addition to the factors I mentioned toward the end of the video, when you self-publish a deck, you are full-on running a small business. It’s no longer about your art or spirituality. The moment all artwork is done, you can no longer think like an artist. You’ve got to think like an entrepreneur.
And because you are a sole proprietor, you are the CEO, you are the CFO, you are customer service, you are the marketing director, you are public relations, the communications director, all the way down to warehouse manager, data analyst, bookkeeper, administrative assistant, personally packing and shipping every deck, and runner, having to make frequent trips to the post office. You need to know international import-export regulations. You need to understand tax. You need to understand relevant laws. You’re going to get a lot of papercuts. You’re probably going to do some permanent damage to your eyesight and if you’re packing every deck while stooped over with hunched spine, you’re probably going to throw out your back, too, while you’re at it.
When you’re under a traditional publishing house, your publisher is a bit like your gladiator. They fight a lot of the fights for you. When you’re an indie deck creator, you have to roll up your sleeves and fight your own fights. And that’s while and in addition to doing everything else that needs to be done!
“Okay Bell, but these numbers do not apply to me.”
Mm… I have some thoughts. If you’re saying that because you think these numbers are too high for you, why do you believe that? (On the other hand, if you are saying these numbers are too low and conservative, then fair enough. You’re better at all this than I am, for sure.)
Nevertheless, fair enough. There are a ton of factors for consideration, so I get it. To start, if you are self-publishing your deck with a print run of 500, unless you’ve got some insider connections with a factory, you won’t be able to make $40 net profit. That cannot be your set point because at a print run of 500, you don’t have enough negotiating power to get a good deal on cost per unit. You’re going to be looking at the $20 net profit set point instead.
(This is why earlier I said a business secret is to focus on the net profit set point model and run every business consideration through that filter– you’ll make savvier business decisions that way. See, if you order 500 copies with $20 net profit and you sell out, that’s $10,000 you’ve earned, i.e. 500 x 20. If you order 1,000 copies with $40 net profit and you only sell 500 copies, 40 x 500, you earn $20,000.)
If you go the traditional publisher route and you want to run projection calculations for your royalties, follow the math formulas provided in the video. I showed you all my work so it should be pretty straightforward to repurpose with your own numbers.
For self-publishing, in the course I offer, I give you worksheets to help you with the math. That way you can calculate your production overhead and realize your net profit set point. Then, from there, do the math to estimate or forecast your own net profits. =)
In the discussion on traditional publishing contracts, we’re focusing on negotiated deals for tarot or oracle decks, not books. Book contracts are different from deck contracts.
In the discussion on self-publishing, I’m referring to production costs for a bulk purchase order with an overseas factory, and I’m not referring to print-on-demand services. The figures for print-on-demand will be very different from what’s covered in this video.
- How to Create and Self-Publish Your Tarot or Oracle Deck
- Writing and Publishing Nonfiction in the Mind, Body, Spirit Category (Free)
- Negotiating a Nonfiction Publishing Contract & Basic Copyright Law for the Tarot Professional
FURTHER READING & RESOURCES
- Checklist for Deciding Between Traditional and Self-Publishing
- Diary of a Deck Creator. Log of entries documenting my deck design, creation, production, and business process
- (For Books in the Mind, Body, Spirit Category) Earnings Comparison Table: Traditional vs. Independent Publishing