Brad Leavitt Podcast

One of the main themes of this discussion is the importance of confidence as a practitioner in the industry. A great interior designer is confident that their vision and skillset can create a beautiful home.One of the challenges is getting clients to trust their designer’s process. Jaimee gets up close and personal with clients from the beginning, conducting anywhere between six-to-ten design meetings depending on the scale of the project. This goal to “freak out” clients with her level of detail and organization demonstrates Jaimee’s value as their designer from the get-go.Listen in as Jaimee goes on to share how her skills as a journalist transfer over to her new career as an interior designer; her approach to hiring, training, and educating talent; how she uses social media and connects with influential designers around the country; and how she learned the ins-and-outs of business and finance in the interior design industry. Sponsored by Sub-Zero, Wolf, & Cove. CLICK HERE TO LOCATE A SHOWROOM NEAR YOU!Topics Discussed: [03:45] Scaling the business and why Jaimee conducts up to ten design meetings[07:50] How Jaimee helps clients understand the value she is delivering as a designer[12:10] Building confidence as an interior designer[15:32] Managing a design business while being available to clients at the same time[17:30] Training and educating the team at Jaimee Rose Interiors[21:31] How Jaimee stays on top of the latest trends and best practices in the industry[24:38] Jaimee’s approach to hiring[27:49] Getting clients to trust you as their designer[31:15] How Jaimee Rose Interiors uses social media and connects with influencers[36:57] The beginnings of Jaimee’s interior design career[42:14] How designers, builders, and architects can strengthen relationships with clients[45:37] Allotting time during the week to focus only on the business side of things[47:30] The most stressful things about running a company for Jaimee[52:15] Why Jaimee thinks that interior design is easier than journalism[56:30] Jaimee’s least favorite part about interior designConnect with Jaimee Rose: WebsiteInstagram @jaimeeroseinteriorsFacebook @jaimeeroseinteriorsPinterest - Jaimee Rose InteriorsConnect with Brad Leavitt:Website InstagramFacebook HouzzPinterest YouTube Key Quotes by Jaimee Rose:Building a house is hard and it stresses people out. One of the biggest skills that you can bring a client as a designer is utter and complete confidence.All businesses are about people. When you really focus on people, that makes you more interesting to them and more valuable to them because they know that you’re totally focused on their needs at all times.When you have an architect and a builder and a designer all working together as partners who trust each other and admire each other, you get the very best result.

Today Brad speaks with Tracy Morris, Owner of Tracy Morris Design. Launched in 2003, the company has “a focus on fresh, vibrant and approachable interiors”. Tracy, who hails from Washington, has had a passion for design since the age of six when she started building two-story colonials out of legos. She finds creativity and inspiration in amazing lighting, and architecture with color and texture and full of natural surroundings.One of the most fascinating parts of our conversation was around her story—how Tracy came to be a highly sought-after designer by keeping her eyes peeled for opportunities and seizing them without hesitation. This openness and ambition allowed her to expand rather quickly, and now Tracy has business in Naples and Dallas. We also dive deep into how she runs the business while managing satellite locations and why she chose these particular locations.Listen in as Tracy explains the dangers of spreading yourself too thin as a design company, how she chooses which clients to work with (keeping in mind that Tracy never takes on more than four projects at once), how to charge and set budgets for projects, how to set expectations with clients from the beginning to avoid conflict down the line, and how to turn a good team into a great team.Topics Discussed: [03:50] What separates a good design business from a great one?[05:45] How to decide which jobs to accept and working hand-in-hand with clients[13:38] Red flags to watch out for when vetting clients[22:40] Tracy’s lessons for new designers[30:27] Staying organized and on the same page with each department on a project[32:00] Where Tracy learned the ins-and-outs of running a design business[37:58] Opening an office in Naples, and Tracy’s various projects outside of DC[40:59] How Tracy charges and creates budgets for projects[50:53] Setting prospects at ease via social media and personal branding[54:28] Nurturing a synergistic relationship with your builder, architect, and designer[56:28] What separates a great builder from the rest?Connect with Guest:WebsiteInstagramFacebookLinkedInConnect with Brad Leavitt: Website Instagram Facebook Houzz Pinterest YouTube Resources & People Mentioned:Trammell Crow Company Qore Performance Key Quotes from Episode:The trick [to building a great design business] is, just don’t move too quickly. Just do not take too much on.I never want to overpromise and underdeliver to a client.Make sure you give your clients a small order that says: “You may not call me for at least two weeks when your stuff has been put in, because you need to take a minute, get used to the furniture, the paint, wallpaper—whatever it is—that’s been put in place, and just breathe a minute.”I work on retainer, because that has been much easier for me to do. I feel it’s a little bit more palatable for clients to be able to swallow the costs if they know what they have paid upfront.The word “blame” is what makes a good team a great team if that word is crossed out.

Today Brad speaks with Aymee Kuhlman and Molly Kidd, Co-Owners of Light & Dwell, a full-service interior design studio created in 2015, and today serves clients nationwide. Aside from its full-service offering—whose timeline stretches from eight months to two years—Light & Dwell also offers virtual design, where the initial design is delivered within three to four weeks.Aymee and Molly make it a point to only source sustainable and ethically-made products, particularly when it comes to furniture. Acknowledging the recent trend of eco-friendliness in the clothing industry, they decided to become more aware of and responsible for the materials they use when turning their designs into reality.When vetting clients, Molly and Aymee like to put out the numbers right at the initial call, reviewing such items as build budget and minimum allowances in big bucket areas (ex. cabinetry, light fixtures, etc.). To make sure the contract is upheld, Molly and Aymee prefer to phrase it as an agreement when speaking to their clients. By getting clarity and understanding from all parties right off the bat, there become fewer obstacles down the road if any changes have to be made to the client’s house—as well as their budget.Listen in as Aymee and Molly explain their working dynamic as Co-Owners of the company, how they use social media to find new clients and how they communicate throughout the timeline of a project, and the financials involved in running Light & Dwell.Topics Discussed: Light & Dwell’s approach to virtual designFinding and vetting clientsNetworking with other designersVetting clientsHow involved Light & Dwell are on the architecture sideMarketing virtual design on social mediaChoosing furniture alongside clientsScheduling workflowsJustifying new hiresConnect with Guest:Website Instagram Facebook YouTube Pinterest Connect with Brad Leavitt: Website Instagram Facebook Houzz Pinterest YouTube Key Quotes from Episode:A lot of designers have full-service or they have virtual design; but to have a way where you can have both has been really beneficial to us, especially in 2020 with COVID.As a company, we’re trying to be more sustainable and ethically-sourced with our products.My job as a designer is to give the client, upfront, a very clear, personal vision of their house and how their house is going to be totally unique to them.

Today Brad speaks with Melissa Hryszko, an interior designer at Veranda Estate Homes, a construction company with over 45 years of experience in building custom luxury homes in Calgary, Alberta and beyond. Veranda is a proud multiple SAM Award-winner, a member of the Alberta New Home Warranty Program as well as the Calgary New Home Builders Association.Melissa speaks on Veranda’s stringent process for screening potential clients. It all starts with a ten-page questionnaire. A proposal is then drawn up based on the information given by the client through that questionnaire, as well as inspiration sent by them through a Pinterest board or photos on Instagram. Veranda then hones in on the client’s budget, the style they are looking for, and the features and elements that they would like in their home. The time it takes to get from that initial meeting to finally being on the ground typically ranges anywhere from three months to over a year.Even when it comes to budget considerations, Veranda has a strong preference for lump sum pricing over cost plus and maintains strict standards around that budget, staying within 1% or 2% of the purchase agreement price on the move-in date. Their goal is to always keep the client in mind by being conscious of and respectful of their budget.Listen in as Melissa further breaks down Veranda’s unique approach to pricing a project and how they communicate costs, options, and changes with their clients throughout the process, from vetting, consulting, and, finally, construction.Topics Discussed:[02:38] Flexibility in selections up front?[04:41] Detailed budgets?[05:56] Budgeting for materials increased cost[09:41] Pushback on cost plus or lump sum[13:56] Allowance for the furnishing before or after breaking ground[16:36] Months creating design book[19:32] Dispute and proximity for community or neighborhood[22:01] The hardest part of Melissa’s job as a designer[23:54] How involved do the clients get?[25:50] Counseling clients on where to put their focus[27:29] Preventive maintenance for children and dogs[30:13] Walking through existing home to investigate lifestyle[31:30] Favorite part of the home design?[33:35] Balancing different styles of design[36:40] Mixture of Specs and Build-to-Suite[39:32] Social media management[43:45] Generating leads from Instagram[47:09] Crafting cabinetry from raw materials onsite[49:24] Staining cabinetry timeframe[51:53] Protecting high end finishes during construction[55:07] Vetting clients?Connect with Guest:Veranda Estate Homes WebsiteVeranda Estate Homes InstagramVeranda Estate Homes PinterestVeranda Estate Homes FacebookConnect with Brad Leavitt:Website Instagram Facebook Houzz Pinterest YouTube Resources & People Mentioned:Rob Hryszko, President & Co-Owner Veranda Estate Homes Springbank Custom Build by VerandaThe Heather CompanySub-Zero RefrigeratorsAndrew Patterson of Patterson Custom HomesCustom Yeti CupsKey Quotes from Episode:It is our job to stay as close to budget as possible, because everybody has a budget and we want to be conscious of that and respect it.Maybe one out of every 50 clients end up doing cost plus. Fixed price makes us accountable for construction time and all the work that goes into the home.The one thing that drives me to start a new project is to do something unique and different.As Rob says, we wear two hats. We wear a developer hat and we wear a builder hat.

Today Brad speaks with Nick Schiffer, owner of NS Builders, where he leads a team to renovate homes for private clients in and around Boston. Nick is also the Co-Host of The Modern Craftsman podcast alongside John Hourihan and Tyler Grace where they interview a variety of professionals involved with the trades.NS Builders started out as a one-man carpentry company with relatively small ambitions. That was, until Nick began to hire and discovered the power of leveraging his time while scaling the business. He also started to become active on social media through which he built his brand. He continued to express his affinity for entrepreneurship as he grew his audience, accepted a wider variety of jobs, and looked to influencers outside of the construction industry (such as Gary Vaynerchuk) for tips and strategies to keep expanding his ventures.Today, NS Builders is made up of 20 people and counting. Nick has fully embraced his role as entrepreneur. He spends his days looking to expand on the company’s existing systems and processes to be able to free himself up even more and focus on his vision going forward.Listen in as Nick shares how he vets clients, the right time to hire and how to support the payroll, when to be more aggressive with your markup and when to taper back, why he actually enjoys self-performing carpentry jobs whenever possible, and how paying attention to his competitors allows Nick to further define his branding and sales process.Episode Sponsor:Sub-Zero, Wolf, and Cove - Schedule an appointment at your nearest showroomTopics Discussed: 02:49 - What made you become an entrepreneur and home builder06:50 - Nick would like more flexibility on job site with team10:32 - High level budgets for clients18:41 - A vision and dream to build homes21:01 - Sticking to a specific aesthetic and style24:44 - What makes a “modern” home?27:13 - Hiring and bookkeeping best practices33:51 - Justifying your annual budget56:57 - Self performing01:09:13 - Investing in the company: Beyond the balance sheet01:22:33 - Progressive Marketing01:26:38 - How much Nick, as the face of his company, involves himself in projectsConnect with Guest:NS Builders WebsiteNS Builders InstagramNS Builders LinkedinThe Modern Craftsman PodcastConnect with Brad Leavitt:WebsiteInstagramFacebookHouzzPinterestYouTubeResources & People Mentioned:Gary Vaynerchuk Snapchat Steve BaczekShawn Van DykeQuickbooks Buildertrend Monday SoftwareAsana Software Slack Software Bill.Com Hub Dock Receipt Bank Revealed on YouTube Tyler with TRG Home ConceptsJohn Hourihan of Vintage Builders The Modern Craftsman PodcastKey Quotes from Episode:As builders, it seems like we’re expected to know more about a project’s potential problems than doctors are expected to know about a patient’s problems.What’s the number that scares you? Let’s figure that number out first, because if we can figure out the number that scares you, then we know what your real budget is.People oftentimes try to portray something as modern, when it’s just not. It’s more than style or features. There have to be moments in the home. It has to be an experience.When you understand what it takes to run your business and equate that to what you need to do in sales, you’ll be able to better decide on which jobs to take and which to turn down.When you’re operating at such a high level, it’s so much easier to spot mistakes.Choose to be the loudest person. If I’m not going to share how we do something, someone else is. And if that someone else happens to be the guy down the street, guess who gets the call.

D. J. shares his path to becoming an offensive lineman in the NFL and the mentors that guided him down that path, which includes his father, former wide receiver D. J. Humphries, Sr. He then describes his thought process going into his decision to join Florida after being recruited by virtually every Division I program in the country.D. J. then talks about the “loss of structure once you leave the building” that he was faced with after being drafted into the NFL. Being his own “sole proprietor” as a professional athlete, D. J. needed to make his own judgement calls throughout his young career. This consisted of everything from the business of being a player in the NFL down to figuring out how he uniquely performed as an athlete and how far he was willing to push himself (even while injured).Finally, D. J. dives deep into the topic of leadership and team culture, not just within football, but when it comes to sports in general. He explains his mindset that always pushes to “bridge the gap” of misunderstandings and other conflicts between team members, and why open communication and having tough conversations are a must in order to understand cultural differences and maximize the synergy of a team.Episode Sponsors:Buildertrend - The World's #1 Construction Management SoftwareSub-Zero, Wolf, and Cove - Schedule an appointment at your nearest ShowroomKohler - Register for Kohler@Home event on February 2 & 3, 2021Topics Discussed:03:35 - Offensive line a kid07:18 - Excepting the position14:25 - Mentors22:20 - Playing basketball with father24:40 - D. J.’s perspective on how the NFL has drastically evolved over the past decade28:55 - How D. J. made his big decisions back in high school, including choosing Florida31:05 - Did campus culture play a part in helping D. J. decide which school to go to?42:00 - Worrying about somebody replacing me46:40 - How do you stay healthy50:10 - What makes for a great team culture?55:00 - Open minded & understanding equal rights01:05:00 - Why maturity begins when you become unafraid of “being dumb”Connect with DJ Humphries:Instagram @humpConnect with Brad Leavitt:WebsiteInstagramFacebookHouzzPinterestYouTubeResources & People Mentioned:Arizona CardinalsKyler MurrayOdell Beckham Jr.Mallard Creek High SchoolMike Palmieri The Blind Side MovieMo CollinsLeCharles BentleyOffensive Line PerformanceThe Offensive Linemen Whisperer: LeCharles Bentley by NFL FilmsAQ ShipleyCorey PetersMy Dad Means the World to me articleSECCeltics-Lakers RivalryJimmy GrahamJonathan Ogdan Haason ReddickAaron DonaldKliff KingsburyLamar JacksonAZ Cardinals all-time rushing leaders from 1920 - 2020J.R SweezyRussell WestbrookFlorida Gators College Football LSU College FootballLes MilesThe Burger Barn in Hawthorne, FLDr. Brian Harris with Smile VirtualJoey BosaTerry HoltJoshua MilesJosh JonesDJ Asking Camera Guy Why He is Following Him VideoKey Quotes by DJ Humphries:I feel like I’m a pretty smart guy, but I don’t like being forced to learn things that I don’t want to learn.Once I figured out how bad it feels to play injured, I became effective at playing injured. If I’m hurting, I’m playing. If I can play injured and still be effective, I’ll be fine.Having synergy and being accountable to each other, not just in sports but even in business, is huge.Bringing together people who come from different backgrounds and have different experiences all comes down to having an open mind. I can’t be pissed off if I can’t explain my side. This is where, as humans, we have to bridge the gap by wanting to learn from one another. 

Today Brad speaks with California-based interior designer Lindsey Borchard of Lindsey Brooke Design. With a background as an artist, Lindsey has a penchant for thinking out of the box, making sure each and every project is uniquely bespoke to her clients’ specific vision. Lindsey mixes “earthy textures with bold textiles” and curates “vintage finds with contemporary elements,” pulling all her “inspiration from the beautiful California landscapes she has called home all her life.”Lindsey also hosts Design Camp, a four-day retreat offering training, support, and opportunities to network with other professionals in the design community.Lindsey shares how she learned to build and manage an interior design business; the traits that make a builder or architect worth partnering with; best practices for establishing a budget and renegotiating around changes, limitations, and setbacks; what led her to start her four-day retreat, Design Camp, and her tips for those looking to start an interior design business today.Sponsored by: Sub-Zero, Wolf, and Cove: Find your nearest showroom and schedule an appointment by visiting www.subzero-wolf.com/showroomTopics Discussed:05:32 - Mentality of abundance opposed to mentality of scarcity 09:13 - Equal passion for business and interior design 10:25 - Respect for woman in the industry 13:11 - How builders can be better24:03 - Managing budgets 28:12 - Challenges on warranty and product procurement 31:21 - Logistics of products 39:21 - Design Camp 51:27 - What Lindsey would do differently if she started Lindsey Brooke Design today55:30 - Educating clients on design 01:03:21 - New and upcoming  for Lindsey BorchardConnect with Guest:WebsiteInstagramPinterestFacebookYouTubeDesign CampConnect with Brad Leavitt:WebsiteInstagramFacebookHouzzPinterestYouTubeResources & People Mentioned:The Identite CollectiveAnastasia Casey & The Identite CollectiveKristen ForgioneThe Lifestyled CoKey Quotes by Lindsey:When you are confident in your design, your company, and what your values are, you’re going to have a better business and a better experience for yourself, your clients, and everybody else involved, whether that’s the painter, the builder, or the architect.Builders and architects who have open minds and open hearts and listen to us, considering themselves as part of this one team as opposed to two separate companies—these are the builders and architects that I love working with.I have to establish a budget upfront. I do not want to start designing without knowing my budget.I always tell my contractors: “If there’s a problem, do not go to the client first. You have to come to me, because I will not go to a client with a problem unless I have a solution ready.”Open communication is a must in any relationship, whether personal or professional.

Today Brad speaks with the team at AFT Construction, including Senior Construction Manager Adam Cade, Project Managers Spencer Nield and Paul Lundgren, and Superintendent Andrew Clark.The team share their individual experiences so far in their careers at AFT, from their specific roles, to their approach to solving project or client-related challenges, to their biggest lessons learned, to company culture best practices.Topics Discussed:03:34 What makes a project successful?07:41 What sets apart a good architect from others?11:56 How Andrew deals with difficult clients16:07 What makes a good superintendent?19:25 What makes a valuable trade partner?21:46 How Spencer and Paul manage their schedule, especially with multiple projects24:03 How often should a superintendent communicate with their client?27:17 Adam’s typical schedule as a Senior Construction Manager29:57 The process a project goes through, from coordination to completion31:41 What Spencer and Paul learned from Adam and Brad during their time at AFT36:26 The biggest lesson Andrew learned at AFT41:25 The biggest lesson Adam learned at AFT46:46 The biggest lesson Paul learned at AFT48:19 Andrew’s role at AFT and how that role expanded52:36 How Adam’s mindset evolved over time at AFT54:35 Skillsets that Spencer brought to AFT56:36 One thing Paul didn’t know about Brad that still surprises him58:33 What Andrew pushes himself to do better at59:50 What Adam looks at when hiring someone1:01:04 Advice Spencer would give to someone who wants to work at AFT1:02:22 Paul on the culture of AFT and his advice to someone who want to be part of it1:02:54 How AFT forced Andrew to change his views on prioritizing and organization1:04:56 What got Spencer into the trades?1:07:28 Who inspires Paul on IG?1:08:08 What Andrew has tried to emulate from Brad or others at AFT1:09:17 How Adam trains others to understand and implement what he’s communicating1:10:39 How a company can better handle change orders1:12:20 What makes for great company culture?1:12:54 What helped Andrew get to where he is today at AFT?1:15:23 What systems and tools should be in place as AFT continues to scale1:16:20 How involved Paul is when communicating with a client throughout a project1:17:07 How many projects should each superintendent and manager get at a time?1:17:31 What the team is excited about going into 20211:20:55 Two features that any custom home should have1:21:38 Who’s the best golfer?Connect with Brad Leavitt: WebsiteInstagramFacebookHouzzPinterestYouTubeResources & People Mentioned: Sub-Zero, Wolf, and Cove ShowroomBluebeamBuildertrendECS Homes Instagram Matt Risinger of Risinger Build Instagram Builders of Insta John Merrit Key Quotes:A successful project starts with communication.Be tenacious. Things just don’t come easy by mistake.The number one thing we look at when we’re hiring is personality, and number two is work ethic.Come to AFT knowing that you’re going to learn something, and have that desire to learn.A lot of confidence emanates from knowledge.

Dr. Leila Peterson is the founder of Prescribed Health and Beauty as well as Prescribed Design. She is a business owner who only recently relocated her medical practice from San Antonio, Texas to Gilbert, Arizona in the midst of the COVID-19 crisis.Leila speaks on how she managed the many factors involved in building a company while making this crucial transition in the middle of a worldwide pandemic. These factors, which she discusses in-depth in this episode, include marketing, networking, hiring, purchasing, doing a construction buildout, tenant improvements, and more.Topics Discussed:03:38 The biggest challenge involved in moving the business to Gilbert04:31 Building a network from scratch in a new environment07:18 Dealing with the construction of a new facility during the pandemic10:29 Leila’s tenant improvement (TI) experience14:47 Why Leila and her husband decided to move to a new location17:54 Building your client base24:18 How Leila defines great customer service26:52 Making sure your clients’ needs are adequately met28:27 How often Leila trains her team30:40 The benefits of collaborating with other medical providers and educating clients34:07 Dealing with negativity online38:40 Establishing your brand and hiring best practices41:58 How much people usually spend on botox44:02 Using social media content to further educate patients on diet46:38 How often families should visit their clinic and age/gender-specific must-knows49:06 Working around limitations brought on by COVID-19 regarding meeting patients52:14 Leila’s vision for her practice in 202155:37 Which social media platform Leila finds the most success on57:23 What to expect from Prescribed Health in the coming monthsConnect with Guest:WebsiteInstagramFacebookPinterestConnect with Brad Leavitt:WebsiteInstagramFacebookHouzzPinterest YouTubeResources & People Mentioned:TI (Tenant Improvement) HIPPA Prescribed Design Key Quotes from Episode:Customer service is all about how you make someone feel and the value you provide.If I can provide excellent customer service and good bedside manner, people want to come back to see me or share things with me that they may be uncomfortable sharing with someone else.I use social media to educate and provide value to my clients.Obesity is the leading cause of so many things, including anxiety and depression. It’s a big problem facing society and we need to get a handle on it.In any business, if you can show clients your process, then they’ll realize and become more comfortable with what they’re getting into.

Shawn Van Dyke is a construction business coach, an international keynote speaker, and author of two books: Profit First for Contractors and The Paperwork Punch List.Most contractors are not profitable, which makes them feel uncertain about what they need to grow their construction businesses. Shawn believes that construction business owners should be as good at business as they are at their craft. That’s why, after 20+ years of owning and operating multiple construction businesses, Shawn became a construction business coach. He now works with construction business owners, executives, and managers all over the world and shows them how to stop losing profits and wasting time.Shawn helps contractors get their lives back. He is the founder of the Built to Build Academy, which creates confident construction business owners through on-demand training and coaching programs so you can make more money, stop worrying, and get your life back.Shawn shares a lot of insight on how to hire, build a company culture, how much time to spend on marketing, what best practices to keep in mind when spreading your message, lump sum versus cost-plus, and establishing trust with your clients.Topics Discussed:05:43 Gaining confidence as a coach and public speaker11:10 Mastering sales15:52 Balancing empathy towards customers with the needs of the business19:18 The power of “no”22:39 Guiding your clients through the decision-making process28:24 Answering the three questions of the “delight trifecta” to save thousands of dollars34:26 The number one mistake contractors make when running their business37:16 Hiring “above the line”40:33 Identifying what you hate doing in the business to know who to hire43:17 Understanding “transparency” and how to achieve it with your customers48:39 Lump sum versus cost-plus56:04 When to use cost-plus pricing, especially with supply chain issues amid COVID-191:01:11 The right way to think about profit first1:06:53 The value in having systems1:10:46 Intentional marketing using social media1:15:40 The importance of sticking to your core message in your marketing effortsConnect with Guest: Instagram @shawnvandykeInstagram @profitfirstcontractorInstagram @builttobuildacademyWebsiteYouTubeFacebookTwitterLinkedinResources & People Mentioned:Built to Build AcademyProfit First for Contractors by Shawn Van DykeTed TalksThe Science Behind TED’s 18-Minute RuleStart with No by Jim CampNever Split the Difference by Chris VossKey Quotes by Shawn:As a business owner, you’re there to make an emotional connection with people first, because if they don’t buy into what you’re doing on an emotional level, it doesn’t matter how good the information is.Your business starts with sales.“Yes” is a lie; “maybe” is worthless; “no” is a decision. Get to the “no” as quickly as possible. Invite your clients to tell you “no” from the get-go.You never, ever, ever, ever want to surprise the client; but you want to delight them constantly.The biggest mistake I see with business owners is them thinking that they have to be the one who figures everything out and waiting too long to bring in an expert.Transparency is not trust.I would rather try to sell my value upfront and then perform a great project than to justify it afterwards.You can only price what you know.You can only spend 100% of your income on your businessMoney—profit—is a measure of effectiveness. The more effective you are with your customers, employees, and community, the more money you’re going to make. The more money that you make, the more you can do great things with it.Systems provide truth: Our systems are either working, or they’re not.Word of marketing sucks if you don’t control the words people are saying.