Pros Share the Best Business Advice They Ever Received
When you’re building a business, good guidance can be invaluable. Nine pros reveal the top tips that made a difference
From famous quotes and childhood observations to sage advice shared by a manager on a summer job, here are the golden nuggets that have shaped and inspired the work of nine design and remodeling professionals on Houzz. What’s the best professional advice you’ve ever received and when have you put it into practice? Tell us in the Comments.
“A lack of communication is what creates fear in a client — if something doesn’t feel right, they will always figure it out,” Harris says.
“Not dealing with problems head on is when you’ll come into problems. A great example of this is a warranty issue we had recently that we didn’t know how to fix. Someone at the meeting started talking in circles, but our production manager stepped in and said, ‘We don’t know why this problem is happening, but we will figure it out and fix it.’ This immediately relaxed the client and he thanked them.
“This approach has allowed us to build a great reputation and relationships since we started the business in 2000,” Harris says. “We get a majority of our work from past clients and referrals. My goal in life is to run into any former client in the grocery store and have them be happy to see me. To date, there’s no one I have to run away from!”
How to Establish Trust and Build Good Relationships With Clients
“Not dealing with problems head on is when you’ll come into problems. A great example of this is a warranty issue we had recently that we didn’t know how to fix. Someone at the meeting started talking in circles, but our production manager stepped in and said, ‘We don’t know why this problem is happening, but we will figure it out and fix it.’ This immediately relaxed the client and he thanked them.
“This approach has allowed us to build a great reputation and relationships since we started the business in 2000,” Harris says. “We get a majority of our work from past clients and referrals. My goal in life is to run into any former client in the grocery store and have them be happy to see me. To date, there’s no one I have to run away from!”
How to Establish Trust and Build Good Relationships With Clients
One way to keep everyone on the same page, from first contact through project completion, is with Houzz Pro. The software allows you to track your communication with clients and give them a personalized dashboard with all the documents and information about their project in one easy-to-access place.
2. Carve Your Own Niche
“Develop your style. It will bring like-minded prospective clients to you and eliminate wasted time.” That’s the golden nugget that has stuck in Jay Sifford’s mind since he saw it on an artist’s website 10 years ago.
Prior to reading those words, the owner and designer of Jay Sifford Garden Design in Charlotte, North Carolina, felt that honing his own unique style meant he wasn’t responding to his clients’ aesthetics.
“I think too many designers try to be all things to all people — kind of a shotgun approach,” he says. “Taking this advice helped me target and focus my efforts. It also helped me refine design ideas and craftsmanship. As a result, people who like our style seek us out. I have more prospective work than I can process, so I can cherry-pick my projects. It’s a great place to be!”
Running his operations with this mantra in mind has helped Sifford grow the business. “As I learned to really value my own work, others began to value it too, and the billable cost of my projects has climbed,” he says.
5 Ways to Attract the Clients and Projects You Want
“Develop your style. It will bring like-minded prospective clients to you and eliminate wasted time.” That’s the golden nugget that has stuck in Jay Sifford’s mind since he saw it on an artist’s website 10 years ago.
Prior to reading those words, the owner and designer of Jay Sifford Garden Design in Charlotte, North Carolina, felt that honing his own unique style meant he wasn’t responding to his clients’ aesthetics.
“I think too many designers try to be all things to all people — kind of a shotgun approach,” he says. “Taking this advice helped me target and focus my efforts. It also helped me refine design ideas and craftsmanship. As a result, people who like our style seek us out. I have more prospective work than I can process, so I can cherry-pick my projects. It’s a great place to be!”
Running his operations with this mantra in mind has helped Sifford grow the business. “As I learned to really value my own work, others began to value it too, and the billable cost of my projects has climbed,” he says.
5 Ways to Attract the Clients and Projects You Want
3. Know Exactly What You’re About
Amanda D’Ascanio, owner and principal designer at Pennsylvania firm AKD Interiors, picked up several gems while listening to LuAnn Nigara’s A Well-Designed Business podcast.
“It focused me on creating a very clear vision for my company,” D’Ascanio says. After listening to the podcast, “I really narrowed in on what my company’s purpose, values and mission were. I asked myself: What made us different from other design firms? What problems within the building, renovation and design industry did I want to solve?”
Amanda D’Ascanio, owner and principal designer at Pennsylvania firm AKD Interiors, picked up several gems while listening to LuAnn Nigara’s A Well-Designed Business podcast.
“It focused me on creating a very clear vision for my company,” D’Ascanio says. After listening to the podcast, “I really narrowed in on what my company’s purpose, values and mission were. I asked myself: What made us different from other design firms? What problems within the building, renovation and design industry did I want to solve?”
D’Ascanio puts these words into action every day on the job. “Vision gives you clarity,” she says. “If something aligns with your business’ values and mission, then you should invest time, money and resources into it. If not, don’t do it.”
It’s a far cry from how things used to be. “When I first started out, I took any job that came my way,” D’Ascanio says. “Now, whenever we have a new inquiry, I say no to work that doesn’t align with my company’s vision. As a result, work feels a lot less like work!
“I have also learned to hire someone to do the things I’m not good at,” she says. “This frees up time I can then utilize to grow my business.”
It’s a far cry from how things used to be. “When I first started out, I took any job that came my way,” D’Ascanio says. “Now, whenever we have a new inquiry, I say no to work that doesn’t align with my company’s vision. As a result, work feels a lot less like work!
“I have also learned to hire someone to do the things I’m not good at,” she says. “This frees up time I can then utilize to grow my business.”
You can use the Houzz Pro customer relationship management tool to track your leads and send estimates and proposals.
4. Success Hinges on Meaningful Contributions
“Everyone wants to be important. Motivated people want to be involved.” These are the words that John Algozzini, senior design associate at Hursthouse Landscape Architects and Contractors in Bolingbrook, Illinois, was told by a manager at a factory where he worked one summer during college, and he carries them with him still.
“This advice made me reflect on how I interacted with people,” Algozzini says. “In turn, it made me a better listener. It also impacted how I facilitate progress with both short-term and long-term duties and assignments.”
“Everyone wants to be important. Motivated people want to be involved.” These are the words that John Algozzini, senior design associate at Hursthouse Landscape Architects and Contractors in Bolingbrook, Illinois, was told by a manager at a factory where he worked one summer during college, and he carries them with him still.
“This advice made me reflect on how I interacted with people,” Algozzini says. “In turn, it made me a better listener. It also impacted how I facilitate progress with both short-term and long-term duties and assignments.”
“It’s something I believe in strongly and apply daily during my interactions with clients and coworkers,” Algozzini says. “Everyone is important and I work to involve all who are interested. There’s a distinction between being important and being involved, but if you are genuinely engaged, that will in turn lead to value, self-worth and importance.”
5. Don’t Get Stuck in a Rut
“Embrace change like it’s your favorite trend.” Amy Leferink, founder and principal designer at Minnesota firm Interior Impressions, read these words in a home magazine many years ago — and has used them as her design mantra since.
“Change isn’t just a buzzword — it’s the secret sauce that keeps our business exciting and our designs on point,” she says.
“Being open to and excited about change has been a game changer for my business. It keeps my passion for design alive, and professionally it sets us apart in a competitive market. Being quick to adapt means we can offer clients cutting-edge designs, tailored to the latest preferences.
“I stay on top of the latest trends by scrolling through social media, attending design markets and collaborating with my talented team,” Leferink says. “When a new trend catches my eye, I infuse it into our designs, keeping things fresh and exciting for our clients. I am always cautious, though, to keep trendy design features to a minimum and to combine them with a more timeless look that provides longevity.”
“Embrace change like it’s your favorite trend.” Amy Leferink, founder and principal designer at Minnesota firm Interior Impressions, read these words in a home magazine many years ago — and has used them as her design mantra since.
“Change isn’t just a buzzword — it’s the secret sauce that keeps our business exciting and our designs on point,” she says.
“Being open to and excited about change has been a game changer for my business. It keeps my passion for design alive, and professionally it sets us apart in a competitive market. Being quick to adapt means we can offer clients cutting-edge designs, tailored to the latest preferences.
“I stay on top of the latest trends by scrolling through social media, attending design markets and collaborating with my talented team,” Leferink says. “When a new trend catches my eye, I infuse it into our designs, keeping things fresh and exciting for our clients. I am always cautious, though, to keep trendy design features to a minimum and to combine them with a more timeless look that provides longevity.”
“Our clients appreciate our innovative approach, and it has translated into positive reviews, referrals and repeat business,” Leferink says.
Join the Houzz Trade Program to get discounts on products
Join the Houzz Trade Program to get discounts on products
6. Better Company, Better Outcomes
“Being in the company of smarter and more successful people has the power to elevate your own capabilities and achievements — this is an observation I made as a child, and it has influenced my approach to personal and professional growth since,” says Machi Medrzycki, general contractor at MLM in New Orleans.
“I try to surround myself with smart people who will share their wisdom and experience with me, and always keep my ears and mind open,” he says.
“Being in the company of smarter and more successful people has the power to elevate your own capabilities and achievements — this is an observation I made as a child, and it has influenced my approach to personal and professional growth since,” says Machi Medrzycki, general contractor at MLM in New Orleans.
“I try to surround myself with smart people who will share their wisdom and experience with me, and always keep my ears and mind open,” he says.
7. Buy Once, Buy Well
Patricia Butler, interior designer at Patricia Butler Interiors in Kentucky, is guided by the words of two design visionaries. “First, ‘Fashion fades, only style remains the same,’ which is a quote from Coco Chanel. It reminds me to be true to myself,” Butler says.
“The second is, ‘Buy the best and you will only cry once,’ from interior designer Miles Redd. I love this one for its practicality.
“Years ago, I saw two torchieres that I desperately wanted but were just outside my budget,” Butler says. “So I purchased two from an online discount company. When they arrived, I was terribly disappointed in the quality. I tried to return them, but the return would have cost more than what I had paid. Eventually, after waiting and saving, I purchased the original torchieres. Moral of the story: It is better on your pocketbook to wait and save for the real deal.”
Patricia Butler, interior designer at Patricia Butler Interiors in Kentucky, is guided by the words of two design visionaries. “First, ‘Fashion fades, only style remains the same,’ which is a quote from Coco Chanel. It reminds me to be true to myself,” Butler says.
“The second is, ‘Buy the best and you will only cry once,’ from interior designer Miles Redd. I love this one for its practicality.
“Years ago, I saw two torchieres that I desperately wanted but were just outside my budget,” Butler says. “So I purchased two from an online discount company. When they arrived, I was terribly disappointed in the quality. I tried to return them, but the return would have cost more than what I had paid. Eventually, after waiting and saving, I purchased the original torchieres. Moral of the story: It is better on your pocketbook to wait and save for the real deal.”
8. Start With a Yes
“One year after starting my business, I heard a great piece of advice in a podcast: Say yes to all the opportunities that come your way and see what comes of them,” says Adina Hall, founder and design director at Chicago firm Adina Hall Design.
“Soon after, I was invited to participate in the Adler on the Park show house, a $12 million historic mansion in Lincoln Park.
“We had other ongoing work at the time and only had bandwidth for one other project,” Hall says. “I had never participated in a show house, and I was anxious about what was involved but also intrigued by the opportunity.
“I reluctantly went to the introductory presentation and had to decide whether to take on this nebulous but definitely unpaid show house project that made me feel very out of my depth, or a paid project that my broker had recommended my firm for,” Hall says.
“One year after starting my business, I heard a great piece of advice in a podcast: Say yes to all the opportunities that come your way and see what comes of them,” says Adina Hall, founder and design director at Chicago firm Adina Hall Design.
“Soon after, I was invited to participate in the Adler on the Park show house, a $12 million historic mansion in Lincoln Park.
“We had other ongoing work at the time and only had bandwidth for one other project,” Hall says. “I had never participated in a show house, and I was anxious about what was involved but also intrigued by the opportunity.
“I reluctantly went to the introductory presentation and had to decide whether to take on this nebulous but definitely unpaid show house project that made me feel very out of my depth, or a paid project that my broker had recommended my firm for,” Hall says.
“My best friend, who is also my business coach, advised me to take on the show house,” Hall says. “There were going to be other projects, she said, but maybe not another show house invitation. She opened my eyes to the fact this was a unique opportunity and reassured me that I would figure out the rest.
“It was also a noble cause that would offer my company good exposure and an opportunity to build new relationships within the industry.”
“It was also a noble cause that would offer my company good exposure and an opportunity to build new relationships within the industry.”
9. Stay Calm, Whatever the Budget
“‘Pass the salt’ is a saying our professional coach taught us years ago and it changed our business,” say Cynthia Stafford and Lindi Bolinger of TruDesign in Colorado.
“Our money is not our client’s money,” they say. “When the total for a project is higher than we, personally, would be comfortable with, we rehearse saying the total until we can say it with the same calmness as ‘Pass the salt.’”
“‘Pass the salt’ is a saying our professional coach taught us years ago and it changed our business,” say Cynthia Stafford and Lindi Bolinger of TruDesign in Colorado.
“Our money is not our client’s money,” they say. “When the total for a project is higher than we, personally, would be comfortable with, we rehearse saying the total until we can say it with the same calmness as ‘Pass the salt.’”
Tell us: What’s the best business advice you’ve ever received — and have you had an opportunity to put it into practice? Please tell us in the Comments.
More for Pros on Houzz
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More for Pros on Houzz
Read more stories for pros
Learn about Houzz Pro software
Talk with your peers in pro-to-pro discussions
Join the Houzz Trade Program
The best business advice Clark Harris, owner of Innovative Design Build in Atlanta, ever received came from his father. “‘Your customer is smarter than you,’ he told me.
“At its core, it means be honest with your client because they will know when you’re not,” Harris says. “It also means the client will focus on every action you do, both large and small, so always do it to the best of your ability and show that you are competent.
“I say it to everyone who works at my firm,” he says. “If there is an issue, I tell them to be honest with the client and explain how you will take care of it. Never try to hide anything or make excuses.”