In this new episode, Ben Macklowe, president of the Macklowe Gallery, talks about how knowledge can enhance a client’s appreciation of estate jewels.

How much do potential buyers need to know about estate jewels to make an informed decision? In this new episode, Ben Macklowe, president of the Macklowe Gallery, talks to Rapaport Editor in Chief Sonia Esther Soltani about educating collectors, expanding knowledge of lesser-known eras and enhancing a client’s emotional connection to an antique piece.

The Macklowe Gallery in New York has gained a reputation for sharing information about the wide range of jewelry eras it curates, including Georgian, Victorian, Art Nouveau and contemporary. The dedicated education section of its website features videos, a lexicon and useful resources for further learning.

In this podcast, Macklowe talks about tailoring information to fit the client’s personal interests and existing knowledge.

“Figuring out where the customer is in that sale journey is the first thing we have to do,” he explains. “If I start a high-level conversation with someone who doesn’t know who Tiffany or Lalique was, I am going to be alienating them. Who is the person walking through the door? What is their goal? What can I do to help them realize what they are hoping to do here? Then I can tailor my educational conversation to that level.”

Another benefit of helping people understand more complex items is that it creates potential customers, even if only in the future, Macklowe continues.

“There are a lot of people who are collectors in their heart but who might not have the financial capacity to do so,” he says. “I actually see an enormous amount of interest in unusual things, not just in the typical stuff, and it seems that the online community, if you will, is more interested in the things that they can’t expect to find between the pages of a fancy magazine.”

Art Nouveau boulder opal and multi-colored garnet necklace. Image: Antonio Virardi for the Macklowe Gallery.
Art Nouveau boulder opal and multi-colored garnet necklace.
Image: Antonio Virardi for the Macklowe Gallery.

To listen to the Jewelry Connoisseur Podcast, click below.

Main image: René Boivin blue sapphire “Feuille” brooch designed by Juliette Moutard, circa 1934; Ben Macklowe.

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