We don't know anyone that can sell things better than our friend Mark Schustrin. He can sell anything, really, but art is his passion. We talk to Mark about his auction company Bid27, how to get into art sales, sales techniques, and much more.
05:45 - Gertrude Stein's 27 Rue de Fleurus
https://en.wikipedia.org/wiki/27_rue_de_Fleurus
Midnight in Paris
https://www.youtube.com/watch?v=-NoGpkSTK8k
https://www.amazon.com/dp/B006AN78XS
08:29 - Primary vs. Secondary Market
9:35 - Mark's backstory, auction school and culture
11:30 - Rome was auctioned off
http://www.mikeanderson.biz/2012/02/day-roman-empire-was-auctioned-march-28.html
14:05 - 2012 Championship for Auctioneers, rednecks in Sacramento, how to win auction competition
http://www.texasauctionacademy.com/taa-graduate-mark-schustrin-takes-california-rookie-title/
16:30 - Bid Calling
https://www.youtube.com/watch?v=7U4d7nFKgNk
17:35 - Rap freestyling = bid calling
18:43 - Filler Phrases/bid calling example
19:43 - Reading people, Where is the line you can't cross when pushing into a sale?
21:39 - Bid calling examples, incorporating price increments
23:09 - Auctions are psychology
24:14 - Planting bidders in the crowd
25:06 - How is Bid27 different? What is a benefit auction? How do normal auctions work?
28:12 - Pulp Auction
32:09 - Introducing rising artists to auction, definition of provenance
36:10 - Protecting sellers and artists as an auction house
37:20 - Reserves on artworks, strategies in selling via auction
39:15 - Artists we have seen benefit from Bid27
https://www.instagram.com/bakersson/?hl=en
42:25 - Defining value of art, sales through auction
46:32 - How to evolve the art auction experience, monetizing art in new ways, Scott Hove
http://instagram.com/scotthove
48:28 - "Gucci old maid" - Make a photoshop of this and win a pin
49:43 - Yozmit the performance artist from DBA, "doubling" a lot
52:02 - Performance art piece auctioned at the Think Tank
57:00 - Art Share LA
57:57 - Mural Conservancy of LA
http://www.muralconservancy.org/
58:20 - Sales is sales is sales, how to get into sales, science of sales
The Closers
https://www.amazon.com/Closers-Harry-Bosch-Michael-Connelly/dp/0446616443
The Closers 2
https://www.amazon.com/Sales-Closers-Bible-Part/dp/0942645081/
Glengarry Glen Ross
https://www.amazon.com/Glengarry-Glen-Ross-James-Foley/dp/B002NN5F7A
https://www.youtube.com/watch?v=LSj0GhXgIsU
Wolf of Wall Street
https://www.amazon.com/Wolf-Wall-Street-Leonardo-DiCaprio/dp/B00IIU9U00
https://www.youtube.com/watch?v=PlSjPfpmhIU
Zig Ziglar
1:00:45 - Tips for making sales in art
1:02:15 - How to approach someone for a sale, is everything sellable?, selling things you want to believe in
1:04:34 - Break Bread sales of Scott Hove for huge piece, following up with buyers and staying happy
http://mshove.com/wp-includes/ms-files.php?file=2015/09/execucide-1200x492.jpg
1:08:15 - Auction sales vs. gallery floor sales, building taste profiles for buyers to offer them more stuff that they like, capturing info for followup
1:12:40 - Being comfortable or uncomfortable in high art setting, LA Art Show, Mars rover
http://mars.nasa.gov/mer/home/
1:16:40 - Bid spotters, ring men, the art of mediating between auctioneer and audience, yelling "yes!" in the crowd, entry point to the auction world
1:18:45 - Closing out the art sale, upselling, pre-bidding, absentee bidding
1:22:47 - Buyer's premium, "underwriting the auction"
1:24:32 - Mark Schustrin at 20 yrs old to now
1:26:00 - Everything is sales even explaining ideas, the idea of closing, Pitch Anything, pitching sponsorships
http://pitchanything.com/book/
1:28:28 - Appraisal of art, formal vs. informal appraisal, USPAP, Donald Trump University vs. UCLA, document certifying value of a piece for insurance or sale
1:32:45 - Hauser Wirth & Schimmel, Jeffrey Deitch come to LA
http://www.hauserwirthschimmel.com/
1:33:45 - How to find Bid27 and apply as an artist