Business of Design ™ | Interior Designers, Decorators, Stagers, Stylists, Architects & Landscapers
Kimberley Seldon
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Business of Design is a coaching community for independent interior design professionals—designers, decorators, stagers, stylists, architects and landscape designers. Join to gain access to more than 100 design management courses. Change happens now....
Available episodes
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1 day ago
EP 193 | Resilience with Andrew Mitchell
When the hits just keep on coming, resilience allows us to persevere. In this episode, we’ll talk interior design coach, Andrew Mitchell about how to develop and foster resilience through gratitude, empathy and mindfulness.
In this episode we learn:
- stop pretending you have your sh*t together and ask for help.
- seek balance by feeding all areas of your life
- nurture relationships in your community
- practice gratitude—start a gratitude journal
- practice empathy with the people in your life and people you don’t know
- replace negative self-talk with kind and encouraging words
- practice mindfulness; be present
- commit to the above activities and schedule time to practice them in your diary. Positive change comes with equal measure of intention (knowing what you want more of) and attention (applying yourself to make it happen).
To learn more on this topic and guest, please visit
https://businessofdesign.com/podcast/ep-193-resilience/
Oct 20, 2020
EP 192 | Operations Manual with Jodie Carter
By now, you may be convinced that written, repeatable systems are the key to your success as a business owner. Great. Now what? It’s time to write the Operations Manual, says Sydney designer, Jodie Carter.
In this episode we learn:
- written systems allow you to delegate effectively
- hiring is simple, once you have the systems written down
- each task can be broken down successfully
- to experience more organization and control on projects
- pass tasks on to staff with ease
- no more micro-managing
- take weekends back
- spend more time designing.
- run projects with less chaos
- an operations manual creates company value
Learn more on this topic and guest at https://businessofdesign.com/podcast/ep-192-operations-manual/
Oct 14, 2020
EP 191 | Creating Value with Camal Pirbhai
We continually deliver quality and value to clients by relying on the trades, suppliers and manufacturers who make us look good each and every time. In this episode we hear insights from a soft furnishings expert, one of Kimberley’s A Team.
In this episode we learn:
- designers should demand more from their workrooms
- there are endless variations which will create custom looks
- when the budget is tight, spend more on fabrication and less on material
- pay attention to hardware when you want to make a statement
- quality installation is the only way to ensure window coverings will hang perfectly
- never skimp on hiring the best trades
To learn more about this topic and guest, please visit
https://businessofdesign.com/podcast/ep-191-creating-value/
Oct 6, 2020
EP 190 | Learning the Hard Way with Courtney Otte
Being new to the industry and starting a design business at a young age will definitely teach you some hard lessons, and as design professionals, I’m sure we’ve all made a silly mistake or two. Hopefully we can all learn from these lessons and each other’s mistakes so we don’t have to go through the pain of repeating them.
In this episode we learn:
- Design professionals hesitate to go into business because they think they need to take another class, but you’ll learn more working on actual projects
- Do not be afraid of failure, we learn and grow from these failures
- Be extra careful when confirming details with contractors, trades and suppliers through text or email, if you’re not this could lead to some very expensive mistakes
- If your clients have to ask you a question after they read your contract then you need to change your contract, it should already answer all of their questions
Learn more to grow your business at https://businessofdesign.com
Sep 29, 2020
EP 189 | Well Styled with Margot Austin
To create the most compelling photos of your projects, you must do more than just document the space. By working with a team of professionals that includes a photographer and an expert stylist, you’ll be able to produce a narrative that markets your services to your ideal client or the publication you want to pursue.
In this episode we learn:
- the stylist oversees art direction; providing direction for the overall narrative of the story
- preparing for the photo shoot is a huge percentage of the effort that leads to great results
- avoid the cliches—stilettos and a Kelly bag on the floor of the entrance or the Hermes blanket on the sofa
- always put the toilet seat down for shoots
- your chances of getting published increase when you work with a stylist who is connected to the magazine you want to appear in
- before scheduling the photo shoot, determine where you will use the images
- a stylist helps when the designer is too close to the interior or “over it” because they’ve been working on the project for years
- compelling photography is not documenting the home; it’s just capturing the magic
Learn more to transform your business at https://businessofdesign.com
Sep 21, 2020
EP 188 | Can You Be Friends With Clients with Isabel Gomez
Is it possible to be friends with clients? Belgian designer Isabel Gomez has all the answers and specific reasons why identifying your ideal client is may be the boost your business needs.
In this episode we learn:
- working for friends is possible—just follow the rules
- taking responsibility gives you the opportunity to make positive changes to your method of working
- narrowing down the description of your ideal client informs every decision you make
- absolutely everything you do has to be intentional and related to your ideal client
Learn more to grow your business at https://businessofdesign.com/podcasts
Sep 14, 2020
EP 187 | Copy That with Margot Austin and Hillary Smyth
Precise and compelling copy that harmonizes with your best images can entertain, inform and delight your audience, but it also needs to establish your authority and brand position. There are specific strategies that will allow you to capture the attention of the clients you want to work with now and in future.
In this episode we learn:
- use direct, simple language, short sentences and present tense
- use adjectives sparingly
- develop words and phrases that reflect your brand and use them often.
- be lighthearted, not juvenile
- start with the main point
- tailor the writing style to suit the platform
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Sep 7, 2020
EP 186 | Close the Sale with Nikki Rausch
The sales process, whether you love it or hate it, isn’t about you. It’s about the client. Sales coach Nikki Rausch says there is a right way to engage the client and close the sale.
In this episode we learn:
- sales is something you do with a client, not to a client
- how to prepare yourself for the sales process
- dog calling vs. cat calling energy
- a 5-step process for sales
- most people will not make a decision to hire you, unless you ask them
- issue a final invitation for the client to buy
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/ep-186-close-the-sale/
Aug 31, 2020
EP 185 | Design Matters with Isabel Gomez
Designers don’t just make spaces nice or pretty or even gorgeous, we create experiences that make spaces matter to the people who use those spaces. Whether it’s a bedroom, or a kitchen, an office, a restaurant, or a garden, the work we do improves and enhances the lives of so many others.
In this episode we learn:
- quality takes time
- before we can design, we have to diagnose the actual problems
- we do clients a disservice when we only give them what they ask for
- we have a huge impact on people’s lives
- designers impact their client’s lives in meaningful and lasting ways.
Learn more to grow your business at https://businessofdesign.com
Aug 17, 2020
EP 184 | Design It, Build It with David Supple
When we graduate from a design or architect program and start working, it’s pretty likely our education is only just beginning. Architect, design build expert, David Supple says the insecurity we feel in our first jobs is similar to how you might feel as a chef, if you had never cooked, but had to create recipes. Becoming an expert takes time. Surround yourself with people who have the skills you don’t, and you can speed up the process and serve the clients.
In this episode we learn:
- education doesn’t end with formal programming
- preparation before the design process is critical to success
- someone has to take the lead on the project
- expertise is built over time
- a cohesive team of experts is the best way to satisfy clients
- create a love it and loathe it list prior to hiring
Learn more to grow your business at https://businessofdesign.com
Aug 10, 2020
EP 183 | BOD™ Alert | Protocol Adjustments COVID-19
2020 will definitely be one for the history books! As cities and countries wrestle with pandemic challenges, what’s happening to the design professional’s business? Cheryl Horne, Janeen Laudenback and Kimberley Seldon discuss how projects and clients have changed and what we can do to protect ourselves.
In this episode we learn:
- how to discuss new protocols for site visits
- to prepare clients for much longer lead times
- how to consider the comfort level of your clients and your trades
- what protocol adjustments are required because of COVID-19
- how to get trades on site safely for Trade Day™
Learn more to grow your business at:
https://businessofdesign.com
Aug 3, 2020
EP 182 | Asked and Answered Part 2 with Kimberley Seldon
Each month, members of Business of Design™ gather to discuss and resolve their most pressing issues. The questions vary from fees to retainers to client and trade management and everything in between. In this episode we open the mic so you can listen in.
In this episode we learn:
- how to handle the client who wants to do the purchasing
- resistance from real estate agents when it’s time for a site visit
- when to use markup and project management fees
- when there’s too much info on your website
- saying no is not easy, but sometimes it’s the best answer
Become a member of Business of Design™ and join us for the next member's only webinar: https://businessofdesign.com/how-it-works/
Jul 27, 2020
EP 181 | Asked and Answered Part 1 with Kimberley Seldon
Each month, members of Business of Design™ gather to discuss and resolve their most pressing issues. The questions vary from fees to retainers to client and trade management and everything in between. In this episode we open the mic so you can listen in.
In this episode we learn:
- pricing the consultation for a developer
- what boundaries to place around a consultation with the developer
- the right BOD™ contract for project management fees
• what verbiage to use re. project management
- why managing your vendors works in your favor
- are we obligated to return to a project that has gone off the rails
- why and how to use a retainer
- are you looking for the client who sorts for the cheapest or best solution?
Learn more to grow your business at https://businessofdesign.com.
Jul 20, 2020
EP 180 | You Are A Brand | REPEAT
“People don’t buy our product. They buy the belief that we can create and deliver the product. They buy our brand.” Bruce Philp, author Consumer Republic.
Having a brand, and filling a particular brand space gives consumers the confidence to hire you.
In this episode we learn:
- 3 components of a healthy brand
- why outsourcing your brand experience makes sense
- how corporation (or the appearance of one) gives a client confidence
- three ways small business owners give away their power
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/ep-180-you-are-a-brand-repeat/
Jul 13, 2020
EP 179 | The Power of an A Team with Holly, Phoebe and Justine
As a design professional, most of us cannot do our work without the help of others—a team. Ideally, a team of individuals who make us look good consistently, project after project. We call that an A Team.
In this episode, we learn:
- licensing, thus far, is not meeting the needs of the interior design professional
- creating a niche for your skillset positions you as an expert
- being fully responsible for vendor selection works for us and for the client
Learn more to grow your business at https://businessofdesign.com
Jul 6, 2020
EP 178 | Tale of the Chronic Under-charger with Kimberley Seldon
Although many creative professionals identify with the label of “chronic under-charger”, too few are able to wrestle free from the self-inflicted bonds. There is no honor is staying stuck or staying broke.
In this episode we learn:
- business owners need to know costs
- clients need to know price
- why flat fee proposals can be more challenging to get right
- creative professionals need to understand costs and resources in order to create a price for services
Learn more to grow your business at https://businessofdesign.com.
Jun 29, 2020
EP 177 | Who's Running Your Business with Holly, Phoebe and Justine
Who’s running your business today? Is it going to be my fearful, insecure self? Or is it my confident, brave, determined, grateful self? Running a business takes guts, drive and passion. Finding a tribe, a group of people that can push you to lean into your authentic, brave, knowledgeable self, and ask for help when you need it, can energize you as a business owner and renew your confidence.
In this episode we learn:
- you don’t know everything, but you know a lot—own your power
- beware of the temptation to turn your power over to others, who may not be as well-suited to running your business, as you are
- the right tribe can become your company’s board of directors
- delegating is critical—get rid of those tasks you do not enjoy, or are not expert at
Learn more to grow your business at https://businessofdesign.com.
Jun 23, 2020
EP 176 | Make It Matter with OMFGCO
With any design problem to solve, it’s easy to make it pretty, but hard to make it matter. Choosing visionary clients and beginning every project with a beginner’s mind, allows you to listen to what the client wants and needs and solve for what matters most.
In this episode we learn:
- say yes to projects that are backed by clients who share similar values to you; pass on those that do not.
- get clear on what defines success for a project
- start with a beginner’s mind when researching and gathering information, even if you’ve done similar projects in the past
- good ideas can come from anywhere.
- everything is an opportunity—no project goes as planned, so lean into the challenges that come up along the way to find creative solutions that embrace the reality of the situation in an elegant and thoughtful way.
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Jun 15, 2020
EP 175 | Time for Change with Kimberley Seldon
As a young designer, just starting out, Kimberley made some big mistakes. Change may be hard, but staying stuck is impossible.
In this episode we learn:
- the boss makes the rules
- you’re the boss, make new rules
- it’s possible to change anything and everything in your current method of operation, but first, you must let go of what isn’t working
Jun 8, 2020
EP 174 | Control Your Money, Control Your Life with Brad Clinard
If you’re not in control of your money, you are not in control of your life. Mind blowing. YES! Financial Planner, Brad Clinard shares advice for taking control of finances, right this minute.
In this episode we learn:
- establishing a financial plan for your business. It will help you navigate life transitions and create a brighter future
- any “loss” can negatively impact us if we don’t work through the grief
- know your dashboard of crucial financial data
- get organized and take part in understanding all your financial data
have a written plan
- save now, no matter how little
Learn more about this topic and guest at:
https://businessofdesign.com
Jun 1, 2020
EP 173 | Beyond the Story with Julia Feldmeier
These days, designers have the challenge of not only unpacking who their client is and how they really live, but also in sussing out a person's authentic style and preferences—not simply what they think they're supposed to like based on what they see in their Instagram feed. Getting beyond the story leads to deeper connection and better results.
In this episode we learn:
- it takes effort to uncover who your client really is, underneath the veneer of who she is presenting herself to be
- observing a client at home, in her natural habitat, tells you far more than listening alone
- people are wired to give the answer they think you want to hear
- emotions are powerful, find out how your client feels
Learn more to grow your business at https://businessofdesign.com/podcasts
May 25, 2020
EP 172 | What to Read Now with Emma Navajas - PLUS Bonus Spanish Episode
The business self-help aisle at your local bookstore (or on Amazon) is overrun with recommendations. Business of Design™ member Emma Navajas narrows in on recommendations the BOD™ community needs now.
As a bonus, at the end of this episode, Emma repeats her book recommendations for our Spanish speaking audience. ¡Qué maravilloso!
In this episode we learn:
- Emma’s fave books for the interior design creative, in four categories—business skill, negotiation skills, etiquette and mind set.
Learn more to grow your business at https://businessofdesign.com
May 18, 2020
EP 171 | Fix This Next with Mike Michalowicz
The biggest challenge a business owner frequently has, is knowing what the biggest challenge is. If you just, “trust your gut,” when it comes to tackling a challenge, you’re likely to steer your business down the wrong path. So, how exactly can the business owner determine where the focus should be? Author and entrepreneur advocate, Michael Michalowicz shares his diagnostic formula with Business of Design™.
In this episode we learn:
- why the business owner struggles and gets stuck
- what is the business hierarchy of needs
- how to navigate getting unstuck
Learn more to grow your business at https://businessofdesign.com
May 11, 2020
EP 170 | Write Your Book with Anna-Carin McNamara
Writing a book is something many designers dream of doing but very few sit down to make it happen. Anna-Carin McNamara did write her book, and “Make a home to Love” not only showcases her gorgeous design work, it speaks to her process and philosophy, offering clients a permanent record of her expert aesthetic.
In this episode we learn:
- a book of your design projects is a business card on steroids
- stop thinking your skill set is all intuition, there is a process, write it down
- writing a book can help you define and refine your process
- it takes discipline to write the book, schedule time
Learn more to grow your business at:
https://businessofdesign.com
May 4, 2020
EP 169 | Start With The End In Mind with Nicole McGuire
Start with the end in mind. Isn’t that what we do, as designers? Clients come to a design professional with a vision of what they want to create—the end product or goal. Then, it’s our job to reverse engineer the design process to reach that goal. Acting as lead on the project, gives us the best opportunity for success.
In this episode we learn:
- there are only 13 states that do not require licensing for general contractors
- a contractor’s licenses can be beneficial, but doesn’t necessarily protect consumers
- build a strong relationship with trades and contractors
- build a double bottom-line
- start with the end in mind
Learn more to grow your business at https://businessofdesign.com.
Apr 27, 2020
EP 168 | Working Remotely with Rebecca Ward
Silver lining alert: it’s likely, this forced slow down will help us all be more comfortable with technology and working remotely. There are distinct advantages to being “remote ready”, including positioning your firm to take on those lucrative, out of town projects. Interior designer Rebecca Ward shares her strategies for successfully working remotely.
In this episode we learn:
- embracing technology has advantages in efficiency
- a business phone line (not your cell) is the best bet
- access your financials from anywhere
- track tasks more efficiently
- share and access all client and business files regardless file size
- instant, searchable conversations with your team are possible
- track every minute of the task you are working on and export it to a log sheet invoice
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Apr 23, 2020
EP 167 | BOD™ Business Alert - April 23, 2020
Rather than wait for business to return to normal, let’s accept that everything has changed and the new normal might even be an improvement. In this episode, Kimberley makes some predictions about opportunities that will be a direct result of the current world crisis.
In this episode we learn:
- trade up—reconsider trade relationships and make positive changes
- introduce a contract between you and your trades (Resource Guide to Excellence)
- staff up—reconsider staff (independent contractor) relationships and make positive changes
- make time now to work on your business, finally
- embrace new technology; it’s here to stay
- get ready to have less competition and more runway for the work you love
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Apr 20, 2020
EP 166 | It's All My Fault with Christie Leu
The surest sign of business maturity is the willingness to take responsibility and ownership for everything that’s happens in your business—especially those things which go wrong. BOD™ member and DC designer, Christie Leu says when there’s a problem, “it’s all her fault,” and that means, she can correct anything that isn’t working.
In this episode we learn:
- look at jobs that went wrong and find what you could have done to make them better
- consider how to fix or avoid a problem in the future
- improve communication with clients and contractors with better written systems
- be responsible for choosing who to work with and when to walk away
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Apr 16, 2020
EP 165 | BOD™ Business Alert - April 16, 2020
Not sure what the next step is? Now is a perfect time to hit pause. Use this time of enforced slow down to reconsider all the aspects of business—those you love and those you like less. It’s also, according to Kimberley, a perfect way to improve your business with no down side.
In this episode we learn:
- polish your sales pitch
- fine tune your website so it appeals only to ideal clients
- give yourself permission to say no for a short while, if that feels good
- consider passing jobs to other design friends if you don’t want them now
For more to grow your business, visit:
https://businessofdesign.com/podcasts
Apr 13, 2020
EP 164 | Reconsidering Expenses with Lindsay Kjellberg
Now is the perfect time to reconsider everything in your business life. Business of Design™ member, Lindsay Kjellberg suggests a closer look at expenses will help you discover what changes you can make now and in the future.
In this episode we learn:
- it’s ok to feel the feelings—grief, sadness, anger
- categorize expenses into green, yellow and red light
- block increments of time to devote to business
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Apr 9, 2020
EP 163 | BOD™ Business Alert - April 9, 2020 with Kimberley Seldon
Right now, for a limited time only, each one of us has a one-time-get-out-of-jail-free card. Use it to change anything or change everything that’s not working 100%. You will never have a better time to recommit or start fresh.
In this episode we learn:
- yes, you can raise your rates to repeat clients (even now)
- yes, you can lay off staff and let go of weak trades
- yes, you can focus on ideal clients only
- yes, there is never going to be a better time to do what you want with your business
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Apr 6, 2020
EP 162 | Expert at Not Giving Up with Nikki Fisher
If you’ve been in business longer than a couple of months, you are already familiar with the proverbial ups and downs—and yes, we are going to hit some bumps ahead for the foreseeable future. Still, when the going gets tough, what’s your default? BOD™ member Nikki Fisher says, she’s an expert in not giving up. That’s an attitude that will come in very handy during the next months.
In this episode we learn:
- show up at industry events and expand your network—put yourself out there (online works too!)
- be curious and learn adjacent skills such as how a cabinet maker draws millwork
- it’s possible to feel isolated in a crowd, the trick to connection is authentic sharing
- get active at Business of Design™
- form a local peer support group
- set up meetings with vendors, suppliers, contractors and trades to create lead generation
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Apr 2, 2020
EP 161 | BOD™ Business Alert - April 2, 2020
Kimberley shares some wisdom from recessions past and encourages members to avoid chasing cash and focus on profitability. Yes, even now.
In this episode we learn:
- why chasing income, rather than profits, is a big mistake
- avoid doing anything that delays the discomfort of making the tough decisions
- borrowing money can postpone the inevitable and keep you stuck in the past
- negotiating fees is never a good idea, but offering a different (and well priced service) might be a good idea
For more to grow your business, please visit:
https://businessofdesign.com/podcasts
Mar 30, 2020
EP 160 | Talking to Clients Now with Maricke Emanoilidis
In this episode, we consider immediate dilemmas facing interior design professionals right now. Rather than guess at how clients are feeling, Kimberley goes straight to the source and asks one of her clients to share her insights with our community.
In this episode we learn:
- how to advise clients who are ready to move forward with a project
- how to prepare clients for what might happen a few months down the road
- how to diplomatically ask for payment on overdue accounts (not if you are using BOD™ 15 STEP Project Management Strategy)
- don’t make assumptions about what clients want or are willing to do now
- use levity to soften an awkward conversation
- share your own vulnerability and awkwardness
To learn more on how to grow your business, visit:
https://businessofdesign.com/podcasts
Mar 26, 2020
EP 159 | BOD™ Business Alert - March 26, 2020 with Alexa Ralff
Are you determined to survive the impending recession by fine-tuning your systems and procedures? Designer Alexa Ralff is. This busy and talented designer shares her insights and strategies for success now and in the future. Spoiler alert—it’s all about process.
In this episode we learn:
- double down on your processes
- reconnect with old clients by text or email
- update existing clients with what’s next with your business
- post photos of your office on insta to remind people you’re working
- post photos of your favorite installs as a reminder of your fab work fab
Learn more to grow your business at:
https://businessofdesign.com/podcasts
For more BOD™ Business Alerts and to find out about all the free support Business of Design™ is providing to its community and members during this time, please head to: https://businessofdesign.com/business-alert/
Mar 23, 2020
EP 158 | BOD™ Business Alert - March 23, 2020 with David C. Baker
Now, more than ever, your ability to survive the impending recession will depend on the quality of your business decisions today. Entrepreneurial expert, David C. Baker shares some insights into what is to come and what to avoid.
In this episode we learn:
- what does it mean to be a lagging indicator
- resist the urge to widen your positioning
- resist the urge to chase cash, rather than profits
- get ready to make the tough decisions
Learn more to grow your business at:
https://businessofdesign.com/podcasts
See all that Business of Design is offering to help you survive the current health crisis at:
https://businessofdesign.com/business-alert/
Mar 18, 2020
EP 157 | BOD™ Business Alert - March 18, 2020
Effectively immediately, BOD™ is supplementing its regularly scheduled podcasts with ongoing BOD™ Business Alert podcasts. The BOD™ Business Alerts will focus on narrow topics that are relative to you right now and drop with greater frequency than our weekly BOD™ Podcast programming.
To register for one of the events mentioned in this episode, please head to https://businessofdesign.com/events/
Mar 16, 2020
EP 156 | Kimberley’s Journey with Andrew Mitchell
Although it wasn’t a straight path, Kimberley’s journey as an interior designer took her on an adventure that ultimately lead to Business of Design™. Design Coach, Andrew Mitchell asks Kimberley about her history as a designer and how it led to this amazing community of members.
In this episode we learn:
- systems will change your life
- mistakes are costly and painful; however they are exceptional opportunities for learning
- education is essential and the learning never stops
To learn more to grow your business at:
https://businessofdesign.com/podcasts
Mar 9, 2020
EP 155 | Drinking from a Fire Hose with Kimberley Seldon
If you’re just discovered Business of Design™ or you’re sitting on the fence because making changes seems overwhelming, listen to Kimberley’s advice on how to get started.
In this episode we learn:
- start where you are; tackle your biggest pain points first
- take BOD™ 15 STEP Project Management Strategy in order from 1-15
- confidence comes from systems
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Mar 2, 2020
EP 154 | Goal Setting with Andrew Mitchell
If you’re run a design business for any length of time, you know the stakes are high. There are bound to be mistakes along the way, but strategic goals can keep you on a path that ultimately leads to success.
In this episode we learn:
- goal setting is important because
- long-, medium- and short-term goals keep you moving
- the value of BIG goals
- attachment vs detachment
- how to get into action
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Feb 25, 2020
EP 153 | Architects and Designers with Ramona Albert
It is possible for interior design professionals to develop close and meaningful relationships with architects, but it requires a greater understanding of what each professional contributes. Spoiler alert, designers do more than pick furniture.
In this episode we learn:
- the best projects employ a full team from day one
- developers often lead the project, hiring an architect for structure and then no one for interiors
- big egos get in the way of a successful project
- lots of problems are resolved by agreement around who is acting as project lead
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Feb 17, 2020
EP 152 | Pricing Creativity with Blair Enns - Part 2
It is possible to earn the respect of clients and trades while charging what you’re worth. Possible, but rarely easy. Pricing for Creativity author, Blair Enns and Kimberley Seldon discuss the merits of value-based pricing, while anticipating some of the largest obstacles in this two-part conversation.
In this episode we learn:
- the value we pass on as designer’s is (in part) a feeling—the client feels elated when the project is complete
- the biggest asset of value-based fee model is extraordinary profits
- profitability is a test you must pass
- act like a professional, lead the client through the project
Learn more to grow your interior design business at:
https://businessofdesign.com/podcasts
Feb 10, 2020
EP 151 | Attracting Clients Through Social Media with Kate the Socialite
Time spent on social media, provided there’s a targeted sales method in place, can attract ideal clients who want to buy the services you provide. In this episode, we learn a simple strategy for growing and maintaining a sales funnel that gets results.
In this episode we learn:
- a simple plan for getting traction on social media
- a step by step process for creating a sales funnel
- what a lead magnet can do
- the power of the niche
- what modern newsletters should look like
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Feb 3, 2020
EP 150 | Pricing Creativity with Blair Enns - Part 1
It is possible to earn the respect of clients and trades while charging what you’re worth. Possible, but rarely easy. Pricing for Creativity author, Blair Enns and Kimberley Seldon discuss the merits of value-based pricing, while anticipating some of the largest obstacles in this two-part conversation.
In this episode we learn:
- make sure your brand is not positioned as a commodity
- a client’s real power is hiring an alternative to you
- a designer’s real power stems from self-esteem
- always rely on policy, rather than feeling or inclination
Learn more to grow your business at https://businessofdesign.com/podcasts
Jan 29, 2020
EP 149 | BOD™ Conference Take Aways with Kimberley Seldon
Kimberley shares insights from Business of Design™ Conference | Las Vegas.
In this episode we learn:
- why an operations manual is right for you
- why a checklist for ordering custom furniture will change your life
- how important it is to stay on the beam and not break your own rules
- why you need to be confident, to be the expert
- you can make seven figures as a design professional
Learn more to grow your business at https://businessofdesign.com/podcasts
Jan 20, 2020
EP 148 | Designing for the Senses with Andrew Richmond
To create a fully satisfying client experience with each design project, consider all five senses.
In this episode we learn:
- sight—colours, patterns, prints, contrasts of light and dark
- scent—aromas that evoke a mood and eliminating unpleasant odors
- touch—varied texture on the walls, floors and furniture
- sound—pleasant background music, comfortable acoustics and the elimination of unpleasant noise or anything that impedes hearing
- taste—consider selection of plates, cutlery and glassware to enhance the taste of food and beverage
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Jan 13, 2020
EP 147 | Plan For Your Business with Bob Minhas
There are benefits to creating a business plan—even if you’re already in business for yourself. Consider these five checkpoints to creating a robust creative offering.
In this episode we learn:
- interview existing clients (or clients you wish you had) to uncover primary motivations and pain points—two valuable pieces of information that will allow you to shape your best offer
- identify your ideal client and then focus exclusively on marketing to that person
- narrow your focus to what your ideal customer wants and needs (not what you want to sell)
- establish the value of your offer—use price as a differentiator
- test your "offer" with people who fit your ideal client profile
- when pricing, start where the market is (not lower!)
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Jan 6, 2020
EP 146 | KS Why Be The Boss REPEAT
Too many go into business with an idealized or romantic view of what it’s going to be like to “be the boss”. If you’ve been talking about the benefits of owning your own business but not living the benefits, this episode is for you.
In this episode we learn:
- the common lies we tell ourselves about owning a business
- how to take control of your life as the boss
- being the boss is a choice
- the difference between a job and a business
Learn more to grow your business at:
https://businessofdesign.com/podcasts
Dec 30, 2019
EP 145 | I've Got Questions with Marylou Sobel - Part 2
What makes an ideal client, how t0 charge for the “magic” we provide, and a fabulous way to stay connected or reconnect with clients. Award winning Australian designer, Marylou Sobel, has questions in part two of this episode.
In this episode we learn:
- narrow your focus to grow
- follow BOD™ 15 Step Project Management Strategy as prescribed
- send a survey to clients to gain valuable insights
- delegate more so you can concentrate on designing
Learn more to grow your business at:
https://businessofdesign.com/podcasts/
Dec 23, 2019
EP 144 | I've Got Questions with Marylou Sobel - Part 1
Hourly fees vs. flat fees and how to handle the generalist within. Award winning Australian designer, Marylou Sobel, was more confused than ever after listening to a specific Business of Design™ Podcast about flat fees. Kimberley answers her questions and provides a better understanding of which fee structure works best.
In this episode we learn:
- when you set an hourly fee, it is built for profit, not just for covering overhead
- some clients like flat fees and some like hourly fees, there is no one-size-fits-all
- when in doubt, hourly fees are less risk to the design professional
- handling a client who wants you to deviate from your process
- specialists make more money than generalists
- follow BOD™ 15 Step Project Management Strategy as prescribed
- full service means nothing
Learn more to grow your business at:
https://businessofdesign.com/podcasts/
Dec 17, 2019
EP 143 | Creative Boost with Donald M. Rattner
It’s possible to boost the creative talents of designers—and the clients they work—by tapping into scientific triggers for creativity. Architect Donald M. Rattner shares the science behind enhanced creativity.
In this episode we learn:
- creative triggers can be physical or intellectual
- your own workspace can be adjusted to assist and support creative power
- there are colors that can assist how much creativity we tap into
- how we are oriented in a room can impact creativity
- curved shapes put us in a more creative mind
- research says we are at our creative peak between 9 am – 1 pm
- stress is the number one creativity killer
- consider idea seeding—allowing your brain to work on a creative problem during sleep
Learn more to grow your business at:
https://businessofdesign.com/podcasts/
Dec 9, 2019
EP 142 | Working ON Your Business with Annie Elliott
To run a successful business, it’s vitally important to make time to work ON the systems and protocols that keep ensure projects run efficiently and effectively. DC designer Annie Elliott took this advice to heart and transformed her business—one system at a time.
In this episode we learn:
- make time to work ON your business.
- a good bookkeeper is your partner in financial matters
- select a software program can tell you what your gross, net and profit margin
- follow your own rules
- small projects take just as much time and effort as large ones, but they are far less profitable
- review job descriptions from time to time
- take time to analyze the income from past projects and spot the patterns
- plant seeds of interest with the press
Learn more to grow your business systems at:
https://businessofdesign.com/podcasts/
Dec 2, 2019
EP 141 | Yes, You Can with Kimberley Seldon
Most of us will do anything to avoid change, even if it means staying stuck or staying miserable. Sometimes we are so invested in staying the course, even when a situation is lousy, that we’ll dismiss a new idea or concept outright, thus missing the opportunity to make dramatic improvements to the bottom line and to client satisfaction.
In this episode we learn:
- thinking, “I can’t”, is the surest way to stay stuck
- trying something you are positive won’t work, might change your life for the better
- if you are a BOD™ member, use the systems as described before you decide you can’t
- find a method that sounds reasoned and try it
Learn more to grow your business at:
https://businessofdesign.com/podcasts/
Nov 25, 2019
EP 140 | Journey To Entrepreneurship with Sakina Khawaja
The journey to entrepreneurship is not always a straight path. Sakina Khawaja shares lessons from her own journey, 17 years in the making.
In this episode we learn:
- eliminating tasks that don’t bring you joy can free you up for more meaningful work
- outsourcing done well turns into additional revenue
- trial and error is more painful than following the advice and direction of someone who knows
- if you do the work yourself, it does not cost nothing—it costs your most valuable resource… time
- test multiple messages when launching an online campaign; eliminate the ones that aren’t as powerful
Learn more to transform your business at:
https://businessofdesign.com/podcasts/
Nov 18, 2019
EP 139 | Why I Love Scope Creep with Kimberley Seldon - Repeat
Every designer who’s worked on a flat fee basis has experienced the monster that is scope creep. Although the vast majority of freelancers consider scope creep to be negative, there’s another side to the story—a positive side. In this episode, Kimberley looks at how to protect yourself from the negative aspects but allow room to embrace the positive aspects.
In this episode we learn:
- the dual personalities of scope creep
- how to automatically get paid when scope creep occurs
- how scope creep can also be a sign of trust
- how thoroughness increases profits and clients will love you for it
Learn more to grow your business at:
https://businessofdesign.com/podcasts/
Nov 11, 2019
EP 138 | The Me Factor with Dr. Ganz Ferrance
Back by popular demand, Dr. Ganz Ferrance shares an inventory process from his new book, The Me Factor that will help you spot the signs of burnout before things go too far. He’ll also share his insights on the vicious cycle you can find yourself in by investing too much time in social media.
In this episode we learn:
- spot the signs of burnout
- feed yourself well (spiritually, emotionally and physically) and heal
- ask yourself regularly, “is this working for me?”
- don’t set a boundary you cannot keep
- how to spot the liar within
Learn more about this topic and guest at:
https://businessofdesign.com/podcasts/
Nov 4, 2019
EP 137 | Make It Magnetic with Valerie Foley
Making your business magnetic is the surest way to attract clients, but it starts as an inside job. As a service industry provider, you are the business, so you have to be positive and enthusiastic for your clients while maintaining a clear and present channel for your own well being. Balance is a myth, but equilibrium is attainable, and very attractive.
In this episode we learn:
- each of us determines how successful we want to be
- your thoughts shape your destiny
- consider a value proposition be if you understood homes are sacred
- brand evangelists are your best opportunity for promotion
For more on this topic and guest, please visit:
https://businessofdesign.com/podcasts/
Oct 28, 2019
EP 136 | Hiring, Firing and Performance Reviews with Aysun Kuck
Although hiring, firing and performance reviews are rarely the stuff entrepreneurial dreams are made of, they are elements that come into play as your practice grows. Aysun Kuck has worked with Kimberley Seldon Design Group for more than 20 years, running an office that consisted of 13 designers plus support staff.
In this episode we learn:
- a process for hiring is the surest way to get quality staff
- candidates who do not follow the basic rules for the hiring process should be immediately disqualified from the process
- firing is an inevitable part of the job
- saying yes to every opportunity, without restrictions is not the best way to grow your brand
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/
Oct 21, 2019
EP 135 | Time Tracking vs. Value Based Fees with Tim Williams - Part 2
Flat fees vs. hourly fees—we could have this debate forever. While no system is perfect, Tim Williams, a professional marketing expert, believes value based flat fees provide a superior way to price for your expertise.
In this episode we learn:
- if you do not handle project management, you will most likely never get a finished photo to use in your portfolio
- consider how disintermediation (cutting out the middle man) might impact your business
- price in phases to give clients options
- avoid pricing your services only to cover your overhead
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/
Oct 14, 2019
EP 134 | Confessions of an Organized Designer with Kimberley Seldon
In this solo podcast, Kimberley shares insights from her journey to reorganize her business and her life—paving the way for Business of Design™. She weaves funny examples from her interior design practice with parallel topics from a BOD™ member-recommended book, Confessions of an Organized Homemaker by Deniece Schofield. Thank you Monica Ashbrook for the great recommendation.
In this episode we learn:
- there is a ‘u’ in every excuse, what’s yours?
- inventory is an essential part of uncovering what is no longer working
- have a system for your consultation bag
- taking 2 minutes to think before you act saves hours
Learn more on this topic and other systems to run a successful interior design firm at: https://businessofdesign.com/podcasts/
Oct 7, 2019
Ep 133 | Time Tracking vs. Value Based Fees with Tim Williams - Part 1
Flat fees vs. hourly fees—we could have this debate forever. While no system is perfect, Tim Williams, a professional marketing expert, believes value based flat fees provide a superior way to price for your expertise.
In this episode we learn:
- a service is always more valuable before it’s delivered
- provide detailed assumptions in your contract
- price in phases
- avoid pricing your services to only cover your overhead
- consider a razor and blades strategy for pricing
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/
Sep 30, 2019
EP 132 | Sales and Shopping Channels with Alli Mang
If you’ve dreamed of being on television (and so many design professionals have) than you’ll love hearing from guest expert Alli Mang. She is a multi-million dollar brand ambassador who knows how to sell. In fact, she wrote the book on it. Sold Out shares insights into peak performance selling in the high stakes environment of shopping channels.
In this episode we learn:
- sales is a main part of the job when you get yourself on tv
- always sell the experience, rather than the object
- film yourself selling mundane objects for 3 minutes, 30 minutes and 3 hours
- in an audition you’ll have 3 seconds to sell yourself
- always sell to a single person rather than to “everyone”
- set an intention around who you want to sell products to
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/
Sep 23, 2019
EP 131 | Cool Girl's Guide to High Point with Marisa Wilson
12,000,000 square feet of showrooms. Yup. 12 million. 180 buildings, 2,000 showrooms and 75,000 people—that’s what you’ll find when you get to High Point Market. If you’ve never been or you need to conquer the market this time, then listen to veteran market goers Marisa and Kimberley tell you how it’s done.
In this episode we learn:
- set your intentions ahead of time and include education, networking, buying and social time into your schedule
- have a plan or you’ll end up running around in circles
- group desired showrooms by building and schedule visits accordingly
- stay organized and have a system for keeping photos, business cards and product info retrievable
- wear comfy shoes and get social; lots of parties to attend
- be present and include time for self-care
Learn more to grow your business at:
https://businessofdesign.com/podcasts/
Sep 16, 2019
EP 130 | Install Week - Part 2 with Kimberley Seldon
Business of Design™ provides independent designers, decorators, architects, stagers and landscapers with a systematic approach to client satisfaction. Relying on BOD™ 15 STEP Project Management Strategy to produce Satisfaction by Design™. In this two-part episode, Advocate in Chief and interior designer, Kimberley Seldon shares a week in the life of a project, focusing on STEP 10.
In this episode we learn:
- give yourself extra time for install days
- it’s worth any amount of trouble to fix small annoyances during the STEP 10
- even when everything is planned to the last detail, be prepared for surprises
- verify all appliances and mechanics are working before your clients arrive for the reveal
Learn more to grow your business or catch up on Part 1 of this episode at:
https://businessofdesign.com/podcasts/
If you want to run projects like a boss, sign up for membership today.
https://businessofdesign.com/how-it-works/
Sep 9, 2019
EP 129 | A Partnership for Your Design Business with Smith and Ragsdale
If you’re a solopreneur, chances are you’ve fantasized about finding a partner who would take on all the challenges of running a business. For these lucky pairs, the fantasy became a reality. In part two of this two part series, we talk to Abby Smith and Abbey Ragsdale about how they make it work and what you should consider before you take a partner.
In this episode we learn:
- things to avoid when choosing a partner
- prepare a business plan (partners and solo-preneurs)
- a partnership creates natural accountability
- choose a partner with a skillset that differs from your own
- consider a test run, where you collaborate on a project before officially becoming partners
- discuss all the contentious issues up front—salary needs and expectations, time off allotments, style of compromise, etc.
Learn more to grow your business at: https://businessofdesign.com/podcasts/
Sep 2, 2019
EP 128 | Install Week - Part 1 with Kimberley Seldon
Business of Design™ provides independent designers, decorators, architects, stagers and landscapers with a systematic approach to client satisfaction. Relying on BOD™ 15 STEP Project Management Strategy to produce Satisfaction by Design™. In this episode, Advocate in Chief and interior designer, Kimberley Seldon shares a week in the life of a project, focusing on STEP 10.
If you want to run projects like a boss, sign up for membership today.
In this episode we learn:
- even small projects have an exhaustive list of details to manage
- there will always be a few holes to fill, so an extra day or two for the process is the difference between success and near-success
- there is an art to organizing the movers for install days
For more strategies to transform your interior design business, visit: https://businessofdesign.com/podcasts/
Aug 26, 2019
EP 127 | A Partnership for Your Design Business with Toledo Geller - Part 1
If you’re a solopreneur, chances are you’ve fantasized about finding a partner who would take on all the challenges of running a business. For these lucky pairs, the fantasy became a reality. In part one of this two part series we talk to Jessica Geller and Virginia Toledo about how they make it work and how you might find a partner of your own.
In this episode we learn:
- consider placing an ad to enlist help in your design firm, if it’s a great fit, then you can talk partnership
- when the economy slows, it’s important to reassess who your clients are and appeal directly to them
- you don’t necessarily want to choose a friend or family member as a partner
- vet carefully anyone you want to introduce into your business; hire them on a project basis first
- assign specific tasks to each partner, look for complementary skills
- if there is an issue with your partner, deal with it directly
- consider a non-designer as a partner, perhaps a contractor, builder, architect or land…
Aug 19, 2019
EP 126 | Building In Wellness with Allan Lopes - Part 2
We all know design matters and in this two part series with Healthy Building expert, Allan Lopes we’ll discuss key issues that differentiate your services from the competition, while simultaneously promoting health and well-being within your interior design and decorating projects. Your clients will thank you.
In this episode we learn:
- bathing water should be filtered for purity, the same way drinking water is
- reducing electro-magnetic fields in the bedroom is good for sleeping
- proper air-filtration is vital to health
- consider an indoor garden or living plants to improve air quality and psychology
For more on this topic and guest, please visit: https://businessofdesign.com/podcasts/ep-126-building-in-wellness-part-2/
Catch up on Part 1 of this series at:
https://businessofdesign.com/podcasts/ep-123-building-in-wellness-part-1/
Aug 12, 2019
EP 125 | What Logging Hours (carefully) Reveals with Nathan Vanags
BOD™ member and interior design professional Nathan Vanags shares his insights after logging his hours for the first time. Yes, logging hours can make you more effective, whether you are working on an hourly fee or flat fee basis.
In this episode we learn:
- carefully logging hours shows you how productive employees and independent contractors are
- carefully logging hours allows you to gauge who needs more work and who is overwhelmed
- carefully logging hours allows you to focus on one task at a time and succeed at that task
- carefully logging hours allows you to gauge how much time you need for specific tasks
- carefully logging hours forces you to complete tasks in the allotted time
- consider incentives for team members to increase the number of billable hours (always with integrity)
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/
Aug 6, 2019
EP 124 | Design Intervention BOD™ Is 15 with Kimberley Seldon
Business of Design™ is turning 15! Since 2004 we’ve been educating, motivating and inspiring interior design professionals just like you. In honor of our upcoming birthday, Kimberley shares her 15 favorite Design Intervention™ moments from the BOD™ Podcast.
In this episode we learn:
- 5 reasons you should raise your rate
- the value of knowing what you’re worth
- the power of saying no
- why confidence matters and how to get more of it
Learn more design interventions at https://businessofdesign.com
Jul 29, 2019
EP 123 | Building in Wellness with Allan Lopes - Part 1
We all know design matters and in this two-part series with healthy building expert, Allan Lopes we’ll discuss key issues that differentiate your services from the competition, while simultaneously promoting health and well-being within your client projects.
In this episode we learn:
- science suggests, a design that speaks to an individual rather than the masses and feels “personal”, is beneficial in a variety of psychological ways
- bringing the concept of wellness into design projects will create a career that is purposeful
- in rooms you use frequently, artificial lighting that mimics nature’s circadian rhythms promotes well-being
- any time you take nature out of the equation, there is going to be an imbalance
- speak to your electrician about the CRI (color rendering index) of the light bulbs you specify
- products with formaldehyde off-gas for years following installation
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/
Jul 22, 2019
EP 122 | Earning and Keeping a Client's Trust with Alex Gourlay
Trust is the elusive ingredient that creates a strong bond between the design professional and his/her client. Clearly defined boundaries and impeccable integrity allow trust to grow as a project moves forward.
In this episode we learn:
- trust is earned in incremental steps, through integrity and clearly defined boundaries
- systems create definable benchmarks by which everyone on a project can measure trustworthiness
- building trust with your clients begins with your website
- honoring all timelines—written and verbal is essential to building trust
- make it easy for your clients to reach you
- ask potential clients why they are renovating/decorating now to uncover the emotional reasons behind the project
Learn more ways to fast track your business at:
https://businessofdesign.com/podcasts/
Jul 15, 2019
EP 121 | Custom, But Not The Way We've Always Done It with Frank Eybsen and Heather Zeilman
Business of Design™ knows the success formula for creative professionals is 80% business + 20% creative. Once you get the 80% streamlined (hint: you do that by using the systems, protocols and strategies we teach at BOD™) you can lean into being creative. Specifying custom furniture on projects gives you an ideal opportunity to use those creative skills, elevate your brand and be more profitable.
In this episode we learn:
- the industry is changing, and designers can embrace some of the changes and learn to adapt to or get ahead of the others
- systems improve efficiencies in all areas of your business, but especially when specifying custom furniture
- custom furniture elevates your brand and makes you more profitable
- be clear about how you work and don’t shy away from talking about fees, markups or anything else that allows you to stay in business
Learn more on these topics and guests at:
https://businessofdesign.com/podcasts/
Check out BuildLane at: http://bit.ly/buildlane
Jul 8, 2019
EP 120 | Growing on Your Own with Jaime Galapo
If being the boss doesn’t give you perks, then why be the boss? Listen to south Florida designer Jaime Galapo who talks about her transition from big corporate design firm to launching her own boutique business.
In this episode we learn:
- 5 strategies to support growth
- it’s all about relationships, ask questions and show interest
- your network is your net worth
- outsource when you’re strapped for time
- meet new trades on their existing job sites to see how they work
- if being the boss doesn’t give you perks, then why be the boss?
For more on this topic and guest, please go to:
https://businessofdesign.com/podcasts/ep-120-growing-on-your-own/
Jul 1, 2019
EP 119 | Networking for Interior Design Pros with Tania Bell
In the design industry it’s paramount to have a quality team of suppliers, trades, manufacturers and makers behind you, to make you look good. In addition, developing strong relationships and maintaining them with current and past clients is essential to grow long-term success and keep your pipeline filled. Melbourne designer, Tania Bell says effective networking is how to succeed.
In this episode we learn:
- you can learn to network effectively
- it’s ok to lead with an authentic conversation opener—one that shows you are feeling vulnerable
- be prepared with an exit strategy if the conversation isn’t what you are looking for
- questions allow the other person to open up and get comfortable with you
- create a system or procedure for how you look after referral partners
- schedule regular phone calls, emails, texts, coffee catch ups or even lunch, so that you can keep a new contact in the loop
- don’t feel compelled to answer design questions at a party or networking events…
Jun 24, 2019
EP 118 | How TV and Media Portray the Interior Design Professional with Kimberley Seldon
Interior design professionals are frequently lauded in the media for the results we achieve. Too often though, how we achieve those results is relegated to the editing room floor. It seems we can’t rely on television reality shows, glossy magazines or social media influencers to tell our story. It’s a hero’s journey and it’s time we advocate for ourselves.
In this episode we learn:
- the value of sharing the whole design process with clients and potential clients; not just the good parts or the highlights real
- why consumers have a hard time knowing who they can trust
For more on this topic or Business of Design™ please visit:
https://businessofdesign.com/podcasts/ep-118-how-tv-and-media-portray-interior-design/
Jun 17, 2019
EP 117 | Never Give Your Power Away with Weston and Cristy Blankenship
Yes, you can be a creative and a powerful business owner. Take it from creatives Weston and Cristy Blankenship. They lost everything (we’re talking bankruptcy and homelessness) only to find they could start again and succeed by setting a new intention and stepping up to the challenge of being the boss. You (right now, whatever your circumstance) have the power to change your business and your life.
In this episode we learn:
- It’s never a good idea to surrender your power
- fear-based decisions are rarely constructive
- a higher rate will push you to excel
- the value of boundaries
Learn more on these topics and guests at:
https://businessofdesign.com/podcasts/ep-117-never-give-your-power-away/
Jun 10, 2019
EP 116 | Slow Down and Enjoy the Ride with Eric Gorges
The only way to hear the still small voice is to slow down. Of course, that’s easier said then done, like most worthy goals. In this episode we talk to a master craftsman about the process, the journey and the joy.
In this episode we learn:
- a slower approach to the creative process can yield surprising results and allow you to see and know more
- consider and appreciate your origin story
- maybe it’s time to use all the colors in the crayon box again
- sometimes it’s good to just make a decision, regardless of whether it’s right or wrong
- supporting and appreciating local artisans and craftspeople is good for all of us
- perfection is an illusion; let that s^#t go
- tell clients the story of special objects—how they are made and info about the artist
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/
Jun 3, 2019
EP 115 | The Never Open Bag with Lori Steeves
Clients hire an interior design professional for a variety of reasons, but certainly they are looking for direction and guidance. Too often, designers hesitate to make strong recommendations out of fear or a lack of confidence. It’s time to own your projects and confidently make suggestions.
In this episode we learn:
- a secret weapon to boost your confidence at the presentation
- too many options are never a good thing
- it’s ok to hold firm and allow your client to consider your suggestion (don’t rush in to provide another option)
- amp up your intake to learn more about clients
- techniques for working through major resistance to ideas
- how to get a yes out of clients
Learn more on this topic and guest at:
https://businessofdesign.com/podcasts/ep-115-never-open-bag/
May 27, 2019
EP 114 | Mindfulness for the Interior Design Professional with Kimberley Seldon
In this episode, Kimberley explores her personal search for mindfulness. Is this a tool that can be used to keep you focused on tasks, and therefore more productive? Yes. Is it also a tool you can use to create a better experience for your clients? Absolutely.
In this episode we learn:
- to consider the stress that extra “stuff” can place on your consciousness
- it may be time for a digital detox
- how meditation can center and calm you
- it’s ok to talk to clients about clutter
- how to diplomatically help clients let go of items with sentimental value
Find out more on this topic and access resources mentioned in this episode at:
https://businessofdesign.com/podcasts/ep-114-mindfulness/
May 20, 2019
EP 113 | A Super Mom Powers Her Interior Design Business with Lindsay Kjellberg
Many people think being a parent is the toughest job there is—even tougher than running a design firm! In this episode, Kimberley asks interior designer and mother of five, Lindsay Kjellberg to share techniques that work as well at the office as they do at home.
In this episode we learn:
- protocols and systems make it possible to succeed every day
- boundaries provide comfort and safety
- limited choices provide comfort and safety
- 100% honesty is not totally necessary
- set expectations early and then stick to them
For more on this topic and guest, please visit:
https://businessofdesign.com/podcasts/ep-113-a-super-mom-powers-her-design-business/
May 13, 2019
EP 112 | What Not To Do with Layers and Layers
Our suppliers and trusted resource providers can offer a wealth of insight into how to run our businesses more efficiently and profitably. Seeking their advice can save you from making costly mistakes and position you to succeed.
In this episode we learn:
- present the whole project (renovation and fixtures and furniture) to clients at one time
- give clients an opportunity to know luxury—don’t deprive them
- hold your opinion, even if a client is balking at the suggestion
- systems, period
- rely on specialists to know all the things you don’t (and can’t possibly) know
- you don’t have to know everything; you just have to know who to ask
Learn more about these topics and guest at:
https://businessofdesign.com/podcasts/ep-112-what-not-to-do/
May 6, 2019
EP 111 | Hiring To Scale Your Business With Toledo Geller
Although we learned a lot in design school, many of us felt unprepared to run a business. It’s never too late to reengineer your business into what it might have been on day one.
In this episode we learn:
- to scale up, you must let go of some tasks
- how clarity in all areas of business is achieved by implementing Business of Design™ 15 STEP Project Management Strategy™
- creating one system has a snowball effect that improves all adjacent tasks
- an operations manual will save time and prevent chaos
Learn more about this topic and Toledo Geller at:
https://businessofdesign.com/podcasts/ep-111-hiring-to-scale-your-business/
Apr 29, 2019
EP 110 | What They Don't Teach You In Design School with Sarah Vermunt
Although we learned a lot in design school, many of us felt unprepared to run a business. It’s never too late to reengineer your business into what it might have been on day one.
In this episode we learn:
- there are 2 ways to navigate your career
- why clarity must come before strategy
- how boundaries are only part of the solution to overwhelm
- questions to consider before starting your business (or as soon as you hear this podcast)
- should you start with a side hustle or go all in
Enter to win at: https://businessofdesign.com/podcasts/ep-110-what-they…in-design-school/
Apr 23, 2019
EP 109 | Random Thoughts and No Place to Park Them
Occasionally we have snippets of great conversation which don’t make it past the editor to air on a podcast. Why waste great information? In this episode Kimberley shares random thoughts that have not yet been explored on the show.
In this episode we learn:
- don’t be afraid of failure, embrace the learning
- accepting responsibility for everything that’s not working in your business will allow you to fix the problem and move forward
- being vulnerable, even admitting failures can be freeing
- the power of a mature business network
- when it’s time to hire, don’t hire a mini-you
For more on these topics and guest, go to: https://businessofdesign.com/podcasts/ep-109-3-random-thoughts/
Apr 15, 2019
EP 108 | Living in Place with Erik Listou
No one needs to be reminded that they are aging or have limitations. Our role as designers is to create functional, beautiful and safe environments for all of our clients, regardless of circumstances. In this episode we consider replacing aging in place with living in place.
In this episode we learn:
- replace negative terminology such as “grab bars” with neutral phrasing such as “towel bars”
- comfort is key at every age and stage
- when to use contrast and when to avoid it
- how we can do better work for our clients through education
To view the show notes on Erik’s 5 areas of the home to focus on when it comes to safety and comfort for all, head over to:
https://businessofdesign.com/podcasts/ep-108-living-in-place/
Apr 8, 2019
EP 107 | Lessons I Learned From My First Interior Design Client with Kimberley Seldon
Although we don’t always learn the lessons when they first present themselves, in hindsight, they were there. Kimberley discusses her very first design client and what she learned (or could have learned) back in 1991.
In this episode we learn:
- you determine your value and clients will oblige
- clients value your expertise when you do
- clients care about two things and you should care about those same things
- professional hours look professional
- the boss makes the rules
For more on this topic and other ways to transform your business, visit: https://businessofdesign.com/podcasts/ep-107-lessons-from-my-first-interior-design-client/
Apr 1, 2019
EP 106 | 5 Fast-Track Tactics To Use In Your Interior Design Business with Sara Malek Barney
Starting from ground zero with no clients and no formal training, we learn how one entrepreneur launched her design business using tactics she picked up in the entertainment field she worked in previously and applying her Business of Design membership.
In this episode we learn:
- a flexible business plan is a guide to growth and a catalyst to identifying what makes you stand out in the market
- contrary to popular thought, not all designers see themselves as creative
- a niche focus on young families is a long-term strategy for success
- outsourcing can support fast growth
- get comfortable with networking
- consider a co-working space to surround yourself with other business owners
Learn more on this topic and guest at: https://businessofdesign.com/podcasts/ep-106-5-fast-track-tactics/
Mar 25, 2019
EP 105 | Cooperative Work Spaces - Part 2 with LeAnne Bunnell and Swati Goorha
For some designers, a work space outside the home is a stamp of legitimacy. But a collective can offer so much more. It’s a safe place to discuss ongoing projects, a resource for new ideas and an opportunity to welcome clients into a professional atmosphere. In this episode BOD member LeAnne Bunnell She shares her journey running a cooperative work space. Then, we hear from Swati Goorha who runs a collective buying group with her partner Julie Anne Baur. If you’ve ever felt marginalized or squeezed by shrinking margins, you’ll love the conversation.
In this episode we learn:
- before you launch a collective, figure out what your intention is for the space
- remember to allow for staff, visiting vendors and client meetings when determining the size of the collective you want to join or open
- 5 must include considerations for your collective work space
- consider how many members you need to meet the financial commitments
- a buying collective can significantly increase profits o…
Mar 18, 2019
EP 104 | 5-Year Plan With Stephanie Poore
How one designer’s five-year plan guided her to success. It’s never too late to create one for yourself.
In this episode we learn:
- sound legal advice, to guide you through the initial stages of setting up the business, can be really helpful
- strategic, effective networking gets you customers and trades when you need them
- drive through key neighorhoods to find trades who work nearby
- in your first year in business, it’s ok to say yes to all the jobs, but get discerning as quickly as possible
- as projects get bigger, you can begin to define your style aesthetic
- strategies for billing out other team members
- the advantage of hiring a bookkeeper early in your career
For a copy of Stephanie's 5 Year Plan, go to:
https://businessofdesign.com/podcasts/ep-104-5-year-plan/
Mar 11, 2019
EP 103 | Your Vibe is Your Tribe with Darla Powell
Trying to be all things to all people is the surest way to confuse your ideal customer. Be authentic and see how quickly your best-fit clients will find you. Your vibe is your tribe. Own it.
In this episode we learn:
- a narrow brand helps you find your tribe
- identifying your ideal client is critical to your success
- limit social media posts to brand appropriate content
- editing past posts is time consuming but may be worthwhile
- avoid divisive topics online, nothing is private
- clients may be watching and yet not engage
- undercharging will get you what you ask for
For more on this topic and guest, please visit: https://businessofdesign.com/podcasts/ep-103-your-vibe-is-your-tribe/
Mar 4, 2019
EP 102 | Cooperative Work Spaces - Part 1 with Tawni Peterson, Martha Rosellini and Carly Nemtean
Community over competition—that’s the spirit behind cooperative work spaces created specifically for designers. In this compilation episode we hear from Business of Design member Tawni Peterson, who is thinking of creating a collective and wants to know what she should expect. We then hear from other BOD members who are currently in cooperative work spaces, running cooperative work spaces or about to launch such a venture. In this 2-part episode we’ll also learn about collective buying partnerships. Lots to learn in EP 102 and EP 105.
In this episode we learn:
- the pros and cons of collective work spaces
- the client experience of entering such a space
- vulnerability is where the magic happens
- getting to know your competition is good for you and for them
- consider your brand when choosing location and amenities
- a mixed co-op (multiple businesses represented) is a viable choice
For more on this topic, visit: https://businessofdesign.com/podcasts/ep-102-cooperative-work-…
Feb 25, 2019
EP 101 | One Less Problem Without Ya
In this solo episode Kimberley shares a recent experience where breaking her own rules turned out to be the worst possible choice. A choice that resulted in the loss of a project and lessons learned (again).
In this episode we learn:
- it takes courage to let go of a project that isn’t serving you well
- how to spot the red flags that might make you rethink your position on a project
- how to talk to trades when a project is lost
For more on this topic or Business of Design, please visit:
https://businessofdesign.com/podcasts/ep-101-one-less-problem-without-ya/
Feb 18, 2019
EP 100 | Adam Scougall's Journey To Full-Time Designer
Sydney designer Adam Scougall did what so many budding designers have dreamed about—he made the transition from the corporate world into a full-time design career. Yay!! Adam shares his insights as a business owner before and after implementing Business of Design’s 15 Step Project Management Strategy.
In this episode we learn:
- how the right contract will get you the best clients
- STEP 4 requires discipline, but it’s worth the effort
- once you have a rule or protocol, stick to it
- not billing for time spent (regardless of reason) will hurt you in the end
- how to deal with styling when you can’t borrow items
- who’s in charge when you’re not the project manager
To learn more about this topic and guest, visit:
http://bit.ly/bod-ep100
Feb 11, 2019
EP 099 | Transition To Flat Fees
It seems like everyone is switching from hourly fees to flat fees. Is it as easy as it sounds? Listen to Business Design member Jamie Ivey, who recently made the switch.
In this episode we learn:
- perils of working with a flat fee vs. an hourly fee
- too many projects may mean you are charging too little money
- there are some advantages to working in commercial vs. residential when it comes to flat fees
- condo lobbies can be a perfect place to test out your flat fee skills
- only doing consultations is a great career choice for people who want to avoid a project management role
Feb 4, 2019
EP 098 | Sales For Your Non - Selly Self
To sustain the work we do as creatives, we must learn to sell ourselves and our services. That isn’t always easy for us “non-selly” types. Fortunately, there are some simple sales strategies that we can use immediately.
In this episode we learn:
- actionable sales strategies to close the deal
- when we help customers visualize the outcome, it’s easier for them to buy
- clients are not buying furniture and fixtures, they are buying the outcome you provide
- to remind a potential client why they phoned you, ask them what about your work resonated with them
- creating a win-win situation involves assertiveness
- it’s not possible to sustain yourself if you are not earning a living
- it’s possible to work really hard and make little or no money
- if you are too busy it’s a great time to raise your rate
- identify your own money baggage
For more on this topic and guest, please visit: https://businessofdesign.com/podcasts/ep-098-sales-for-your-non-selly-self
Jan 28, 2019
EP 097 | If It Isn't Working, Change It Up
Sometimes the most difficult habits to break become a super power when you turn them around. If you’ve ever had to bust through a habit that wasn’t serving your business well, you’ll relate to our three podcast guests. Thank you to Business of Design members Elizabeth Scruggs, Christie Leu and Yaron Linett. The candid sharing and perseverance these people share is inspiring.
In this episode we learn:
- install a scheduling app on your website for those seeking a consultation or those hoping to pick your brain
- being a female contractor is an advantage for many clients; it might be worth looking into licensing
- start with a bookkeeper if you want to grow your business quickly
- consider advertising on Craig’s List when you are looking to hire
- systems and procedures are the surest way to relieve yourself of micro managing
- when growing your social media following specifically to gain more clients, make sure you constantly aware of who you are posting for
For more about the…
Jan 21, 2019
EP 096 | Before Business of Design's 15 STEP Project Management Strategy
What was it like to work for Kimberley Seldon before she had her systems and procedures in place? In this courageous episode, Kimberley interviews a designer from her past. Someone who used to work for her and is now a member of Business of Design.
In this episode we learn:
- track your time in 15-minute increments every day, and bill for every minute
- develop strong and loyal relationships with your vendors and they'll come through for you
- employees prefer money over gifts (gifts don’t pay the bills)
- ensure your contract clearly explains how you price goods and services so there are no surprises
- commit to firm dates with clients and stick to them to demonstrate integrity and build trust
To find out more on this topic and guest, please visit:https://businessofdesign.com/podcasts/ep-096-before-bod-15-steps/
Jan 14, 2019
EP 095 | How To Fix A Broken Brand
If your potential client is not converting to a paid customer, it’s possible your brand is broken. Fortunately, a brand audit, to identify weak spots, can fix the issue and increase the benefits of your marketing efforts.
In this episode we learn:
- a brand audit considers the metrics of marketing efforts
- how to create a streamlined message between diverse media channels
- how to determine if your brand is broken
- making beautiful rooms is not a point of differentiation
- six stages to audit your brand
Jan 7, 2019
EP 094 | Instagram As A Marketing Platform
If you’re like most designers (Kimberley admits to being guilty of this) you have been thinking about Instagram as a place to socialize with others who love design, rather than a place to market to future customers. This episode, and the next month of focus at Business of Design, will change all that. Let’s all grow our Instagram accounts with purpose.
In this episode we learn:
- there is a difference between using Instagram for social enjoyment and strategically using it as a marketing platform
- the difference between stories and the static feed
- how to create themes and make posting more strategic
- why it’s quality, not quantity that matters when it comes to followers
- it’s possible to modify your bio with a dedicated call to action
To take Elise's FREE Instagram Masterclass, visit: https://businessofdesign.com/podcasts/ep-094-instagram-as-a-marketing-platform/
Dec 31, 2018
EP 093 | Staging Strategies
Although staging professionals have a unique skill set homeowners and real estate agents benefit from, there are many intersections between their work and the work of other design professionals. In this conversation we learn about some of the strategies that make stagers successful.
In this episode we learn:
- having a design background can be helpful for staging, but it’s not always necessary
- less is more with staging
- the job is to appeal to a wide audience, not to the homeowner
- listing minimum pricing on your website creates transparency
- marketing to real estate agents is critical to continued work
- systems for planning, packing, unpacking and processing orders are critical
Dec 24, 2018
EP 092 | Kimberley's 10 Best Business Practices - REPEAT
For too long, many of us have acted as if the purpose of our life is to fuel our business, when in fact, it’s just the opposite. Your business should be fuelling your life and funding your lifestyle. No business can do that successfully unless it’s run efficiently and effectively. In this episode Kimberley shares her top 10 Best Business Practices.
In this episode we learn:
- systems create and maintain order
- pre-qualifying clients leads to less time on the phone, more time spent in meaningful projects
- why impeccable integrity delivers a good night’s sleep
- how evaluating your current practices allows you to make better decisions
- why firm deadlines can free up valuable time
Dec 17, 2018
EP 091 | Advocating Skills To Use In Your Interior Design Business
The path to a successful interior design firm is not always linear. Many approach a design career after working successfully in another field. Some take a detour along the way. That’s exactly what happened to Houston designer Sherry Millien, who took 7 years off to advocate for her daughter. Her years as an advocate provided the valuable communication and organizational skills necessary to run multi-facetted projects successfully between clients, trades, and vendors.
In this episode we learn:
- designers need to communicate and advocate effectively with for our clients
- choose your battles, you don’t have to win every battle to win the war
- always ask questions and don't mistake silence for agreement
- if it’s not written, it is not said
- enter a conversation with the intention to listen more than to be heard
- meet people where they are, not where you think they should be.
Dec 10, 2018
EP 090 | Barriers To Success
Any barrier to your success is most likely self-imposed. Are you ready and willing to push through to a new level? Are you ready to take responsibility for everything that happens in your business? It’s time to set an intention for 2019 and bust through barriers to success.
In this episode we learn:
- you deserve more life out of your business
- you are the only obstacle to success
- Kimberley’s top 5 barriers to success and how to bust through them
- the best way to nurture your creativity is to create systems and procedures to streamline all the vital tasks required to succeed
- being able to offer clients a quality experience nets the biggest dividends
Learn more about this topic athttps://businessofdesign.com/podcasts/ep-090-barriers-to-success/
Dec 3, 2018
EP 089 | Balance Is Better
Balance can seem like an unattainable ideal. However, developing the habit of self-assessment and being willing to ask for help can put you into greater alignment and fan your passion for business.
In this episode we learn:
- “balance” may look different for each of us
- take stock every six months, to assess what is working and what isn’t
- a lack of balance takes a toll on creativity
- a hobby that’s creative but not related (crafting, photography) can feed your soul
- a healthy, mature support group can be a powerful motor to keep your business running smoothly.
For more information on this topic and guest, visit bit.ly/BOD-ep089.
Nov 26, 2018
EP 088 | Holiday Gift Giving
Design is a competitive industry filled with thousands of designers who create jaw dropping designs. To stand out, it’s vital to create a spectacular service experience—not just during the holidays, but all year round.
In this episode we learn:
- three key factors to creating a spectacular client experience every day of the year
- asking for constructive feedback is important to improving your systems
- how to show appreciation to clients with holiday gifts
- why a consumable gift or experience may be your best choice
- to make it personal when it comes to gift-giving
Learn more about this guest and topic at http://bit.ly/bod-ep088
Thank you to our sponsor! Check out http://business.article.com/
Nov 19, 2018
EP 087 | Google Ads
Ever thought about placing a Google ad to attract the right clients? Seattle interior designer Faith Sheridan did more than that—she placed the ad…and it worked! Lucky for us, she’s sharing everything she’s learned in the process.
In this episode we learn:
- it’s worth trying something new when you feel you hit a slump
- negative key words (terms you do not want clients to find you through) are as important as key words
- you will set a budget and the ad will run until your budget is used
- prior to placing ads, consider who your ideal client is and target that person specifically
- transparency with fees drives the right customers your way
- quality is more important than quantity when it comes to ad hits
- use any software you like—it’s a tool—you will still need systems and procedures
Learn more about this guest and topic at http://bit.ly/bod-eo087
Thank you to our sponsor! Check out http://business.article.com/
Nov 12, 2018
EP 086 | Speaking Gigs with Juliette Palarea - Part 2
Stepping in front of an audience to talk about design can be thrilling and terrifying. It can also be a total waste of time if you don’t prepare yourself for the task at hand.
In this episode we learn:
- before you agree to speak at an industry event or to a group of potential clients, get clear on why you are doing it—set an intention around what you want to accomplish
- telling stories and sharing anecdotes will create a connection between you and the audience
- stepping out on a limb (high stakes) is a great position from which to try something new
- clients don’t need to change, we need to change
- there is nothing special about people who have “made it”—systems will change your life
Find out more on this topic and guest at: http://bit.ly/bod-ep086
Thank you to our sponsor! Check out http://business.article.com/
Nov 5, 2018
EP 085 | How To Apologize
When it’s time to say, “I’m sorry,” to a client, there are strategic ways to make it count. Own it, express regret and take responsibility.
In this episode we learn:
- entering “victim” mode prevents us from growing into powerful business owners
- plug loop holes in your procedures that put you in a position of vulnerability
- avoid words like if and but in your apology
- when the situation is resolved, take time to reflect on how to avoid a repeated episode in future
- explore best and worst-case scenarios
- have difficult conversations face-to-face
Find out more on this topic at: http://bit.ly/bod-ep085
Thank you to our sponsor! Check out http://business.article.com/
Oct 29, 2018
EP 084 | The Power Of Woo Woo
The formula for success is still 80% business + 20% creative. However, there’s room for some woo woo attributes within the 80%. In this episode we explore vital characteristics of the successful design pro, such as integrity, intention, confidence and reflection.
In this episode we learn:
- balance isn’t necessarily the goal, but equilibrium is
- powerful business lessons are expensive
- be clear about your expectations with clients
- set a goal and then leave the outcome to the universe
- there is no such thing as a design emergency
Find out more about this topic and guest at http://bit.ly/bod-ep084
Oct 22, 2018
EP 083 | More Money For Me - Part 2
You are master of your own destiny. You are a business owner. Yes, there are risks to making this choice, but there are also rewards. In the second part of our conversation with Craig Cody we continue to explore ways to make the financial rewards even sweeter, by keeping more cash at the end of each fiscal year.
In this episode we learn:
- choosing the right retirement plan can leave you with more money later
- hire family members to gain big tax advantages
- medical benefits can save thousands
- a deduction does not always equate to a benefit, talk to your tax professional about your thresholds
- regular communication (once a month) with your tax professional can prevent overpaying in taxes
For more information about this episode and guest, visit https://businessofdesign.com/podcasts/ep-083-more-money-for-me-part2/
Oct 15, 2018
EP 082 | Client Talks - Keep In Touch
Hear what a client has to say about keeping in touch, building a relationship, and the heartbreak that comes from working with a designer whose integrity goes MIA.
In this episode we learn:
- it’s reassuring to clients to know you are thinking about them, during and after the project
- a client’s perspective on some unsuccessful designer relationships
- having a healthy rapport with the client is vitally important but it does not substitute for a job well done
- there’s a distinction between a corporate holiday basket and a spontaneous check-in call
Find out more about this episode at bit.ly/bod-ep082.
Oct 8, 2018
EP 081 | Impetus To Change - Part 1
Heart and soul. That’s what the typical interior design professional puts into the job. However, what happens when the payoff doesn’t match all that you give to the work? Maryland designer Juliette Palarea describes hitting bottom and rethinking her entire career.
In this episode we learn:
- being vulnerable gets to more authentic conversations with peers and creates space for new ideas
- stopping old behaviors is easiest when you replace them with new (better) behaviors
- stepping out on a limb (high stakes) is a great position from which to try something new
- clients don’t need to change, we need to change
- there is nothing special about people who have “made it”—systems will change your life
For more information about this episode and guest, visit bit.ly/bod-ep081
Oct 1, 2018
EP 080 | More Money For Me - Part 1
You are master of your own destiny. You are a business owner. Yes, there are risks to making this choice, but there are also rewards. In the first of a two-part conversation we explore ways to make the financial rewards even sweeter, by keeping more cash at the end of each fiscal year.
In this episode we learn:
- it’s critical to have a system for reviewing vital numbers
- that understanding how your marketing dollars are working (or aren’t) is the best way to spend wisely
- why it’s good to watch where your biggest revenue comes from
- a quarterly check-in with your accountant pays real dividends
- to talk to an attorney and your accountant for the most comprehensive advice when it comes to incorporating
- how to use your home office deduction and help pay for that home gym or pool
Find out more about Craig Cody and get a free book giveaway at bit.ly/bod-ep080.
Sep 24, 2018
EP 079 | Careergasm
Are you happy in your career? Most of us don’t take time to even ask this important question. The bills have to be paid and we’re so busy already, who has time for reflection? Looking squarely at what you love about your current work/life situation (and what you hate) provides valuable insights that lead to powerful changes.
In this episode we learn:
- a dramatic breakdown, although uncomfortable, can give you clarity around your career
- get clarity first, then move on to strategy
- experiment with scheduling—many professionals prefer blocking tasks by day, rather than by hour
- create the schedule you want, even if it’s unconventional
- to determine where you stress spot is and then learn how to relax it
- to notice the yearning to add something new to your existing career
- how to own your inner Molly Ringwald
- identify your hell-no client and a hell-yes client
Find out more about Sarah Vermunt, get access to the Free Careergam Crash Course and (bonus!) download the first…
Sep 17, 2018
EP 078 | Role Play, KS On The Spot
Role-playing is one of the most effective tools for increasing your confidence. By having rote answers that you’ve rehearsed and memorized, you can answer questions that sometimes feel intimidating. In this episode, BOD member, Michelle Binette, turns the tables on Kimberley by asking typical client questions. Some of the answers may surprise you.
In this episode we learn:
- when a potential client phones, sell the consultation, not the project
- how to prevent clients who do not have a sufficient budget from calling, or to prompt them to increase the budget once they do call
- how to ask clients for the job
- how to say no to the wrong client/project
- a reasonable amount to charge with a living room decorating project
- why it’s important to read your contract to the client (line by line!)
Sep 10, 2018
EP 077 | More Mistakes - Part Two
More mistakes? Yup. We’ve all made them. In this episode, a continuation of EP 070, we are going to hear from another Business of Design member on mistakes she’s made as well as how to own them, how to solve them and how to avoid them.
In this episode we learn:
- get a great script to vet clients
- take control of when you onboard clients
- to let yourself consider, what’s the worst that can happen, as a way to keep yourself calm
- to make an apology without a lot of fuss or drama
- always do a debrief at the summation of a project
- consider giving potential hires a task to complete as part of the interview process
Find out more on Business of Design: bit.ly/bod-ep077
Sep 3, 2018
EP 076 | Defining “Designer” And How To Educate Clients
Is it possible for the professional designer to control the conversation when it comes to our skill set? What precisely separates the professional from the non-professional? It’s a challenging question, but Business of Design members Gail M. Davis and Courtney McLeod dig into the topic.
In this episode we learn:
- a high-end home purchase does not necessarily translate into high-end decorating budget
- why a consult fee and solid hourly rate will save you from clients who aren’t right or ready for you
- that six-figures (we’re talking salary not income) isn’t the end goal, it’s the starting goal
- it’s helpful to ask clients up front, ‘have you worked with a designer before?’
DESIGN INTERVENTION
Gail suggests hiring a branding coach. She works with a group on a monthly basis through Nicole Heymer at Curio Electro.
Courtney loves her Vision/Goal/Task Strategy.
- Vision is big picture, soul of your business
- Goals are set quarterly
- Tasks are narrowly defined and ta…
Aug 27, 2018
EP 075 | Considering Cruelty-Free Design
Sustainability has been a buzzword in the design world for years and it makes sense that we want to offer our clients options that are earth friendly. In this episode we take that commitment to another level as Kimberley explores ethical (non-animal source) options for leather and fur with a “vegan designer”.
In this episode we learn:
- ethical options exist, making it easy to offer this to clients
- in some cases the price point is higher, but that won’t deter all clients
- ethical design may be a worthwhile niche to add to your existing offerings
Find out more and get a promo code to save 20% on the Vegan Design, CEU Accredited course at bit.ly/bod-ep075.
Aug 20, 2018
EP 074 | How Committed Are You
How committed are you? We usually think of commitment as a great quality, but what if you are committed to things/systems/procedures/behaviors that aren’t working effectively? It takes courage and drive to turn around when you know you’re going down a path that will never lead to success.
In this episode we learn:
- how a switch from a well-known behavior can be scary, but still worthwhile
- how to determine if you have too many clients
- when it’s time to take action
- how to notify clients of an impending fees increase
Find out more at bit.ly/bod-ep074.
Aug 14, 2018
EP 073 | You Do You
Not every designer loves the idea of working with trades or carrying the responsibility of a large renovation. There are lots of ways, as the owner of the company, to create a business that works for you. One Business of Design enthusiast shares how she works with clients during the planning stage, but then allows them to mange the renovations on their own.
In this episode we learn:
- there are a multitude of ways to set up your business so it satisfies you, as the owner
- determining what you love to do and eliminating tasks that stress you out is a great way to create a more satisfying career
- sometimes it’s ok to “leave money on the table” (make sure you know how much money you’re talking about)
- test yourself, can you beat the timeline our guest provides
Find out more at bit.ly/bod-ep073
Aug 7, 2018
EP 072 | Collaboration Rather Than Competition
At Business of Design we believe that working together as collaborators is a better way to get ahead as an individuals. Listen in to this conversation from NYC where three design advocates explore how we can lift the whole industry.
In this episode we learn:
- when we collaborate, we help each other run better businesses
- being on an island has less upside than collaborating—don’t do this on your own
- giving trade references to other designers will keep your best trades working
- to be cautious about where your data is stored when working with sensitive information
- not all advice is good advice so be choosy
- there is no limit to what you can charge—providing you are delivering a great result
Find out more about this topic and our guests at bit.ly/bod-ep072.
Jul 30, 2018
EP 071 | Power Your Reno
Interior design professionals carry enormous risk and liability doing their jobs day in and day out. Nowhere is that more evident than when it comes to providing electrical work. Listen and learn from Steve Smith of the Electrical Safety Authority.
In this episode we learn:
- advanced planning provides you with enough time to collaborate with the experts you are working with
- always getting the proper permits for every job adds a layer of protection
- before presenting to the client, talk to your trades about what you have planned—they will give you the information and the confidence you need to talk to clients
- be careful with internet or off-shore purchases—they may not be compliant with regulations in your state or province
- knowing the difference in color temperature and in types of bulbs can improve your projects—rely on your LEC to guide you
Find out more about this topic and our guest at bit.ly/bod-ep071.
Jul 23, 2018
EP 070 | More Mistakes - Part 1
More mistakes? Yup. We’ve all made them. In this episode, and subsequently in EP 077, we are going to hear from two Business of Design members on mistakes they’ve made and how they solved them and recovered.
In this episode we learn:
- it’s important to establish the point person (who gets to make the final decision)
- never deviate from important protocol, like how to present STEP 5
- include your policy for custom items in your contract
- watch out for “friending” clients, keep it professional
Jul 16, 2018
EP 069 | Confidence And How To Get It - Part 2
Most of us are conditioned to think that confidence comes from accomplishments—succeeding at work, finding a partner, getting fit, making money, or climbing Mt. Everest. Although it’s a natural assumption, because we’re all taught to believe that external accomplishments create confidence. That’s why we look at people who have achieved what we want to achieve or have what we want, and we assume they must feel great about themselves. But here’s the shocking truth: Your external accomplishments don’t actually create confidence. Confidence expert and coach, Kara Loewentheil tells us what really works.
In this episode we learn:
- Practicing better thought work helps us avoid the flight or fight
- we don’t have to know everything
- you get hired, because you know how to figure tasks out, not because you know everything
- focus on the RESULT the client will have at the end
- remember, sometimes not having to do a bothersome task is a RESULT of hiring you too
Jul 9, 2018
EP 068 | Our Policy Is...
What’s your policy? For most of us, the policies or rules we rely on are those which serve to protect us from an unpleasant circumstance, such as not getting paid, or working on weekends, or being liable for something we have no control over. It’s worth maintaining and protecting those policies, even if, or especially if you are a solopreneur.
In this episode we learn:
- using WE language can boost your confidence
- sticking to your policies does not typically mean losing the client
- negotiating your policies often leads to further negotiations
- it’s worthwhile developing a firm policy around business hours, invoicing and collections, consultation fees, trade relations etc.
- specific language to protect your policies
Jul 2, 2018
EP 067 | It's What's Inside That Counts
We all know that good looks matter. But outside appearances never tell the whole story. With many items—sofas, chairs, pillows, bedding—what’s inside is equally important. In this episode we’ll talk about quality and value and building a better bed.
In this episode we learn:
- clients want good looking rooms, but they also want functionality, performance and value
- educating your clients about value is an ongoing job
- if your clients are asking for the “cheapest” bedding (or anything else)then
- never show clients too many options
- update a poor mattress with a feather bed
Jun 25, 2018
EP 066 | Confidence And How To Get It - Part 1
A lack of confidence can undermine any effort to be truly successful. Although most of us recognize we aren’t as confident as we’d like to be, we remain blissfully unaware of how we camouflage this lack of confidence, thus ensuring it continues to thrive. This episode is for the warrior designer in you!
In this episode we learn:
- the key to creating the career you want is confidence
- we are all taught that confidence is created by external accomplishments, but that is wrong—confidence is created by your thoughts
- when you are responsible for creating business for yourself, you HAVE to have your mindset right
- the best tool to use for confidence is to practice neutral to positive thoughts; use thoughts you can believe NOW, not positive thoughts you don’t believe at all
- the best tool to use for sales/consult conversations is to create value and communicate that value—emphasize your RESULTS
- build your confidence by changing your thoughts
Jun 18, 2018
EP 065 | Be Brave
Bravery is a job requirement. Surrounding yourself with trades and suppliers who make you look good is part of a successful strategy. It’s also important to be courageous when it comes to presenting that luxury item to your clients. Don’t stop your clients from falling in love with a splurge; show it to them and let them decide.
In this episode we learn:
- use your trade and supplier reps to do more work for you
- navigating tax laws can be challenging but you need to fill out the proper forms or orders may be delayed
- consider paying taxes as you go to save on paperwork
- get the money part out of the way right up front, be clear and concise
- know your worth and get help when it comes to communicating that
- don’t hold clients back from falling in love with something expensive
Jun 11, 2018
EP 064 | An Inside Job - Part 2
Don’t think for a moment that your salary or income is the “extra” or it’s not as important as that of your higher earning spouse or partner. That is guaranteed to keep you playing small. “Fun money is more fun when there’s plenty of it.” Kimberley Seldon
Is it possible you are holding yourself back; playing small to avoid having to step up? It’s time to embrace your inner design warrior goddess.
In this episode we learn:
- not to automatically assume responsibility for every mistake
- how to ask situational questions at the client intake meeting
- to prepare clients in advance for anything that’s likely to be challenging
- that using third party stories can illustrate how easily projects can go off the rails, and how dedicated you are to making the situation right
- it’s ok to hit the pause button if a situation becomes heated
Jun 4, 2018
EP 063 | Workout Your Business
If you’re listening in to the BOD podcast each week, you’re already motivated to get your business in shape. But if you want to transform your business and really see results, you need more than motivation, you need a gym for your business.
In this episode we learn:
- realistic goals - manage your own expectations when it comes to working on your business
- to schedule it - treat learning like a client meeting (it’s equally important!)
- where to start - build a foundation to build a stronger business
- proper form – take the guess work out of systems
- accountability is key – where to find support
May 28, 2018
EP 062 | Two Systems Freaks Geek Out
What is the secret sauce to running a mature, profitable, award-winning design firm? Systems! There’s no getting around it. Kimberley and LuAnn Nigara discuss their fave topic: systems and procedures.
In this episode we learn:
- time blocking is critical to strategy and planning
- if the client doesn’t accept your value (as indicated by price) then they should not be able to benefit from your value (as evidenced by your skills)
- when a project goes awry it’s usually because something wasn’t communicated at the beginning
- establishing a commitment to core values will amplify your brand message
May 22, 2018
EP 061 | Stay Busy, Stay Stuck
Making a decision to be excellent isn’t enough. To excel, you must take action to change the day to day issues that aren’t working in your business. Listen in to a series of private coaching calls where the talented and hardworking owner and her team share their experiences with the all-too-familiar bottlenecking that happens at the office.
In this episode we learn:
- implementation is the only way to success
- you run a “proper” firm, the moment you believe that you are
- there are multiple excuses that can keep you stuck
- delegating is harder than it sounds
May 16, 2018
EP 060 | It's an Inside Job - Part 1
As entrepreneurs in the world of design, we all stand to gain so much by working together and lifting one another up. Value and worth are an inside job. In this episode Kimberley talks to Laura Martin Bovard about how we can find and channel the mature business owner we dream of becoming.
In this episode we learn:
- that holding each other accountable to play a bigger game serves the industry as a whole
- that resolve can assist you in asking for and getting what you deserve
- if you have a “jobby” rather than a career, resolve to change, now
- structures and quality systems get you to a place of beauty
May 9, 2018
EP 059 | LA BOD Meet up
Take a road trip to Los Angeles with Business of Design. On this podcast you’ll listen in to the question and answer portion of our BOD LA Meet up.
In this episode we learn:
- how to say no to a project after you’ve completed the consultation
- clarify, verify, triple check—when you’re not the project manager
- work repeatedly with same suppliers to develop strong relationships
- effective hiring relies on systems
- a contract tells your clients how work will progress and provides a disincentive to litigation (in the unlikely event something goes wrong)
Apr 30, 2018
EP 058 | Incremental Growth
Layered, methodical growth is the most effective way to increase and enhance your business. Building your A team, finding efficiencies, learning to delegate and knowing when to let go are all part of the process of incremental growth.
In this episode we learn:
- to set time aside time for strategy and planning
- take time off from the business to change your perspective
- create a culture of inspiration for the team and an open feedback loop
- when is it time to grow
Apr 23, 2018
EP 057 | Talent Is Not Enough
Schooling offers only a small percentage of what is needed to succeed in business. The rest is on the job training. And talent, does not equal success. Instead, you’ll need to rely on structure (systems and procedures) to make it in business.
In this episode we learn:
- working for someone else is a great way to learn your craft
- a home office is a viable way to get started as an owner, and it is not a reason for charging a low fee
- talent does not equal success
- to be successful you will need to live with rules and regulations
- you do not have to agree with your client, have an opinion
Apr 17, 2018
EP 056 | Round Table at High Point
Business of Design and 30 of its awesome members travelled to North Carolina for High Point Market this week (April 2018). More than 100 designers sat in on a round table discussion that included a classic Kimberley moment, “You can watch a video on YouTube and learn how to give yourself a relaxing massage, or you can go to the Four Seasons and have Sven do it. These are two different experiences and only one leads to you wanting a cigarette afterwards.”
In this episode we learn:
- Having an hourly fee and billing that fee are two different things
- If you don't show the client the expensive item that will really make a difference in their house, they are not going to buy it
- When you raise your rates, it does not require a long-winded explanation
Apr 9, 2018
EP 055 | Shrinking Product Margins
Manufacturers must compete if they want to stay in business. It’s their imperative. We all know they are now selling directly to consumers. There’s not stopping it. However, it needn’t worry the professional design firm unduly. There are ways to define your services and attract those clients who have the means and the desire to turn a project over to a professional.
In this episode we learn:
- manufacturers must sell to stay in business
- designers can increase profit margins with strategic buying
- the impetus to market is on the design professional
Apr 2, 2018
EP 054 | Eco-Marketing
In this episode we learn:
- what is eco-marketing
- five steps to grow your social media following
- widening your base means reaching out to peers you don’t know
- creating an editorial calendar can provide focus and direction
- how many times should you be posting and to what
TAKE AWAYS
Natalie recommends, finding out which publications her target market reads and aim for special interest that is not necessarily interior design related. For example, perhaps they all read the LA times or the New Orleans Picayune. Focus on getting published there. Consider golf magazines or travel magazines like Departures.
Five steps to grow your social media following:
1. Create a content (editorial) calendar.
2. Develop a posting schedule, with specifics.
3. Post professional photos frequently.
4. Post images that are light, crisp and bright for better traction.
5. Engage frequently with your audience.
Mar 26, 2018
EP 053 | Success is a Moving Target
Ever felt sure you’d made it, only to find yourself wondering how to pay the rent a few months later? Or, were so busy you couldn’t breathe and then you realized there were no new jobs in the pipeline? Recognized and acclaimed actors sometimes feel the same way.
In this episode we learn:
- that it’s normal to think you may never work again
- why we can expect career peaks and valleys
- how to deal with professional envy
- why it’s dangerous to compare someone’s outsides with your insides
Design Intervention
Christine says, sometimes the only power we have as artists is to say no. Say no to the job that won’t satisfy you. Say no to an opportunity that doesn’t feel right. Saying no can be a powerful way to shape your destiny.
Mar 19, 2018
EP 052 | Blank Walls Are Scary
A space isn’t finished until it’s ready to photograph, right? But photography can’t happen if you are looking at a room full of gorgeous furniture and blank walls. Since buying art can be intimidating—not just for your clients, but also for you as the design professional, we turn to expert art advisor Katherine Earnhardt for tips on how to make the whole process successful and enjoyable.
In this episode we learn:
- why art is important
- the emotional benefit to clients when art is in place
- how artwork completes the space and increases revenue
- how emerging artists can meet clients’ budgets
- better ways to discuss art with clients
- ways to use a client’s own artwork when it isn’t right for the key areas
Mar 12, 2018
EP 051 | Don't Shop Me
In today’s web savvy world, there is no way to prevent clients from shopping you. Or is there? With this helpful guide, you’ll be able to avoid the worst of getting shopped by clients.
In this episode we learn:
- there is no way to prevent clients from shopping you, but you can minimize it
- transparency develops trust and provides clients with confidence in your ability to manage their project
- what it takes to tighten up your image so clients will trust you more quickly
Mar 5, 2018
EP 050 | Fewer Better
Strategic planning can take your business to a sweet spot where the fewest possible number of clients leads to the greatest number of benefits. Designer Carly Waters discusses how she hones her approach on social media to appeal to those few clients who are just right for her.
In this episode we learn:
- to use your own space to create a portfolio when you start out
- how getting more clients may be less appealing than getting better clients
- the advantages of creating a single vision so it's easy for your ideal clients to find you
- being selective about clients is a privilege and it's a worthy goal
- that editing your former Insta posts can create a more streamline image
- to ask for work from friends and family
- to host a party at your client's finished home/condo
Feb 26, 2018
EP 049 | Better At LinkedIn
Are you taking advantage of everything LinkedIn has to offer? Susan Kates shares her tips for strengthening your LinkedIn profile.
In this episode we learn:
- how consistency across all platforms will improve your brand
- differentiating between all the social media platforms, what to use when
- it’s worthwhile to research the key words that describe what you do and who you are, create a slogan
- client surveys can help you narrow your focus
- set an intention around how you want your LI profile will work for you
Feb 19, 2018
EP 048 | Independence In Marketing
Independent interior design firms can create robust marketing plans that speak to the passion, talent and business acumen clients are looking to hire. In this episode Maury Riad of Fuigo shares some fundamentals for marketing.
In this episode we learn:
- we can protect the artistic legacy of our community and market our independent businesses
- differentiating between all the social media platforms, what to use when
- a three-pronged approach to solid marketing
- how to build awareness, credibility and trust, making it easier for clients to hire you
Feb 13, 2018
EP 047 | If it's free, you are the product
Industry disruption, mysterious mergers and what does it mean for you, the design professional? No, the sky is not falling, but it may be time to pivot and take a more active approach to marketing and managing your business. In this episode, we hear from two industry peers who have a different take on this month's big merger between Houzz and Ivy.
In this episode we learn:
- that historical behavior is a good indicator of future behavior
- it's important to read the terms of service before jumping onto a new platform (and keep a copy of the agreement when you signed up)
- you are not a victim, you have choices
Feb 5, 2018
EP 046 | Increasing Visibility
We see you. Hiding there in plain sight. Step out in front of the spotlight says designer Rachel Moriarty. She’s got tips to immediately improve your visibility on line and in front of potential clients.
In this episode we learn:
- key to success is being authentic enough to attract those clients who will love working with you
- how to develop Know Love Trust with potential clients
- start talking, live videos will get you an immediate audience
- why investing in yourself can pay off big
Jan 29, 2018
EP 045 | STEP 11 The Client Reveal
After months of hard work everything is on the line with the client reveal. How to set this moment up for success is Kimberley’s topic today.
In this episode we learn:
- you can’t run a marathon your first day out on the track, nor can you create projects that run smoothly if you start with STEP 11
- why having the client onsite for STEP 10 is a big mistake
- what gifts are appropriate for the big client reveal
Jan 22, 2018
EP 044 | Avenues Of Learning
We all learn differently. Most of us need multiple points of reference to really learn something and absorb it on a core level. Interior designer LeAnne Bunnell works hard at growing her business and improving her skills and she shares that knowledge with us here.
In this episode we learn:
- key to success is having your financial processes in order
- hiring a bookkeeper is a small investment that pays big dividends
- surround yourself with mature business owners who aren’t converplaining
- be an active participant in the experience of learning
Jan 15, 2018
EP 043 | Designing Outside The Box
If you’ve been relying on the same style, the same tried and true suppliers, and not taking the occasional creative risk, you may be missing out on an opportunity to provide clients with spaces that are truly one of a kind.
In this episode we learn:
• how to source one of a kind items
• why getting clients involved in the creative process can feel good
• what to do when you hit a creative roadblock
• working in a high-low modality can leave room for the occasional splurge
Jan 8, 2018
EP 042 | Onsite during STEP 10 - Live
Things get a little hectic during STEP 10. Listen in as Kimberley interviews her own trades during a typical installation process.
In this episode we learn:
- how to prep for STEP 10
- how to prepare clients for inevitable deficiencies
- what it takes to create a successful installation for clients
TAKE AWAYS
To check out behind the scenes photos of a typical installation day, visit http://businessofdesign.com/podcasts
Jan 3, 2018
EP 041 | 5 Apps You Need Now
Everyone needs that person in your life who tells you about the latest app or technology you should try. Kimberley’s go to resource for what’s next and what’s great is Lindan Courtemanche from Heuristic, a boutique branding firm. Lindan shares her fave apps for small business owners like you.
In this episode we learn:
- 5 fave apps for small business success
- 2 guilty pleasures for art enthusiasts
- best advice for your own contract
- never confuse what you like with what’s required to fulfill on the strategy
Take Aways
- Lindan describes Trello as post it notes on steroid. A riff on the Japanese organization model, Kanban boards.
- If you are working with remote teams, these apps will change your life. Dropbox & Box.
- Kimberley is now hooked on Scannabal. It’s really useful for copying notes on job sites; leaving a hard copy with trades or client but having a backup copy ready to go.
- Receipt Bank is an amazing tool for cutting down time when it comes to logging receipt…
Dec 26, 2017
EP 040 | Closing The Sale - Repeat
We're ending this year off with a listener favorite. If you are eager to turn potential clients into paid ones, then you’ll love hearing what Aysun Kuck had to say about the process in EP 014 | Closing the Sale - Part 1. This episode was a two-part series, so be sure to go back and check out EP 022 | Part 2.
In this episode we learn:
- how to put a smile in your voice
- to have a goal when you return a potential client’s call
- how to identify different types of clients quickly
- getting paid up front is professional
Dec 19, 2017
EP 039 | Top 10 Flat Fee Questions
Kimberley has been teaching the strategies you find here for more than 13 years. In this episode, Cheryl Horne, BOD’s Director of Operations asks Kimberley to answer the top 10 questions she receives on flat fees.
In this episode we learn:
- which method, flat fee or hourly, Kimberley likes most
- courage to ask for the fee you need
- why project management is a game-changer
- why scope creep is a good thing
- why passing on your discount to clients is a mistake
Dec 12, 2017
EP 038 | Live Coaching Call with Kimberley Seldon
If you’ve ever considered coaching, listen in as design professional and Business of Design member Enza Ricco grooms her procedures for flat fees and collection systems.
In this episode we learn:
- tips for having the confidence to ask for the fee you need
- size of deposit to collect before purchasing goods and services
- how to discuss the disproportionate size of fees against small projects
- how to maintain relationships with past clients
- how do you get the phone to ring
- how to expand business with existing clients and get new clients
- a diplomatic response to reusing clients’ existing stuff
Dec 5, 2017
EP 037 | How To Be An Opinion-ista
Having an opinion, owning that opinion and then standing behind it are all part of a skill set the interior design professional needs.
In this episode we learn:
- clients are hiring you for your opinion
- how to differentiate between personal preference and what is right or wrong for your project
- creating a strong identity for yourself is the best way to attract clients
Nov 29, 2017
EP 036 | The Side Hustle
Brittany Chinaglia has an amazing website and online business known as The Vintage Rug Shop. Listen in to hear how this closet interior design pro is turning her side hustle into a viable business.
In this episode we learn:
- key to success is having your financial processes in order
- hiring a bookkeeper is a small investment that pays big dividends
- if you are selling online, you need an efficient website
- the path to becoming a High Point blogger
Nov 22, 2017
EP 035 | Why Smart Entrepreneurs Do Dumb Things With Money - Part 2
Why do smart entrepreneurs do dumb things with money? And more importantly, what can we do right now to make a positive and lasting change in our financial health and maturity? Part two with money and finance expert, Bruce Sellery.
In this episode we learn:
- how a tool (money) differs from your true desire
- how to identify where your financial risk is
- why action must be measured
Nov 14, 2017
EP 034 | The Show House
It’s an honor to be chosen as a designer for a prestigious show house or a charity auction house project. Still, before you say yes, weigh the pros and cons of participation.
In this episode we learn:
- some of the challenges of working on team projects
- why setting an intention can get you better results
- why it’s important to evaluate your contribution—financial and otherwise
Nov 7, 2017
EP 033 | Managing Client Expectations
Failing to manage the client’s expectations is a sure-fired way to destroy project harmony. In this one-on-one podcast with Kimberley, she reviews techniques and systems for efficient and effective communication with clients.
In this episode we learn:
- the number one reason you get fired
- specific moments when stating the truth is imperative
- why it’s ok to be busy
- how to take back control of your personal life
- healthy boundaries for healthy interactions
Nov 1, 2017
EP 032 | Profit Through Margins, Not Markups
Markup. It’s such a dirty word, and yet we need the income that comes from that revenue stream. In this podcast, we’ll share how we maximize our margins when purchasing products and trades.
In this episode we learn:
- a new language for dealing with the reality of markups
- specific strategies for pricing
- to increase profitability with decent margins on goods and labor
- how to hone your confidence as a business owner
Oct 25, 2017
EP 031 | Why Smart Entrepreneurs Do Dumb Things With Money - Part 1
Why do smart entrepreneurs do dumb things with money? And more importantly, what can we do right now to make a positive and lasting change in our financial health and maturity? Money expert, Bruce Sellery has actionable advice.
In this episode we learn:
- the questions to ask yourself when you’re ready to get serious about your financial health
- how to make immediate changes to your financial strategies
- how to use a community to support your new habits
- why being financially savvy matters
Take Aways
Sustainable spending
Analyze—Review spending for two months. Note that you spend x$ on groceries x$ on your car, x$ on dining out, etc. Then look at the analytics.
Brainstorm—What are one or two things you can do differently? Don’t try to change everything at once. Identify a couple of areas that you can make a change.
Change—Implement the changes in those one or two areas.
Rinse and repeat!
Also, automate savings into retirement plan.
Oct 18, 2017
EP 030 | Why Be The Boss
Too many go into business with an idealized or romantic view of what it’s going to be like to “be the boss”. If you’ve been talking about the benefits of owning your own business but not living the benefits, this episode is for you.
In this episode we learn:
- the common lies we tell ourselves about owning a business
- how to take control of your life as the boss
- being the boss is a choice
- the difference between a job and a business
Oct 11, 2017
EP 029 | Media - Use It To Build Your Brand And Enhance Your Message
To publish the great design work you do, or to build your brand as an industry expert, you need to use the media—and the media may need to use you. Vicky Sanderson is a professional writer whose beat for the last twenty years is design. Vicky shares what every designer should have in her/his toolkit when it comes to capturing the attention of the media experts in your area.
In this episode we learn:
- what is supplied content and how can you use it
- what’s the difference between controlled and paid circulation
- what should be in your tool kit if you’re serious about getting media exposure
Oct 4, 2017
EP 028 | You are a brand. Whether you like it or not - Part 2
“Taking yourself seriously has power. It says you are playing a longer game.” Bruce Philp, author Consumer Republic.
If you’re consulting under your own name, playing small and not fully embracing a powerful brand, you signal tentativeness to consumers. Having a brand, and filling a particular brand space gives consumers the confidence to hire you.
In this episode we learn:
- to combat and outsmart imposter syndrome
- what it looks like when clients have total confidence in you
- why clients want you to be the answer
- how you will grow into a bigger, brighter version of yourself with brand improvements
Sep 25, 2017
EP 027 | Act, Deflect, Ignore
In this episode Kimberley looks at how to identify and, more importantly, manage various types of client situations and archetypes of behaviour.
In this episode we learn:
- to identify common client types
- how to manage the client who wants it right now, or can’t make up her mind, or disappears and then re-emerges ready to go
Sep 18, 2017
EP 026 | Upselling Ahead
Most of us are not terribly comfortably asking clients for money, let alone asking them for more money when we think of some new product or idea that would enhance the existing project. Effective upselling, the act of offering a new purchase that complements an existing purchase, requires thoughtful consideration and courage.
In this episode we learn:
- why upselling is a benefit to clients
- how to look at upselling in a more positive light
- why every designer has to get comfortable with sales
- to avoid selling the thing, instead sell the experience
Sep 12, 2017
EP 025 | Is It Time To Re-Brand?
Every 5-10 years it’s important to reevaluate your brand and see if it’s still relevant. Kimberley shares her personal experience with rebranding and talks to interior designer Jackie Glass about a major rebrand she recently underwent.
In this episode we learn:
- to be diligent about projecting your image—edit what you put online
- raising your fees can force you to be better at what you do
- to make better rules for yourself as the business owner
- always work on grooming new trades
- to treat existing trades with respect
Take Aways
1. When you photograph a room, make sure to also hire a professional stylist to assist and prop the spaces.
2. Edit the photos that appear on your website. Quality over quantity.
3. If you can’t yet afford a stylist, then practice taking good photos and videos. Flat lay some objects on a table and photograph those. This is also an easy way to show clients you are busy and working all the time.
Sep 6, 2017
EP 024 | Mistakes, I've made a few
If you are a design professional and you are managing projects on behalf of clients, you are going to deal with mistakes—lots of them. Since it’s not possible to avoid all mistakes, then doesn’t it make sense that that so focus on managing that professionally. I’m not being glib about mistakes – they are simply a fact.
In this episode we learn:
- mistakes happen
- why the complexity of the work makes errors inevitable
- the interior design professional cannot prevent every mistake from happening
- what matters most is how the professional manages errors and missteps
- which errors are billable, and which are non-billable
Aug 29, 2017
EP 023 | You are a brand. Whether you like it or not - Part 1
“People don’t buy our product. They buy the belief that we can create and deliver the product. They buy our brand.” Bruce Philp, author Consumer Republic.
Having a brand, and filling a particular brand space gives consumers the confidence to hire you.
In this episode we learn:
- 3 components of a healthy brand
- why outsourcing your brand experience makes sense
- how corporation (or the appearance of one) gives a client confidence
- three ways small business owners give away their power
Take Aways
Three conditions that need to be met in order to build a viable brand:
Purpose. Consumers need to believe that the people they hire are motivated by a higher purpose, otherwise they’ll assume it’s opportunism.
Positioning. Commit to a particular type of project that you’re great at and an ideal client, or you’ll never excel
Character. Sharing your value and personality allows your customer to buy into you as a brand.
Aug 21, 2017
EP 022 | Closing the Sale - Part 2
Back by popular demand, Aysun Kuck shares her experience servicing Kimberley’s clients and closing consultation sales. This episode is a continuation of EP 014. You asked for it, here’s Aysun one more time.
In this episode we learn:
- the benefits of practicing fabulous follow up and what that means
- what’s in a lead form
- how to get a budget out of clients
- the sweet spot in terms of timing consultations
Aysun suggests practicing fabulous follow up by keeping a lead form. A lead form is the document that shows you the status of each and every caller to your company.
Aug 13, 2017
EP 021 | 12 Steps to a Custom Pillow and Why your Job's so Doggone Difficult
It’s not you. The work we do as professional designers is hard, it’s complex, it’s challenging, and there are multiple points in the process where things can go mildly or terribly wrong. In case you’ve forgotten just how capable you are, listen to Kimberley review the process for designing and creating one custom pillow.
In this episode we learn:
- designiquette—etiquette for the designer client relationship
- trust is something you earn, and something client’s earn
- experience teaches you how to handle situations that once baffled you
- the complicated process of creating and producing one simple pillow
Aug 7, 2017
EP 020 | What you can Learn from Renovating for Yourself
We all agree it’s hard to renovate or decorate our own spaces. But, have you ever taken time to consider what you learn when you do have the luxury of working for yourself? Interior Jackie Glass explores this topic.
In this episode we learn:
- the benefits of working for yourself
- the stressors of working for yourself
- what you can learn about client management
- how vital branding is for your reputation
- why so many designers use their own homes as labs
- why working with your own trades is a great idea
Jul 31, 2017
EP 019 | Successful Vendor Relationships
We can’t do our jobs without the cooperation, hard work and talent of a variety of vendors and suppliers. These professionals make or break our reputation. Developing healthy relationships with key vendors can lead to an infinitely more satisfying career by helping you satisfy your clients, earn their trust and grow your business. In this episode, we learn first hand from window covering specialist and podcaster Luann Nigara, some of the simple and things designers can do to improve relations and strengthen project outcomes.
In this episode we learn:
- the benefits of working with a concierge service vs. a workroom
- the stressors and pressures your vendors may be under
- why thoroughness matters
Take Aways
1. If you are loosey-goosey about the details at the beginning of the project you better be prepared to be loosey-goosey about what's delivered.
2. When you criticize your trades and suppliers remember, YOU were the one that introduced them to your clients. Never throw a sup…
Jul 24, 2017
EP 018 | Project Horror Stories
No matter how talented you are, how dedicated you’ve been to the project, or how thoroughly you’ve managed clients and trades, mistakes can and will happen. If you have a project horror story, you’re not alone. Avoiding the most common traps can save you hours of grief.
In this episode we learn:
- ten most common ways to create your own project horror story
Take Aways
You are not alone. No matter what challenges you are facing—those you’ve created or those you’ve inherited thanks to clients or trades—our community has been there and done that.
Sharing your worst moments, as Kimberley does in this podcast, can sometimes liberate you to make better choices in the future.
Find out more at www.businessofdesign.com.
Jul 17, 2017
EP 017 | The Whole Home Approach
Sure, most of us approach our projects thinking about interior spaces. But, it’s worth considering exterior spaces too. It’s a great way to provide your clients with more value, making you a one-stop service provider.
Landscape designer and HGTV personality Carson Arthur shares his advice on how to include landscape design as part of the service you offer.
In this episode we learn:
- there are specific things you can do with landscaping that will immediately improve the resell value of a home
- how to identify different client types based on demographics
- ways to increase living space by looking outdoors
- project management tips from the world of landscaping
Find out more at www.businessofdesign.com.
Jul 8, 2017
EP 016 | Do Over
Adam Scougall is transitioning from the finance industry into interior design. Adam shares his insights as a business owner before introducing Business of Design strategies and then compares that to his experience after implementing the 15 steps.
In this episode we learn:
- how we keep ourselves in an unsuccessful loop, attracting the wrong clients
- why a turn key approach works best
- how pain is a powerful motivator
- there is no competition, success is available to all of us
Find out more at www.businessofdesign.com.
Jul 3, 2017
EP 015 | Why I love Scope Creep
Every designer who’s worked on a flat fee basis has experienced the monster that is scope creep. Although the vast majority of freelancers consider scope creep to be negative, there’s another side to the story—a positive side. In this episode, Kimberley looks at how to protect yourself from the negative aspects but allow room to embrace the positive aspects.
In this episode we learn:
- the dual personalities of scope creep
- how to automatically get paid when scope creep occurs
- how scope creep can also be a sign of trust
- how thoroughness increases profits and clients will love you for it
Take Aways
There’s no earthly way for you to know what a project will cost from start to finish on the first day you meet your customer. If you choose to do so, you can stop playing the guessing game, develop a system that allows you to get paid for all your expertise, manage jobs like the true professional you are and satisfy more customers.
Find out more at www.businessofdesign.com.
Jun 26, 2017
EP 014 | Closing the Sale - Part 1
If you are eager to turn potential clients into paid ones, then you’ll love hearing what Aysun Kuck has to say about the process. This episode is a two-parter, so be sure to check out EP 022.
In this episode we learn:
– how to put a smile in your voice
– to have a goal when you return a potential client’s call
– how to identify different types of clients quickly
– getting paid up front is professional
Find out more at www.businessofdesign.com.
Jun 12, 2017
EP 013 | Managing Clients
If you are looking for advice on how to change your clients, you won’t find it here. As the professionals, it’s our job to manage the clients and their expectations so the renovation, remodeling, styling, decorating, landscaping project is an enjoyable one. Preparing the client for the work ahead is a full-time job and there are critical moments in the process.
In this episode we learn:
– it takes courage to speak your truth to clients, but they appreciate it.
– being selective about projects brings peace of mind and grooms a better clientele
– the higher your rate, the less likely you are to get push back from clients
Find out more at www.businessofdesign.com.
Jun 4, 2017
EP 012 | Tracking your Hours
You love getting paid without a hassle from your clients, but you hate logging hours. You have a real dilemma. It’s time to resolve this once and for all.
In this episode we learn:
- why effectively logging hours means fewer questions from clients
- how to track time
- why you need to log hours for hourly fee contracts and flat fee contracts
Find out more at www.businessofdesign.com.
May 29, 2017
EP 011 | Private Label Branding
Private label branding increases your street cred within the industry, but most importantly in your clients’ eyes. Instead of introducing your clients to someone else’s brand (the name on the sofa or chair you procure), you are keeping the client focused on your brand. In turn, this allows you to provide more value and charge higher fees. Curious to learn more? We were too!
In this episode we learn:
- what private label branding can do for your business
- why working with a specialist to provide custom branding makes sense
- how mentoring can improve the business for all of us
Find out more at www.businessofdesign.com.
May 22, 2017
EP 010 | Hitting the Wall
We’ve all been there. Everything is great…we are feeling like we’re at the top of our game. And then, wham. A series of errors occur, a couple of projects get off course, a client is angry about fees, a supplier is annoyed with some aspect of the relationship and suddenly, you’d rather work anywhere then here, as a design professional. Find out how interior designer Ellen Walker found herself burnt out and ready to quit. Learn how to avoid the same situation with Dr. Ganz Ferrance. And, as a bonus, Kimberley discusses how these same feelings led her to fantasize about doing jail time!
In this episode we learn:
- what leads up to hitting the wall
- how do you know you’ve hit the wall
- how to put the brakes on, before you hit the wall
- Bonus: Dr. Ganz shares tips on how to avoid burnout
Find out more at www.businessofdesign.com.
May 16, 2017
EP 009 | Stuff you Think you Know
Just because you’ve been doing it that way for years doesn’t make it the best way. Don’t surrender to so-so, when amazing is just around the corner.
In this episode we learn:
- top assumptions that need replacing
- when it’s time to abandon a method of working
- why new systems can fast track you to new success
Find out more at www.businessofdesign.com.
May 8, 2017
EP 008 | Navigating the Home Decor Media Market
Talent isn’t enough to get you noticed. You’ve got to work at making your own breaks too. Especially if you want the wide-exposure gained through big media—television, print, radio. Cultivating a “yes” personality, going with the flow and persistently chasing your dreams will open doors.
In this episode we learn:
- why a “yes” first approach is best when it comes to media
- the value of expanding your brand into television and print
- tips on getting published and landing your first TV gig
- why local promotion is sometimes the best
- what traits are required to create a dynamic career
- how Karl Lohnes finally got to work with one of his design idols, Martha
Stewart
- the 30-minute rule for engaging with TV hosts
Find out more at www.businessofdesign.com.
May 1, 2017
EP 007 | Downsizing
Working with seniors and the elderly can be a rewarding way to build a niche, but to do this work successfully, the design professional requires a distinct set of skills. Downsizing Diva can coordinate a move from start-to-finish, get a house ready to be staged, clear estates or drop in for a WOW session (Work on Whatever it takes) to begin the task of downsizing and organizing.
In this episode we learn:
- what downsizing is, and when it occurs
- why it can feel great to downsize
- how language can impact varied age groups differently
- most important factor when decorating or designing for a client over the age of 70
- specific tips for working with seniors
Find out more at www.businessofdesign.com.
Apr 24, 2017
EP 006 | 3 Lousy Methods for Calculating Flat Fees
Terrible, awful, bad and inferior. These are the adjectives that best describe the three most popular methods for calculating flat fee proposals. Yes, most popular! In this one-on-one episode with Kimberley, you’ll hear first-hand, why the most popular methods don’t work. We want to clear the path for you to make lasting change in your business (and your life) and you won’t be able to do that until you abandon methods that are no longer serving you.
In this episode we learn:
- why guesstimating is a losing proposition; and, clients always “hold you to it”
- how to increase your success rate in procuring new projects by 50%
- how room-by-room methods for calculating come up short
- why percentage of overall budget is not the best choice
Find out more at www.businessofdesign.com.
Apr 17, 2017
EP 005 | Inside the Drawing Package
As interior design professionals, most of us have big ideas, and frequently we can visualize those concepts long before they are realized. However, clients aren’t typically able to do that. To sell our design ideas and concepts to clients we must be able to show them what we’re thinking. A solid drawing package does just that.
In this episode we learn:
- what elements make up a thorough drawing package
- how a disclaimer can protect you and your business
- what clients do and don’t need to see
- who decides what drawings are required
- why billable hours for drawings are worthwhile
- why negotiating fees with clients is a very bad idea
Find out more at www.businessofdesign.com.
Apr 10, 2017
EP 004 | Styling Matters with Gillian Gillies
Accessorizing and styling your design project is not a frivolous pursuit, nor is it an optional extra. Rather, styling is a key component of the finished project. As professional designers, we want to plan for this process, budget for styling items and deliver them—all as cohesive part of the client experience. If your clients want “wow”, then you need an effective styling strategy.
In this episode we learn:
- how to introduce the styling conversation
- why projects that aren’t styled are not projects you want
- strategies for building a styling budget
- how to leave a lasting impression on clients
Find out more at www.businessofdesign.com.
Apr 3, 2017
EP 003 | Kimberley's 10 Best Business Practices
For too long, many of us have acted as if the purpose of our life is to fuel our business, when in fact, it’s just the opposite. Your business should be fueling your life, and funding your lifestyle. No business can do that successfully unless it’s run efficiently and effectively. In this episode Kimberley shares her top 10 Best Business Practices.
In this episode we learn:
– systems create and maintain order
– pre-qualifying clients leads to less time on the phone, more time spent in meaningful projects
– why impeccable integrity delivers a good night’s sleep
– how evaluating your current practices allows you to make better decisions
– why firm deadlines can free up valuable time
Find out more at www.businessofdesign.com.
Mar 27, 2017
EP 002 | Handling Difficult Clients like a 90's Action Hero
Want to handle difficult clients and challenging situations with total authority? Well then, channel your inner 90’s action star (think Steven Segal)! Using a simple and effective technique, you can diffuse any challenging situation and turn an uncomfortable exchange into an affirming and positive step forward in your relationship. The bonus: this technique works with friends and family too.
In this episode we learn:
- how to diffuse a bad situation that is escalating.
- stress-reducing strategies that will keep you in top-shape for the challenging work you do.
- why hiring a coaching and/or psychologist is a sign of strength.
- 5 reasons you absolutely should charge more money.
Find out more at www.businessofdesign.com.
Mar 19, 2017
EP 001 | The Consultation with Veronica Solomon
If you don’t get the consultation right, the project will never get off the ground. How to own the process—from first phone call, to onsite performance and signing the letter of agreement.
In this episode we learn:
- how charging a higher rate leads to more than just profit.
- the perfect response to those who question charging for the consultation.
- to offer a different service, of lower value, rather than take no for an answer.
Find out more at www.businessofdesign.com.