1 00:00:00,000 --> 00:00:11,360 Welcome to the GuiltTrips podcast. I'm your host, Kendra Lockhart. As a goldsmith and 2 00:00:11,360 --> 00:00:17,560 gemologist, I'll be speaking 24 carat on all things jewelry, metals, and gems. Join 3 00:00:17,560 --> 00:00:24,080 me plus a few friends to demystify both materials and designs as your private jeweler. Let's 4 00:00:24,080 --> 00:00:34,520 tune in on these topics and get golden. In today's episode, I'm going to discuss three 5 00:00:34,520 --> 00:00:41,080 talents. I've established my artistic intelligence. I'm known for my business intellect. Whatever 6 00:00:41,080 --> 00:00:49,560 one seems to underestimate or downplay in themselves is their own people IQ. So my 7 00:00:49,560 --> 00:00:58,440 last area of expertise is the magic in making an opportunity, which is far more artistic 8 00:00:58,440 --> 00:01:05,120 and elemental in our industry than being a good designer or a good jeweler. Any business 9 00:01:05,120 --> 00:01:12,040 owner would tell you that it really comes down to the humanity and the community that 10 00:01:12,040 --> 00:01:24,640 helps you have a clientele, have a business, reasons to conduct commerce. In today's talk, 11 00:01:24,640 --> 00:01:30,760 I'm going to outline the eight different ways that I've used my magic. We all have some 12 00:01:30,760 --> 00:01:39,160 form of interconnecting competence and confidence. As an introvert, I'm a little more selective 13 00:01:39,160 --> 00:01:45,520 with the people I have my face to face conversations with, but that has absolutely nothing to do 14 00:01:45,520 --> 00:01:52,600 with the fact that it's still a very universal experience. So let's begin. The first time 15 00:01:52,600 --> 00:02:00,040 that I initiated an organic conversation to lead to an opportunity was with my professor 16 00:02:00,040 --> 00:02:07,240 in undergrad. I was at the University of Illinois in a metals program, and the teacher of my 17 00:02:07,240 --> 00:02:15,120 class, unbeknownst to me, was the head or the president of Snagg, Society of North American 18 00:02:15,120 --> 00:02:22,480 Goldsmiths. Her discipline happened to be exclusively silver, and she was in museums 19 00:02:22,480 --> 00:02:30,000 for some of her home accessory creations. None of this was public information. She was 20 00:02:30,000 --> 00:02:37,200 just Professor Thayde, somebody that I was spending four months with, learning skills, 21 00:02:37,200 --> 00:02:42,080 getting a grade, the usual. But there's always more than meets the eye. And it really is 22 00:02:42,080 --> 00:02:51,800 just a matter of discovery and asking questions and letting people reveal themselves to you. 23 00:02:51,800 --> 00:02:57,240 She gave me a particularly great score on one of my projects. And I asked her, what 24 00:02:57,240 --> 00:03:05,320 was it about what I was doing that you found so original? And not only did she give me 25 00:03:05,320 --> 00:03:13,880 an outside opinion, almost like an interview of how she experiences my vision around design, 26 00:03:13,880 --> 00:03:19,720 but she said, I think there's a career for you in this. And one of the places that you 27 00:03:19,720 --> 00:03:26,880 should start looking at are professional groups, trade organizations, industry networks. Well, 28 00:03:26,880 --> 00:03:35,920 I never did join Snagg, but upon graduation, I did find out from other artists as I began 29 00:03:35,920 --> 00:03:43,160 to build a new tribe of friends, colleagues, peers, the Chicago Artist Coalition. This 30 00:03:43,160 --> 00:03:52,040 would bring me in contact with one of my longest adjacent creatives, who is a professional 31 00:03:52,040 --> 00:04:01,920 painter. We ended up being in close proximity at the same art show. Another group that became 32 00:04:01,920 --> 00:04:11,000 instrumental for me was the WJA. That is Women's Jewelry Association. Now, in order for me to 33 00:04:11,000 --> 00:04:17,000 submit some of my designs for competition, I had to be a member of the Illinois Jewelry 34 00:04:17,000 --> 00:04:26,400 Association. I didn't realize at the time that there was a separate component that was 35 00:04:26,400 --> 00:04:34,800 strictly female. It was easier to have open chain discussions on how we're perceived, 36 00:04:34,800 --> 00:04:43,600 how we can manage that when taking the shot and asking for the job, the project, the commission, 37 00:04:43,600 --> 00:04:50,520 the contract being considered for even counter-bitting and being part of a client's price shopping. 38 00:04:50,520 --> 00:04:56,320 There was a president whose name was Ruth, and I found her style very compatible with 39 00:04:56,320 --> 00:05:04,480 mine as far as personality type. Fast forward over 10 years having had interactions with 40 00:05:04,480 --> 00:05:11,000 her. She is technically an unofficial referral. As I was interviewing for this current job 41 00:05:11,000 --> 00:05:17,800 that I have, it benefited me to mention Ruth's name because she had been a past employee 42 00:05:17,800 --> 00:05:22,840 in the exact same position and responsibilities that I now have. She had left a very good 43 00:05:22,840 --> 00:05:33,080 impression and was well respected by the owner and vice president. The second opportunity 44 00:05:33,080 --> 00:05:40,880 I created is introducing yourself to contractors. It's important to be more than just a name 45 00:05:40,880 --> 00:05:48,400 and a face. They need to understand where you're valuable. Now that can seem vulnerable 46 00:05:48,400 --> 00:05:57,280 at first, that any of that concern really eclipses what kind of beautiful compliment 47 00:05:57,280 --> 00:06:04,640 and intersection you can have. The first time I really began to express myself that way 48 00:06:04,640 --> 00:06:11,120 was when I was in that design position, my first real design position. Contractors would 49 00:06:11,120 --> 00:06:16,880 come in and I was learning to review the projects with them. So sooner or later, I was going 50 00:06:16,880 --> 00:06:22,440 to have to be the communicator to them around what the client's vision was, what I knew 51 00:06:22,440 --> 00:06:29,560 what was possible, and them being the executors. But to begin to share, this is who I am, this 52 00:06:29,560 --> 00:06:37,800 is the role I'm playing within this company, where I'm strong is in countersketching and 53 00:06:37,800 --> 00:06:45,400 metalsmithing, and where I'm weak is understanding your process. And so that really does open 54 00:06:45,400 --> 00:06:52,160 the door as far as context and from context. I've always been a big believer in you should 55 00:06:52,160 --> 00:06:59,520 have context stronger than content. You don't have to be a master communicator. If I understand 56 00:06:59,520 --> 00:07:05,920 where you're coming from, and where you're going and what the intention is, I can fill 57 00:07:05,920 --> 00:07:12,720 in the blanks even if you're not the most organized of thinkers and speakers. Having 58 00:07:12,720 --> 00:07:19,920 good rapport with our contractors allows me the comfort outside of our business relationship. 59 00:07:19,920 --> 00:07:27,160 What can you suggest as far as where I can go to find this type of metal alloy or technique 60 00:07:27,160 --> 00:07:34,920 or specialist? And so you begin to use your networking as room for referrals. Instead 61 00:07:34,920 --> 00:07:44,440 of this scavenger hunt, it turns into a time saving technique. The third time that I created 62 00:07:44,440 --> 00:07:52,600 my own opportunity was in apprenticing. I knew that it was my next big jump as far as 63 00:07:52,600 --> 00:08:02,080 growth. I also knew that at the time, Evanston was the place to be that had a strong concentration 64 00:08:02,080 --> 00:08:08,680 of studio showrooms. Half of it was the work. And the other half was where the creations 65 00:08:08,680 --> 00:08:14,240 were made. As I've mentioned in previous episodes, that's when I began to pull together all 66 00:08:14,240 --> 00:08:21,520 of my drawings, some of the photos of the works I had done. I took pictures of my items 67 00:08:21,520 --> 00:08:27,680 on a budget with a Polaroid camera, but a picture is still a picture regardless of 68 00:08:27,680 --> 00:08:35,760 the quality. Walking in and asking to have a simple chat all came from a book I read 69 00:08:35,760 --> 00:08:41,760 called What Color Is Your Parachute? And it was how to interview people and allow them 70 00:08:41,760 --> 00:08:48,200 to suggest the opportunity instead of you looking a little too aggressive or ambitious 71 00:08:48,200 --> 00:08:56,960 in how it can serve you. So I had the tone down and it worked out. I went to four different 72 00:08:56,960 --> 00:09:05,640 showroom studios and one said, quite honestly, we're in our golden years. We're looking 73 00:09:05,640 --> 00:09:11,840 to downsize and eventually sell in the next couple of years. I can recommend that you 74 00:09:11,840 --> 00:09:17,840 go and talk to so and so. Great. They're already on my list and I'll be happy to mention that 75 00:09:17,840 --> 00:09:24,600 you have encouraged me introducing myself over there. I landed at the place that worked 76 00:09:24,600 --> 00:09:30,560 out well for me because the person I apprenticed under was a Master Goldsmith from Hong Kong 77 00:09:30,560 --> 00:09:37,000 and he was obviously one of a kind, a total unicorn, and many other locations didn't 78 00:09:37,000 --> 00:09:47,160 have him. I can't say it enough as far as when you are in the interview process that 79 00:09:47,160 --> 00:09:54,480 one opportunity you should very much consider making is asking about growth opportunities. 80 00:09:54,480 --> 00:10:00,560 Let's pretend you are interviewing for a sales position, but it is your dream to become 81 00:10:00,560 --> 00:10:08,400 a gemologist. It would be important to say how does the company feel about people who 82 00:10:08,400 --> 00:10:15,680 want to have continuing education? Are there any channels that you have internally regarding 83 00:10:15,680 --> 00:10:23,600 this? Are there any roles that are being developed now that you're not actively posting? I'm 84 00:10:23,600 --> 00:10:31,920 very passionate about training and education. I reached out to my director and said, as 85 00:10:31,920 --> 00:10:40,280 much as I love the role I'm in where I see myself in the near future, having mastered 86 00:10:40,280 --> 00:10:46,080 this is the learning and development division. It was suggested back to me, why don't you 87 00:10:46,080 --> 00:10:54,280 have a coffee talk with the current field educator? Unfortunately, the company downsized 88 00:10:54,280 --> 00:11:02,400 for cost saving. So what I pivoted to was applying to be on panels. The old job that 89 00:11:02,400 --> 00:11:11,600 I had was very much into crowdsourcing, collaborative thinking and communication and group problem 90 00:11:11,600 --> 00:11:21,280 solving. One of my favorite quotes by Wayne Gretzky is, you miss every shot you don't take. 91 00:11:21,280 --> 00:11:31,680 So see into the invisible. Go and find media outreach. Get yourself visibility. And I say 92 00:11:31,680 --> 00:11:38,520 this in perfect timing as I'm in a mini course right now with a woman whose brand is called 93 00:11:38,520 --> 00:11:46,840 Career Muses on how to be seen. And that is something that's always a work in progress 94 00:11:46,840 --> 00:11:53,840 because the landscape of how we find each other is constantly iterating and changing. 95 00:11:53,840 --> 00:12:00,320 Reach out to your favorite types of media. Locate that place where you can give a quote 96 00:12:00,320 --> 00:12:08,560 and be in print or on TV. Find products to test. Leave a review. Start establishing authority. 97 00:12:08,560 --> 00:12:16,280 Think of different ways to get known so that you become part of being in circulation. And 98 00:12:16,280 --> 00:12:24,960 I can't say it enough. This podcast was a solution to the very unsavory proposition 99 00:12:24,960 --> 00:12:31,760 of training people for free on top of a role I was already pretty maxed out at doing at 100 00:12:31,760 --> 00:12:37,320 my last job and look at the circulation that it's gotten. This is now listened to in over 101 00:12:37,320 --> 00:12:48,880 20 countries with very little promotion. Number six, take the call. What do I mean by that? 102 00:12:48,880 --> 00:12:56,440 The art of picking up a phone is less popular than it used to be. The chance, almost like 103 00:12:56,440 --> 00:13:05,880 a game or a lottery of picking up the phone and wondering what kind of possibility lies 104 00:13:05,880 --> 00:13:12,560 in between the lines here can best be demonstrated from when I took a call from Mark. He was 105 00:13:12,560 --> 00:13:17,840 expanding into the lab grown market. I was working in a watch show room at the time that 106 00:13:17,840 --> 00:13:25,560 also did custom designs and he had asked for an opportunity to stop by and show us his 107 00:13:25,560 --> 00:13:33,080 goods. I ran it past the owner who at the time expressed concern and anxiety around, 108 00:13:33,080 --> 00:13:41,600 I really don't want to go into anything that's not genuine, which is understood. It was 2019 109 00:13:41,600 --> 00:13:48,640 and the familiarity just wasn't there. But I've always loved the trailblazer in myself 110 00:13:48,640 --> 00:13:54,960 and the pioneer in others. So I took his number and called him and said on my day off, is 111 00:13:54,960 --> 00:14:02,640 there any way I can come down just for my edification and take a look at what you're doing so that 112 00:14:02,640 --> 00:14:09,080 I'm learned on where our industry might be going. Sure enough, that turned into such 113 00:14:09,080 --> 00:14:17,000 a beautiful relationship that when a student client of mine called me and said, I need 114 00:14:17,000 --> 00:14:24,440 to make an engagement ring. I'm in the Air Force. Here's my budget. It was an excellent 115 00:14:24,440 --> 00:14:30,600 opportunity. It was a win-win-win because my client got an impressive ring for under 116 00:14:30,600 --> 00:14:38,440 $10,000. I got to have my first commission using lab grown diamonds. So now I could say 117 00:14:38,440 --> 00:14:45,240 I'm experienced at this and go back to my existing patrons and say, here's what's new. 118 00:14:45,240 --> 00:14:49,120 And it was a win for Mark because we established a beautiful relationship that's now seven 119 00:14:49,120 --> 00:14:56,440 years strong. And there was almost, we were just within striking distance of, do you want 120 00:14:56,440 --> 00:15:04,160 to come in and be a representative? Do you want to be partnered with us? But nobody had 121 00:15:04,160 --> 00:15:14,800 a crystal ball and we weren't quite back on solid ground. Any of us post COVID lockdown. 122 00:15:14,800 --> 00:15:21,880 Another way to make an opportunity is to go to a trade show. Have I worked one before? 123 00:15:21,880 --> 00:15:28,920 Yes. Do I love the grunt and the grind and the grit that it takes to do a trade show? 124 00:15:28,920 --> 00:15:35,320 No, I don't love it, but I am looking for what happens on the other side and beyond 125 00:15:35,320 --> 00:15:43,600 my feelings about things. And I have met some extremely interesting specialists as far as 126 00:15:43,600 --> 00:15:52,400 techniques. I did a trade show back in 2009 at Navy Pier in Chicago where I met somebody 127 00:15:52,400 --> 00:16:00,800 who was demonstrating laser welding. The importance of that is it's a time saver because it's 128 00:16:00,800 --> 00:16:06,560 spot repair instead of overheating a ring. You don't have to remove a stone, which is 129 00:16:06,560 --> 00:16:13,260 a time saver and it's also cost saver and it's also a risk saver. So that was just one 130 00:16:13,260 --> 00:16:20,760 of many people I got to meet there. I found up and coming designers. I found old established 131 00:16:20,760 --> 00:16:26,840 brands that were reinventing and exploring new channels and directions for themselves. 132 00:16:26,840 --> 00:16:33,200 I found somebody who was a master gem cutter and if nothing else, even if I didn't have 133 00:16:33,200 --> 00:16:41,480 business to do with them, reigniting my inspiration for what I do when you're in something for 134 00:16:41,480 --> 00:16:53,760 decades, it can get a little jaded. So it's important to refresh and rediscover. Being 135 00:16:53,760 --> 00:17:00,360 open to other people in the trade, getting to know you as well, paid off. I was given 136 00:17:00,360 --> 00:17:07,520 an opportunity that had passed through a couple people's hands to go and participate in an 137 00:17:07,520 --> 00:17:15,520 art show for Le Kaiser jewelry. I got to make some weekend money. I got to see new product. 138 00:17:15,520 --> 00:17:20,880 I got to meet one of my favorite new artists. And more importantly, when the time came, 139 00:17:20,880 --> 00:17:27,120 I was able to hand that position off to my art colleague through the Chicago Artists 140 00:17:27,120 --> 00:17:33,440 Coalition, Marcy, who became their manager and now has a new opportunity in the industry, 141 00:17:33,440 --> 00:17:42,920 which is recycling her learning curve of jewelry as a professional painter. And to close it 142 00:17:42,920 --> 00:17:48,960 out, social time, I'm a big believer in stranger magic. What I mean by that is I'm off the 143 00:17:48,960 --> 00:17:56,120 clock and I could be sitting either sketching something out or reading an article about 144 00:17:56,120 --> 00:18:02,680 my industry's latest developments and it could be at a coffee shop. It could be at a bistro. 145 00:18:02,680 --> 00:18:07,800 It could be on the train. And somebody just might ask me, Hey, what are you reading? What 146 00:18:07,800 --> 00:18:14,520 are you doing? And it strikes a conversation that was completely unplanned that could lead 147 00:18:14,520 --> 00:18:22,120 to an introduction that could lead to, Hey, I need to know you. Or my friend is in the 148 00:18:22,120 --> 00:18:28,440 market for an engagement ring. Can I give him your number or contact information? And 149 00:18:28,440 --> 00:18:34,360 I'd say that that has worked out for about 10% of my clientele because I'm not that big 150 00:18:34,360 --> 00:18:42,160 into advertising and self promotion. I self manage very well. I will be my own rep as 151 00:18:42,160 --> 00:18:51,840 far as my work in galleries. I'm a little more refined and reserved about it. And perhaps 152 00:18:51,840 --> 00:18:58,880 that is better because I end up having a client who sends a client and that client sends 153 00:18:58,880 --> 00:19:06,760 a client and then that client sends a client. So it's very referral taproot. And I treasure 154 00:19:06,760 --> 00:19:13,040 that. I hope this has given you some things to think about as far as finding where you 155 00:19:13,040 --> 00:19:19,240 belong, both personally and professionally. Business is something that you have to parent. 156 00:19:19,240 --> 00:19:29,880 As a female, I'm over the boss babe persona. You aren't somebody with this toy brand. You're 157 00:19:29,880 --> 00:19:37,320 a parent that needs to find the right fit for your child and nourish it, not neglect 158 00:19:37,320 --> 00:19:44,560 it. It was a recent Gary Vaynerchuk conversation of instead of wanting things out of your business, 159 00:19:44,560 --> 00:19:49,920 what are you doing to nurture it? It's not a genie in a bottle. You're the genie in 160 00:19:49,920 --> 00:19:56,000 its bottle. 161 00:19:56,000 --> 00:19:59,960 Thank you for listening and learning with me. I would love you to share this project 162 00:19:59,960 --> 00:20:04,400 with people finding rare beauty in today's world and throughout our times. Until the 163 00:20:04,400 --> 00:20:17,360 next episode, keep your own stories sparkling.