The Business of Antiques

Five years ago, Toma Clark Haines – CEO of The Antiques Diva & Co – was asked in a surreal moment to speak at the House of Parliament at the LAPADA conference. The purpose of the talk was to discuss how to sell antiques to the American buyer. Toma started the talk by saying, “If you want to compete in today's market – you have to be willing to change.”  Today's guest on the podcast, http://www.favreauinteriordesign.com/ (Steven) http://www.favreauinteriordesign.com/ (Favreau), represents that change in the way we sell – and decorate – with antiques. Steven Favreau is a top interior designer known in both Boston and San Francisco. His work with both residential and commercial clients has been awarded accolades and has been featured in Design New England, The Boston Globe, California Home + Design, San Francisco Chronicle Stylemakers, Houzz.com, among others. The expression “Making Antiques Modern” is overused and often under-explained. Antique dealers understand that, in order to be successful in selling antiques today, they must take a fresh approach to selling – and displaying – antiques. Gone are the days of dusty doilies and grandma's antiques.   Theatrical in personality, style, and design, Steven Favreau is NOT SELLING your grandma's antiques. His approach to the Business of Antiques seamlessly merges the gritty alongside the sleek – antiquity with contemporary.  He makes antiques modern by juxtaposing styles so that each genre elevates the other. In this episode, Steven talks about the evolution of his interior design business.   During the conversation, he tells about launching the Favreauleus Factory in Boston – an 11,000 square foot loft in the heart of Boston's Innovation and Design District. More than an antiques store, it was an event space that awakened the senses and challenged the possibilities of dynamic interior design. When the pandemic hit, Steven was stuck with a difficult choice: he had to close the Favrealous Factory. Using this time to reevaluate his business and his life – he chose not to close the factory but to relocate it to Hudson, New York – a small town in upstate New York, which is being dubbed the ‘New Brooklyn'. It's hip and cool, and the town was ready for Steven's look. Steven and Toma talk about this decision to relocate. The challenges of being too far ahead of the competition.  Of not just following the trends – but setting them – and being trailblazers in their own ways.  Visit our sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you're shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!

Toma Clark Haines - CEO of https://antiquesdiva.com/ (The Antiques Diva & Co) has a tenant - “Follow Your Heart.”  Her constant advice to antique dealers taking her international antique buying tours is “If you don't love what you're selling - then dont sell it.”  Belgian Antiques Dealer and 4 Rooms TV Star https://www.biebaert.be/ (Bie Baert) is a prime example of how selling what turns you on is the foundation for success.  Bie Baert is one of Belgium's most famous antique dealers, and she always follows her heart which is why Toma chose to interview her on Valentines Day (even though this episode drops a few weeks later). Bie explains that she's an autodidact - a self-taught dealer having learned how to be an antiques dealer with hands-on training. And she's convinced that the Business of Antiques can be taught. Antique Dealers are made - not born. Her biggest piece of advice? Make mistakes. You learn the most by the things you do wrong. She and Toma discuss how her eponymously named business has evolved over the last 28 years.  Lucky for Bie, when you google her name, she's the only Bie Baert who shows up. She was an early adapter to the world wide world developing her first website over 20 years ago when her competitors said… “no one will buy antiques online.”  It took time to develop her following, but Bie has developed one of the most loyal followings in the world.  Her clients love her. They love her charming personality and quirky style, and they love that she can always explain why she bought a certain object. Bie currently sells antiques in a multi-prong approach - on Instagram, her website, and 1stDibs - as well as out of her home near Antwerp. Inviting customers into her home to see inventory in situ and how items look in a home has always been a hallmark of how she does business. This means she is constantly redecorating her house with inventory that is coming in and out of the door. Toma asks Bie's zodiac sign and Bie confesses that change is in her nature. She's a Gemini.  By having a business model that sells antiques direct from her home, as well as extensively online, she has been able to continue to operate during the pandemic - socially distancing with clients allowing them the opportunity to source antiques even when antique fairs and stores were closed due to lockdown. When asked about her best investment back into her company - she explains that investing in the cost of a booth rental for selling at antique fairs in the beginning helped her build her following and gain exposure. Today she only does one antiques fair at http://www.espacedeulin.be/en/events (Chateau Deulin). It's an intimate fair and a great way to connect with her retail clients.  Bie understands her demographic - which means she sells to both the trade and the end buyer. But what the end user buys is really different from what her trade clients purchase.  Understanding her target market is one of Bie's secrets to her success.  Her decision to establish her store in her home started long before the pandemic. She talks about the pros and cons of selling antiques from your house, how it's not for everyone - imagine one day waking up and not having a dining room table! She explains how being an antiques dealer is an act of love. “It's like raising a child,” she says and Toma concurs saying “The Antiques Diva is my baby - well it's become a teenager, as AD&CO has grown up.”  As the old saying goes, “If you do what you love you'll never work a day in your life”. Which is not to say Bie doesn't work hard - in fact, Toma wagers that Bie is one of the hardest working people in this industry. Bie talks about how when you're an antiques dealer, you need to respond to clients night and day. As she's going to bed, sometimes a client from Japan texts or a client from the USA inquires about an object before she wakes. Bie explains, “Good customer service is essential if...

In this episode of The Business of Antiques Toma Clark Haines - CEO of The Antiques Diva & Co and Angela Somwaiya owner of https://paulsantiques.com/ (Paul's Antiques) in Bangkok discuss Angela's journey as an American expat running an antiques store in Thailand.  Paul's Antiques is Bangkok's best antique shop popular among diplomats, expats, tourists and collectors. It's a veritable cornucopia of precious objects and furniture from South East Asia. Tucked in a quiet soi off bustling Sukhumvit, the store has an unparalleled collection of Burmese colonial pieces, Thai teak furniture, rare textiles, collectibles, and eclectic finds. Angela shares her story how she, as a Chicago native, adopted Thailand as her home and her decision to buy Paul's Antiques. She was raised shopping in flea markets and thrift stores in the USA so, when and her husband were decorating their Bangkok home, she frequented Paul's store to buy antiques. When she heard he was considering closing his store - she offered to buy it. This is a decision that changed her life. Paul's Antiques was founded in 1994 by Paul Vail, an American expat who settled in Thailand and fell in love with Burmese colonial teak furniture. Originally selling at exhibitions only, Angela and her husband were among Paul's first customers. Paul went on to revamp a 100-year-old teak house, which served as the first home for his vast eponymous collection complete with an in-house workshop for restorations and repairs. In 2008, Angela bought the business at its latest location in Sukhumvit Soi 13. She made her mark by expanding the collection to include pieces from all over Asia, such as lacquerware, statues, found-art, architectural salvage, and hard-to-find collectibles. She developed a revolutionary workshop and established a loyal customer base including some of Bangkok's most beloved hotels.  Holding a Bachelor's Degree in Japanese Studies and a Master's Degree in Thai Studies, Angela's passion for the cultural relevance of each object shines through when you inquire about a piece. Angela talks about the importance for antique dealers to know their inventory, understand the stories, and also relate their cultural significance. Educating her clients is at the core of Angela's business. Toma and Angela discuss Angela's decision to buy an established antiques store instead of starting her own business from scratch. They discuss the pros and cons of this situation -the pros involve optimized SEO, an established client list, and reputation; while the cons mean you have to set your own ego aside if the store is named after someone else. In the case of Angela, her store is named Paul's Antiques - so when clients walk in the door - they are looking for Paul.  Angela details how, as she gained confidence as an owner of the store, people stopped asking for Paul and began looking to her because they could see by her confidence that she is the proprietor. Toma tells a story of how Angela is the essence of confidence when she walks through (and drives!) through the streets of Bangkok. They discuss the thrill of the hunt detailing how to buy antiques in Asia. Why Bangkok, Chang Mai, and Bali are the best places to source antiques in Asia and encourage you to book an antique buying tour in Asia. Toma tells how she and Angela first met and why she asked Angela to be the head sourcing agent for her antique buying tours in Asia. They talk about what it means to be “ahead of the curve”. How being first in a market place is not always easy and they discuss the future of antiques. Spoiler alert: the future is so bright, you have to wear shades. Visit our sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether

In this episode of the Business of Antiques, CEO Toma Clark Haines not only debuts her singing career (spoiler alert: she sings off key), but she also talks about how her business – https://antiquesdiva.com/ (The Antiques Diva & Co) – can help you. Toma explains why you should book a FREE 1 HOUR Business Consultation to discuss your antiques shop and explains in detail what happens in that free session. She also explains what she wants to get out of that phone call.   She answers frequently asked questions about her services at The Antiques Diva & Co and explains what The Republic of Toma is.  https://www.republicoftoma.com/ (The) https://www.republicoftoma.com/ (Republic of Toma) is her personal diary she shares where she talks about life, love, and other mysteries – think Eat Pray Love (yourself) meets Elle Decor plus a dash of Goop and pinch of Entrepreneur. The Republic of Toma is technically the parent company of The Antiques Diva & Co, and it's mostly a placeholder for all those future projects she's working on – from her lighting collection to her fabric collection to the memoir she's writing. And it's her website for her business consulting for collateral services beyond antiques – i.e., helping you design and develop your lighting collection or develop a furniture collection.  She explains how The Antiques Diva & Co Buying Tours work, what an antique buying tour costs as of Feb 1, 2022, and guarantees all pricing verbalized through May 1, 2022. She tells about how, in addition to antique buying tours, they offer concierge services for your travels helping you plan a vacation for some design inspiration after the buying tour. She then flips the switch and explains what a VIRTUAL Antiques Buying Tour is – or buying services when you can't – or don't have time – to travel overseas. She explains how these antique picking services work, and why you should book a virtual tour instead of just click and buy online. She explains how she and her team get first access to vendors' new inventory, and how you're missing out on the best inventory and best prices if you're not sourcing with The Antiques Diva & Co. Toma is transparent. She explains exactly how she and her team get paid – transparency is the name of the game at The Antiques Diva & Co. She explains the commission process and how to ship antiques from abroad. She warns you what the problems are and what the potential delays are. She discusses the serious delays in the shipping process; the increased pricing for international shipping due to this COVID backlog; the shortage of storage spaces in warehouses for antique dealers; and how, now more than ever, it's important to have a team on the ground helping you to not only take care of logistics but to also help you get space on a cargo ship to ship your goods! She tells the price of the international shipping. She tells how much to expect it to cost to ship a container of antiques from Europe to America. She gives worst case scenarios on shipping delays.  She explains that her https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program) is essentially business coaching for antique dealers – and she explains how each session works and what you should expect to get out of the mentoring sessions for antique dealers. She discusses the various topics they cover over the 20 hours of private business coaching with her and her colleague https://www.modernantiquarian.com/ (Margaret Schwartz of the Modern Antiquarian).  She explains her credentials and why she is one of the leading experts in the world for the Business of Antiques. Lastly, Toma explains how her business is a reiteration of a reiteration of a reiteration – how it has continued to evolve to meet the needs of her client base. The thing Toma is better at than anyone is that she knows LISTENING to the needs of the antiques industry and coming up with SOLUTIONS and SERVICES address

Today we are talking to Sophie Wood – the fair director of the https://chelseaantiquesfair.co.uk/ (Chelsea Antiques Fair & Fine Arts) taking place March 23-27, 2022. And let's talk location location location because Chelsea is held in the Old Town Hall in London on Kings Roach in an iconic building. When https://2covet.com/ (2 Covet) – an online aggregator site for fine art, jewelry, collectibles, and antiques – bought the Chelsea Fair, they married technology with experience giving their vendors at the fair a multi-prong approach to selling antiques in the 21st century. As a fair director Sophie Wood, understands that it's all about the experience – not just the for the customer but the vendors.  Toma and Sophie discuss how Sophie's international background gives her an edge in dealing with a diverse client base as well as how at its core antiques is a people business. As Toma always says, people do business with people not businesses. If you want to get ahead in antiques, it's about networking and ever judging a book by its cover! Sophie confesses she started an online floral business during the first lockdown and she talks about that entrepreneurial spirit. Toma adds that a florist plus antiques dealer is a genius idea and shares other ideas such as a clients antique shop slash wine store. Sophie agrees that you're not just selling antiques, you're selling a lifestyle and that includes passions and hobbies as well as art, antiques, and collectibles.  The Chelsea Antiques Fair & Fine Arts has some of the best dealers in the world selling at the fair, and Toma tells that if you can't travel to London you can still shop the fair. Book a Virtual Shopping tour with Antiques Diva Vice President Gail McLeod to do customized trade sourcing at the fair. Sophie explains why a personal shopper can be an added advantage. And she goes on to give tips to dealers who sell at fairs – explaining how booth installation makes a difference. She encourages vendors to edit edit edit and remember less is more – as well as keep restyling and rearranging the booth. Toma emphasizes the importance of holding inventory back for the fair so buyers at the fair get never before seen inventory.  Toma then explains that The Antiques Diva has grown up. The two discuss how the Chelsea Fair elevated the market positions of the Fair and the Antiques Diva & Co through good marketing and branding. The The Antiques Diva & Co now offers a full range of marketing and social media services from helping to build newsletter templates to assisting with Instagram or building new websites for antique dealers – in addition to their in person and virtual antique sourcing tours.  Elevating your brand is essential for antiques dealers to garner new business and catch the attention of sophisticated client bases. It's not just about what you sell but how you sell it. Sophie closes the podcast by telling potential fair directors important advice on if they want to start their own antiques fair.  Visit our sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you're shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website...

Visit our sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with tentive personal care delivering delicate items around the world. Whether you're shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Often on The Business of Antiques Podcast Toma Clark Haines – CEO of The Antiques Diva & Co – uses a specific phrase. She tells clients that if they – as an Antique Dealer –  “beat their own drum”, then the right buyers who are interested will come. Every antique dealer has their own audience. It's the Field of Dreams – “If you build it they will come” meets The Pied Piper of Antiques. That phrase “beat your drum” comes from a line in Henry David Thoreau's Walden – “If a man does not keep pace with his companions, perhaps it is because he hears a different drummer. Let him step to the music which he hears, however measured or far away.” This idiom essentially encourages you to act or behave in a manner that does not conform to the standard.  When Andy Fullen and Tommy Hall told Toma they wanted to open an antique store, they immediately began discussing plans for a buying trip abroad with The Antiques Diva & Co. “Let's go to France!” They looked at 18th C French period pieces, but something didn't resonate with their store vision. These were high-end pieces, and, as they began the buying process, Andy said “This isn't the direction I am ready – or want – to take my business. I want to sell inventory priced to sell. And I fear this inventory will outprice my customer. I want to be a good deal for rich people.  And I'd prefer to strategize my business for more locally sourced goods in need of restoration than sourcing older pieces from France at this stage in my business.” Andy is a skilled craftsman and is able to do his own restoration work. It took vision and bravery to reevaluate his true desires for his store so that the inventory acquisition proceeded at a speed and price-point he was comfortable with at the beginning stage in his business.   Buying abroad isn't for everyone at every stage in their business. In this frank conversation, Toma, Andy and Tommy discuss when not to buy antiques abroad and what the real costs of buying abroad can be. Making sure you're prepared for the costs of sourcing and shipping internationally is an important element in sourcing antiques in France. In this episode Toma, Andy and Tommy talk about staying true to the vision of the antiques store you want to build, and why it's essential to have a business plan and strategy for your antiques shop. And they explain why Fullen-Hall became an overnight success in Dallas.    Helping clients define their business strategy is one of the most important elements Toma does as a Business Coach for Antique Dealers. She explains that having a strategy helps antique dealers define the business they want to run while clarifying their values and purpose. Toma explains, “Understanding what success looks like for you means listening to your heart and understanding your personal definition of success.”  Toma...

Visit our new sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you're shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery!  Happy New Year's guests….Today's guest puts the ho-ho-ho in the holidays. For our first guest of the new year 2022 – we have an Emmy Award-Winning Television Personality and Designer joining us. He is a stylist. A fashion designer. New York Times Best Selling Author. As well as a World Class Equestrian. You might know him from Rupaul's Drag Race. Or the Original Queer Eye. Or one of Toma's personal favorite shows - How to Look Good Naked. (Ever since she confessed to doing Naked Yoga on the Business of Antiques End of Year episode - her team has been joking that I'm the Naked Antiquer). Maybe you've even watched him on Carson Nation – a TV project he launched in collaboration with his good friend Oprah Winfrey. Our guest literally just jetted home from Israel where he was an MC on Miss Universe. About a month ago today's guest - Carson Kressley - left a comment on Toma's instagram page when she announced that THE BUSINESS OF ANTIQUES podcast WAS BACK. Carson Kressley left a comment saying I would love to be a guest on your show.  She had to think a moment – do I want to interview Carson Kressley on the Business Antiques? Uhm… is the pope catholic? We learn throughout the conversation how Toma is Carson's doppelganger – listen to the full podcast to learn all about how! Toma and Carson begin their conversation talking about how they both are highly selective in their personal buying during traveling - the want and need be truly curatorial about an item to have true souvenir quality. In French, the word souvenir means ‘memories', and that's what they are looking to buy – a memory of their trip. Carson absolutely loves shopping for antiques, something many may not know about him. In all his travels, he always tries to go to the local flea markets and antiques shops. Going to a new flea market is like Christmas morning for him. He tells us about his love of foxes, old Chanel pieces, and mixing and matching – his home apparently is a collection of antiques and TJ Maxx. Carson describes his love to go to Round Top in Texas for shopping and how shipping companies, like our sponsor http://www.thebritishshop.com/ (The British Shop), make antiques buying so much easier (don't forget to mention The Business of Antiques podcast when using them for a special deal on insurance!). “Do not fear - keep shopping!”, as Carson tells us. Toma asks Carson also about his thoughts on dealers using Instagram. While Carson has a love/hate relationship with social media himself, he loves the idea for dealers – especially new ones. Going into stores can be intimidating – connecting on direct message can make the experience more personal, build relationships, and give new dealers a chance.  The conversation closes on a great note for the new year – empowerment. Toma works for this with her https://www.antiquedealertrainingprogram.com/...

Visit our new sponsor, The British Shop! The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you're shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! On today's episode we are talking to an antiques dealer whose talent is more than antiques.  James Gooch is a COOL HUNTER. James left his career in film to pursue his passion for vintage treasures and antiques and created a theatrical - almost cinematographic - antiques shop named Doe & Hope.  He hasn't left his first career entirely behind - he's rented props to many popular movies and TV shows.  Game of Throne fans don't geek out too much… But James supplied more than a few of these props. His store has been voted one of the TOP 50 Antique and Vintage Shops in the UK by Homes & Antiques Magazine. A cool hunter is someone who identifies and sets future trends. When Toma Clark Haines, CEO of The Antiques Diva & Co and founder of Republic of Toma first met James at the Bath Decorative Antiques Show (following the Antique Young Gun Awards in London months earlier) she noticed he was a trailblazer. While every other booth in the fair had painted furniture James' booth was dark and moody. Filled with brown wood furniture - which at the time wasn't popular - James went against the grain. Young and just starting out in the trade - James did what Toma calls “the Gentrification of Antiques.” Just like when artists move into a formerly less expensive neighborhood and make it hip - James Gooch made those classic good quality brown wood pieces cool again with his distinctive cinematographic dramatic style. James talks about his on the job training in antiques. He worked in an antiques mall several days a week while starting his own store. This gave him time to slowly build and finance his business.  He attributes one secret to his success as his ability to communicate.  Starting from his website - he writes a perfect about description for his store: Doe & Hope specialise in decorative, rare & unusual antiques and fine art from around the world with a particular interest in the atmosphere that surrounds an object, taking a cinematic approach in the presentation of our inventory. Our house style is probably best described as theatrical; being a concoction of old money, dramatic decorative, and faded gentility, with common themes of both humour and the macabre running through our inventory, that includes both academic and playful objects. James shares his secret formula on how to write the perfect product description for selling antiques.  Meanwhile his photography has a consistent feel - which gives him a signature style - and builds his brand.  James discusses his multi-prong sales approach. At the midway point in the podcast - James and Toma experience technical difficulties and their interview is cut off.  They reconvene a few days later to discuss ANTIQUE SOURCING SECRETS.  James explains that Buying Antiques is basically like Gambling. He shares 3 tips on what he as an...

VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you're shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Toma Clark Haines – CEO of The Antiques Diva & Co and founder of The Republic of Toma – talks about END OF YEAR PLANNING for your life and business. Doing a year end review is a way to hold yourself accountable, to better understand your life goals and values, and to manage your work and life tasks consistently. Toma encourages you to write your vision statement – an aspirational statement for your business that articulates what you would like to achieve. It guides the direction of where you put your effort in the next year. In order to achieve your long term goals, you have to set short-term actionable goals A dream written down with a date becomes a goal. A goal broken into steps becomes a plan. A plan backed by action makes your dreams come true. Your calendar is the key to your success. Once you learn to manage your calendar – you'll learn to achieve your goals. But Toma tells the truth. SOMETIMES a goal isn't really a goal. She asks “Are there goals you have that you don't necessarily care about?” She points out the difference between short term vs long term planning for your business. When you have a long term vision of your company, you have the things that you are doing today that everyone sees – and things that no one sees because they are a work in progress. Toma explains how in her own business she's employed the Pareto Principle, also known as the 80-20 rule. She encourages you to prioritize the 20% of factors that will produce the best results. Core Values should drive those 20% of actions. Your core values are your set of guiding beliefs upon which your business is based. As your antiques business grows, your values need to evolve to reflect how you have changed personally and professionally. Maybe some of the values you defined early on in your business don't define your business today. Lastly, running an antiques store takes a village. So many antique dealers make the mistake of trying to run a business alone. Putting the right team in place can help you achieve your goals faster. The Antiques Diva & Co offers website development, marketing, and social media services as well as business coaching for antiques dealers in addition to their popular antique buying tours and virtual sourcing services. Toma closes this episode by talking about the money.  After all, if you're not making a profit, your antique shop is just a hobby. Think about if you're focusing on maximized profitability or maximizing growth? Book a Free Consultation with Toma Clark Haines, CEO of The Antiques Diva & Co by emailing toma@antiquesdiva.com ASK YOURSELF THESE QUESTIONS: How did I do this year? What were my goals for this year and did I achieve them? If not, why not? How does your business support your life goals? What are your long term goals for your antiques business? What type of antiques store do you want to have? Does your current store fit your dream store? Where does your long term vision and immediate situation connect? And how do you want that store to support your life? What type of money do you want to make? Is this supplementary income or do you need to pay the mortgage? More importantly, what

VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you're shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! When you're running a small business there is one secret to success - surround yourself with people who know you more than you do. On this episode Toma Clark Haines, CEO of The Antiques Diva & Co and Founder of The Republic of Toma, is talking with Jason Roske of KC Auction Company https://www.kcauctioncompany.com/ (https://www.kcauctioncompany.com/). She starts the conversation with a confession - she is almost an auction house virgin! Jason has over 20 years of experience in estate liquidation, buying and selling fine art and antiques, and helping clients through the auctioning process. And Jason teaches Toma all the ins and outs of teaching at auction as well as gives fabulous marketing advice to antique dealers. Auction Houses are a great source for antiques dealers when it comes to sourcing antiques, art, estate jewelry, and so much more. Because KC Auction Company handles estates and private collections, they have incredible access to things that have remained in families for generations - giving you as a dealer access to never before seen inventory. For buyers at auction, Jason reminds clients that all items are sold as is, so it's important to do your homework before you buy. He encourages buyers to read the full catalog description, to visit the preview in person whenever possible, or to contact the auction house for a condition report before bidding. Remember auction houses don't take returns. He explains the fine print, and auction fees and who is responsible for paying which fee, ie, the buyer is responsible for a buyer's premium, which is a fee that is added to the hammer price. Each auction house has its own premium percentage and scale, but industry standards are normally around 20 percent. Buyers are also responsible for paying sales tax as well as any applicable delivery or shipping costs. Jason also explains that as the owner of an auction house, he has both clients and customers - when it comes to marketing that's serving two proverbial masters. This is similar to The Antiques Diva & Co in that as an antique buying tour company we work with both our dealers selling inventory to our clients as well as our buyers. For our antique dealer listeners they have to juggle their marketing relationships with both retail and the trade. Marketing to two audiences can be extremely difficult, but Jason has navigated it by putting communication first - in educating your buyer, setting realistic expectations among the seller, and communicating with all clients. He explains that at core while he may run an auction company - his service is marketing. And he explains why marketing is the most important thing you as an antiques dealer can do. In another edition of #AsktheShipper, Toma talks with Malcom Disson - Managing Director of http://www.thebritishshop.com (The British Shop) - about how shipping costs are calculated. Of course, each case is unique, but there are a few factors that go into determining the shipment of your antiques. The concentration of locations will greatly affect the cost - the more locations, the higher the cost. An additional factor that can increase your cost is your final destination. If more

VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you're shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Today Toma Clark Haines is talking about a retail trend that she sees happening in the world of antiques – it's the Advent of the Concept store. A Concept Store is a shop that sells a carefully curated mix of unique products that connect to an overarching theme. Concept Stores evoke a certain lifestyle through their inventory. And they usually have a mix of inventory that is a combination of fashion, furniture, antiques, and art with a twist of hospitality. A Concept Store is about ONE WORD – Experience. It's a place people go to feel cool simply for shopping there.  Plus they are INSPIRATIONAL. People feel good when they shop in Concept Stores.  They evoke a feeling, and Toma thinks the concept store is the future of antiques.  Today's Guest Rich Schell has spent the last 34 years running 2 incredibly successful businesses – Rich Designs Home and – I Saw It First – a High End Consignment Store, and this combined background has prepared him for his new venture…Evan Guy. It will be the VERY BEST of BOTH businesses.   Evan Guy has Art, Antiques, Jewelry, Furnishings, Gifts, Mens, Womens, Interior Design…  It's a Concept Store. In this episode Toma and Rich are practically bubbling over with excitement. Rich gives golden nuggets of wisdom garnered from more than 34 years of industry experience. Get out your pen and paper and be prepared to take notes as Rich shares his tips on How To Become An Antique Dealer, What To Do and What Not to Do. He understands that buyers need to have a WHY – a WHY to BUY. He solves problems for his consumers. And he has implemented a firm No Markdown policy on his consignments. When you sell what you love… people will buy it. Buy what you love, sell what you love. If you do what you love – you might end up working overtime the rest of your life because you'll never feel like you're working a day in your life.  In this week's edition of #AsktheShipper, Toma chats with Malcom Disson of http://www.thebritishship.com (The British Shop) about shipping and items that fall under the category of ‘restricted'. Some items you buy may need extra permits or licences to export out of the UK and/or enter the US. Malcom quickly walks us through the process. Stay listening for a special offer by Malcom when you use The British Shop! https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers https://www.republicoftoma.com/brand-consulting-creative-services ( Republic of Toma Business and Brand Consulting services): Consulting services for entrepreneurs helping you to clarify your vision of your business and how it fits in with your personal goals. https://www.republicoftoma.com/ (Republic of Toma Fashion): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://www.antiquedealertrainingprogram.com/business-of-antiques-podcast/ ( The Business of Antiques): Podcast on making your antiques business sexy, modern and...

VISIT OUR SPONSOR: The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive care delivering delicate items around the world. Whether you're shipping an entire container or you need to ship via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! Continuing with our series of interviews to kick off Season 2, Toma Clark Haines – CEO of https://antiquesdiva.com/ (The Antiques Diva & Co) and founder of the https://www.republicoftoma.com/ (Republic of Toma) – sits down with Freya Simms –  CEO of https://lapada.org/art-and-antiques (LAPADA), the Association of Art & Antiques Dealers. Also, continue listening for another special of #AsktheShipper with Malcom Disson of http://www.thebritishshop.com (The British Shop) at the end! Freya has an extensive background in art and antiques. She has worked both in-house and on the agency side for major auction houses such as Christie's, Bonhams and Sotheby's. She was the Director for Clarion managing all aspects of the renowned Olympia Art and Antiques Fair, where she was responsible for a combined turnover of £4.2million covering all aspects of delivering the show including: sales, operations, vetting, security, marketing, PR and events. And if you don't already think Freya is superwoman – she also is the founder of the communications consultancy http://www.muse.com (Muse), which earned the Queen's Award for Excellence in Enterprise in 2014 for its work on clients including the Burlington Arcade, Frieze Masters and Masterpiece London, and she later co-founded Golden Squared Consulting. Meanwhile, she's even been involved in helping to launch one of Toma's favorite websites www.http://made.com/ (Made.com) as well as in cultural events such as London Craft Week and Collect.  Known by its golden chandelier symbol seen in members' antique shops and at fairs, LAPDA  is the largest organization of art and antiques dealers in the UK. Founded in 1974, it was the first antiques trade association to introduce a Code of Practice, ensuring customers' confidence with purchases. By using the website, members and clients can connect with others, as well as learning about the wealth of services LAPADA offers. Additionally, LAPADA does advocacy and lobbying for antiques dealers to Parliament. Toma sat down for a chat with Freya to discuss why the UK is THE place to buy antiques, the solutions in place for the global shipping crisis, and the confidence she has in LAPADA. They put care in the standards, down to the last touch guaranteeing the authenticity of each piece.  Toma remarked that clients are often afraid to purchase from vendors they don't have a relationship with – and with LAPADA there is a reassurance not found elsewhere.  Overall Toma and Freya shared their hope and happiness of returning to sourcing in REAL LIFE even though we are still in the midst of pandemic – an aspect very missed by both Toma and Freya. In our second segment of #AsktheShipper, Toma talks costs – a topic clients are always curious about – with Malcom Disson, Managing Director of http://www.thebritishshop.com (The British Shop). He dives right into the average costs of shipping from Europe to the US for both full container shipments and also just a few items. He also gives listeners a special discount on insurance if you mention The Business of Antiques podcast: £20,000 of free insurance when using The British Shop!

The British Shop transports fine art, furniture and antiques by air, land and sea around the world. David Hockney once said “Art has to move you” and The British Shop offers a service which moves ART AND ANTIQUES with attentive personal care delivering delicate items around the world. Whether you're shipping an entire container yourself or you need to ship a few items via consolidation – The British Shop is your solution for shipping antiques from Europe to the USA (or wherever else you happen to be located when listening to this podcast). Don't let the name fool you. This international antiques shipper might be called The British Shop… but they don't just do shipping from England. The British Shop does collections in France and Belgium with regular collections ALL across EUROPE. Schedule a CALL with Malcom Disson of The British Shop by visiting their website https://thebritishshop.com/ (https://thebritishshop.com/). Tell them you heard about them on the Business of Antiques Podcast to receive a special offer on your Insurance for your delivery! For the 1st episode of Season 2, we sit down for a spicy conversation with Erin Gilbert, VP of Sales, for Chairish. Chairish is the design world's ultimate destination for antiques, vintage, simply second hand, home furnishings and art. They are beloved by the interior designers, tastemakers and all the mere shopping mortals who shop the site – as well as loved by the antique dealers and designers who sell on their site.   Our clients at The Antiques Diva & Co sourcing antiques in Europe or taking part in our Antique Dealer Training and Mentoring program consistently list Chairish as their favorite 3rd party sales aggregator site expressing - how easy Chairish is work with, - how they feel valued and understood as a seller listing on the site - and most importantly that they rave that Chairish is their top source of sales on a monthly basis.  Newsweek listed Chairish as the "Best Online Shop" of 2021 and Chairish was the winner of USA Today´s Reader's Choice Award for "Best Place to Shop Online for Furniture and Home Decor." Proving the point that the best businesses are born out of necessity – Chairish started when Eric Brockaway, a tech entrepreneur, and his wife Anne, a fashion executive, decided to sell some of their second hand furniture – and realized there was no place for a mere mortal to sell high end furniture other than CraigsList. They dreamt of – and built – a platform where home decorators could find and cherish an expertly curated array of home furnishings and art. Erin explains how selling on Chairish differs from selling on Instagram or other platforms and how their flexibility in working with their vendors ensures vendor satisfaction. She also gives tips on how to get started as a new vendor on Chairish. She discusses photography needs, perfecting your SEO utilization and the importance of getting measurements right! Chairish offers buyers the opportunity to sort by measurement One of the key differences between Chairish and Instagram or FaceBook Marketplace is the audience – with over 30K designers sourcing on the site – their target audience ensures a reach to a wider audience than most social media accounts could ever reach on their own. Most other sales platforms charge a monthly fee in addition to commission which makes them a greater investment than Chairish – who doesn't charge a monthly fee. On Chairish, antique dealers only pay a commission when they make a sale! You also don't need to be a professional dealer to sell on Chairish, anyone can! Find out more at http://www.chairish.com/ (chairish.com) In our https://www.antiquedealertrainingprogram.com (Antique Dealer Training and Mentoring Program) I recommend antique dealers take a multi-prong approach to sales, utilizing their own website, Instagram, and 1 (or even 2) sales aggregator sites. Our second sponsor of our podcast is Ronati – https://ronati.com/ecommerce-manager/(eCM)...

Today on The Business of Antiques I'm back after a break during Quarantine here in Venice. I've spent the last month deep in thought about how we should respond as the antiques industry to this Coronavirus. I've spoken to some of the top names in the industry and in the next few episodes we will be discussing Selling Antiques in the Life and Times of the Coronavirus with some of the people who I think have got it figured out. Today I sat down with Margaret Schwartz of Modern Antiquarian - she in Self Sheltering in New York, me at home in Venice - to discuss how she is responding to the crisis. Margaret gives her advice on selling antiques during these difficult times. Modern Antiquarian is one of the premier sellers of Swedish and Garden Antiques in the United States. Margaret began her career at Martha Stewart Living. Her background played a key role in inspiring Margaret to pursue her interest in the home decor business. After leaving Martha, Margaret acquired The Summer House, an antiques and home design store in New Canaan, Connecticut. Having her own brick and mortar store, Margaret was able to apply and refine her signature style and passion for home design. She made a bold move to rebrand her store calling it Modern Antiquarian and focusing exclusively on antiques. Margaret shares her innovative marketing strategy, how she's using social media to establish connection with her buyers and gives advice on why you should take our Antique Dealer Training and Mentoring Program. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection By Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel

In this episode of The Business of Antiques we share the Behind the Scenes Podcast with Host Cindy Hodnett - the director of public relations and communications for the IMC, owner of High Point, Las Vegas and Atlanta Markets. Today on our podcast the tables are turned. Instead of me interviewing Cindy - Cindy interviewed me - Toma Clark Haines - on what it's really like to live life in Quarantine in Italy. We discuss quarantine, running a business, the changing tides of design, and what trends to expect coming out of the Coronavirus as well as how this virus has changed me. We take a moment to reflect on wellness. Now more than ever self care is important and we discuss the various ways you can care for yourself during these days of self sheltering. Until Next Time Toma Clark Haines, Founder - The Republic of Toma https://www.republicoftoma.com/ CEO - The Antiques Diva https://antiquesdiva.com/ https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection By Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel

Today, on The Business of Antiques, I'm back after a little break in the midst of Quarantine here in Venice. I've spent the last month deep in thought about how we, the antiques industry, should respond to this Coronavirus. I've spoken to some of the top names in the industry, and in the next few episodes, we will be discussing 'Selling Antiques in the Life and Times of the Coronavirus' with certain people who I think have got it figured out. I sat down today with Margaret Schwartz of Modern Antiquarian - she is Self Sheltering in New York, me at home in Venice - to discuss how she is responding to the crisis. Margaret gives her advice on selling antiques during these difficult times. Modern Antiquarian is one of the premier sellers of Swedish and Garden Antiques in the United States. Margaret began her career at Martha Stewart Living, which played a key role in inspiring Margaret to pursue her interest in the home decor business. After leaving the Martha empire, Margaret acquired The Summer House, an antiques and home design store in New Canaan, Connecticut. Having her own brick and mortar store, Margaret was able to apply and refine her signature style and passion for home design. She made a bold move to rebrand her store calling it Modern Antiquarian and focusing exclusively on antiques. Margaret shares her innovative marketing strategy, how she's using social media to establish connection with her buyers and gives advice on why you should take our Antique Dealer Training and Mentoring Program. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Found out more about Margaret Schwartz at https://modernantiquarianshop.com/ (Modern Antiquarian) Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Today on The Business of Antiques I'm LIVE at Las Vegas Market, interviewing 2nd generation antique dealer Mik Hollis, president of Susanne Hollis, Inc. - one of the premier antique shops in America. It's been a design destination for interior designers and the design-minded for over 30 years in Pasadena, California, with over 19,000 square feet of showroom and warehouse space, specializing in pieces from Asia, Europe and South America.  Mik grew up traveling the world buying antiques with his mother. He's going to tell us his insider techniques on sourcing antiques and how he runs and markets his antique business.  Mik Hollis shares how he's going to bring the world of antiques into the modern digital age, and why he believes pieces from the past continue to have a story worth sharing. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

I'm LIVE at the Dallas Market Center, sharing my keynote presentation on Manifesting Your Dreams, and making your dreams a reality. I get personal, and talk about things I've never discussed publicly, and how they changed me. I reveal my superpower, and how I developed it and I answer questions from the audience. In today's podcast I'll be discussing vision planning, and the importance of focusing on your goals as I break dream making into actionable steps. What does vision planning have to do with The Business of Antiques? Everything! The Business of Antiques helps you fulfill your dream of becoming an antique dealer, to become very clear in your vision about what you want - and what you don't want.   Today's podcast is for anyone who has a dream, and who wants to make that dream a reality. As I always say, #DreamsDoComeTrue.  Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Toma Clark Haines is at The Original Miami Beach Antique Show, where she's leading her famous #NoPassportRequired antique tours at the annual January antique fair, offering a vast selection of antiques, vintage pieces, and jewelry from over 700 US and international dealers. Mark your calendars for January 2021 and join Toma in Miami: https://antiquesdiva.us9.list-manage.com/subscribe?u=a7b336aee8f134686506f7ba4&id=cb1830ea1a (sign up for the Antiques Diva newsletter) to get all the dates and other antiques and Diva news and updates. Today Toma is talking to Katrina Canady, Show Manager of US Antique Shows. Toma and Katrina talk about everything that makes OMBAS special for sellers, buyers and lovers of antiques at this world renown annual show where dealers have been showcasing their inventory for decades:  What US Antique Shows looks for in an exhibitor What the show is known for Tips on how antique dealers can design their booth space for selling at an antique fair Hints on shopping at an antique fair Behind-the-scenes details on the antique fair industry  Toma and Katrina talk about some of the very special and unique finds at the show from dealers around the world - textiles, weapons, furnishings, jewelry, posters... and answer questions you want to know about how and why to buy or sell antiques at The Original Miami Beach Antique Show.  The Original Miami Beach Antique Show #OMBAS  https://www.originalmiamibeachantiqueshow.com (www.originalmiamibeachantiqueshow.com) https://www.instagram.com/usantiqueshows  (www.instagram.com/usantiqueshows ) Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Welcome to our new sponsor, Ronati We are kicking off the New Year by tackling that topic of INCREASING YOUR SALES! And to do that we need to start with Marketing for Antique Dealers. Marketing is the #1 way you can increase your sales. I want to debunk myths about websites that I hear Antique Dealers say:  Antique Dealers will often tell me they don't need a website because they sell on Instagram or at an antiques mall, antique fairs etc. Let me tell you something… People are more likely to do business with a company they trust, and a website is the first place they go to check out who you are. Even if you have NO intention to ever sell on your website - you need a simple website just to show you exist. Approximately 30% of all consumers won't even consider buying from a business that does not have a website.  Selling Antiques is a very visual and experiential product experience.  Learn more about marketing for antique dealers by listening to the full podcast, including: How - and what marketing to outsource Visual marketing tools Social media marketing Content marketing Video marketing  Local SEO  Email marketing Podcasts I'm super excited to introduce our new sponsor for The Business of Antiques Podcast, Ronati. Think of Ronati as your personal data entry and stock management team. Everything is tracked for you, uploaded and updated from a single location. Ronati is the first inventory and marketplace management tool built specifically FOR AND WITH dealers of vintage, antique and one-of-a-kind pieces in mind.  It's been in design and testing mode with antique dealers in both the US and UK for over a year. Ronati's eCommerce Manager is an all-in-one inventory and marketplace management tool. If you'd like to try it out for free, head over to http://www.ronati.com/businessofantiques (www.Ronati.com/businessofantiques) to activate your free trial program with no obligation and no payment information required. There are a limited number of these free trial programs, so be sure to reserve yours before they're gone. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Kelli Ellis is well-known across the design industry. Her most recent venture as VP of Industry Relations for EU, UK, and US of https://ronati.com/ (Ronati) where she supports dealers of antique, vintage, and one-of-a-kind pieces around the world with technology and tools to help their businesses thrive.  I had the opportunity to sit down with Kelli to talk about a slew of serious topics from her new role with Ronati - the e-commerce manager that's about to Take the Antiques World by Storm - to her recent move to Barcelona - and the question we all want to know… which brand of red lipstick does she actually wear? Spoiler alert - It's Mac Ruby Woo. In fact, Kelli and I compared perfumed notes over our pucker power and discussed plans for the future as well as how we get what we want out of life.   https://kelliellis.com/meet-kelli/ (Kelli Ellis) is an interior designer, lifestyle expert and lifelong traveler who represents the epitome of livable luxury and casual international style mixed with rock star glam. Kelli is well known on TV and radio: you've seen her designs featured on TLC's Clean Sweep, HGTV‘s Takeover my Makeover, Celebrity Holiday Homes, House Hunters Renovation, and productions of Value Booster's, Move or Improve, and The House Therapist, and watched her design homes and offices on Bravo's Real Housewives of Orange County; as well as her own shows on The Design Network, Design Therapy, and Mid Mod: Then and Now. Her celebrity and discerning clientele benefit from her extensive world travels, adding dramatic artwork and antiques to create unique havens. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Found out more about Margaret Schwartz at https://modernantiquarianshop.com/ (Modern Antiquarian) Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Okay People: We are going to Get REAL on today's The Business of Antiques podcast. You might say, We're getting naked. Which given I'm recording this episode in Berlin Germany seems appropriate. My company The Antiques Diva is actually a German enterprise and I'm at headquarters to make sure all is right in the world. Now Berlin happens to be home of the Burlesque. So somehow saying We're getting naked in Berlin feels appropriately inappropriate.   Okay - we are keeping this PG - which means we are not totally naked but definitely we are stripping down to our Spanx. I LOVE Spanx. Let's face it, I'm curvy girl. I'll never be a waif. Even at my thinnest times I have curves. Boobs. A waist. Hips. It's either a curse or a blessing depending who is talking about it. So when Spanx came out I was THRILLED. They are the perfect solution to my figure flaws (or assets). BUT you have to be thinking what in the world is Toma Thinking - What do Spanx - and support garments in general - have to do with The Business of Antiques? Everything. Because at The Business of Antiques I'm making you look at your Antiques Business in a Whole New Way. You're not just building an antiques store - successful antique dealers build a brand.    And one of the most impressive brands I've come across in a long time is Spanx.  Color tells a story. Why did Sara Blakely choose the color red to reflect her brand? What colors speak to you and tells your brand's story?  Listen to to the podcast What's Spanx Got To Do With Antiques? to learn how sharing your authentic story can help you build your brand and take your antique business to the next level. Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Toma talks to Jason and John of Madcap Cottage on The Business of Antiques Podcast, recorded at Venice's famous Gritti Palace. They discuss the importance of diversification in income streams, how the entire industry has changed and candidly discuss their solutions for increasing their profit margin. Jason and John are two of the smartest strategists in the industry and are setting the design world on FIRE!  Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

When it comes to marketing your antique business you need to identify your niche and communicate what makes you different from all the other antique dealers out there. Why should someone shop with you versus someone else? You've got to Communicate Your Thing. In marketing terms this is your USP - Unique Selling Point or Unique Selling Perspective.  When you're running an antiques business - you need to be SAVVY about communicating your message.  You need to BE SPECIFIC. Every single antique dealer I knows has a USP - find yours and COMMUNICATE IT! There are a lot antique dealers. That's a lot of people doing the exact same thing. When you sell antiques you're selling a story.  ​Your Unique Selling Purple What's your purple - your story that is uniquely you? The first thing you need to look at as an antique dealer is your personal story. People buy antiques for the story. And not just the story of the antique but also the story of the people who they buy antiques from.  What I want you think about is WHAT EXPERIENCE CAN YOU - or do you already - OFFER YOUR clients that you're not communicating? What's your Unique Selling Point?  What part of your story is so remarkable and unique that people will continue talking about you when they walk away from meeting you or following you on social media. The next part is communicating your USP skills.  Then get personal - Everyone has a thing. Very few businesses are one-of-a-kind.  Unless you can pinpoint what makes your antique business unique in a world of homogeneous competitors, you cannot target your sales efforts successfully. One way to figure out your USP is start is to analyze how other companies use their USPs to their advantage. Listen to the USP podcast for more ideas, stories and inspiration on how to identify and communicate YOUR USP: Unique Selling Point!  Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

Toma is in Venice with antiques industry icon and legend Olga Granda, someone she admires and who makes things happen. This podcast was recorded over lunch at Terrazza dei Nobili - we apologize that it's a bit difficult to hear - but well worth the effort! Meet Olga C. Granda: Cultural Entrepreneur Olga began antiquing as a child traveling through Europe with her father, an antique dealer. Growing up in Miami, Olga left home at 14 to train as a ballet dancer and fell in love with the art and history and travel. After her early career in dance, Olga joined her father in his antiques business Alhambra Antiques in Miami for 14 years. Olga is an expert in European art and antiques and earned the respect and admiration of dealers and clients worldwide for her keen eye and exceptional taste. Fluent in four languages, Olga's career merges 21st-century technology with the arts, both visual and performing.  In around 2007 and the early days of blogging, through Toma's blog The Antiques Diva she met Olga and her blog Dancing Through Paris in around and they met in Paris at the Mercanteinfiera Antique Show a few years later.  Olga's experience as a dealer fueled her drive to pursue her own point of view and create new trends in the antiques industry as the Founder and Chief Operating Officer of The Highboy, an online antiques marketplace for exceptional antique and vintage furniture, art and decor.  Today Olga is a cultural entrepreneur and the Artistic Director and CEO of https://www.sanctuaryofthearts.org/ (Sanctuary of the Arts), an artist-led institution created for the purpose of healing, empowering, and uplifting.  Talk to you soon, Ciao Ciao Toma Clark Haines, The Antiques Diva Also check out The Antiques Diva here: https://antiquesdiva.com/ (The Antiques Diva & Co): Antique buying tours and sourcing services in 16 countries on 3 continents https://www.antiquedealertrainingprogram.com/ (Antique Dealer Training Program): Antique dealer training and mentorship & services for new and experienced dealers http://www.aidangrayhome.com/diva (The Antiques Diva Furniture Collection by Aidan Gray): Reproductions using classic design mixed with modern materials https://republicoftoma.com/ (Republic of Toma): Custom jewelry designed by Toma, inspired by her love of antiques and travel https://antiquesdiva.com/business-of-antiques-podcast (The Business of Antiques): Podcast on making your antiques business sexy, modern and fun...and PROFITABLE!

You've heard me say it time and time again - Dreams Do Come True. But have you ever wondered How? What goes into making your dreams a reality? When I discuss the trajectory of my career from writing a blog about where to buy antiques in Europe to launching a 1-woman business to becoming a global empire with antique buying tours in 16 countries - I simplify things and say that the secret to my success was putting one stiletto clad foot in front of another. But what does that mean?   Every day I took - and continue to take - one step forward. While that seems easy to say in retrospect - trust me - when you're in the trenches - it's difficult to even know where to start!  The first step is the hardest. It all feels... overwhelming. Okay, let me get real - I am 11 years in the business - and I still get overwhelmed! But what I've learned when I feel overwhelmed all I have to do is ONE MIT: Most Important Thing.  It's my #LifeHack. Regardless of any situation - personal or professional - I can always do One Thing. And that One Thing leads to the next thing. If you want to start an antiques business - Don't think about STARTING an antiques business. That can feel daunting. It can feel overwhelming. Instead, think about LEARNING HOW to start an antiques business.   Make Learning About Starting An Antique Business your One Thing You Do until it leads to the next step. If you want your Dreams To Come True - I challenge you to set aside anywhere from 10 minutes a day, to 30 minutes 3 times a week to do research on starting your business. Set a date on your calendar with yourself and make it a priority to LEARN how to be an antiques dealer. Treat it like school. Buy a 3 ring binder. Buy a notebook. Save a folder on your laptop. To get started on the 1st day you might simply want to google and read an article on how to be an antique dealer. The next day you might want want to read an interview with an antiques dealer on how he got his start. The 3rd day you could research local antique shops. One the 4th day look at your calendar and schedule visits to local antique malls and fairs. You don't have to go to the shops or fairs. Simply make a date to put them on your calendar.   Day 5 and beyond I want you to start a Pinterest board with various antiques you would like to sell. Dream Big. I want you to start defining your style. If money were no object what would you WANT to sell? This is going to take more than one day - it will be a continual thing you work on as you build your fantasy inventory.   Create a list of your favorite antique dealers and then continue to add to that list. One one day you can choose one antique dealer you like and define why you like them. Articulate why and what. This will lead you to determine how you can do it too. You need to understand what type of antique stores and inventory you're drawn to. You're figuring out what type of antique dealer you want to be when you grow up. And once you know what you like, let's talk money. How much are these antiques selling for? Get yourself familiar with prices. You don't realize it but you're building your business plan. Getting started starts with one step. Did you notice the domino effect of what I've just done? Each step you take ORGANICALLY will lead you to the next step.   Don't choose 20 things to do in one day.  Simply choose 1 thing.   And the next time you sit down to do research, choose the next thing.   The key point in making progress in pursuing your dream is to continue to advance - one step at a time. Your dreams come true when you do the steps involved to get to your destination.   In The Antiques...

I'm Toma Clark Haines, host of The Business of Antiques podcast. I'm on a mission to make antiques sexy, modern and fun... and PROFITABLE!