Thomas Reinshagen
DE/EN
Buying and Selling Advice for Art and Luxury Goods
Vendor-neutral guidance on acquisitions and sales of works and collections, in Zurich and internationally. With off-market access and no selling interest of my own.
“When a work changes hands, more than ownership changes.”
When buying or selling advice really matters
Not every transaction needs external guidance. These often do:
- You want to acquire a work or a collection that is not openly offered, and you need someone who knows the right doors.
- You have inherited, divided or are restructuring a collection. The works should be sold without public attention and without friction loss.
- You are acting as a lawyer, trustee or private banker for a client whose “art” component exceeds your daily expertise.
- You are building a collection from scratch and want to follow a line from the start, instead of finding out later that the works do not belong together.
- You want a second, independent opinion before a major acquisition. A buyer needs an advisor who is not the seller.
- You want art positioned as part of a structured wealth or succession plan, not as a series of unrelated purchases or sales
If any of this describes you, a conversation is worth having, even if no mandate follows.
What you actually get
On the buy side: acquisition with a plan, not with luck
In the high-end segment, the best work is rarely the one publicly on offer. My mandate often starts before a work appears on the market, not after.
- Off-market access. Works from private holdings, from collectors, galleries and estates, before they reach auctions or shop windows. On average, fair price discovery instead of a bidding war.
- Due diligence. Provenance, condition, restoration history, authenticity and attribution, verified through a network of recognized specialists.
- Negotiation. Pricing strategy, terms, payment, handover and transport, as your negotiator, not as a representative of the seller.
- Collection strategy. Every acquisition is tested against the long-term line of your collection, not just against the price. A collection that grows without a line loses contour and value.
On the sell side: discreet, market-appropriate, without friction loss
Anyone selling at the top of the market rarely needs to hurry, but often chooses the wrong platform. Auction, private sale, gallery placement. Each variant has its strengths, its risks and its expected proceeds. Choosing the right path for your work and your situation is the most important decision before any transaction.
- Valuation. Market value, fair value, connoisseur value. The right value concept for the right question.
- Channel choice. Auction creates public reach but costs commission and discretion. A private sale generates higher net proceeds in the premium segment, but takes weeks to months. I recommend the path that fits your priority, not the one that pays me more.
- Timing. Market cycles, collector interest, seasonality and micro-trends. The value of a work changes over the year. We actively manage the timing of a sale.
- Buyer network. An international circle of collectors, family offices and foundations who look for exactly your works, also when you do not want public exposure.
Across both sides: structure that holds
- Tax and legal structuring
In cooperation with your advisors (holding, foundation, cross-border transactions).
- Insurance and storage on request through accredited partners, with a documented valuation as the basis.
- Reporting for your wealth balance sheet, in a form that meets family office standards.
Which objects and collection categories I work with
Art
Paintings, sculptures, contemporary works, photography, antiques
.
Art
Luxury watches
Brand watches, collector editions, vintage pieces
.
Luxury watches
Jewelry and gemstones
Designer and couture, signed pieces, individual stones
Jewelry and gemstones
Classic cars
Historical and concours-grade vehicles
Classic cars
Wine collections
Premium and en-primeur holdings, closed collections
Wine collections
Other tangible assets
On request, when the object fits the logic of a wealth portfolio
Other tangible assets
How the engagement runs
Confidential first conversation.
We clarify your situation, your question and whether my mandate is the right step. Free of charge, no obligation, in Zurich or by video.
➝ 30 to 45 minutes.
Mandate definition.
Written, clear: scope, fee structure, data protection, scope of authority and exclusivity. Before we start, not in the middle.➝ 1 to 3 days.
Viewing and valuation.
Inspection of works or objects, market analysis, valuation report when needed, draft strategy.➝ 1 to 4 weeks.
Execution of the transaction.
Acquisition, negotiation, contract handling, depending on the mandate (buy or sell). You decide, I execute.➝ Scope: Varies per project
Closing and reporting.
Full documentation of the transaction, ongoing involvement on request.➝ Supervision: Ongoing
Who this advisory is for
- Private collectors with high-end holdings, established or still being built, at a level where wrong decisions hurt in six-figure terms
- Family offices and multi-family offices that treat art as a distinct asset class, with reporting, structuring and long-term planning
- Lawyers, trustees and private bankers who advise clients in sensitive situations: inheritance, divorce, wealth division, liquidity events
- Heir communities and estates who need to sell part or all of an inherited collection, fair and clean
- Foundations rebalancing or rationalizing a collection over time
Does this apply to you? If so, a conversation would be worthwhile. Please feel free to get in touch with me—without obligation.
Why clients work with me
- Over 30 years of market experience in the art and luxury goods business
- Former head of Sotheby’s Zurich, with first-hand experience of how the auction market actually works
- Accredited by several reputable Swiss private banks and financial institutions. Valuations and reports are recognized by tax authorities, insurers and financial institutions
- Vendor-neutral. I run no gallery inventory, hold no auction mandate, take no commission from the buying side. My fee comes from you, not from the counterparty
- International buyer network built over decades, both private and institutional
- Multilingual. German, English, French, Spanish. International mandates are routine
- Discretion as a standard, not as a promise. Mandates are not referenced, works are not shown, clients are not named
Frequently asked questions
What does buying or selling advice cost?
Fee structures vary by scope. Three models are common: hourly rate for short consultations or second opinions, fixed fee for defined mandates, or success-based fee on sale mandates. In the first conversation, you receive a binding range before a mandate is signed.
What is the difference between auction and private sale, when does which one pay off?
An auction generates public reach and a bidding situation, but costs commission (typically 10 to 25 percent), is bound to a date and is not discreet. A private sale runs confidentially, often generates higher net proceeds in the premium segment, but takes weeks to months. Which path pays off depends on the work, the market phase and your priorities. I model both scenarios against each other before you decide.
What does "off-market" mean?
Works that are not publicly offered, but available through a closed network of qualified buyers and sellers. Access depends on personal relationships, not platforms. Around 30 to 40 percent of the transactions I broker run off-market.
How discreet is the engagement really?
Very. Mandates are not referenced under any circumstances, neither toward galleries, auction houses or media, nor in my own marketing. For particularly sensitive transactions, I work through trustee structures on request, so that your name does not appear in the transaction.
Do you also handle cross-border transactions?
Yes, most mandates have an international component. I coordinate with your tax and legal advisors in the home jurisdiction and work with established partners in Zurich, London, New York, Paris and Hong Kong.
What is your role compared to an auction house or a gallery?
Auction houses and galleries sell, either on consignment or from their own inventory. I do not sell. I advise. That means: you have someone whose only interest is your decision, in valuation, negotiation and strategy. My fee comes from you, not from the counterparty.
Ready for a conversation?
If you are considering an acquisition, a sale, or want to structure a sensitive transaction discreetly, write or call. The first conversation is confidential, free of charge and without obligation.
Direct contact:
+41 79 293 46 85
reinshagen@thomasreinshagen.com
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With over 30 years of experience in the art and luxury goods industry, I provide discreet and independent valuations for private clients, companies and institutions.
Services
Contact
- Thomas Reinshagen Art and Luxury Consulting. Zürich. Schweiz.
- +41 79 293 46 85
- reinshagen@thomasreinshagen.com
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