Today With LuAnn Nigara:

Hey friends—today we’re getting real about a critical part of running a profitable business: qualifying leads. Because let’s be honest—most of us are either letting go of clients who could have been ideal, or we’re wasting precious time on ones that were never a good fit to begin with.

In this episode, I’m sharing three real-world stories from my own business journey that reveal the hidden opportunities in client interactions you might be misjudging. These aren’t hypotheticals—they’re lessons hard-earned from decades of experience, and I want you to learn from them, not repeat them.

You’ll learn how to:

This isn’t about saying “no” faster—it’s about saying “yes” smarter. So let’s sharpen your lead-qualifying skills—because your future revenue depends on it.

LuAnn Nigara’s Ah-Ha Moments:

“Qualifying is not about shutting the door. It’s about asking the right questions so we can make an educated guess on whether we should open the door or not.” - LuAnn

“I’m not going to sell you knock-off products here to save a few bucks, and now what? The home you come to for peace and recreation has broken blinds that need servicing every time you show up here?” - LuAnn

“Don’t you ever qualify a person, in or out, based on how they look when they walk into your store. Treat every person like your next VIP client—because they just might be.” - LuAnn

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Chairman of the Board with LuAnn Nigara!

Exciting Windows! Coaching and more!

Today With Leslie Excell:

In this episode of A Well-Designed Business, LuAnn is joined by interior designer and entrepreneur Leslie Excell, founder of Excell Design + Co, for an honest, grounded, and inspiring conversation about building a business rooted in clarity, boundaries, and heart.

Leslie shares the pivotal moments that helped her reshape her business—from learning to say “no” without guilt, to letting go of the comparison trap, to honoring her own definition of success. She opens up about the mindset shifts that allowed her to stop chasing every opportunity and start creating a business that supports her life, not just her bottom line.

Whether you’re in a season of burnout, transition, or simply feeling called to realign with your core values, Leslie’s story will remind you that you are allowed to evolve—and that the most powerful business decisions often come from the quiet confidence of knowing yourself.

What You’ll Learn:

More About Leslie Excell

Leslie Excell, President of Excell In Design Group, embodies the perfect balance of passion, creativity, and an open heart. With a natural gift for adapting to new ideas and embracing fresh perspectives, Leslie leads her talented team to inspire and elevate the world-class designers they serve, creating a space where artistry and collaboration flow seamlessly.

"Imagine a project where the designer and artisan are in total alignment” ✨

This guiding philosophy is at the core of everything they do. As a full-service drapery workroom to the trade, Excell In Design Group offers expert consultations, exquisite craftsmanship, and professional installation, all grounded in years of deep industry knowledge and a commitment to excellence.

Connect with Leslie Excell

Website

Facebook

Instagram

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Other Shows:

WTFP #309: Overheard: Inside a Window Treatment Mastermind: How 5 Experts Built a Powerhouse Support System

WTFP #286: Julie Murphy: From Home Sewing to Million-Dollar Workroom

WTFP #34: Nikki Greenwood: from Corporate to the Window Treatment Business

WTFP #122: Jill Ballew: Her System for Chasing Post Installation Issues

WTFP#276: Vita Vygovska: The Pain Points and “Watch Outs” When Working With an Interior Designer

WTFP #268: Vita Vygovska: Empower Your Window Treatment Sales Force

WTFP #262: Vita Vygovska: Understanding the Challenges of Working with New Designers in the Window Treatments Industry

WTFP #261: Vita Vygovska: Production Workroom Vs Concierge Workroom

WTFP #257: Vita Vygovska: Working With Designers: Process vs Service

Vita's Tips in Ten - Entire Podcast Collection!

Today With LuAnn Nigara:

Are you stuck speaking price while your dream clients are listening for value? In this episode of A Well-Designed Business, LuAnn gets real about how to elevate your messaging to match the elevated clientele you’re trying to attract. She walks you through the subtle yet powerful mindset and language shifts that can position you as the go-to expert for high-end window treatment projects—without ever having to “sell.”

LuAnn dives into:

This is a must-listen if you’re ready to stop being a commodity and start being a category of one.

✨ And if this resonates, check out Episode 897 with Fred Berns where we talk about defining your “Only”—the exact thing you do better than anyone else. It's the perfect companion to today’s insights.

LuAnn Nigara’s Ah-Ha Moments:

“The high-end client isn’t asking, ‘Can I afford this?’ They’re asking, ‘Is this worth my time, energy, and trust?’” - LuAnn

“When you speak to someone’s lifestyle priorities, they stop looking at your price tag—and start looking at your expertise.” - LuAnn

“You don’t have to justify your pricing when you’ve already proven your value.” - LuAnn

“The moment you stop selling and start serving is the moment you attract the right clients.” - LuAnn

“Price is a factor. But priority? That’s the decision-maker.” - LuAnn

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Chairman of the Board with LuAnn Nigara!

Exciting Windows! Coaching and more!

Exciting Windows! 21st Annual Conference – April 16th-18th in West Palm Beach, Florida!

Other Shows:

WTFP #305: What Would Lu Do?: Ghosted After the Quote? The Pricing Conversation You’re Avoiding

Today With LuAnn Nigara:

What separates the window treatment pros who build wealth from those who just build stress?

In this solo episode, I’m pulling back the curtain on the five non-negotiable traits I’ve seen in every successful entrepreneur I’ve interviewed, coached, or worked alongside. After 1,300+ podcast interviews, dozens of coaching clients, and decades building Window Works, one truth is clear: success isn’t magic—it’s math. It’s made of actions, habits, and decisions.

Today, I’m walking you through the exact traits you need to cultivate if you want to scale with purpose, lead with confidence, and build a business that actually works—for you, your family, and your future.

This is the unfiltered truth about what it really takes to thrive in this business. So grab your notebook and let's get to work.

In this episode, I’ll share:

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Chairman of the Board with LuAnn Nigara!

Exciting Windows! Coaching and more!

Other Shows:

AWDB #26: Kae Whitaker- Branding Your Business- Finally I Understand It!

AWDB #259: Kae Whitaker – Get New Clients with the Right Email Sequence

AWDB #274: Power Talk Friday: Kae Whitaker- Part 2 of Email Marketing for your Interior Design Firm

AWDB #1040: Power Talk Friday: Eileen Hahn: 5 Steps to an Exceptional Hire

AWDB #589: Power Talk Friday: Eileen Hahn: Scaling from 2 Million to 5 Million

AWDB #363: Power Talk Friday: Eileen Hahn: Building An Exceptional Interior Design Team

AWDB #520: Power Talk Friday: Sandra Funk: The Interior Design Standard is Here!

AWDB #585: Sandra Funk: Helping Designers Improve Their Business Systems

AWDB #660: Sandra Funk: Level Up Your Business Through Mentorship, Coaching, and Classes. Sponsored Show: “Interior Design Standard”

Today With Amy Cramer:

In this special episode of our Bound By Business series, Jessica Harling sits down with Amy Cramer of Cramer Law Group to explore the essential legal structures family businesses need. Amy breaks down why proper documentation matters in succession planning, how to match estate plans with business documents, and the importance of clear roles and decision-making authority. This practical conversation covers everything from the dangers of nepotism to implementing appropriate compensation structures, helping family business owners avoid costly mistakes while preserving both their company and family relationships. Amy's concept of a "stewardship mindset" provides a powerful framework for viewing family business leadership as a responsibility rather than an entitlement.

More About Amy Cramer

Amy Cramer is passionate about providing a voice for those who face discrimination, harassment or reprisals in the workplace. A powerful advocate for her clients, she uses all of the legal tools at her disposal to vigorously fight for them.

Amy practices primarily in the representation of victims of discrimination based on factors including skin color, sex, age, religion or disability. In addition, she focuses on those who have been harassed in the workplace or faced retaliatory conduct by their employers. Amy has successfully litigated in both federal and state courts on behalf of those who feel their voices have been silenced. She is tenacious in her representations, tirelessly appearing before courts and administrative agencies to support her clients’ claims.

In fact, Amy has a history of helping others. A native Chicagoan, she taught high school English in an inner-city school before attending The John Marshall Law School. The experience gave her the ability to listen to the challenges faced daily by the young people she was teaching and to relate to their stories, including how to encourage them in the face of so much adversity. One of her clients described Amy as calm, but powerful – both traits that served her well in education and now in her legal career.

Connect with Amy Cramer

Website

Facebook

Instagram

LinkedIn

More About Jessica Harling

With unwavering conviction, Jessica Harling can break down complex decisions to simplify an action plan. Her dynamic problem-solving can confront potential obstacles proactively and energize any team, making others feel valued to achieve their ambitious company goals. She is the founder of Behind the Design, a People Operations company that enthusiastically collaborates with leadership to build dream teams! From recruiting to training and process development, their intuition for creating strong emotional connections discovers and nurtures rockstar talent with established streamlined processes that impact the company’s bottom line.

Connect with Jessica Harling

Website

Instagram 

Facebook 

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

WCAA

Exciting Windows! 21st Annual Conference - April 16th-18th in West Palm Beach, Florida!

Other Shows

WTFP #288: Bound By Business: Mark & Laura Perel: Married & Building a Window Treatment Empire

AWDB #454: Power Talk Friday: Jamie Lieberman: Hashtag Legal – Lawyers That Speak Designer

WTFP #308: Bound by Business: Tim Yurek: Succession Planning Made Simple: Ensuring a Smooth Transition Without Financial Strain

WTFP #255: Tim Yurek: The Critical Difference Between Exit Strategy and Succession Strategy

WTFP #253: Tim Yurek: Three Disturbing Trends That Put Small Businesses at Risk

Today With LuAnn Nigara:

Opening a window treatment showroom is more than just a ribbon-cutting—it’s the launch of a space that can become the heartbeat of your business. Done right, your window treatment showroom can evolve into a thriving community hub where clients, industry partners, and trade professionals come together.

In this episode of Window Treatments for Profit, I’m sharing proven strategies for making your showroom a destination—whether you’re planning your grand opening, celebrating an anniversary, or looking for ways to keep momentum going all year long. We’ll cover:

✔️ Who to invite & how to get them there

 ✔️ Creative event ideas for building lasting connections

 ✔️ Hosting tips to make your showroom THE place to be

 ✔️ Why relationship marketing is key to long-term success

And if you want more ideas on turning customers into lifelong fans, don’t miss Episode #78 with Georgiana Schwandt, where she shares her powerful strategies for customer appreciation and repeat business.

Listen now and start turning your showroom into an industry hub!

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Other Shows:

WTFP #78: Georgiana Schwandt: Create the Life You Love for Your Business and Personal Life

Today With LuAnn Nigara:

Are you trying to grow your business, or are you actually doing it?

In this episode of Window Treatments for Profit, we’re tackling one of the biggest mindset shifts that separates successful business owners from those who stay stuck: the difference between trying and doing.

Inspired by the Toby Keith song If You’re Tryin’, You Ain’t, this episode will challenge the way you think about hiring, pricing, sales, leadership, and decision-making.

Here’s what you’ll learn:

✔️ The Hesitation Trap—how subtle indecision is keeping you from success

✔️ How to step up as a leader and gain confidence in your decisions

✔️ Why hesitation kills sales (and the simple shift that will increase your closing rate)

✔️ The exact language to remove from your vocabulary today to start taking action

It’s time to stop “trying” and start “doing.” Listen now and take the challenge—commit to eliminating hesitation from your business today!

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Join LuAnn University!

Today With Vita, Jill, Nikki, Julie, Leslie:

Hi, welcome to Window Treatments for Profit. On today's episode, I'm joined by five powerhouse window treatment experts: Vita Vygovska, Leslie Excell, Jill Ballew, Julie Murphy, and Nikki Greenwood. For the past two years, they've been meeting monthly in their own mastermind group, sharing everything from financials to marketing strategies.

More About Vita, Jill, Nikki, Julie, Leslie

Nikki Greenwood:

Nikki is the owner and lead designer of Savannah Window Fashions, a full service window treatment and soft goods design firm and workroom serving coastal Georgia and South Carolina.

As the fifth generation of her family involved in the design and construction of custom homes, she has a deep and abiding love for building and architecture.

Julie Murphy:

I began my foray into the art of window treatment fabrication as the sole proprietor of a home-based business. It was only natural that my passion fed a desire to expand capacity to meet the needs of my growing clientele.

Jill Ballew:

For over 25 years, Jill Ballew has been a leading force in the luxury window treatment industry, blending artistry, precision, and innovation to create extraordinary spaces. As the founder and CEO of High Country Drapery Designs, she has built a reputation for delivering tailor-made soft furnishings and high-end window coverings that elevate interiors with sophistication and function.

Vita Vygovska:

Vitalia Vygovska (Vita for short!), CWFP, MBA, is an award-winning window treatment specialist, author, speaker, and the LuAnn University instructor for Systems Driven Operations.

Leslie Excell:

Leslie Excell, President of Excell In Design Group, embodies the perfect balance of passion, creativity, and an open heart. With a natural gift for adapting to new ideas and embracing fresh perspectives, Leslie leads her talented team to inspire and elevate the world-class designers they serve, creating a space where artistry and collaboration flow seamlessly.

Connect with Vita, Jill, Nikki, Julie, Leslie

Nikki Greenwood:

Website

Instagram

LinkedIn

Julie Murphy:

Website

Instagram

Facebook

Jill Ballew:

Website

Instagram

Facebook

LinkedIn

Vita Vygovska:

Website

Instagram

Facebook

Pinterest

YouTube

LinkedIn

Leslie Excell:

Website

Instagram

Facebook

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

21st Exciting Windows! Annual Conference - April 16th – 18th, 2025 - West Palm Beach, Florida

Managing For Profits Registrations Are Open! - Next Locations: Oklahoma & Nebraska

Other Shows:

WTFP #34: Nikki Greenwood: from Corporate to the Window Treatment Business

WTFP #286: Julie Murphy: From Home Sewing to Million-Dollar Workroom

WTFP #122: Jill Ballew: Her System for Chasing Post Installation Issues

Today With Tim Yurek:

Succession planning—it’s something every family business needs, but so many owners put off. In this episode of Window Treatments for Profit, I’m bringing you a powerful conversation from our Bound by Business series, where Jessica Harling sits down with financial expert Tim Yurek to break down exactly how to plan for the future of your business without disrupting your present.

Tim shares how business owners can uncover hidden cash flow, avoid common financial pitfalls, and set up a seamless transition for the next generation. Whether you're looking to pass the business to a family member, key employee, or even considering an eventual sale, this episode is packed with insights that will help you take control of your financial future.

If you’ve ever felt overwhelmed by the idea of succession planning, trust me—you’re not alone. But after listening to this episode, you’ll walk away with clear, actionable steps to make the process easier and more successful.

Let’s dive in!

More About Tim Yurek

Tim Yurek is the founder and CEO of Tier 1 Capital, a leading financial consulting firm.

As a veteran and thought leader in his space, his insights have been featured on major media such as Bloomberg TV and have earned him a seat at the Million Dollar Roundtable – a global, independent association of the world’s leading life insurance and financial service professionals. In addition, Tim has earned the designation of “Top of The Table” within the Million Dollar Roundtable, which recognizes the top 1% of professionals in his industry worldwide.

As CEO, of Tier 1 Capital, Tim plays a foundational role in supporting the intricacies of Business Planning for his clients. Everything from getting clarity on their goals and objectives, designing plans to meet these objectives and finding the money to fund these objectives “within their current cash flow.” This allows them to achieve their long-term goals with minimal or little impact on current cash flow. All of this work is powered by the unique application of the Tier 1 Capital Growth process which allows you to regain control of your money and your cash flow.

Connect with Tim Yurek

Website

YouTube

Facebook

Instagram

More About Jessica Harling

With unwavering conviction, Jessica Harling can break down complex decisions to simplify an action plan. Her dynamic problem-solving can confront potential obstacles proactively and energize any team, making others feel valued to achieve their ambitious company goals. She is the founder of Behind the Design, a People Operations company that enthusiastically collaborates with leadership to build dream teams! From recruiting to training and process development, their intuition for creating strong emotional connections discovers and nurtures rockstar talent with established streamlined processes that impact the company’s bottom line.

Connect with Jessica Harling

Website

Instagram 

Facebook 

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Free Zoom Annual Conference Preview - February 27th!

Exciting Windows! 21st Annual Conference - April 16th-18th in West Palm Beach, Florida!

Other Shows

WTFP #255: Tim Yurek: The Critical Difference Between Exit Strategy and Succession Strategy

WTFP #253: Tim Yurek: Three Disturbing Trends That Put Small Businesses at Risk

Today With LuAnn Nigara:

Over the past few episodes of Window Treatments for Profit, we’ve tackled the four biggest reasons why clients ghost:

✔ Not standing out as the expert

✔ Overwhelming them with too many choices (decision fatigue)

✔ Fear of making a costly mistake

✔ And now, in our final episode of this series—unaddressed concerns or objections.

This episode dives into the silent hesitation that stops clients from saying "yes." When they don’t voice their doubts, they simply disappear. But as the expert, it’s your job to uncover those hidden objections before they turn into ghosting.

Listen in as I share:

🔹 How to spot unspoken concerns before they cost you the sale

🔹 The exact questions to ask when a client seems hesitant

🔹 How to reframe objections into opportunities for trust and clarity

This is the final episode in our ghosting series—and by the end, you’ll have a rock-solid process for eliminating ghosting in your sales process.

Tune in now and take control of your sales conversations!

A Big THANK YOU to Today’s Podcast Sponsor:

This episode is sponsored by Exciting Windows!

What’s new with LuAnn Nigara

The Power Talk Friday Tour

Watch the Docuseries!

http://www.luannnigara.com/cob

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 Resources:

This podcast supports the Savvy Giving Design Coalition. Learn more about it here!

AWDB #717 Susan Wintersteen: Interior design firm standards in a nonprofit passion project

AWDB #164: Susan Wintersteen- Savvy Giving by Design

Join LuAnn University!

Join us for our Pre-Conference Zoom on February 27th!

Other Shows:

WTFP #303: What Would Lu Do?: Here’s One Strategy to Overcome Client Ghosting

WTFP #304: What Would Lu Do?: Part 2: Why Clients Ghost – Decision Fatigue

WTFP #305: What Would Lu Do?: Ghosted After the Quote? The Pricing Conversation You’re Avoiding

AWDB #306: What Would Lu Do?: Part 3 – Ghosting: Fear of Making Mistakes