We enjoyed the first Bailey and Blum so much that we thought we would extend it to a summer weekend in New York (August 6th-8th to be exact). I can’t tell you how exhilirated and inspired I felt after that first session with all our mentorees.

I loved that we had all different levels of folks in the industry. Some were seasoned vets looking to take their business to the next level and others were just starting out and had so many questions. Marcy and I especially felt great spending one on one time with everyone. We felt that we could help them directly and I hope we did. (You can read more about Marcy’s take on the weekend in her blog post here).

And actually, you helped me too. One of the amazing Bailey & Blum attendees, Autumn Oser, ended up working with my team this past summer as a freelancer. I would have never met her if not for the past session.

This time around, Bailey and Blum will be all that and more (do you expect anything else?) I am opening my humble apartment to entertain attendees for dinner one evening, as well as a whole list of other surprises I can’t mention. So as to not spill the secrets, let’s look back at some pictures from the previous Bailey and Blum.

For more info on the next session, visit BaileyandBlum.com. To apply for the weekend, click here. I wonder, what is the first question you would ask me if we had a one on one meeting together?

I’d like to start this blog by asking a very simple question. What is your hourly rate? And how did you come up with this rate? Did you take into consideration the following:

• How much time you spend with the client either in person, by phone or mail
• How much time you spend researching and designing
• The time you spend executing the job
• The time you also spend after the job is over–breakdowns or follow-ups of any kind

I get so excited while designing a job that I used to forget that, aside from creating a great design, my time is also very valuable. I also used to get so excited about the design itself that I got into a lot of financial problems in the past. I had a tendency to give away stuff to make the job more beautiful (great for clients but not too good for business).

My main reason for designing was never about money (even though, thank God this followed), it was always about creating great design. If you are like me, I had and still do have a very difficult time understanding my own worth. So now, I have a couple pieces of very important advice for all you artists who love your businesses:

• Get someone else to sit with you to discuss and establish your worth.
• Under no circumstances should you discuss pricing and money directly with your clients. (This positions you as always being the artist you are and never haggling about money. Have someone else in your company do this.)

I was lucky enough to find a great comptroller to do this job for many years. That was, without question, my first step into the high-end market. However, you could also ask a savvy accountant, your spouse or good colleague who knows you well in helping you establish your real worth.

I understand that we are all having a challenging time with the economy, but if you don’t plan on giving yourself a raise, no one else will. If not this year, then plan carefully for next year.

When was the last time you gave yourself a raise? Are you aware of your own worth? Is there anyone in your office or family that knows you well enough to help?

My friend Marcy and I had the most invigorating weekend with our mentoring program, Bailey and Blum. At first, we were ambitious in thinking we could have a large group of folks for the weekend. However, after some discussion and thought, we decided the most important part of the seminar was spending one on one time with each participant. Given the short timeline of two days, we decided to have a more intimate group of attendees, with a mixture of beginners and veterans (and even two people who traveled all the way from Portugal!).

We ended up with the most dynamic group of people. Not only did Marcy and I really like them, but they also really liked each other. There was a definite connection between all of us.

The luncheon table

The one question that was prevalent among all the folks was, of course, how to make money. What astounded me was how each and every person had such an incredible love and passion for this business. Since this was the case, I had no qualms in telling them probably one of the most important take-aways from the whole weekend: success is about endurance.  My favorite part of the weekend was speaking to each person individually. In meeting each person and talking to them about their businesses, it was very apparent to me that endurance will come easily for these passionate folks.

It was a growth experience for me too. Each person helped remind me about my own love for the business and the desire I have to work hard (and endure) every day.

Master foodie Olivier Cheng and his Executive Chef Jenny Glasgow created an amazing lunch. They also instructed the group on the importance of great food presentation.

Needless to say, Marcy and I had a very powerful experience interacting with and teaching all the participants. One really great addition to the weekend was having Millie Bratten and Maria McBride from Brides magazine there for the whole day. It was a joy having them join us. We’re definitely looking forward to the next installment of Bailey and Blum (possibly this summer).

I also wanted to list all the attendees here in alphabetical order, and tell them once again how how wonderful it was to meet them and spend time with them this weekend:

• Anne Bowen
• Linda Casals
• Deborah Dixon
• Daphne Douge
• Eric Ellen
• Chrisya Enriquez
• Alberta Marimba
• Grace Muchiri
• Autumn Oser
• Jill Pocsik
• Lydia Short
• Claudia Teixeira
• Katharine Warden

Please tell me, in one word how do you define success (and why)?

An example of a dramatic statement

Most of the clients I have worked with found me through word of mouth or referrals. When I first started it was more than a challenge to get business this way. I was so incredibly grateful when anyone remotely noticed and liked my work. It took me a while to understand (even just for myself) what it is I was actually selling. Even today, I think what I still work hard in selling is great service and beauty.

Understanding what you are selling in a very fundamental way is the first step in getting clients. The second step I took was practicing my craft as often as possible. I am in the event business because I love giving parties, so I used to approach my friends and family every time they wanted to throw a party. I offered to help them just for the practice. This is how the referrals began.

Even escort card tables can be dramatic statements

It’s also extremely important that you either photograph or keep a very clear sample of the work you are doing to later use as a sales tool. My first book Design for Entertaining is just that–a compilation of my work back then.

This dramatic statement was created to mimic the client’s beloved pet

Every single guest in any event you do is a potential client. It’s strictly up to you to show them something or give them an experience they’ll never forget. There is one tool I have used for many years, and it’s proven to be extremely effective in getting clients. I call it creating a DRAMATIC STATEMENT. Even if you do not have a large budget, if you invest most of it in this statement, it is the one thing a potential client will remember and most likely call you about when they are entertaining.

Now tell me, how did you get your first client?

Next Week: HOW TO HANDLE THAT FIRST CALL TO MAKE A SALE.