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.

Get the systems you need to attract ideal clients at https://businessofdesign.com/membership

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EP 440 | Handling Difficult Clients Like a 90s Action Star with Dr Ganz

Let’s talk about a topic that gives many designers the cold sweats—sales. Offering your services authentically is not pushy—it’s service. It’s not ick, it’s sales. From handling rejection to reviving client pipelines and learning how to spot subtle buying signals, this conversation is packed with real strategies that feel good and get results. Whether your projects are booming or business feels a bit slow, it’s time to reframe your mindset, reconnect with past clients, and approach sales with clarity and confidence.

In this episode we learn:
- Sales is not sleazy—it's service. You're not "convincing"; you're solving a problem your client already has.
- Reframe rejection. A "no" is often just a "not yet." It’s your job to follow up respectfully and leave the door open.
- Understand your client's “convincer strategy.” People need to see or hear something multiple times before they say yes—so follow up strategically.
- Spot buying signals. Comments, objections, or questions can all indicate interest. Learn to recognize and respond without fear.
- Don’t ignore past clients. It’s easier to earn repeat business than find new clients—reach out with genuine value and suggestions.
- Your network is gold. Happy clients will refer you—if you ask. Don’t rob them of the joy of helping you.
- Soft selling works. Ask permission to make suggestions and always offer a next step without pressure.
- Watch your email tone. Reduce “I” statements and shift to client-focused language with questions that invite engagement.

Learn more to transform your business at https://businessofdesign.com/membership

EP 441 | Sales is Service with Nikki Rausch

Outdoor spaces aren’t separate from interior design—they’re a powerful extension of it. In this episode, Kimberley Seldon speaks with landscape architect Steve Griggs, who has spent more than 40 years transforming backyards into beautiful, functional sanctuaries. Steve makes a compelling case for why interior designers should integrate landscape design into their scope of work (SOW) and partner with landscape professionals from the very beginning of a project.

By collaborating early with builders and landscape architects, designers can ensure cohesive, elevated results that clients are willing—and eager—to invest in. Steve shares practical insights on budgeting, hardscape planning, and how outdoor spaces can become a profitable addition to your services. If you’ve ever wondered how to expand your offerings or increase project value, this conversation will show you exactly why landscape belongs in the conversation.

In this episode you will learn:
- Why early collaboration between designers, builders, and landscape architects leads to stronger results
- How outdoor spaces function as a natural extension of interior design
- Why you should charge confidently for your expertise—clients will pay for value
- How to approach a blank outdoor canvas starting with hardscape
- When it’s better to delay a project than move forward with an insufficient budget

EP 444 | Why Interior Designers Should Add Landscape Design to Their Scope with Steve Griggs

What happens when interior design meets entrepreneurship, experimentation, and bold creative vision? In this inspiring episode, Kimberley Seldon sits down with Christina Samatas and Renee DiSanto, the powerhouse duo behind Park & Oak, to explore their ten-year journey from independent designers to leaders of a thriving design, retail, and event brand.

Their story is a masterclass in taking risks, embracing pivots, and building multiple income streams that support and elevate their core design business. Christina and Renee share how they followed intuition rather than a traditional roadmap, why collaboration became their competitive advantage, and how saying yes to new opportunities—even imperfect ones—helped them grow faster and smarter.

For interior designers dreaming of expanding their business, diversifying revenue, or stepping into larger possibilities, this episode offers real-world insight into scaling with creativity, courage, and intention.

In this episode you will learn:
- Why the path to your ideal design business is rarely straight
- How multiple revenue streams can complement and strengthen your design firm
- Why experimentation, failure, and refinement are essential to growth
- How partnering with people who complement your strengths creates true synergy
- Why memorable design experiences can lead to your next best clients
- Why rolling up your sleeves, learning as you go, and making mistakes is part of the entrepreneurial process

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EP 445 | Risk & Reward: How Park & Oak Built a Thriving Multi-Stream Interior Design Business

In this episode of the Business of Design® Podcast, Kimberley Seldon sits down with interior designer and bestselling author Erin Gates to explore the principles behind Elements of Timeless Style. Erin shares how to create interiors that feel fresh today while aging gracefully—spaces rooted in quality, personal story, and thoughtful design rather than fleeting trends.

From navigating the emotional experience of building a home to fostering a smooth and collaborative client process, Erin offers practical insights for designers who want their work to feel meaningful, enduring, and deeply personal. You’ll learn why flexibility matters, how to plan for inevitable changes, and why investing in the right team and materials leads to better outcomes every time.

Whether you're designing a client’s forever home or simply striving to produce work that lasts, this episode will help you refine your approach to timeless, story-driven design.

In this episode we learn:
- Why timeless design matters—and how it naturally evolves with the homeowner
- How a smooth, collaborative design process enhances the final result
- The emotional side of building a home and honoring the client’s story
- Why embracing flexibility is essential—because things will change
- Why quality over quantity is the foundation of timeless style
- How to design a space that feels like a forever home (even if the client isn’t staying forever)

EP 448 | Elements of Timeless Style: Designing Interiors That Endure with Erin Gates

Some of the most valuable business lessons come from hard-earned experience—and in this episode, interior designer Diana Wagenbach shares the insights that transformed her business from overwhelmed to overjoyed. Kimberley Seldon sits down with Diana to break down five game-changing takeaways that every designer can apply, no matter where they are in their journey.

Diana talks about why waiting for the “perfect system” only slows you down, and how starting with the tools you have can spark real momentum. She sheds light on one of the biggest profitability killers in the industry—not tracking your time—and explains how consistent time-tracking leads to accurate estimating, healthier margins, and fewer surprise losses. The conversation also includes a candid look at saying no to the wrong projects, hiring with intention, and letting go of the myth that doing everything yourself is a badge of honor.

If you’re ready to streamline your workflow, increase profitability, and build a business that feels lighter and more joyful, this episode is packed with honest, practical advice you can use right away.

In this episode you will learn:
- Why you shouldn’t wait for the perfect time or system—start where you are
- The financial cost of underestimating time and failing to track your hours
- How consistent time-tracking protects your profitability and improves project estimating
- Why you must stop saying yes too soon (and too often)
- How hiring without defined roles leads to confusion and costly mistakes
- Why “doing it all” isn’t a badge of honor—and what to focus on instead

EP 447 | Five Business Lessons Every Interior Designer Needs with Diana Wagenbach

Upselling and cross-selling aren’t pushy sales tactics—they’re powerful tools that allow interior designers to elevate the client experience and grow revenue without adding more hours to their workload. In this episode, Kimberley Seldon breaks down how to confidently recommend premium products, enhancements, and complementary services that genuinely improve project outcomes.

You’ll learn how to identify high-impact opportunities within your existing projects, how to present upgrades with integrity, and how small suggestions can turn modest jobs into remarkable results. With the right mindset and language, upselling becomes an act of service—helping clients get the best version of their project while increasing profitability for your firm.

If you want to maximize value, strengthen client relationships, and generate more revenue without taking on more clients, this episode will show you exactly how to do it.

In this episode, you will learn:
- The difference between upselling and cross-selling—and when to use each
- How to confidently present premium upgrades without feeling pushy
- Why integrity is essential when recommending enhancements
- Real examples of turning small projects into significant opportunities
- Strategies to grow revenue without increasing your workload
- How to unlock the potential of your current client relationships

EP 449 | Do You Want Fries With That? Upselling & Cross-Selling Strategies for Interior Designers

Originally aired in 2017, this foundational conversation with branding expert Bruce Philp remains essential listening for any interior designer wanting to strengthen their identity, increase client trust, and build a brand that stands out.

As Bruce puts it, “People don’t buy our product. They buy the belief that we can create and deliver the product. They buy our brand.” In Part 1, Kimberley Seldon and Bruce Philp explore why branding is far more than a logo or tagline—it's the belief system your clients choose when they hire you.

You’ll learn the core elements of a healthy brand, how small business owners can borrow cues from big companies to establish credibility, and the subtle ways entrepreneurs unintentionally undermine their own authority. This episode will help you step into your brand with clarity, intention, and the confidence clients expect from a professional.

What you’ll learn in this episode:
- The three components of a healthy brand every business needs
- Why outsourcing parts of your brand experience can strengthen client perception
- How adopting the appearance of a corporation builds client confidence
- The three common ways entrepreneurs give away their power
- How to use purpose, positioning, and character to build a recognizable, trustworthy brand
- Why clients choose brands based on belief—not just the work itself

EP 450 | You Are a Brand: How Interior Designers Build Trust & Visibility with Bruce Philp (Part 1)

Originally aired in 2017, this classic conversation with branding expert Bruce Philp remains just as relevant today. In Part 2 of You Are a Brand, Bruce Philp and Kimberley Seldon explore what happens when interior designers stop minimizing their value and fully step into the authority their clients are looking for.

As Bruce says, “Taking yourself seriously has power. It says you are playing a longer game.” When you embrace your brand with intention, you signal confidence, clarity, and leadership—qualities clients instinctively trust. And when you allow imposter syndrome to run the show, you risk sending the opposite message.

This episode dives into the mindset shifts, practical habits, and brand-building strategies that help design professionals move past self-doubt and into a more powerful, more profitable version of themselves.

What you’ll learn in this episode:
- Practical ways to combat and outsmart imposter syndrome
- What it looks like when clients fully trust your expertise
- Why clients want you to step confidently into the role of “the answer”
- How intentional brand development strengthens your leadership
- Why striving to learn beats striving for perfection
- How to create a positive client experience that builds loyalty
- Why your stories matter—and how they reinforce your credibility

EP 451 | You Are a Brand: Confidence, Clarity & Client Trust with Bruce Philp (Part 2)

Professional photography isn’t a luxury for interior designers—it’s a growth strategy. In this episode, Kimberley Seldon and interiors photographer Candice Brooke dive into the transformative power of high-quality imagery and how it impacts everything from client attraction to project visibility to your firm's perceived value.

Candice shares expert insights on preparing your space for a shoot, creating a strategic shot list, and collaborating effectively with photographers who understand the interior design industry. You’ll also learn how to maximize your images across platforms—from your portfolio and website to social media and press opportunities—so your work gets the attention it deserves.

Whether you're a seasoned designer or just beginning to build your portfolio, this conversation will show you why investing in photography is one of the smartest decisions you can make for your brand, credibility, and business growth.

In this episode you will learn:
- How professional photography drives business growth and client acquisition
- Essential tips for preparing a space for a photo shoot (lighting, styling, decluttering)
- How to build a strategic shot list tailored to each project
- The value of working with photographers who have industry connections
- How to leverage your images for maximum exposure across social media and your website
- The evolving role—and current limitations—of AI in interior design photography
- Practical advice for new designers working with limited budgets

EP 453 | The Power of Professional Photography for Interior Designers with Candice Brooke

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