In this episode, the hosts discuss the extraordinary career of art dealer Joseph Duveen, who built a business catering to America's wealthiest individuals by recognizing that Europe had art and America had money. Duveen's strategy involved monopolizing the market, controlling supply, and creating a demand for rare art pieces among the rich, leading to his success as a legendary art dealer. The episode also touches on the Founders Notes subscription service, offering access to comprehensive notes and highlights from the books covered on the podcast, and the introduction of a one-time payment option. Additionally, the hosts are seeking partnerships for B2B products with Patrick O'Shaughnessy from the Invest Like the Best podcast. The discussion highlights Duveen's calculated approach, his influence on clients like Andrew Mellon, and the establishment of the National Gallery of Art in Washington, D.C. Duveen's legacy is shown to be a blueprint for modern art dealers like Larry Gagosian, illustrating the timeless value of understanding human nature and the power of branding in business.
"Imagine building your business based on a handful of clients. Your business only has a handful of clients, but those clients are the wealthiest."
The quote emphasizes the unique business model of Joseph Devine, who catered to a select few of the world's richest individuals.
"Joseph Devine noticed that Europe had plenty of art and America had plenty of money, and his entire astonishing career was the product of that one simple observation."
This quote summarizes the foundational observation that led to Joseph Devine's successful art dealing career, bridging the gap between European art and wealthy American buyers.
"There was almost nothing Duvine wouldn't do for his important clients."
This quote illustrates Devine's dedication to his clients, going above and beyond to meet their needs and secure their loyalty.
"Larry Gagosian is alive and operating to this day. But almost 100 years ago, Joseph Duvine built a career that Larry used as a blueprint."
The quote connects the past and present, showing how Joseph Devine's practices continue to influence today's art dealers.
"The enthusiasm that you have for your product is transferable to other people."
This quote highlights the importance of passion in sales, suggesting that Devine's enthusiasm for art was a key factor in his success.
"Everything with this guy is extremely, extremely methodical."
The quote describes Devine's deliberate and strategic approach to art dealing, which contributed to his remarkable success.
"He wanted to control supply. He wanted to say, hey, I have literally the best and rarest pieces of art all over the world."
This quote explains Devine's strategy of controlling the art supply to create and maintain high demand among the wealthy clientele.
"Year'S options on the bus, right? So they are going to remain for a year in the Rockefeller mansion as non paying guests." "During that time, Duveen hoped that the attraction between Rockefeller Jr. And the bus would ripen into emotion that was more intense."
The quote explains Duveen's strategy of allowing Rockefeller to become emotionally attached to the art pieces over a year, hoping this would lead to a purchase.
"Depression, you might welcome a million in cash. Duveign's response was that I am not in the stock market, and therefore I am immune and not the least bit affected by the depression."
This quote highlights Duveen's strong financial position during the Depression, which allows him to negotiate from a place of strength.
"The option is going to expire on the 31. December. You can either buy them, and I've made it very clear, I'm not budging on the price."
The quote shows the use of a deadline as a psychological tactic to pressure Rockefeller into purchasing the art at Duveen's price.
"He built his entire business around eight to ten people. And two, he understood that they were very wealthy."
The quote summarizes Duveen's business model of serving a select group of ultra-wealthy clients and providing an environment that aligns with their status.
"Buying art was also buying upper class status and maybe the highest class possible, because these are the former possessions of kings and emperors."
The quote underlines the idea that owning art is not just a financial investment but also a means of obtaining social prestige.
"The pictures that you sell me always look better when you are here."
This quote illustrates how Duveen's presence enhances the perceived value of the art he sells, showcasing his personal influence as a sales tactic.
"Sir Joseph Duvine, the art dealer, has bought a rambrant for $410,000. It's $410,000 in 1920, $6.01 of the highest prices ever paid."
The quote exemplifies how Duveen's high-profile transactions serve as effective advertising, attracting attention and interest from potential clients.
"When you pay high for the priceless, you're getting it cheap."
This quote reflects Duveen's belief in the value of exclusivity and his willingness to pay steep prices to maintain his monopoly in the art market.
"He was interested in practically nothing except his business."
The quote highlights Duveen's intense focus on his business, suggesting that his success is partly due to his dedication and concentration on his goals.
"There is a ton of art dealers that don't make any money, and there's a handful, one or two or three that became billionaires."
This quote emphasizes the disparity in success within the art dealing industry, suggesting that a few individuals achieve significant wealth due to their distinct approach to the business.
"And this idea of crazy focus and just thinking about your business longer and harder than anybody else does, you're going to get so deep down that curve."
The quote underscores the idea that intense focus and prolonged thought about one's business can lead to profound insights and a competitive edge.
"Compounds in value becomes one of his greatest assets later in his life."
This quote suggests that Duveen's information network increased in value over time, becoming one of his most significant resources.
"And so he's having, like, a launch and a conversation with Henry Clay Frick."
This quote illustrates Duveen's close relationships with influential clients, which were part of his information network.
"And so here's an example of that. And so it says, among the american millionaires, the Devine met through the deck hands."
This quote provides an example of how Duveen met potential clients through orchestrated encounters, made to seem like chance meetings.
"This is another example of what I meant. He has all these fabricated coincidences."
The quote reveals that what appeared to be coincidences in Duveen's interactions were actually carefully planned strategies to engage with potential clients.
"Monopoly was his method. Monopoly was his method."
This quote encapsulates Duveen's business philosophy, where he sought to dominate the art market and be the sole provider of the finest art to his clients.
"Ignore these competitors, come straight to me. You will get the best every time."
The quote highlights Duveen's tactic of positioning himself as the only reliable source for high-quality art, encouraging clients to bypass competitors.
"Duveen displayed that scrupulous attention to detail that has distinguished the careers of other celebrated generals."
This quote compares Duveen's attention to detail to that of successful military leaders, implying that such meticulousness is a trait of high achievers.
"He built relationships and paid people to give him information."
The quote explains how Duveen's focus on detail included cultivating relationships that would provide him with valuable information, giving him an edge in his business dealings.
"Studying history is like watching game tape on human nature."
This quote suggests that learning from history is akin to analyzing patterns in human behavior, which can be predictive and advantageous in business.
"These are some of the most smartest and most sophisticated people on the planet."
The quote acknowledges that Duveen's clients were highly intelligent and sophisticated, yet they were still influenced by the same psychological tendencies as anyone else.
"The solution was the National Gallery of Art in Washington, DC, which Duvine helped create in 1937 by getting Andrew Mellon to donate his collection to it."
This quote explains how Duveen resolved a significant challenge by establishing the National Gallery of Art, turning it into an opportunity for further business.
"In one gesture, his clients avoided taxes, cleared wall space for new purchases, and reduced the numbers of paintings on the market, maintaining the upward pressure on their prices."
The quote outlines the multifaceted benefits of the National Gallery of Art for Duveen's clients and his business, reinforcing his legacy and influence in the art world.
"Had he bought the pictures directly from Goldman, he would have saved millions of dollars. But he wouldn't have had the warm feelings of owning a lot of Duvenes."
This quote explains how the brand and story behind a product can increase its value in the eyes of the consumer, beyond the inherent quality or cost of the product itself.
"Duveen had taught them the idea that art was priceless, and when you pay for the infinite with the finite, you are indeed getting a bargain."
This quote highlights Duveen's strategy of framing art as an infinite value, making any monetary price seem like a good deal.
"They felt better when they paid a lot. It gave them the assurance of acquiring rarity."
The quote underscores the psychological effect of high pricing, where customers equate higher costs with exclusivity and rarity, enhancing their satisfaction with the purchase.
"The episode that you just heard is a great illustration of this quote that is in this book on Charlie Munger, poor Charlie's Almanack, where it says that there's ideas worth billions in a $30 history book."
The quote emphasizes the immense value that can be derived from studying historical figures and events, as they can provide insights worth far more than the cost of learning about them.
"Larry Gagosian, who starts his career 40 years after Joseph Duveen dies, by his own admission, reads every single biography that he could get his hands on about Joseph Duveen and essentially patterns his career after him."
This quote illustrates the direct impact that studying a historical figure's life and career can have on an individual's business approach and success.
"For years, since 2018, I've been putting every single highlight of the books I read and every single note on the highlights into this app called Readwise."
This quote explains the process of compiling detailed notes, which form the foundation of the Founders Notes platform, emphasizing the meticulous documentation of knowledge.
"Founders Podcast is essentially a free trial for founders notes. Founders notes takes everything that you and I are learning on the podcast and just takes it to another level."
The quote describes the relationship between the Founders Podcast and Founders Notes, with the latter being an extension and deepening of the knowledge shared in the former.
"I think founders notes can be this giant platform... I think it'll be an ever-increasing, giant, valuable curriculum that condenses and clarifies the collective knowledge of history's greatest founders."
This quote outlines the ambitious vision for Founders Notes as an expansive and ever-growing repository of entrepreneurial wisdom.
"I want to organize around this idea that this is an ever-increasing, giant, valuable curriculum that condenses and clarifies the collective knowledge of history's greatest founders."
The quote reinforces the goal of creating a structured and comprehensive learning resource that distills the essence of historical entrepreneurial success into actionable insights.