Business of Design® | Grow a Profitable Interior Design Business with Kimberley Seldon

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 receipts! - An addictive site that allows you to bid on works of art and sell works of art. Paddle 8. Or, if you are keen to find new and upcoming talent, try Saatchi Art. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

“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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

“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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 supplier under the bus. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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 It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast

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. It’s time to take control of your business. Become a member of Business of Design®, today: https://businessofdesign.com/?ref=2&campaign=podcast