What practical changes do you need to make to move your interior design business up market?

In Part 1, I talked about the mindset shift required to become a high-end designer. In Part 2, I'm getting into the practical side of making that shift happen.

I explain why you need to become intentional about the clients you want to serve, the problems you solve, and the projects you accept. Hoping for better clients isn't a business strategy. You need a clear target and a plan for reaching it.

I also discuss why staying busy doesn't necessarily mean you're profitable. Some smaller projects can consume hours of your time without generating enough revenue, leaving you too busy to market your business and pursue better opportunities.

Then I break down how to create a more professional sales process, from a focused discovery call to a paid first appointment. I explain why you shouldn't be instantly available to every prospect, why your first appointment needs to provide value without giving away too much, and how this process helps you qualify potential clients.

Finally, I share why establishing minimum design fees and product spends can help move your business away from small, unprofitable jobs and toward the projects you actually want.

Moving up market requires more than wanting better clients. You have to become intentional about your time, profitability, sales process, and standards.

In this episode, we cover:

• Getting intentional about the clients and projects you want
• Identifying the real problem you solve for your clients
• Why working harder doesn't automatically attract better clients
• Recognizing which projects are actually profitable
• Separating your design time from purchasing
• Making room in your schedule for marketing and better opportunities
• Creating a consistent discovery call process
• Turning a prospect into a paid first appointment
• Why overdelivering during the sales process can work against you
• Establishing minimum design fees and product spends

Show notes are available at interiordesignbusinessacademy.com
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Are you trying to move your interior design business up market by simply working harder?

In this episode of the Interior Design Business Podcast, I explain why moving into the high-end design market isn't about working longer hours, taking every project that comes through the door, or hustling harder. That approach may help you get your business started, but it won't necessarily take you to the next level.

Moving up market requires a paradigm shift.

I break down why so much of this transition starts internally, with how you think about your value, your fees, money, success, and what's possible for your business. Before you can confidently work with a $400,000 furniture budget, for example, you have to become comfortable believing you're worth the design fee required to manage a project at that level.

I also explore the powerful role your environment plays in your success. The people you spend time with can either reinforce your limitations or help normalize the level of business, income, and opportunity you're working toward.

You'll hear the story of my granddaughter entering a triathlon at just eight years old and why her experience is such a powerful example of what can happen when the people around you don't teach you to question whether something is possible.

Moving up market isn't only about finding wealthier clients. It's about becoming comfortable with the value you provide, upgrading your mindset, and intentionally surrounding yourself with people who support where you want to go.

In this episode, we cover:

• Why working harder isn't necessarily the path to moving up market
• The internal mindset shift required to become a high-end designer
• Becoming comfortable charging higher design fees
• Recognizing your internal resistance around money and success
• Why your environment can influence what's possible for your business
• How the people around you can support or limit your growth
• The lesson behind my granddaughter's first triathlon
• Identifying behaviors that support success and personal responsibility
• Setting boundaries around negative influences
• Becoming aligned with the clients and opportunities you want to attract

Show notes are available at interiordesignbusinessacademy.com
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Are rising freight costs eating into the profit on your interior design projects?

In this episode of the Interior Design Business Podcast, I break down how to handle freight, delivery, receiving, and unexpected surcharges without losing profit, or surprising your clients with additional costs they weren't prepared for.

Freight is an unavoidable part of selling furniture and products, and rising fuel costs make accurate planning even more important. I explain why you should get freight, delivery, and receiving quotes upfront and how those numbers should be handled on your purchase proposals.

We'll also talk about when freight can be included in your product pricing, when it needs to be passed through to the client, why receiving costs may be better absorbed into your furniture pricing, and why sales tax should always remain separate from your product budget.

Most importantly, you'll learn how to protect your business from unexpected freight surcharges by including the right language in your purchase proposals and completing a final freight reconciliation at the end of the project.

We also discuss tracking freight and delivery as a KPI so you can build realistic project budgets from the beginning.

High-end, white-glove service means anticipating these costs, pricing appropriately, and taking care of the details without constantly going back to your client for more money.

In this episode, we cover:

• How rising freight costs can affect your design business profits
• Why you should get freight quotes before ordering products
• When to include freight in your pricing versus passing it through
• How to handle delivery and receiving costs
• Why grouping deliveries can save time and money
• Keeping sales tax separate from your product pricing
• Protecting your business against unexpected freight surcharges
• Reconciling actual freight costs at the end of a project
• Tracking freight and delivery costs as a business KPI
• Building realistic freight costs into client budgets from the beginning

Show notes are available at interiordesignbusinessacademy.com
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Is staying comfortable keeping your interior design business from growing?

In this episode of the Interior Design Business Podcast, Terri Taylor sits down with IDBA Mindset Coach Valerie Priester to explore what it really means to step outside your comfort zone, and why doing so is essential for personal and business growth.

Your comfort zone isn't necessarily a good place. It's simply a familiar one. Even when your current way of working isn't producing the results you want, fear and uncertainty can make staying where you are feel safer than trying something new.

Terri and Valerie discuss how this shows up in a design business: avoiding new pricing strategies, struggling to establish boundaries, putting off hiring, turning down bigger opportunities, and falling back into old systems simply because they're familiar.

The conversation also explores why you don't need to know every step before you begin. Growth starts with taking the first step, trusting that you're resourceful enough to find the next one, and being willing to ask for help along the way.

You'll learn how looking at evidence, facts, and real business data can help you challenge fear-based stories and make decisions with greater confidence.

If you've been standing on the edge of a new opportunity wondering whether you're ready, this episode is your reminder: you don't need the entire path figured out. You just need the courage to take the first step.

In this episode, we cover:

• What your comfort zone really is and why familiarity feels safe
• Why meaningful growth requires stepping into the unknown
• How fear and doubt keep designers repeating familiar patterns
• Taking the first step without knowing the entire path
• Setting stronger boundaries and changing how you run projects
• Saying yes to opportunities that can expand your design career
• Moving past the fear of hiring and asking for help
• Using evidence, financial data, and facts to challenge fear
• Becoming aware of the inner voice that creates limiting stories
• How one courageous decision can change your business and your life

Show notes are available at interiordesignbusinessacademy.com
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How much money are you giving away every year simply because you aren't charging for work outside your original scope?

In this episode of the Interior Design Business Podcast, I tackle one of the biggest profit leaks in a design business: scope creep. It happens when a client asks you to take on additional work after the project begins, and instead of charging for it, you tell yourself, “It won't take me that long.”

Those extra hours add up quickly.

I walk through a common remodeling scenario where a client suddenly wants help with a fireplace that wasn't included in the original agreement. We explore why saying yes before discussing additional fees creates an awkward situation later, and why simply having an hourly clause in your contract isn't always enough.

You'll learn how to prepare for these requests before they happen, clearly define your scope of work, communicate additional costs without making the conversation uncomfortable, and quickly turn additional requests into paid work.

We also do the math: losing only a few billable hours each week can add up to around $10,000 a year in income left on the table.

Your clients asking for more isn't a problem. It's an opportunity for more business, as long as you capture it, communicate it, and get paid for it.

In this episode, we cover:

• Why scope creep is one of the biggest profit leaks in a design business
• Recognizing additional client requests as new business opportunities
• Why designers frequently give away extra hours without realizing it
• Defining a clear scope of work in your Letter of Agreement
• Why unexpected hourly invoices can create client pushback
• Preparing what to say when a client requests additional work
• How to confidently communicate additional fees
• Handling small additions versus major project expansions
• Turning verbal requests into paid agreements quickly
• How a few unpaid hours each week can cost you thousands every year

Show notes are available at interiordesignbusinessacademy.com
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What small changes could make a big difference in the profitability of your interior design business?

In this episode of the Interior Design Business Podcast, I share five profit boosters that can help you increase revenue, strengthen your margins, and get paid better for the work you're already doing.

We start with choosing the right market and understanding who your ideal client really is. Sometimes the clients who feel most familiar aren't the ones who can support a profitable business. I also explore opportunities beyond traditional residential design, including technical design support, new construction, model homes, accessories, and styling.

From there, we look at choosing the right products and services, pricing them confidently, selling at retail, avoiding unnecessary discounts, and protecting yourself from scope creep. I also explain how improving your lead-to-contract sales flow can increase the number of clients you close without reinventing your entire business.

Finally, we discuss increasing your average sale by presenting complete designs instead of one-off products, establishing budgets before sourcing, and confidently offering upgrades clients may genuinely want.

These strategies may feel like small adjustments individually, but together they can substantially change your bottom line.

In this episode, we cover:

• Choosing a profitable market and ideal client
• Finding specialized opportunities that match your strengths
• Selecting profitable products and services
• Selling products at retail instead of discounting
• Pricing your expertise with confidence
• Protecting profit from discounts and scope creep
• Increasing the number of qualified leads you attract
• Improving your lead-to-contract sales process
• Increasing average sales through complete presentations
• Using budgets and upgrades to create more profitable projects

Show notes are available at interiordesignbusinessacademy.com
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Are you matching internet prices just to keep clients from questioning your product costs?

In this episode of the Interior Design Business Podcast, I explain why matching internet pricing can quietly undermine your profitability, and why the products and services you provide aren't an apples-to-apples comparison with what clients find online.

When designers promise to match internet prices, they're often trying to prevent uncomfortable conversations or keep clients from shopping every item in their design. But that reassurance comes at a cost: you're giving away profit before the project even begins.

I break down how to handle internet pricing conversations with different types of clients, from your ideal client who wants everything handled to the enthusiastic online shopper who wants to purchase everything themselves. You'll learn how to explain the value behind white-glove purchasing, including sourcing from trusted vendors, arranging freight, tracking orders, receiving, installation, and managing damage claims.

We also discuss what to do when a client truly wants to purchase their own products, why hybrid purchasing creates unnecessary problems, and when a design-only service may be the more profitable solution.

If you've ever felt pressured to justify your prices or compete with what clients find online, this episode will help you confidently communicate your value, protect your profit, and choose a purchasing model that works for both you and your client.

In this episode, we cover:

• Why matching internet pricing hurts your profitability
• How to discuss online shopping before a project begins
• Why your pricing isn't comparable to internet pricing
• Communicating the value of white-glove purchasing
• Identifying ideal clients versus dedicated internet shoppers
• Handling clients who want to purchase products themselves
• Creating profitable design-only services
• Why hybrid purchasing creates problems
• Setting boundaries around custom products and millwork
• Protecting your time, service, and profit

Show notes are available at interiordesignbusinessacademy.com
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Are you actually getting a paycheck from your interior design business, or are you working hard and hoping there will be money left over?

In this episode of the Interior Design Business Podcast, I break down why every interior design business needs to do two things consistently: pay its owner for the work they perform and generate profit beyond that paycheck.

Many designers tell themselves they're leaving money in the business so it can grow, while others believe they simply don't make enough to pay themselves. But if your projects can't compensate you for your time and still produce a profit, the problem may be how those projects are structured and priced.

I explain the mindset shift from seeing yourself as a solo design practitioner to treating your company as a separate business that provides interior design services as its product. You're the owner, but you're also doing valuable work for the company, and that work needs to be included in the cost of every project.

We'll also walk through real examples of product sales and design fees to understand internal hourly rates, wholesale pricing, markup, time budgets, overhead, and gross profit.

If you're working long hours but wondering where the money goes, this episode will help you structure your projects so your business can pay you consistently and generate the profit it needs to grow.

In this episode, we cover:

• Why every interior designer should pay themselves
• The difference between your paycheck and business profit
• Why every project needs profit built in from the beginning
• Moving from a personal practice to a profitable business
• Treating yourself as both business owner and employee
• Including your time and labor in project pricing
• Using an internal hourly rate to structure design fees
• Understanding wholesale pricing, markup, and product profit
• Creating time budgets that protect profitability
• Building a business that pays you and produces profit

Show notes are available at interiordesignbusinessacademy.com
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