Business of Architecture Podcast

What do clients really want? In this episode of the Business of Architecture podcast Enoch Sears relates how seeing a transient man in Los Angeles reminded him about what clients really want, and what you should focus on when you're talking to a current or prospective client. Discover how to grow a profitable practice by watching a free 60 minute online training: http://perfectfirmwebinar.com

Today we speak with the managing partner of HCMA Architects, Darryl Condon. HCMA is an 80 person multidisciplinary architecture firm based out of Vancouver, B.C. In today's episode, Condon reveals how to create a purpose-driven firm. He also reveals how creating a purpose-driven firm has led to the firm's greatest period of sustained growth. Get the free 4-part architecture firm profit map at http://freearchitectgift.com

Today is the second half of my conversation with Darryl Condon, managing partner of HCMA, an architecture firm based in Vancouver, BC. In today's episode, Condon shares how creating a multidisciplinary practice has brought in new opportunities and strengthened the firm's existing relationships with clients. Want to discover the keys to creating a solid business foundation for future success? Watch this free training webinar: https://www.businessofarchitecture.com/freedomwebinar ► Subscribe to my YouTube Channel for updates: https://www.youtube.com/c/BusinessofArchitecture ******* For more free tools and resources for running a profitable, impactful and fulfilling practice, connect with me on: Facebook: https://www.facebook.com/groups/businessofarchitecture Instagram: https://www.instagram.com/enoch.sears/ Website: https://www.businessofarchitecture.com/ Soundcloud: https://soundcloud.com/enochsears Twitter: https://twitter.com/BusinessofArch Podcast: http://www.businessofarchitecture.com/podcast/ iTunes: https://itunes.apple.com/us/podcast/business-architecture-podcast/id588987926 Android Podcast Feed: http://feeds.feedburner.com/BusinessofArchitecture-podcast ******* Access the FREE Architecture Firm Profit Map video here: http://freearchitectgift.com Download the FREE Architecture Firm Marketing Process Flowchart video here: http://freearchitectgift.com Come to my next live, in-person event: https://www.businessofarchitecture.com/live Carpe Diem!

Today we're going to talk about marketing and promotion in architecture. Our guest is Brynne Campbell, co-organizer of POP//CAN//CRIT, an annual panel-based symposium that brings together leading voices in architectural practice, academia and related fields within a Canadian context. She is 4 years into her PHD program at the Azrieli School of Architecture & Urbanism, Carleton University, and she also serves in the Royal Architectural Institute of Canada in Ottawa. Today we discuss how marketing and promotion is used in architecture, including strategies for architecture firms to reach prospective clients. Get the free 4-part architecture firm profit map at http://freearchitectgift.com

Today we're going to talk about selling architecture. Our guest is Brynne Campbell, co-organizer of POP//CAN//CRIT, a panel-based symposium that brings together leading voices in architecture practice, academia and related fields within a Canadian context. She is 4 years into her PHD program at the Azrieli School of Architecture & Urbanism, Carleton University, and she also serves in the Royal Architectural Institute of Canada in Ottawa. Today we discuss what it means to sell architecture and how it comes down to prospective clients having a deep understanding of the value that we can give their projects. You'll also discover 4 strategies for selling architecture so that prospective clients see the enormous value you provide. Get the free 4-part architecture firm profit map at http://freearchitectgift.com

Today is the second half of my interview with Jesse Cole, the marketing genius who transformed a struggling minor-league baseball team into a team that plays for sold-out crowds all season long. I first heard about Jesse from my friend Scott Beebe, who shared a presentation with me that Jesse did on designing the client experience - what happens from the moment someone first interacts with a company all the way through to doing business, and after. What if you gave the same attention to the experience your clients have working with you that you do to creating detailed and error-free drawings? What if you architected the entire client experience process? What could you make that look like? As architects, some of our biggest business breakthroughs can come by thinking and doing things differently than what everyone else is doing - thinking outside of the proverbial box. In today's interview you'll discover: Where Jesse would start if he was designing a client experience for an architecture firm from scratch How Jesse Cole recognizes and hires top talent, including his simple but powerful "future resume" technique How understanding the business you are really in can revolutionize your business Get the free 4-part architecture firm profit map at http://freearchitectgift.com

Imagine if you could double, triple or even quadruple your word of mouth referrals. What if word about your firm spread so far and wide that people were lining up at your door? And what if you could do that without spending a single dime on advertising or marketing? Now that might sound like a nightmare to you-you're fine where you are, you don't want any more work, and you don't want to make a larger impact. However, since you're listening to this podcast, I'm guessing you're someone who wants to learn and grow - you're always looking for a better way of doing things. That's why I'm excited to tell you about today's guest, who comes from an industry far, far away from architecture and design. I think some of the most powerful business breakthroughs we can have is by looking at other industries to see how and why they are having success, and seeing how we can apply these lessons to the business of architecture and design. Today I bring you a story about baseball. Known as The PT Barnum of Baseball, Jesse Cole is the founder of Fans First Entertainment. Shortly after graduating from college in 2007, Jesse became the General Manager of a Minor-league baseball team, the Gastonia Grizzlies. When Jesse signed on, the Grizzlies had no sponsors, no money, and few fans. Jesse knew he needed to do something different. By the end of the first season, the Grizzlies were playing to sold-out crowds of fans. He miraculously turned around the team. In 2014 Jesse and his wife took on another challenge by opening a new baseball team in Savannah, Georgia, which they named the Savanna Bananas. Getting past the local criticism of the strange name, Jesse knew he was on to something when the team launch day went viral on media around the world. Suddenly, thousands of people wanted a Savannah Bananas hat or T-shirt. Since then, the team plays to sold-out crowds. Jesse sums up his success simply: Be different. He's been featured on MSNBC, ESPN, NPR and other media outlets. He just released a book, "Find Your Yellow Tux," where he promotes his mantra "If it's normal, do the exact opposite". Jesse has the most compelling message I've heard about creating an amazing experience for your clients, and how this can fuel your business. I hope this interview will inspire you, help you think differently about your practice, and help you create a practice that is more impactful and profitable. Get the free 4-part architecture firm profit map at http://freearchitectgift.com

Today you'll discover how one architect, his partner and team have revitalized downtown Durham, North Carolina, and built an impressive real estate portfolio in the process. As you create value for clients, why not get a piece of the action? Architect John Warasila and his team have done just that. Over the years, Warasila has built an impressive commercial and multi-family real estate portfolio by investing in his own projects, and partnering with his clients on their projects. John founded his firm, Alliance Architecture, in 1995. He learned everything from the ground up - how to work with banks and get financing, how to get tax credits for his projects, and how to lease his projects and create consistent cash flow. He and his partners now own 10 buildings in downtown Durham. And John isn't afraid to talk about money - one of his themes is to make everyone rich - both socially and monetarily. Get the free 4-part architecture firm profit map at http://freearchitectgift.com

In today's episode of Business of Architecture, we talk with the founder of Alliance Architecture, an architecture firm with offices in DC, MD and North Carolina. In this episode, architect John Warasila talks about the importance of knowing the numbers of your business. He also shares how he's built a real estate portfolio by investing in his own and in his client's projects. Get the free 4-part architecture firm profit map at http://freearchitectgift.com

"Wow, that's a lot of money … I had no idea it was going to be that much!" If you've ever heard this before, then you've probably presented a proposal to a client. As architects we hear this from our clients all the time when we give them our proposals. There's a specific reason why they react this way. It's because their expectations don't match reality. When our clients tell us something is "too expensive" or "more than they were expecting," what do they base that on? Is there any form of reality attached to their expectations? Probably not. They've heard that their brother-in-law did something for XX$ /sf, or some mysterious family friend tells them that it shouldn't cost more than "X." Yea, right. All of their wishful thinking isn't going to change reality. Last week two things happened to me that made my jaw drop. I was reminded how utterly clueless the average person is about building design and construction - and I'm not just talking about residential clients - you'll find this with more 'sophisticated' clients also. I was over at a friend's house who just added a garage behind his home. He did most of the work himself, and he was surprised that it ended up costing so much. "I just wanted something a little bigger than the sheds available at Home Depot!" FYI, the sheds at Home Depot cost USD 3,500, his building was over USD 15,000. He gave many reasons why the building cost more - the draftsman charged "way too much" and specified the "wrong details," the City made him do things that were unnecessary, etc. I asked him why he thought he got ripped off. Turns out he got his information from his "contractor friends" who confidently said that "we don't build like that around here." Huh. I don't know what these "contractor friends" have been building, but it won't pass code. I took a look at the 'overpriced' plans his draftsman did (he called him an "architect"), and the drawings looked just fine - I didn't notice any 'wrong details.' Well, as it turns out ... "It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so." - The Big Short This applies to clients both small and large, residential and institutional. Another example: This week I was coaching one of the firm owners in our A-Team Mastermind who does high-design focused work for Higher Education Institutions. He told me of his frustration with potential clients not 'getting' the value that they get when they work with his firm. "Our fee was double some of our competitors. They went with the cheaper option even though I tried to explain that you get what you pay for. That fee wouldn't even be enough for us to pay the engineers." The University went with the cheaper option. I'm sure they'll be knocking on his door in 18 months. "The bitterness of poor quality remains long after the sweetness of low price is forgotten." One way to solve this problem is what I call "right-setting" your potential clients (a.k.a. set them aright). Educate them about all the headaches, problems, disasters, and full-blown red-light emergencies that can happen if they don't compare apples to apples, AND on the flip side - all the peaceful, happy nights they'll get from working with you. Fortunately, with the amazing technology we have nowadays, it's easier than ever to educate your clients. Here are 5 effective ways to educate your clients: Record explanatory videos Write articles Record a podcast Give seminars/webinars Write a book For more information, listen to this week's podcast episode above. Do you have any horror stories of when a client was too focused on the upfront-cost and underestimated the long-term consequences? Tell me about it - head over to the Business of Architecture Facebook group and let me know!