When Great Collections Come to Market, Dane Jensen Makes Sure Nothing Is Left on the Table |
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When Great Collections Come to Market, Dane Jensen Makes Sure Nothing Is Left on the Table
For clients looking to divest, he reviews multiple competitive proposals from auction houses, galleries and private sales platforms, then builds a comprehensive sales strategy for each object.
For the past decade or so, the rhetoric of art as an asset has progressively encouraged collectors to consider it as part of a broader financial portfolio, and they are increasingly looking to play a longer game, tracking the dynamics that elevate the value of individual artworks and entire collections over time, and maximize returns when it comes to selling—often with the help of savvy advisors. Enter La Finca Collection Strategies, seasoned art advisor Dane Jensen’s latest venture designed to address the needs of Baby Boomer collectors and their families as they divest their collections. In brief, the company leverages market data and expertise to identify the best approach for selling art and collectibles ranging from silver to modern and classic design.
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Jensen’s key service involves evaluating and filtering available options—reviewing multiple competitive proposals from auction houses, galleries and private sales, then building a comprehensive strategy around the best channel for selling a specific object and maximizing its value. His expertise comes from stints as a top-selling director and art advisor at Gurr Johns, director of contemporary art at Bonhams and director at design gallery Moss and Earl McGrath Gallery in Los Angeles.
What the recent May auctions made abundantly clear is that the market rebound, particularly at the very top end, is largely being led by major consignments from legendary estates and collections as the $120 trillion generational wealth transfer unfolds. “If you really look at what the big story is from the auctions, besides individual records, it’s that the biggest things were actually estates. You can see where this is headed,” Jensen tells Observer.
Over the years, Jensen realized that he was seeing two distinct kinds of clients: “One is buying and building a collection. They’re paying attention to what’s happening at fairs, they’re involved in contemporary art and inevitably involved in the market right now. Then you have another completely different client. They care about different things, they have different priorities and they’re at a different place within the market.” The latter, he says, is a segment that’s expanding quickly, tied to the wealth and value a family accumulates over time. Hence the company name, La Finca, which in Spanish refers to a house or estate, often a country house or luxury rural property. “I think of a home as a container for all of these wonderful things that can be in a collection,” Jensen explains. “The logo is a key, and the key unlocks the value of all of these treasures that are contained within someone’s home.”
Because estate sales can involve many categories beyond modern and contemporary art, Jensen relies on a trusted network of specialists across fields such as watches, jewelry, rugs, design and decorative arts. He gives the........