Ask Us Anything: Dan Mazzarini on how to get client approval for antiques

Summary

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Trade Tales: Ask Us Anything

Episode: Dan Mazzarini on How to Get Client Approval for Antiques
Host: Kaitlin Petersen, Business of Home
Guest: Dan Mazzarini
Date: February 18, 2026

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Episode Overview

This episode of Trade Tales dives into the nuts and bolts—and emotional nuances—of sourcing and selling antique and vintage pieces to design clients. Listener and designer questions center on the practical challenges of integrating one-of-a-kind finds into client projects: How do you get buy-in and approval quickly enough when time is of the essence, and the best pieces can disappear in a blink? Renowned interior designer Dan Mazzarini returns to share real-world strategies for making clients comfortable with unique finds, leveraging vendor relationships, and ensuring everyone is excited by the hunt (and the risk). Plus, Dan imparts advice on team-building, trust, and building a career you truly love.

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Key Discussion Points & Insights

The Designer's Dilemma: Sourcing Antiques in Client Projects

[00:53 – 04:30]

• A listener shares the challenge of sourcing a unique rug, characterizing the tricky balance between creative vision and client approval.
• The problem: "If you're sourcing more than one one-off piece or antique, how are they going through that process to get approval and get this piece into their project?"
  —Unidentified Designer [01:00]
• Designers face a race against time—unique items may be sold before clients review them, risking gaps in design integrity.
• Discussion of practical risks in purchasing pieces before paperwork is signed and concerns about making sizable purchases on behalf of clients.

The Importance of Trust and Client Management

[04:30 – 06:43]

• Kaitlin frames the central question as one of both process and relationship management.
• Reflects on whether success hinges on establishing client trust, vendor relationships (for item holds), or the designer's willingness to take inventory risks.
• Emphasizes preparing clients to be flexible and decisive: "You have to tee up your clients to be truly on board with your vision and ready to jump when the right piece crosses your path."
  —Kaitlin Petersen [04:30]

Catching Up with Dan Mazzarini: Rebranding & Evolving a Firm

[06:43 – 12:32]

• Dan shares candid reflections on rebranding his firm to Mazzarini & Co., noting its spiritual and practical impacts.
• Benefits of the name change include a sense of empowerment, team-building, and aligning future work with the firm's evolving vision.
• Dan recalls advice: "The work you take today is tomorrow's portfolio."
  —Dan Mazzarini [10:42]

Dan’s Approach to Sourcing and Selling Antiques

The Core Challenge

[13:47 – 14:37]

• Dan emphasizes the emotional aspect of sourcing: "What is the process? How do you get clients to say yes? At what point do you hit go...to maintain the integrity of the design?”
• He loves "the hunt," but cautions that sometimes the process means making fast decisions.

Three Methods for Navigating Antiques Procurement

[14:40 – 16:49]

1. Impulsive Buy (Bad Advice? Or not):
   "If you love it, buy it. If the relationship is great and you can do the cost benefit analysis for them, maybe you just need to get it."
   —Dan Mazzarini [14:42]
2. Secure with a Vendor:
   • Honest dialogue with antique dealers can yield a hold (often with deposit).
   • “Sometimes a deposit...is a great way to buy time. But just be honest with people.”
     —Dan Mazzarini [15:10]
3. Visualization & Tech Tools:
   • Success hinges on strong visualization, even AI renderings, to help clients see the potential.
   • “Getting from A to Z on that visualization has been dramatically reduced with technology.”
     —Dan Mazzarini [16:40]

Mechanics of Holds

[17:05 – 18:53]

• “You want to say, ‘Hey, I have a client that I'd like to show this to...can I put a deposit down?’”
• Range of vendor responses; some ask for 10–50% deposit, which may be non-refundable.
• Follow up and communication are critical.

Presentation Techniques for Antiques

[20:19 – 22:31]

• Treat presentation of vintage items like any other piece: provide one or more preferred items and backups.
• “When we shop for a project we're showing, ‘this is our preferred and here are three others.’”
  —Dan Mazzarini [21:19]
• Vintage is strategically valuable: solves timeline issues, gives character and gives clients a sense of a “collected,” established home.

Selling Antiques to Clients

[22:31 – 25:31]

• Use urgency to drive client decisions: “If you love this, we'd love to hit go today. Kind of like, bring your checkbook to the meeting.”
  —Dan Mazzarini [24:57]
• Timely follow-up post-presentation is necessary to lock in desired pieces.

Making Decisions On-the-Go

[25:31 – 26:38]

• Prepping clients in advance: If traveling/buying at a market, inform clients about possible quick-decision opportunities.
• “How are you navigating those kind of ‘you must decide right now’ shopping trips?”
  —Kaitlin Petersen [25:31]
• Leverage trust and clear communication: measurements, pricing, context, and assertive recommendations make fast buys successful.

When It Doesn’t Go as Planned

[27:34 – 29:30]

• Dan shares a “dark side” story: after extensive effort, a client still didn’t approve any of eight presented vintage chair sets.
• “Some people want what they want, and you’re not gonna make them happy with all of your good ideas.”
  —Dan Mazzarini [28:34]
• Always choose pieces you’d be happy to repurpose elsewhere, softening the blow if a client refuses.

The Triumph: Best Wins with Antiques

[29:30 – 30:29]

• The payoff is a delighted client who trusts the designer’s vision.
• “Sometimes when you get [the pieces] in, [clients] say, ‘It feels great.’ And they're like, great. Trust the decorator.”
  —Dan Mazzarini [29:36]
• Vintage can provide soul, history, and sometimes even cost savings.

End-of-Episode Wisdom

[30:35 – 31:56]

• Dan’s uncle’s career advice:
  “Do something that you love well enough that you would do it for free, and then do it well enough so that people pay you.”
  —Dan Mazzarini [31:17]

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Notable Quotes & Memorable Moments

• "If you love it, buy it."
  —Dan Mazzarini [14:42]
• "The work you take today is tomorrow's portfolio."
  —Dan Mazzarini [10:42]
• "Why would you treat this different than how you might plan the rest of your project?...You have something in mind, and I think one-off pieces are just that. But like rarely is it the only one in the world."
  —Dan Mazzarini [20:19]
• "If you love this, we'd love to hit go today. Kind of like, bring your checkbook to the meeting..."
  —Dan Mazzarini [24:57]
• "Some people want what they want, and, like, you're not gonna make them happy with all of your good ideas..."
  —Dan Mazzarini [28:34]
• "Do something that you love well enough that you would do it for free, and then do it well enough so that people pay you."
  —Dan Mazzarini quoting Uncle Paul [31:17]

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Important Timestamps

• 00:53 — Listener explains real-world sourcing dilemma
• 06:43 — Dan on rebranding and firm identity
• 10:42 — “Tomorrow’s portfolio” advice on project selection
• 13:47 — Dan’s visceral reaction: risk and reward in buying antiques
• 14:42 — “If you love it, buy it.” Immediate strategies for securing antiques
• 17:05 — How to negotiate holds with vendors
• 20:19 — Presentation tactics: always show options
• 24:57 — Creating urgency in client meetings
• 27:34 — When “the hunt” fails: handling rejection
• 29:36 — Client delight and trust as the ultimate win
• 31:17 — Uncle Paul's advice: do what you love, and do it well

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Summary Takeaways

• Sourcing and selling vintage/antiques is as much about client relationship and communication as logistics.
• Be transparent and proactive with both clients and vendors to secure the right pieces.
• Use technology to present compelling visualizations, and always offer options and backup plans.
• Sometimes you have to take (calculated) risks—either by buying pieces you love or by reading your client's enthusiasm (and comfort level).
• Celebrate the satisfaction of the hunt, cherish the wins, and be prepared (practically and emotionally) for the occasional miss.
• Build a career in design—or anything—by loving what you do and doing it so well others want to pay you for it.

Transcript

[Caitlin Peterson]

Hi, I'm Caitlin Peterson, the editor in chief of Business of Home. Welcome to Ask Us Anything where we're tapping your favorite Trade Tales guests to answer all of your questions about building a better design business. Some weeks we'll be workshopping a crisis. In others, we'll take a step back to talk about the big picture. Things like embracing change, hiring, or how to level up. No question is out of bounds. No is too large or too small. And we're keeping it confidential so that this is always a safe space to air your frustrations and share your fears. This week we're hearing from a designer who wants to start sourcing antique and vintage pieces, but needs guidance navigating the purchasing process.

[Unidentified Designer]

I'm in the middle of a project right now where I'm sourcing a one of a kind rug for a space. My client has some unique requirements which is kind of led me down that rabbit hole. I've heard people talk about sourcing antiques or one of a kind pieces in podcasts. I see it in magazines all the time by these high end designers. And I just had this moment of like, all right, if we're sourcing more than one one off piece or antique, how are they going through that process to get approval and get this piece into their project?

[Caitlin Peterson]

This designer knows that purchasing a unique piece often involves uncertainty, especially when getting a client's approval needs to be folded into the timeline. Now he's wondering what it takes to get his clients on board with that element of the unexpected.

[Unidentified Designer]

I think about the process I typically go through with my clients, South Dakota, developing these overall schemes for rooms, making sure all the selections are there so they could verify and approve purchasing. Yeah, but then I had this moment of like, well, if you're sourcing one of a kind or one off bespoke pieces, you kind of have to act quickly because that piece might not be there in a day or a week or a month. And so you're kind of risking the integrity of your design if you've sourced this piece and the client doesn't respond quickly.

[Caitlin Peterson]

Totally.

[Unidentified Designer]

And now it's no longer available. Or maybe designers aren't waiting for clients to respond. Maybe they're just pulling the trigger and saying, this is going in the project.

[Caitlin Peterson]

How would working this way throw a wrench in the way that you're currently invoicing?

[Unidentified Designer]

Yeah, I guess if it's like that process where you said we're looking for this vibe, we'll find it when we find it. Like if that's the case, I imagine, you know you're browsing for stibs or some antique website, you find it, you send it to their client, they give approval, you just invoice them right away. But like, for a round top or an antique fair, or you're just going to your local antique store like, you're.

[Caitlin Peterson]

Buying before the paperwork is signed.

[Unidentified Designer]

And depending on that price point, how comfortable is that as part of the process? Because that could be a hefty purchase and you're just hoping that the client still agrees to wanting those pieces once they're either purchased or installed into their space.

[Caitlin Peterson]

I've heard people talk about presenting to a client and maybe they're presenting the fabrics and the floor plan, but the actual objects, some of them are like kind of a mystery. Like, and we'll find a great antique piece for here that's sort of like within these parameters of size and within these parameters of function, how does that compare to the way that you are talking to your clients about selections now?

[Unidentified Designer]

I'm intrigued by that theory or that process. I'm just thinking about the clients that I work with. I'm like, they fuss over, like, oh, this trim color isn't quite right. So I'm imagining, all right, well, if I'm buying an antique sofa or lounge chairs or this gorgeous Italian chandelier, if I can't get them approve a slight color differentiation and a trim piece, how am I going to have them approve a $12,000 antique or something like that?

[Caitlin Peterson]

With a quick turnaround.

[Unidentified Designer]

Exactly. Yeah. My mind is kind of going back and forth. Is it that client just has to have trust in you? Do you risk it and buy it and potentially have something in inventory for a project later down the road? Do vendors just hold on items if you know your client's pretty serious but just not giving that firm yes or no, do you just build those relationship with those vendors where they're going to come to bat for you and hold that piece for a bit longer? I don't know. It's kind of a mystery.

[Caitlin Peterson]

In so many ways. This question is as much about client management as it is about the process of sourcing antiques. Yes, there are nuances to negotiating a hold and placing a deposit with the dealer. But you also have to tee up your clients to be truly on board with your vision and ready to jump when the right piece crosses your path. As we ended our call, I knew just who to connect with. Someone who knows that purchasing one off items is sometimes a gamble and who has a strategy for tipping the odds in his favor. All that and more in just a moment. Today's question is all about fine tuning the sourcing process for vintage and antique items. But you can also create one of a kind spaces with the latest releases from Four Hands, which just launched more than 500 new arrivals across living room, dining room, bedroom, office, bath and outdoor categories. These launches reimagine classic forms within a contemporary context and feature the kind of thoughtful, unexpected details that your clients will fall for instantly. Plus, when you shop with four Hands, access to great design is just the beginning. Designers automatically unlock wholesale pricing with no order minimums and deeper discounts the more you spend. Explore the benefits of shopping with Four Hands for your next [e-mail] TradeTales. Today, I'm joined by Dan Mazzarini. As a guest on Trade Tales last year, he shared how he communicates the value of his design to clients in a process that includes being honest about when it's time to splurge and when it's better to pull back. At the root of his approach is a focus on getting the client to say yes every step of the way. I thought that mindset made him the perfect person to answer today's question. Hi there. Thank you so much for joining me today. Trade Tales listeners. Heard from you this fall and you had just just rebranded your firm.

[Dan Mazzarini]

I know. Isn't that wild? It was only like 13 years in the making.

[Caitlin Peterson]

So I'm really excited to check in now because I have always wanted to ask someone kind of in the near aftermath of doing that work, do you feel a difference immediately?

[Dan Mazzarini]

This is a great question and actually I think it's kind of both practical and spiritual in a way.

[Caitlin Peterson]

Right, right.

[Dan Mazzarini]

You know, like because there's an emotional energy that goes into for me at least to put my name on the door. I'm a tw, I think you might remember. And so I've always had another person in my life and in my orbit. So to kind of put my own name on the door. We are now Mazarini and Co. So even though it's Mazarini, I'm not by myself still. But I would say, you know, on the other side of it, three things. Number one, totally awesome. What a warm congratulations. We kind of got across the board from everyone and even Brian Humphrey, who is the BH of bhdm, which was our prior name. Like really warm all around. And so it tells me it was the right thing to do. So yay. Check plus on that one. Number two, I feel like I would say for the team, it's been great And I think we're gunning toward making sure that we are aligning with what we want the next version of our company to be. So the name is part, but I also think the second part of this was like, how do we look at where we want to go? And so we've been saying yes to some great work, we've been saying no to some work that doesn't really fit our vision. So I think the second part of this is. It's been empowering. But the third, third part is like the practical piece. Caitlin. You just don't know how many places your name is until you have to change it. And like, for the people who's like changed things and they got married and they're like, well, I want to do. I'm like every vendor account, every client that's known us for 13 years or something, they're like, wait, who is this? Gratefully, it's my name. So it happens very quickly. But man, I'll tell you, it is a not a short list of things that you need to change. So the net. Net super great. Would I do it again? Yes. But I also think naivete is kind of a good thing here where you don't know what you don't know about change. It's still a process, but you're so mask. Thank you.

[Caitlin Peterson]

You know, you mentioned that this was also very much kind of a spiritual move or, you know, a real shift in thinking about what you want the next phase of the firm to be. How do you see that playing out so far? And what are you most excited about when you walk into work these days?

[Dan Mazzarini]

You know, I think I'm very thoughtful about the fact that I have always been surrounded by so many creative people. And while my name is on the door, I cannot take all the credit for the work that we do. And so the name Mazarini Co. Was a thoughtful choice because I want to make sure that we are celebrating the team as well. And I want to give people a chance to grow. Right. So there's kind of a built in succession plan with this. There's kind of a built in, you know, lots of things. But I would say the sort of spiritual or emotional quality of it is really about celebration and celebrating the team as well as, you know, the equity that we've built in the Mazarini name. I also think it is a moment of reflection where I think as a much younger designer, should I say that as a young designer I think that I was in a bit of like a sort of like a grab Method for work. I have a hard time saying no to people as a people pleaser, no matter what. But this is a moment where after 13, 14 years with some of these people on our team, we do have a moment to reflect. And we do have an opportunity to say, is that the right work for where we want to go? I think any designers listening can appreciate that our work, it takes a long time. Right. And so a project you say yes to today can take a year, two, five years, if it's a ground up hotel project, to come to life. And so I got some great advice once from another designer, and she said she had sold her business, and she was like, dan, the work you take today is tomorrow's portfolio.

[Caitlin Peterson]

Oh, I love that.

[Dan Mazzarini]

And then isn't that. I'm like, you almost need to think about it for a sec. Because I was like, sure. And then I was like, oh, that's. Yeah.

[Caitlin Peterson]

That's both incredibly obvious and deeply profound at the same time.

[Dan Mazzarini]

I'm like, yeah. So Amy on my team has always said she's like, saying yes to something is saying no to something. And so the inverse has to also be true where. And in this moment of reflection, we're kind of like, let's take on the things that really get us jazzed. And I think this point goes back to where I started. I want my team to be as excited about the work as I am, and I want them to put their all into what we do. And one of the best ways that I can responsibly provide that, I think is to bring in the work or support them in the work that we're all excited about. So that's my spiritual journey. You know, I said, right. Midwestern at heart. Heart to say no. But we're, you know, we're working on it. Yeah, we're working on it. Yes.

[Caitlin Peterson]

Is there anything, you know, when you're thinking about the things that you have said yes to recently, is there anything you can tell us about that you are excited about that's coming up?

[Dan Mazzarini]

We are working on an amazing boutique hotel in Telluride. Ooh.

[Caitlin Peterson]

Okay.

[Dan Mazzarini]

For like, like the best client. Oh, I'm so lucky. They're so great and we love working with them. And the project did not come to us at the beginning. There was a different designer involved, but I just hit it off with this person. And a year later, she came full circle and she's like, we did the design. It's not what we want. Would you be willing to redesign the project?

[Caitlin Peterson]

Wow.

[Dan Mazzarini]

And so we've been Working on it for a year. And it is a total, total dream come true. Like, they're so great. So that's a great one. We are working on branded residences for a fashion brand in the Mediterranean. So this is a first for them.

[Caitlin Peterson]

You have fun site visits right now.

[Dan Mazzarini]

Oh, my God. Can you. Well, they're all. They'll take a while to get to, but once you're there, you're like, are we skiing? Are we surfing? What's going on? So, yeah, so it's really across the board. Returning work with Google. We're in five cities with them right now. Five or six great single family residences. We're working with a developer in the city on our first entire multifamily building. So all of the units, all the corridors, elevators, amenity spaces. So it does. I don't think it's because we rebranded, but I do think that with this kind of new energy that we have around, who are we and what is the story we want to tell the world? We are saying yes to the right things and we are attracting the kind of work that again, not to be too spiritual today, but we've tried to manifest over the past 13 years. So a great inflection point, a great moment in time and honestly grateful for it all.

[Caitlin Peterson]

That's amazing. Are you ready to give some advice?

[Dan Mazzarini]

I feel warmed up. Let's do it. I'm ready.

[Caitlin Peterson]

Amazing. Well, this week we are fielding a question from a designer who is looking for advice on how to navigate the selection process when procuring antiques. I had the privilege of listening to you listen to this question and you had some immediate visceral feedback. So I want to ask you about that first.

[Dan Mazzarini]

Yeah, I mean, so procuring antiques. And I will, I will say I am not a connoisseur. And so I am attracted to and found. I'll say found objects and one offs. The crux of the question was really like, what is the process? How do you get clients to say yes? At what point do you, you know, hit go even maybe without their approval, just to secure the item, to maintain the integrity of the design that you've worked toward. Because, you know, this is the beauty of found objects. When it's gone, it's gone and it's like a one off. So I would start by saying I love this question because it really gets to my Ralph Lauren roots and I love the hunt. And so my reaction was kind of twofold. Again, like, I am a person who sometimes I'm like, well, I can't say no. And so Sometimes I will just. This is not a good business practice.

[Caitlin Peterson]

But okay, we're gonna give bad advice first.

[Dan Mazzarini]

First, I'm giving bad advice. If you love it, buy it. Because I think. And really, truly, though, like, I have things that I have owned that I've sold to clients. But sometimes the answer is if you love it and you think it's right for the project, like, roll the dice, you know, your client, if the relationship is great and the client's saying yes to just about everything and you can do the cost benefit value analysis for them, maybe you just need to get it. Now, that's one way to answer this. Our whole business is built on relationships. Our relationships with our clients and our relationships with our vendors. And so what I have found is you had to be honest with antique dealers or people with found objects. Sometimes a deposit on an item to secure your interest is a great way to buy time. But just be honest with people. Like, I want to show this to the client. They're in Aspen. We won't be able to get with them for two weeks, but we want to hold this. A lot of times you'll get yes, and a lot of times you'll get vendors who, if there's other expressed interest, they will call and say, we have other interests. And then you, as the designer, had to be like, we got to step on the gas if we're going to lose this. Right. So, number one, if you love it, buy it. Number two, if you're not ready to do that, there's an in between. This is not a black or white. Have the conversation with the vendor to try to secure it. And number three, it is a real challenge to try to get someone to say yes to something, especially if they don't see the whole vision for the project. Because I think a lot of us are project nurturers, where a project starts and then it grows and it evolves with the things that are committed and the things that are still outstanding. So I think for me, the success in my business has been a really strong visualization. More than just a vignette, probably a rendering and illustration. You guys can do great things now with AI show the piece in context, and that, I think, helps explain the value to the client. And I think getting from A to Z on that visualization has been dramatically reduced with technology. So this is per a different panel. We were on Caitlin together. Right. Like, this is technology. Being your friend, I think I was.

[Caitlin Peterson]

I think I had asked you if you were scared of AI, right?

[Dan Mazzarini]

Yeah. And my answer to you was I am okay with AI, But I love people. And so in this instance, I feel like this is about getting the people that we work for to make a decision. So I feel like the tool is there.

[Caitlin Peterson]

Can you talk about the mechanics of how a hold actually works?

[Dan Mazzarini]

Everybody's different, but I think, what are we trying to get to? We're trying to get our client to a place of yes, and we're trying to secure time for them to make that decision. And so you want to say, hey, I have a client that I'd like to show this to. It's really important for the design. Would you be willing to mark it as held, or can I put a deposit down on it just to buy some time while I have the conversation with the client? Naturally, they will ask how long and how much? And so be prepared for that. But really, truly, if it's the right thing for the project, you should be able to sell it in two to three weeks. And if you need more than that, just keep calling back. Think of this like a fabric reserve, but with that, there's only one yard of it, and somebody else wants it. So I approach my conversations in that way where I'm like, can you please put my name on it? We will follow up and, you know, be a good designer, be a good partner. On the other end, put a reminder in your calendar. Call them back, Let them know what's happening, and cross your fingers. Right. Some of this is per your. Per your guest's sort of question. There is a bit of alchemy to this, and I don't think that there's a science to any part of our industry. But on this one, be straightforward. Be honest. Lay out what you want and what the ask is very clearly, and be prepared to put a little bit money down on the process. Some people ask for a percentage, so 10%, 50%, I think, would be a lot.

[Caitlin Peterson]

You don't get that back if you back out, do you?

[Dan Mazzarini]

Listen at 10%, you might not get it back. At 50%, I think it's like we're halfway there. I just need them to say yes. So, you know, I'm negotiating all that stuff on the front end. But I think this goes in the category of everybody's different. And if you just need time, like you're kind of rolling the dice.

[Caitlin Peterson]

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[Dan Mazzarini]

Well, let me kind of answer this this way. Why would you treat this different than how you might plan the rest of your project? And stay with me, if you're shopping for something vintage, let's call it side tables, why would you not pull two or three side tables that are vintage to show the client in the presentation? Right. So I can't imagine that the question is really like there's an empty box beside the sofa that I'm like what's going to go there with a question mark in it? Right, right. So you have something in mind and I think one off pieces are just that. But like rarely is it the only one in the world or the only thing that will fit the bill. So when we shop for a project we're showing this is our preferred and the next page are three backup sofas. This is our preferred found piece and here are three others. So I kind of prepared that way Caitlin, just to say if you don't like that these are other ones because for me in my business I want to get to yes, I want to get to yes or like to understand what they are looking for in something so that when I go back to that you don't like that. But when I go back with the one in hand that is available now. Oh yeah, that's great. And it's in budget and it's available. So that's always helpful. I think the second part of this, that's always been helpful for me with found pieces and some people are like a strong no, they're like I don't want somebody else's old fill in the sofa or blah, blah, blah.

[Caitlin Peterson]

Right.

[Dan Mazzarini]

Speed to market is a real thing for all of our clients with interiors now. I mean, we love all our vendors, but upholstery takes a long time if you're making something brand new and a dining table. I've waited 10 months before for a vendor to make me something. So there's a built in literal value add to if you want it now, this vintage thing is the way I can get it to you in X number of weeks, days, fill in the gap. So I've been really interested to use vintage antique pieces particularly to solve a timeline issue. So I think that's a plus. Last but not least, I think people are looking for a sense of collected and a sense of established now. And so I'm more than telling you how to do it, I'm telling you how to sell it, I think right now. But I love that.

[Caitlin Peterson]

That's great too.

[Dan Mazzarini]

But I think if everything is new, what is the most special thing? And it can be all custom and that's great. But like, I like a room with a little crunch, like something that is not brand new and has a little, if not wear and tear, a sense of character or history for me and the clients that I have who often come to me because of sort of like my Ralph Lauren roots and that kind of aesthetic, building them a space that is a blend of old and new is very authentic to how we tell our stories for them. And so how you pitch it, the timeline, the value and the intrinsic sort of heritage of a piece, I think are all great selling points. When you're going into this process too.

[Caitlin Peterson]

Are you ever worried when you're presenting that like idea of this is preferred. Here are backups. Is there ever a fear that the client's going to be like, yes, this one and you go to get it and it's gone. You know, is there just sometimes too big of a time window between finding, presenting, purchasing?

[Dan Mazzarini]

Is there fear? No. But does it happen all the time? Right. Like this is. But to where we started this conversation. This is part of the thrill for me. I love the hunt, right. And like this is sort of my casino moment where I'm like, oh, so close. Like, you know, like it's no longer there. But I do think with back to technology, whether it's cherish or first dibs or auction is the, the hardest for me because I'm like, oh, well, that's gone. That's like really gone. And it kind of. But I feel like there's such great resources to find the other thing. And part of the joy for me and found items is learning. Right. I don't know what everything is called. Like, I'm not. This is not my connoisseurship and, like, you know, every piece of furniture, but I like the hunt. And I think when you go back and it's no longer there, you can at least. And I think this is key for me at least you know what you're looking for that. Right. I got a yes on this polished mahogany deco desk. Okay. And it's got to be this size to fit in the room. Now you have the exact parameters with which to, like, continue your sourcing. And next time you have sort of listen, if a client loses out, too. Now you got a great pitch. Oh, now we have to sign off on this one because we're going to last two desks. Oh, we don't want to lose another. Great. So it's kind of like real estate like that. I think so. You know, it's not a fear thing. I think it's a fun thing. But I also. I love when I get the one I want anyway.

[Caitlin Peterson]

So are you talking about those items differently in the presentation so that it's clear that that specific thing may not be there forever?

[Dan Mazzarini]

Yes. I don't think it's a fear mentality, but I do think it's a scarcity mentality where it's like, if you love this, we'd love to hit go today. Kind of like, bring your checkbook to the meeting and give us the money to do it. Really? Truly.

[Caitlin Peterson]

Yeah.

[Dan Mazzarini]

And it does require our team jumping into action after those presentation meetings to be like, okay, we have it on hold. We got two more days. We gotta get the deposit from the client to be able. So there's a real call to action with those things. But, you know, calling it out in the meeting, be like, if you love this, we're gonna jump on it right now. I shout that out in the meeting for sure.

[Caitlin Peterson]

Is there ever a situation where you would sort of tee up a client to be like, hey, I'm gonna be somewhere where I might find this. I'm gonna text you pictures tomorrow or whatever it is. Like, how are you. How are you navigating those kind of, you must decide right now kind of shopping trips that you might make?

[Dan Mazzarini]

You did a great job. It feels like you've done this before.

[Caitlin Peterson]

So, like, never done this before, Literally.

[Dan Mazzarini]

That's what I would say. I'm going to be in, you know, I'm going to be in Paris and I'm going to go to the flea market, and we're looking for these things. And, like, I can either text you, call you, or I can get it. And you're just going to trust the decorator. This goes back to the relationship. All of these are going to be different, but for me, yeah, texting somebody, being like, but what will they want to know? How much is it? Does it fit? And do you think it's the right thing, Dan? That's what they're going to want to know. So it's this much, and I think it's worth it. It does fit in the space. I measured it. Always go shopping with your tape measure. But you guys know that already, right? And the third part, be ready to sell it. Be ready to say, I believe this is the right thing. I'd be really excited about this for you, so let's do it.

[Caitlin Peterson]

That's awesome. In that situation, are you buying the thing and then getting back to them with a bill?

[Dan Mazzarini]

Sometimes, yes. I mean, I think I'm most comfortable when I have their money and I can spend it. Right, right. I think I'm also comfortable with like a, hey, I'm here, and it's now or never. Say yes and yes, and we've got it either in text or email. Like, I just want some sort of paper trail to be able to say, you did sign off on this, but at that point, you know very well if that's the relationship you have with your client or not. And I think we all get there, really. Like, if you're doing anything, everybody listening wants to do their job well. If you're doing your job well, you've built this trust. You've come to a place to the client where saying yes across an ocean, you have that trust. And so I feel like this is a really fun part of our jobs, and getting there is, like, should be celebrated. You've done it. You've earned their trust.

[Caitlin Peterson]

Can I ask you about the dark side of this? Have you ever purchased something thinking, I know they're going to love it, and then you show them and they're like, that's not for me.

[Dan Mazzarini]

Yes. Yes, you may. I'm going to give you one very specific example, and I hope this client wasn't listening deep in the pandemic. And this goes to, like, Dan Mazzarini trying to surface the heck out of people. We had a client who just. Everything we brought, everything we brought to the table was somehow just not the right thing. And this is after they contacted me on Instagram about a piece I posted and asked if they could buy it, and I said, how? Anyway, nothing was right. And she was pregnant in the pandemic. So pile all these things up. We had a great vendor bring not one, not two, but eight sets of vintage chairs to her house and put them on her lawn so that she could sit in them and make a decision. And what do you think happened?

[Caitlin Peterson]

I'm gonna guess that she chose none, because I asked who for the dark story.

[Dan Mazzarini]

But, yeah. And so, you know, I think this goes under the same category of the, like, what's the relationship? And listen, like, some people want what they want, and, like, you're not gonna make them happy with all of your good ideas that you bring to the table. So those are not the people to buy the vintage piece for. Hope that they like it. Right? So you're rolling the dice. But I would also say pick things that you would love and feel genuinely happy to sell to the client. Because in those dark moments when they're like, dan, I don't want that vintage dice set or whatever we're talking about. All right, well, I got a place for it. And, you know, it's in your living room. Right. And you do when you can live like, this is the business that we're in. You've heard me so many times. I'm a fancy hoarder. Fine. I'll live with that thing. You'll find another home someday. But I gotta think about those kind of darker moments. Like, you gotta make lemonade out of it somehow.

[Caitlin Peterson]

What's the biggest win? Sourcing a one of a kind for a client.

[Unidentified Designer]

For you.

[Caitlin Peterson]

Since I asked you about the dark side first.

[Dan Mazzarini]

I mean, the biggest win is, like, the client. Wow. And where they. Because sometimes with vintage or antique or fountain pieces, people are like, when's it gonna be? I don't know. I don't like crunchy stuff. Blah, blah, blah. And sometimes when you get them in, they're like, I just didn't know what all this would be. And it feels great. And they're like, great. Trust. They decorate her. Right, Right. So I love that. And, you know, I think this is just personal preference, but I love spaces with a sense of history and definitely, like, soul to it. So I love putting things that are reused or used again or used differently. Like an old. An old counter that becomes a new island. That feels great to me because it's going to cost me a gajillion dollars to get that made. And here I am, responsibly using something else again. So I like all those wins. I like when it feels good, and I love when the client loves it, too.

[Caitlin Peterson]

This has been great advice. So thank you.

[Dan Mazzarini]

Oh, such a pleasure. It's always nice to talk to you.

[Caitlin Peterson]

Oh, thank you. Well, I have one more question for you. What's the best piece of advice you've ever received?

[Dan Mazzarini]

So, because we've leaned into the spiritual, I will tell you that. So I am actually in Pittsburgh right now helping my parents. And I come from a big family, and growing up, I interned for my uncle in Pittsburgh who was a doctor. At the end of the summer, he was like, what do you think, Danny? Would you be a doctor? And I was like, I can be a doctor, I guess. Do you want to be a doctor? And I thought about it and my pause. I think it was the whole answer for him. But he looked at me and goes, can I give you some advice? Do something that you love well enough that you would do it for free, and then do it well enough so that people pay you.

[Caitlin Peterson]

I love that.

[Dan Mazzarini]

Isn't that great? But I went home from this internship, and my mom, who was a nurse, she was like, what. How. How is. How was your job today? You know, from this internship? And I was like, mom, I'm not going to be a doctor. I want to go to design school. And I think she called my uncle right away and was like, what the heck did you do? I thought, we're going to get a doctor.

[Unidentified Designer]

But.

[Dan Mazzarini]

But it makes sense, right? And it's. So we've had two of these today now. But like the simplest thing, just do something you love and then do it really well. It was great advice, and I. I think about it and I talk about it all the time, but thanks, Uncle Paul. You get the shout out. So that's my great advice.

[Caitlin Peterson]

That's our show for today. Thank you so much for being here and for everyone listening, a question of your own. I'd love for you to ask us anything. Don't worry, we'll keep it anonymous. Please start the conversation by sending me an email@trade talesusofhome.com if you're enjoying Trade Tales, please leave a review on Apple Podcasts to help others discover the show. And if you're looking for even more great business advice, head on over to businessofhome.com trade deals is produced by me, Katelyn Peterson, and Caroline Burke. This episode was edited by Caroline Burke and Michael Castaneda. Our theme music is by Kyle Scott Wilson. Thanks again for listening and I'll see you here next week.