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Art Dealer Show

Danny Stern

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Followers
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Art Dealer Show

Art Dealer Show

Danny Stern

2
Followers
3
Plays
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About Us

About and for the people who sell art.

Latest Episodes

Right Time, Right Art. Guest David Fahey of Fahey Klein Gallery.

In the late 1980’s I crashed an art opening on Le Brea Blvd. in Los Angeles. I was an art student and yes, it was partly to make a meal out of cheese and crackers and to get some white wine cheer on. But it was also to see one of my new favorite photographers – Joel-Peter Witkin. Witkin’s disturbing art was amazing to see in person. But in retrospect it was the gallery that impressed me the most. At this time most serious galleries did not show photography. Most would consider it unworthy of wasting wall space on. Let alone using the walls for photographers as “daring” (hard to sell for a living room) as Witkin. The gallery that dared to do what others of the day would not was Fahey Klein, owned and directed by this episode’s feature guest David Fahey. David Fahey photographed by Ralph Elliott Starkweather For years his gallery has been considered a leader in the curating and selling of contemporary photography. From well-established masters to photographers whose images have ...

54 MIN2019 AUG 30
Comments
Right Time, Right Art. Guest David Fahey of Fahey Klein Gallery.

"Looking for weird people creating weird things" - Guest Ruth Ann Thorn - The other half.

Ruth Ann Thorn (Exclusive Collections) We are finally back with the second half of our conversation with San Diego gallerist Ruth Ann Thorn (Exclusive Collections). And maybe being a year and a half later you have concluded that the reason for the wait is because the second half was just more of the same. And if that’s you, prepare to be surprised. I’ve heard lots of art dealers go on about how they need to find artists who are not just talented but are doing things their collectors have truly not seen before. And then wait for them to walk in the door, or hope to find them at the next art fair. But Ruth Anne does much more than keep her eyes open. She goes on the hunt. Junkies, Schizoids, and Ex-Cons – oh my. Listen to this new episode of the Art Dealer Show and find out what happens when a gallery owner makes a practice of placing ads on Craig’s list that start with “Looking for weird people creating weird things”. Follow her journey into Hollywood flops and other corners of...

54 MIN2019 APR 17
Comments
"Looking for weird people creating weird things" - Guest Ruth Ann Thorn - The other half.

Is Sacha Baron Cohen Calling The Gallery World “S***T”? Guest: Cristy Cones

This is not your typical episode of the Art Dealer Show. If you have not heard the news, the often controversial comedic actor and social commentator Sacha Baron Cohen is back with a brand new show. And what does that have to do with the art business? Well, right out of the gate in his first episode he’s pointed his sardonic lens at one of our own—art consultant Cristy Cones. And we’ve got her on the show. Try to imagine that you have agreed to allow a UK-based reality TV crew film a sit down with you and an ex-con who has dreams of turning the art he started to make in prison during his recently completed twenty-one year stint. And then, when the time comes, in walks a hulking figure with a shaved head and a prison tattoo under his eye nervelessly clutching a folio. Over the course of a “getting to know each other” conversation, he reveals that after a cell protest when he smeared his own excrement on the wall, he became inspired to create works of art with the same medium. He...

44 MIN2018 AUG 6
Comments
Is Sacha Baron Cohen Calling The Gallery World “S***T”? Guest: Cristy Cones

Galleries pricing art by the keystone rule and other fun ways to lose a business.

YES, we’ve returned to our corner booth at the ol’ art dealer bar and we have a new episode of the Art Dealer Show show for you. Even though the break went much longer than I expected, it did not go to waste — during that time I gave the show many new tweaks. All with the goal of being able to get more of them out to you. If you’re a regular listener, I’m sure you’ll notice them along the way. And I’d very much like to hear what you think? I’m about as excited as I am nervous about this new episode. I’ve decided to finally take on one of the sacred cows in the art gallery business: pricing art based on Keystone (double net) as a firm rule. Ironically rigid rules of this kind, which are intended to secure fiscal safety, can literally cause the opposite result. And over the years I’ve watched galleries undermine their own success, and even place their business in direct danger, by hanging onto hard and fast rules of this kind. For many people in the art business even suggest...

22 MIN2018 JUN 28
Comments
Galleries pricing art by the keystone rule and other fun ways to lose a business.

Big Art Sales…Because Of and Despite Our Best Efforts – Guest: Jim Hartley, Pt. 2

If you listened to Part One of our conversation with San Francisco Art Exchange’s co-owner Jim Hartley, I’m sure you have been eagerly waiting this episode. It’s not going to be easy to top an art dealer origin story that involves coming under fire during the Iranian revolution but I think we’ve met the challenge.InPart Two, Jim and I go over the amazing story about how a gallery that was started to be an active brokerage for blue chip art ended up bringing Alberto Vargas, one of the most noted American illustrators, to the market for the first time. How a chance encounter with a music agent led them to representing the art of one of The Rolling Stones and that led to creating its own market of celebrity artists. And how that later became the beginnings of…well, you’re just going to have to listen to the show. Because Jim is going to tell this story, and many more, much better than I can.But before we head off to talk with Jim, I’m going to buy you all a drink over at the ol...

84 MIN2017 DEC 5
Comments
Big Art Sales…Because Of and Despite Our Best Efforts – Guest: Jim Hartley, Pt. 2

How the Iranian Revolution Started a Storied Career in Art. – Guest Jim Hartley Pt. 1

For such a down-to-earth guy, our guest Jim Hartley has had quite a glitzy career in the art biz. Jim, along with his partner (and past guest) Theron Kabrich, have owned the San Francisco Art Exchange for about thirty years. Their gallery has hosted some of the biggest names in rock-n-roll, movies and popular culture—both as artists, clients and artistic subjects. It is also where I started my own gallery career. Jim is an Art Dealer’s Art Dealer and he’s one of the few who I consider a teacher. Not just for me, but for dozens of people who have had the chance to work with him over the years. In fact, the first lesson that I learned from Jim happened when he offered me my first job in an art gallery. He called me to make the offer…which I didn’t actually accept. I asked for a week to consider it—selling art at the time felt a bit like joining the circus. But instead of saying yes or no, he just kept talking—talking about life, what I wanted from it and what he’d done in his ...

59 MIN2017 OCT 18
Comments
How the Iranian Revolution Started a Storied Career in Art. – Guest Jim Hartley Pt. 1

Everything I Needed to Know About Art Dealing I Learned in Kindergarten - Guest Alex Salazar Pt 2.

It’s been a while but I’m back and comfortably settled in my usual corner booth at the ol’ art dealer bar. Having been away for a bit, there’s a lot bouncing around in my head. First up is something most of us can relate to: It’s a story about an art gallery which I sell to, and my less-than-impressive attempt to help them convince a client that a big ticket painting was really worth the price. It’s a part of the job that I’ve never liked but which somehow calls to me like the siren’s song in the fog…to wreck myself onto its jagged shore. So this time, instead of pontificating on my own, we’re calling in an old friend of the show, Jeff Jaffe, to help shed some light on this age-old obstacle. We’re also going to return to the second half of our conversation with San Diego gallerist and art dealer Alex Salazar. The first half is not a prerequisite to enjoy this episode but I highly suggest checking it out as well. This time we’ll get a lot deeper into how a young Alex with...

58 MIN2017 SEP 20
Comments
Everything I Needed to Know About Art Dealing I Learned in Kindergarten - Guest Alex Salazar Pt 2.

21- Are Millennials Not Buying Art, Or Just Not From You? - Guest Ruth-Ann Thorn Pt 1

To be a seasoned art dealer is to have taken some knocks over the years. There’s just no way around it. Stay in the business beyond the length of a college internship and you’re going to get some scrapes on your skin and soul. Slide back the cuffs and hems of the designer suits and dresses worn by those of us who have made it to the top, and you will see the well-earned scars from battles won and lost. Despite this, it’s not the occasional backwards drag through the thorny bushes that makes our business challenging. It’s that, despite this, our craft demands that that we always have a smile for a collector walking in the front door. That even in our darkest moments we need to be living in the moment of the best day of our charmed careers. Now I’m not saying we are a beaten and cynical lot — far from it. As someone who talks to dozens of art-selling folk every week, that’s not the case at all. Heck, you could not pull off this schizoid performance if, at your core, you weren’...

54 MIN2017 AUG 16
Comments
21- Are Millennials Not Buying Art, Or Just Not From You? - Guest Ruth-Ann Thorn Pt 1

Selling Art Off of a Gym’s Wall? – Guest Alexander Salazar

Years ago I called Alex Salazar (this episode’s guest) to go over some increasingly complicated and continuously changing details pertaining to a show that we were working on together. One of Alex’s galleries was going to host one of our celebrity artists. And as is often the nature of working with celebs in the art business, there were going to be “requests” made of the gallery—well beyond the norm. After going over the newly added accommodations to the already complex list, with long-winded explanations and, of course, the customary and often patronizing case made for how they will actually “benefit” the gallery as well, Alex stopped me. He took a short breath to refocus and said “Nope, too complicated. I’m just here to sell art.”Coming out of the mouth of almost anyone else that is not necessarily profound. But from Alex, an art dealer who can pack more creative ideas turned into actual actions in a year than most of us will attempt in a career, it was a drop of sage wi...

48 MIN2017 JUL 26
Comments
Selling Art Off of a Gym’s Wall? – Guest Alexander Salazar

What in the Gallery Is Telling Them Not to Buy from You?- Guest Richard Perry, Part II

How about this for a show tease? An Andy Warhol painting changes the lives of a civil servant’s family forever, Dali’s pet ocelot gets out of control, and the chance encounter of a 19 year old and a famous eccentric millionaire made gallery history in Las Vegas.Now if that does not have you hooked for an hour of listening than this podcast will never be for you. But if it has, I’m thrilled to welcome you back for part two of our conversation with Richard (Dick to his friends) Perry.In our first episode, we learned how the government seizing every penny a young Perry had led him to taking a key role in what would eventually become a gallery dynasty — and the great stories that came from those early days at Merrill Chase Galleries. (listen to episode one) This episode picks up in the second chapter of Richard’s career as we follow him to Las Vegas where he opens Centaur Galleries, the first major art gallery on the strip.But before we jump into all of that, I’d like to buy you a...

53 MIN2017 JUL 11
Comments
What in the Gallery Is Telling Them Not to Buy from You?- Guest Richard Perry, Part II

Latest Episodes

Right Time, Right Art. Guest David Fahey of Fahey Klein Gallery.

In the late 1980’s I crashed an art opening on Le Brea Blvd. in Los Angeles. I was an art student and yes, it was partly to make a meal out of cheese and crackers and to get some white wine cheer on. But it was also to see one of my new favorite photographers – Joel-Peter Witkin. Witkin’s disturbing art was amazing to see in person. But in retrospect it was the gallery that impressed me the most. At this time most serious galleries did not show photography. Most would consider it unworthy of wasting wall space on. Let alone using the walls for photographers as “daring” (hard to sell for a living room) as Witkin. The gallery that dared to do what others of the day would not was Fahey Klein, owned and directed by this episode’s feature guest David Fahey. David Fahey photographed by Ralph Elliott Starkweather For years his gallery has been considered a leader in the curating and selling of contemporary photography. From well-established masters to photographers whose images have ...

54 MIN2019 AUG 30
Comments
Right Time, Right Art. Guest David Fahey of Fahey Klein Gallery.

"Looking for weird people creating weird things" - Guest Ruth Ann Thorn - The other half.

Ruth Ann Thorn (Exclusive Collections) We are finally back with the second half of our conversation with San Diego gallerist Ruth Ann Thorn (Exclusive Collections). And maybe being a year and a half later you have concluded that the reason for the wait is because the second half was just more of the same. And if that’s you, prepare to be surprised. I’ve heard lots of art dealers go on about how they need to find artists who are not just talented but are doing things their collectors have truly not seen before. And then wait for them to walk in the door, or hope to find them at the next art fair. But Ruth Anne does much more than keep her eyes open. She goes on the hunt. Junkies, Schizoids, and Ex-Cons – oh my. Listen to this new episode of the Art Dealer Show and find out what happens when a gallery owner makes a practice of placing ads on Craig’s list that start with “Looking for weird people creating weird things”. Follow her journey into Hollywood flops and other corners of...

54 MIN2019 APR 17
Comments
"Looking for weird people creating weird things" - Guest Ruth Ann Thorn - The other half.

Is Sacha Baron Cohen Calling The Gallery World “S***T”? Guest: Cristy Cones

This is not your typical episode of the Art Dealer Show. If you have not heard the news, the often controversial comedic actor and social commentator Sacha Baron Cohen is back with a brand new show. And what does that have to do with the art business? Well, right out of the gate in his first episode he’s pointed his sardonic lens at one of our own—art consultant Cristy Cones. And we’ve got her on the show. Try to imagine that you have agreed to allow a UK-based reality TV crew film a sit down with you and an ex-con who has dreams of turning the art he started to make in prison during his recently completed twenty-one year stint. And then, when the time comes, in walks a hulking figure with a shaved head and a prison tattoo under his eye nervelessly clutching a folio. Over the course of a “getting to know each other” conversation, he reveals that after a cell protest when he smeared his own excrement on the wall, he became inspired to create works of art with the same medium. He...

44 MIN2018 AUG 6
Comments
Is Sacha Baron Cohen Calling The Gallery World “S***T”? Guest: Cristy Cones

Galleries pricing art by the keystone rule and other fun ways to lose a business.

YES, we’ve returned to our corner booth at the ol’ art dealer bar and we have a new episode of the Art Dealer Show show for you. Even though the break went much longer than I expected, it did not go to waste — during that time I gave the show many new tweaks. All with the goal of being able to get more of them out to you. If you’re a regular listener, I’m sure you’ll notice them along the way. And I’d very much like to hear what you think? I’m about as excited as I am nervous about this new episode. I’ve decided to finally take on one of the sacred cows in the art gallery business: pricing art based on Keystone (double net) as a firm rule. Ironically rigid rules of this kind, which are intended to secure fiscal safety, can literally cause the opposite result. And over the years I’ve watched galleries undermine their own success, and even place their business in direct danger, by hanging onto hard and fast rules of this kind. For many people in the art business even suggest...

22 MIN2018 JUN 28
Comments
Galleries pricing art by the keystone rule and other fun ways to lose a business.

Big Art Sales…Because Of and Despite Our Best Efforts – Guest: Jim Hartley, Pt. 2

If you listened to Part One of our conversation with San Francisco Art Exchange’s co-owner Jim Hartley, I’m sure you have been eagerly waiting this episode. It’s not going to be easy to top an art dealer origin story that involves coming under fire during the Iranian revolution but I think we’ve met the challenge.InPart Two, Jim and I go over the amazing story about how a gallery that was started to be an active brokerage for blue chip art ended up bringing Alberto Vargas, one of the most noted American illustrators, to the market for the first time. How a chance encounter with a music agent led them to representing the art of one of The Rolling Stones and that led to creating its own market of celebrity artists. And how that later became the beginnings of…well, you’re just going to have to listen to the show. Because Jim is going to tell this story, and many more, much better than I can.But before we head off to talk with Jim, I’m going to buy you all a drink over at the ol...

84 MIN2017 DEC 5
Comments
Big Art Sales…Because Of and Despite Our Best Efforts – Guest: Jim Hartley, Pt. 2

How the Iranian Revolution Started a Storied Career in Art. – Guest Jim Hartley Pt. 1

For such a down-to-earth guy, our guest Jim Hartley has had quite a glitzy career in the art biz. Jim, along with his partner (and past guest) Theron Kabrich, have owned the San Francisco Art Exchange for about thirty years. Their gallery has hosted some of the biggest names in rock-n-roll, movies and popular culture—both as artists, clients and artistic subjects. It is also where I started my own gallery career. Jim is an Art Dealer’s Art Dealer and he’s one of the few who I consider a teacher. Not just for me, but for dozens of people who have had the chance to work with him over the years. In fact, the first lesson that I learned from Jim happened when he offered me my first job in an art gallery. He called me to make the offer…which I didn’t actually accept. I asked for a week to consider it—selling art at the time felt a bit like joining the circus. But instead of saying yes or no, he just kept talking—talking about life, what I wanted from it and what he’d done in his ...

59 MIN2017 OCT 18
Comments
How the Iranian Revolution Started a Storied Career in Art. – Guest Jim Hartley Pt. 1

Everything I Needed to Know About Art Dealing I Learned in Kindergarten - Guest Alex Salazar Pt 2.

It’s been a while but I’m back and comfortably settled in my usual corner booth at the ol’ art dealer bar. Having been away for a bit, there’s a lot bouncing around in my head. First up is something most of us can relate to: It’s a story about an art gallery which I sell to, and my less-than-impressive attempt to help them convince a client that a big ticket painting was really worth the price. It’s a part of the job that I’ve never liked but which somehow calls to me like the siren’s song in the fog…to wreck myself onto its jagged shore. So this time, instead of pontificating on my own, we’re calling in an old friend of the show, Jeff Jaffe, to help shed some light on this age-old obstacle. We’re also going to return to the second half of our conversation with San Diego gallerist and art dealer Alex Salazar. The first half is not a prerequisite to enjoy this episode but I highly suggest checking it out as well. This time we’ll get a lot deeper into how a young Alex with...

58 MIN2017 SEP 20
Comments
Everything I Needed to Know About Art Dealing I Learned in Kindergarten - Guest Alex Salazar Pt 2.

21- Are Millennials Not Buying Art, Or Just Not From You? - Guest Ruth-Ann Thorn Pt 1

To be a seasoned art dealer is to have taken some knocks over the years. There’s just no way around it. Stay in the business beyond the length of a college internship and you’re going to get some scrapes on your skin and soul. Slide back the cuffs and hems of the designer suits and dresses worn by those of us who have made it to the top, and you will see the well-earned scars from battles won and lost. Despite this, it’s not the occasional backwards drag through the thorny bushes that makes our business challenging. It’s that, despite this, our craft demands that that we always have a smile for a collector walking in the front door. That even in our darkest moments we need to be living in the moment of the best day of our charmed careers. Now I’m not saying we are a beaten and cynical lot — far from it. As someone who talks to dozens of art-selling folk every week, that’s not the case at all. Heck, you could not pull off this schizoid performance if, at your core, you weren’...

54 MIN2017 AUG 16
Comments
21- Are Millennials Not Buying Art, Or Just Not From You? - Guest Ruth-Ann Thorn Pt 1

Selling Art Off of a Gym’s Wall? – Guest Alexander Salazar

Years ago I called Alex Salazar (this episode’s guest) to go over some increasingly complicated and continuously changing details pertaining to a show that we were working on together. One of Alex’s galleries was going to host one of our celebrity artists. And as is often the nature of working with celebs in the art business, there were going to be “requests” made of the gallery—well beyond the norm. After going over the newly added accommodations to the already complex list, with long-winded explanations and, of course, the customary and often patronizing case made for how they will actually “benefit” the gallery as well, Alex stopped me. He took a short breath to refocus and said “Nope, too complicated. I’m just here to sell art.”Coming out of the mouth of almost anyone else that is not necessarily profound. But from Alex, an art dealer who can pack more creative ideas turned into actual actions in a year than most of us will attempt in a career, it was a drop of sage wi...

48 MIN2017 JUL 26
Comments
Selling Art Off of a Gym’s Wall? – Guest Alexander Salazar

What in the Gallery Is Telling Them Not to Buy from You?- Guest Richard Perry, Part II

How about this for a show tease? An Andy Warhol painting changes the lives of a civil servant’s family forever, Dali’s pet ocelot gets out of control, and the chance encounter of a 19 year old and a famous eccentric millionaire made gallery history in Las Vegas.Now if that does not have you hooked for an hour of listening than this podcast will never be for you. But if it has, I’m thrilled to welcome you back for part two of our conversation with Richard (Dick to his friends) Perry.In our first episode, we learned how the government seizing every penny a young Perry had led him to taking a key role in what would eventually become a gallery dynasty — and the great stories that came from those early days at Merrill Chase Galleries. (listen to episode one) This episode picks up in the second chapter of Richard’s career as we follow him to Las Vegas where he opens Centaur Galleries, the first major art gallery on the strip.But before we jump into all of that, I’d like to buy you a...

53 MIN2017 JUL 11
Comments
What in the Gallery Is Telling Them Not to Buy from You?- Guest Richard Perry, Part II
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