892: Sharon L. Sherman: Decoding Personality Types for Successful Client Outcomes

A Well-Designed Business® | Interior Design Business Podcast

LuAnn Nigara

Business, Design, Arts

4.8 • 786 Ratings

🗓️ 4 July 2023

⏱️ 79 minutes

🔗️ Recording | iTunes | RSS

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Summary

Today With Sharon L. Sherman: Today on A Well-Designed Business I am joined by Sharon L. Sherman, founder of Thyme and Place Design. Sharon has been practicing award-winning kitchen and bath design for the past 40 years, is a Past President of the American Society of Interior Designers, New Jersey chapter, and was named 2022 Innovator of the Year by Kitchen Bath Design News magazine. She has worked with every personality out there and is here to discuss personality traits. We delve into the four personality types she categorizes: Fire, Air, Earth, and Water. We talk about their traits, how to recognize them, and how to work with each one best for successful outcomes every time. Pick It Apart [2:09] Sharon explains that everyone has a different idea of what a difficult client is, but by understanding our own personality traits we can better understand and work with all types of clients. [9:30] Sharon introduces the four personality types she has defined: fire, air, earth and water. [11:28] LuAnn and Sharon discuss the traits of the fire personality and how to handle them. [19:26] Sharon describes the air personality as expressive, friendly, and appreciative, but also need to be appreciated. [25:56] Sharon explains that those with the earth personality are stable and grounded and comfortable like your favorite pair of jeans. [29:56] Sharon and LuAnn talk about the water personality, which tends to be analytical and organized. [38:36] Sharon and LuAnn how to determine personality types and work with each one better. LuAnn Nigara and Sharon L. Sherman's Ah-Ha Moments “There's really no such thing as a difficult client. It just sounds like a match that's not well matched.” – LuAnn Nigara “To resolve a problem—that's when we have to step out and detach and start to observe and see and to, quite frankly, employ those sales skills.” – LuAnn Nigara “Clients make our world go round. Without them, we're no longer in business..” – Sharon L. Sherman “If you understand how to speak to your clients, and how to ask them questions, and listen to what they're saying…you start to see who that person is going to be.” – Sharon L. Sherman “If anybody right now has a recent interaction with any client that went negatively—just now think about the different personalities and try and identify what personality they are. Probably, you handled it from your personality. And if that ends up being true, then that is really a very foundational reason why the problem escalates—because you're handling something from your perspective as opposed to the way they need it handled, not because it was an unsolvable problem.” – LuAnn Nigara “I didn't let fear overcome my love for what I'm doing.” - Sharon L. Sherman More About Sharon L. Sherman Sharon is the founder of Thyme and Place Design, headquartered in Wyckoff, New Jersey. She’s been practicing kitchen and bath design for the past 40 years and is a Past President of the American Society of Interior Designers – New Jersey chapter. Her award-winning designs and editorial comments have been featured in Forbes, The New York Times, Design Milk, Bergen NJ magazine, Kitchen & Bath Design News, Woman’s Day, Country Decorating, Design NJ, New Jersey Home Magazine, 201 Magazine, The Best of Bergen, as well as several books. Her blog “Tips from the Trade” appears in digital form on DesignNJ.com and KBBonline.com. She has also appeared on HGTV’s My Big Amazing Renovation and episodes of House Smarts with Lou Manfredini. In 2022, she was a featured *Voices From The Industry* speaker at the National Kitchen and Bath Association’s international convention and is a member of the Editorial Advisory Board of Kitchen Bath & Business magazine and has received the 2022 Innovator of the Year award from Kitchen Bath Design News magazine. Connect with Sharon L. Sherman Website Instagram LinkedIn Book What’s new with LuAnn Nigara LuAnn Live 2023 Watch the Docuseries! luannuniversity.com http://www.luannnigara.com/cob A Big Thank You to Our Keynote Sponsors: Nancy Ganzekaufer Traci Connell Duke Renders Get The Goodies! For checklists, resources, and extra goodies from A Well-Designed Business sign up for free here. To Get on LuAnn’s Email List, text the word designbiz to 444999! Purchase LuAnn’s Books Here: Book 1: The Making of A Well – Designed Business: Turn Inspiration into Action Audiobook: The Making of A Well – Designed Business: Turn Inspiration into Action Book 2: A Well-Designed Business – The Power Talk Friday Experts Pre-Order Book 3: A Well-Designed Business – The Power Talk Friday Experts Volume 2 Connect with LuAnn Nigara LuAnn’s Website LuAnn’s Blog Power Talk Friday Like Us: Facebook | Tweet Us: Twitter | Follow Us: Instagram | Listen Here: Podcast Other Shows Mentioned: #760: Jessica Harling: The 7 Step Sales Process for Interior Designers and Window Treatment Professionals #762: Laura Martin Bovard: Do You Run Your Interior Design Business From Ego or Soul? #808: Hailey Kolbe: How to Vet Inquiries, Spot Red Flags, and Attract Your Ideal Client #842: Joshua Smith: Sell the Experiences, Not the Commodity #848: Amy Youngblood: Why Your Contact Form is Critical in Identifying Your Ideal Interior Design Client Other Resources Mentioned: Chairman of the Board Make a Friend 7-step sales process

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0:00.0	Hey, are you getting ready for Thanksgiving?
0:03.0	Maybe you're hosting and you're busy getting all of your dishware organized and your menu organized.
0:08.0	Or maybe you're like me.
0:09.0	You're at the season where you just get to ring the doorbell with a pie in your hand, right?
0:14.0	Either way, I hope you are planning to spend some quality time with friends and family,
0:19.0	whether that means it's a big,
0:20.9	raucous crowd and lots of carrying on or downtime. Either way, I'm wishing you a happy
0:26.4	holiday season. And, you know, what happens after Thanksgiving, we have Black Friday.
0:31.6	And on Black Friday, Luann University is officially opening registration. And here's the thing. Because it's Black Friday,
0:39.2	we got some Black Friday deals for you. All right, first of all, let me explain this. Early Bird for
0:43.9	Luann University is open from November 29th through December 31st, 2024. So that is the entire early
0:52.1	bird period. And during the early bird period, you get two bonuses.
0:57.1	Number one, you get the early bird pricing.
0:59.1	But you also get, if you buy, whether you buy a five-week course or a three-hour intensive,
1:05.1	if you purchase and register during the early bird period, you are going to be enrolled in the workshop that
1:13.3	Amber Delagarza and I are hosting together live. It's called Success by Design. Strategic
1:20.5	Goal Setting meets Time Mastery. Okay. So this is going to be a live workshop. It is going to happen in real time on January 2nd,
1:30.5	2025. And we're going to spend part of the time mapping out. How do you set your goals? What do you do?
1:38.5	How do you decide if it's a legitimate goal? If it's a reach goal, if it's too easy of a goal,
1:43.7	what should your goals be?
1:45.4	And then Amber will take over and she will help us figure out how to carve that time in our
1:52.8	work life to work on our business. Okay. So it's managing the expectations of the hours you
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