Carmel Magazine

Carmel Magazine, Summer/Fall 2018

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Page 263 of 315

It later sold at auction for $950,000. "That doesn't make me mad," Westbrook says. "It makes me happy. It's proof positive that I mean it when I say I'm looking out for the client. I'm trying to sell investment quality artwork." And, it's good for business. "If he basically doubles his money in six months, I've made my point." That client has since purchased two additional pieces from Westbrook. This part of Westbrook's business makes up only seven to ten percent of the total. The rest is done at his open, airy and inviting Carmel gallery, where works by nearly 40 artists are represented. Walking around, one notices something missing: there are no tags, no plaques, no identification or prices on any of the pieces. There's a reason for that. "Selling art is interactive," Westbrook explains. "We want to talk with clients—not like a used car salesman. It's critical to me to build relation- ships with people. If a potential buyer just looks at the description and price and moves on, you lose that. I want to get a chance to talk to a per- son about how a particular piece resonates with them. 262 C A R M E L M A G A Z I N E • S U M M E R / F A L L 2 0 1 8 Dennis Hare (b. 1946), It's My View, Mixed Media on Canvas, 36 x 36 inches

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