And Other Lessons on Learning The Antiques Business Part 2

Somehow I felt that in my last post about the science between drawing sketches of the various characteristics of antique periods helping you better remembering the styles and periods - that I didn´t actually cover everything I learned from my client Kim Hites Antiques on our recent Italy Tour.

Firstly, let me say - Kim & Tim officially have a guest room named after them at the Chianti ClubHouse. (K&T are seen above near my home in Venice - photo credit Giorgio Schirato) I jokingly called the room The Kim & Tim Room. They were the first clients to stay at the Chianti Club House - Long before it was ready senza lamps, or curtains, or lighting in the bathroom or side tables or the shower was ready…. LOL they might get a t-shirt which says, ¨I survived…¨ But Secondly - and more importantly - they proved my theory right - that having a club house, isn´t about how fancy it is… but rather about the intimacy that staying together provides.

Its an opportunity for shared experiences. Late night conversations. Sharing one last glass of wine together before bed. Or drinking coffee in our pajamas. I think Tim & Kim woke to the smells of onions and vegetables roasting in the kitchen on more than one morning as I prepared our lunches before breakfast. A big moment was when they shared my panic when Fortuny - the cat - went missing. Kim was ever so calm when she came out of her bathroom having spied Fortuny on the other side of the glass… ¨I am asking for a Friend… is Fortuny suppose to be outside?¨ It is an experience where you get to know someone beyond clients as friends: A different type of co-menotring.

I started the last post by telling the story about how each client gives me a gift…. Its a knowledge transfer or a new way of seeing.

Kim is not afraid to say No. And that is a BEAUTIFUL LESSON we can all learn.

When I was pushing for a stupidly long day traveling - she said ¨I don´t think I want to do that.¨ Quiet confidence. It changed the arch of the trip and gave us a bit of time to have some more relaxed mornings which we all desperately needed. She wasn´t worried about missing out, or having FOMO, she knew she would see what she was supposed to see. That she would buy what she was supposed to shop. And that sometimes a good nights sleep is more important than hitting one more store because you make better decisions when you are not exhuasted. These are good lessons for everyone buying antiques overseas to understand.

Further more Kim understands a crucial detail for antique dealers. Details Matter.

From her immaculent note taking, to simply taking time to note the details on a piece of furniture - her shopping was decisive but deliberative. While she bought quickly and with confidence, she also took time to verify the object's history, authenticity, and value. As I get to know a client, I begin to understand the look on their face. The look that says ¨Oh Baby thats a bargain.¨” or ¨Holy Cow! Is that thing minted in gold??¨ The look that is sceptical or intrigued. My favorite phrase I heard Kim say repeatedly all week from Arezzo to Parma was ¨Tell Me More.¨That is a simple phrase - ¨Tell Me More¨ is open ended. It puts the ball in the vendors court.

Kim understands that well-documented provenance, including details about ownership, origin, and maker, enhances the desirability and resell value of an antique. She patinently looked for makers' marks and hallmarks. Noted the age and condition of the piece, digging deep into the craftsmanship - are those 20th C screws - and then analyzed its rarity asking herself if I buy this object for resell - am I offering my clients something they can´t get just anywhere?

I also saw her do the rare thing that antique experts often don´t do. She bought on emotion as well as intellect. Let me explain. There is a problems with being detail oriented as antiques dealer - you can be so caught up in the details that you can miss the intangible qualities. But in buying antiques - Kim went beyond the details of the antiques history, beyond a financial value to simply relying on emotions. ¨This makes me Happy.¨ She bought with emotional instincts as well as analytical knowledge.

I have said it before and I will say it again. ¨I make money when I am having fun.¨

I watched Kim balance between Fun and Practicality.
¨Can I resale this? If not, do I want to end up with it?¨

I made the comment that hosting clients at the Chianti Club House - my humble country house in Tuscany - offers an opportunity for a different type of mentoring with our clients in the Antique Dealer Training Program. In many ways as we stay together - 3 bedrooms - 3 baths - there is a two way mentoring that teaches me as well as them - everyone shares their unique skill sets. When Fortuny went missing, Michael (another client on the trip) reminded me ¨Cats always return to the source of their food. Dont panic yet.¨ As M shopped he priced his inventory - noting immediately what he paid, but more importantly, how much he wants to sell it for, and adusting for any currency exchanges on the spot immediately so his numbers reflect real value.

What this means is when he gets home he knows how much he intended to sell it for moving beyond a simple formula - and letting emotion and intangibles that he could only feel in that moment while buying enter the picture help dictate pricing.

I always say objects have energy. And when you acknowledge their energy in the moment and give it a retail price for your store as you are buying you are able to understand your profit margin immediately, which helps when you are spending large quantities of money.

And then - this week - in the midst of everything - imagine my surprise when as we are packing the vans to bring to Parma with the clients purchases - I go into my to the trade antiques warehouse and find Emmy Award winning TV host and interior designer Mikel Welch redecorating my antiques warehouse! The co-mentoring continued! I had sold half my inventory and the warehouse was looking a little ragged so he dug in and started staging! He said ¨This is Great Practice for me! Let´s do a Downton Abbey theme over here¨ as he lifted the Fireside Chairs on top of the bed to give them better positioning at eye level.

Everyone just jumped in and worked together. Packing our Van for Transport. And at lunch as we are running in and out. Tim was in charge of music and opening wine botttles. He also carried a lot of dishes and everyone cleaned up. We sat in the Tuscan sun eating under the shade of the olive tree and as I looked around at my clients and colleagues – and I felt… Happy. And what is it I always say? Say it with me….

On this trip I found we were Building Commradery. Building Relationships. Building Knowledge. Sharing Diverse Perspectives and Personal Experience.

Learning from each other, gaining insights from different viewpoints and backgrounds.

This first experience at the Chianti Club House - while maybe a little stressful - because we weren´t quite ready - resulted in just what I wanted it to. Community. CoLearning. CoCreating.

XOXO, Forever Toma