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
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.
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]
- 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] - 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]
- 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]
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]
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
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.