What Luxury Means: How to Sell High-End Design to Your Clients
20230608 thomas lavin shot 9 portrait 00656 final crop1
Instructor Thomas Lavin, August 7, 2024; 1:00 - 3:00 p.m. EST. Online
August 7, 2024 1:00 - 3:00 p.m. EST

You know just the custom piece to complete your latest project. Rich in history, style and artisanship, it’s absolutely perfect. There’s just one hitch: How do you help your client understand what makes it so special—and why they should spend a significant chunk of money on it? In today’s world of fast furniture and big-box chains, clients can have a hard time wrapping their mind around the cost-value equation of luxury goods. Los Angeles–based showroom impresario Thomas Lavin knows this dilemma all too well. In his informative workshop, he’ll detail the knowledge and tools needed to gracefully convey why high-end design is a worthwhile investment. Listen as he demonstrates the type of eloquent, honest narrative that will confidently convince your clients and close the deal. Thanks to Lavin’s 20-plus years of experience representing the very best in international, to-the-trade design collections, there’s no better teacher of this bespoke skill.  

In this class, attendees will learn:
- How to educate clients about the value of high-end, to-the-trade products
- Why bespoke luxury often costs more and can have longer lead times than mass-produced items
- How service, access and exclusivity are integral parts of what makes custom design worth the investment
- Why knowing how things are made is an invaluable tool when presenting custom to clients

After this class, attendees will have:
- Knowledge about how and why luxury and custom-made items cost more
- An understanding of how to talk about the creators, techniques and processes that make such designs special
- Confidence in presenting and justifying the price and lead times for luxury goods

Additional Information:
This workshop is conducted through Zoom webinar. All you need to join is reliable internet access and computer speakers with good volume.

BOH Insiders get unlimited free LAUNCH classes!
Click here to learn more. If you are already a BOH Insider member and are looking to take this class, please register through your Benefits Portal. Questions? Email membership@businessofhome.com.

Los Angeles native Thomas Lavin is the creative genius behind eponymous showrooms in Los Angeles and Laguna Beach, celebrated for bringing an international array of exclusive, high-end furnishings, textiles, wallcoverings, lighting, accessories and art to the Southern California market. Widely regarded as a style maker, he is an avid traveler, reader and connoisseur of art, antiques and fine furnishings. He is a member of the Hammer Museum’s invitation-only Hammer Circle and AHAN: Studio Forum at LACMA, as well as a supporter of several organizations, including The Trevor Project, Black Trans Advocacy Coalition, Leukemia & Lymphoma Society, Homeboy Industries and design-focused schools such as the Fashion Institute of Design & Merchandising. Lavin, his home and his showroom offerings have been published in numerous outlets. He is currently renovating a midcentury house in the Hollywood Hills—a new home that is sure to dramatically showcase his art collection and the works of his many design partners.