We’re in a “haves and have nots” moment: Designers across the country are experiencing either a glut of business and lack of qualified help, or they are overstaffed and struggling to build a consistent pipeline. Why are some designers swamped and others are not? You may know by now that I love lists, so here goes …

Busy designers:

• Express a clear vision, compelling design philosophy, and confidence through their work. It oozes from their interiors, in both images and their story. Their brand is memorable and unique.
• Have a clear ideal client profile, top-quality styling and photography, and work that resonates with the clients they wish to attract.
• Prioritize marketing. They consistently promote their work and personality both locally and online, especially when they are the busiest. A lag in marketing will show up in the future as no phone calls and referrals. That’s when designers experience the roller coaster ride.
• Focus on exceptional brand experience—it’s not an afterthought. Referrals come from happy clients who can’t wait to share their love for the designer and firm. Designers who perfect this part are never worried about getting business, because people in their orbit can’t wait to work with them or refer them. And they consistently improve how they communicate and serve their clients. If you haven’t read Unreasonable Hospitality by Will Guidara, it will transform your understanding about amazing service.
• Have an insatiable drive to be the best and continuously seek to learn, grow and improve. They also expect the best from their team, their vendors and themselves. They earn everything they receive. And at the end of the day, they’re competing with themselves versus with others.

It’s easy to believe these busy designers are special snowflakes, but nothing is stopping you from creating your own success. So how do you break your “stuck” cycle?

How you feel may be stopping you from taking decisive action. When business is stagnant, take the hint that you need to change your mindset and, most importantly, what you’re doing every day. Your results are directly tied to those two things. If you want different results, get busy, act, and course-correct along the way. Just do. Your confidence will grow when the changes produce results.

To start, write a compelling vision as if you’ve already achieved it. If you know where you want to go, the steps reveal themselves. Then, build your playbook backward. Start at the future vision, and then figure out what you need to do step-by-step to get there. Make it visually compelling, emotionally motivating, and just beyond your reach. Write out the key milestones and put them on your calendar.

Once you have the steps on your calendar, each day take time to envision what life will be like when you achieve your vision. Stay relentlessly focused on the result you wish to achieve, and act every day. Do something slightly outside of your comfort zone. That’s where growth resides.

It won’t necessarily be a smooth trajectory. Every time you spiral into an emotional dive, say “next.” Push the feelings out of your head and choose just one small thing you can do to get in motion. You can even find an accountability partner or coach to hold you to your vision.

And finally, some wise advice from a mentor of mine: You can have excuses or results. Choose results. Believe that you are a special snowflake. And most of all, act like you deserve everything that comes your way—because you do.

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Gail Doby is co-founder of Pearl Collective (formerly Gail Doby Coaching & Consulting), an interior design business consultancy that helps designers, architects and other creatives increase their profitability. Doby ran her own design firm in Denver for nearly 20 years and has a degree in finance and banking. Since 2008, she has been helping designers scale their businesses profitably and reach financial freedom. As a coach, mentor and business transformation specialist, she shares innovative ways to overcome the roadblocks, challenges and detours creative entrepreneurs face. She is also the bestselling author of Business Breakthrough: Your Creative Value Blueprint to Get Paid What You’re Worth. Her goal is to empower design industry clients to differentiate themselves, drive measurable results, achieve business projections, and create personal satisfaction through game-changing strategies and business practices.