Here is what we covered on the call:

• We got to know more about how Paul Brent and his wife and business partner, Lana Jane, came to work together and how they work together effectively.
• What happens after you and your wife agree to disagree?
• Which came first – the highly successful artist or the staff? To build a lucrative business, how and when do you go beyond doing everything yourself?
• What signs let you know it was the right time to pay for hired help?
• If we don’t have a spouse to help us with our business, where can we go to find a reliable staff person?
• My biggest question is really how to get started.  How do I find those clients and start getting the work?
• Where do you see the future of art licensing shows such as Surtex and Licensing Show? Do you feel that the costs justify the results in the last year or two?
• What is Paul’s process for creating a collection (from deciding on a theme, gathering reference materials and creating art with final production on mind?
• As far as branding is concerned, is it better to use your own name as your logo/business name e.g. Kit Newlin Designs, or a name that describes your design style?
• What top 3 marketing tactics have been the most successful for you?
• Have you ever had a licensing deal go sour?  What are some red flags to watch for before entering into an agreement?
• When would it be wise to ask for a flat fee rather than an advance on a royalty.
• How do you adjust to losing a business partner?

ORDER YOUR MP3 REPLAY NOW…

Mark your calendar – The next Art Licensing Ask Call will be on Wednesday, January 25, 2012 with new expert Attorney Kyle-Beth Hilfer.

Kyle-Beth Hilfer has over twenty years’ experience as an intellectual property attorney, advising companies and artists on how to transform their ideas into legally protectable copyrights and trademarks. Ms. Hilfer assists in the development, use, maintenance, licensing and protection of copyrights and trademarks, and she offers strategies for exploiting intellectual property in a global marketplace.  Ms. Hilfer  is a graduate of Yale College and Harvard Law School.

Ms. Hilfer is skilled at negotiating clearly drafted and effective art licensing agreements. In addition, she represents artists  looking to establish a social media presence and manufacturers and retailers who wish to promote licensed art via social media.

As an arbitrator on the Intellectual Property panel for the American Arbitration Association, Ms. Hilfer is well versed in presiding over intellectual property disputes. She harnesses this expertise for her transactional clients and proactively anticipates potential business issues in developing intellectual property to help avoid litigation down the road.

Ms. Hilfer will be conducting a conference seminar at SURTEX, contributed to the new eBook – How to Understand Art Licensing Contracts – and is listed on the Attorneys page of this blog.

When you are ready with your legal questions, head to AskAboutArtLicensing.com and click the link for her call.  Bookmark the page so you stay up to date on the upcoming call schedule.

* NOTE * There were some issues with Paul’s voice being a bit faint and hard to hear – whenever there are multiple people on these calls the volume tends to be an issue for at least one person.  I leveled the volumes on the replay so you can hear him much better!

Here is what we covered on the call:

• We got to know more about how Paul Brent and his wife and business partner, Lana Jane, came to work together and how they work together effectively.
• What happens after you and your wife agree to disagree?
• Which came first – the highly successful artist or the staff? To build a lucrative business, how and when do you go beyond doing everything yourself?
• What signs let you know it was the right time to pay for hired help?
• If we don’t have a spouse to help us with our business, where can we go to find a reliable staff person?
• My biggest question is really how to get started.  How do I find those clients and start getting the work?
• Where do you see the future of art licensing shows such as Surtex and Licensing Show? Do you feel that the costs justify the results in the last year or two?
• What is Paul’s process for creating a collection (from deciding on a theme, gathering reference materials and creating art with final production on mind?
• As far as branding is concerned, is it better to use your own name as your logo/business name e.g. Kit Newlin Designs, or a name that describes your design style?
• What top 3 marketing tactics have been the most successful for you?
• Have you ever had a licensing deal go sour?  What are some red flags to watch for before entering into an agreement?
• When would it be wise to ask for a flat fee rather than an advance on a royalty.
• How do you adjust to losing a business partner?

The Audio Replay is now available for purchase.  Today through 11/30, the hour long mp3 is priced at a mere $20 – compare that to the price of any live class at a trade show and you will realize what a steal it is!  ORDER YOUR MP3 REPLAY NOW…

During the call Paul mentioned the Branding Teleseminar he did that is available as an audio replay.  Learn all about it at www.ArtLicensingInfo.com/branding.html

Thank you for your participation, feedback and purchase of these invaluable calls.  All of them help to entice experts to return for multiple calls and new experts to agree to participate.

Mark your calendar – The next Art Licensing Ask Call will be on Wednesday, January 25, 2012 with new expert Attorney Kyle-Beth Hilfer.

Kyle-Beth Hilfer has over twenty years’ experience as an intellectual property attorney, advising companies and artists on how to transform their ideas into legally protectable copyrights and trademarks. Ms. Hilfer assists in the development, use, maintenance, licensing and protection of copyrights and trademarks, and she offers strategies for exploiting intellectual property in a global marketplace.  Ms. Hilfer  is a graduate of Yale College and Harvard Law School.

Ms. Hilfer is skilled at negotiating clearly drafted and effective art licensing agreements. In addition, she represents artists  looking to establish a social media presence and manufacturers and retailers who wish to promote licensed art via social media.

As an arbitrator on the Intellectual Property panel for the American Arbitration Association, Ms. Hilfer is well versed in presiding over intellectual property disputes. She harnesses this expertise for her transactional clients and proactively anticipates potential business issues in developing intellectual property to help avoid litigation down the road.

Ms. Hilfer will be conducting a conference seminar at SURTEX, contributed to the new eBook – How to Understand Art Licensing Contracts – and is listed on the Attorneys page of this blog.

When you are ready with your legal questions, head to AskAboutArtLicensing.com and click the link for her call.  Bookmark the page so you stay up to date on the upcoming call schedule.

Will you be joining us?

So… if you have signed up for an Ask Call before, you should receive or have received an email reminding you of all the dial-in details. If not, head to www.AskPaulBrent.com to get signed up and get the numbers.  We start promptly at 5:30 pm Pacific / 7:30 pm Central / 8:30 pm Eastern.

We hope you can join us tomorrow!  If you can’t, the audio replay will be available for purchase – watch your email or the blog to see when it is ready.

Here’s to your creative success!

– Tara Reed

Do you worry that you won’t get a good deal because you don’t understand them?

Are you looking for a resource to turn to again and again to help you understand and become a confident contract negotiator?

Look no further!  Maria Brophy and Tara Reed have joined forces to create an artist-friendly guide to understanding art licensing contracts.

You will prepare your mind, define your goals and overcome your fears.

This eBook will help you think through who you are as an artist and what you want your art licensing business to look like. Learn to represent yourself with confidence and understand how to negotiate a win-win contract.

Learn the sections of an art licensing contract and what they mean to you.

More than 30 contract terms are defined in detail – explaining why they might be in a contract and the implications to both parties. We include actual contract language and then explain “what it means to you” by breaking it down into everyday language. You will learn to dissect the leagalese and know how each word might affect your deal.

Learn how and when to start using your own standard contract in your business.

Using manufacturer contracts when you are just starting is fine but as you grow your business, there comes a time when it is better to be in the driver’s seat and use your own standard contract. Maria discusses how and when to make the transition.

10 artists (& one who chose to remain anonymous) have shared their art licensing contract success stories and words of warning. They include (in the order they appear in the book) Khristian Howell • Marty Qatani • Jill Seale • Debbie Mumm • David Billings • Paul Brent • Drew Brophy • Gina Linn • Karen Embry • Kate McRostie

5 attorneys who work in the art licensing field also share their advice and insights in Part 8: Attorney Insights. They are Kyle-Beth Hilfer • Sarah Feingold • David Koehser • Rebecca Stroder • Tammy Browning-Smith

This book is a resource you can turn to again and again.

We have designed this book to give you an in-depth understanding of contracts as well as become a resource you turn to over time as contract questions arise. It’s well organized and easy to find just what you are looking for at a glance.

173 pages of valuable information to help increase your knowledge and build your confidence when it comes to art licensing contracts.

As always, there is a special introductory price for the eBook for the first 2 weeks.  Regularly priced at $87, you can get your copy for $72 if you act by Thursday, November 24th at midnight. (Yes, that’s Thanksgiving for all the US artists)

Want to learn even more about the book before deciding?  Head to www.ArtLicensingInfo.com/contracts.html for even more details.

The next Art Licensing Ask Call is Wednesday, November 16th with Paul Brent and his wife and business partner Lana Jane.  If you want your question to be considered, we need it by Thursday, November 10th.

The Brent’s will talk about the business side of art licensing – how to move from doing everything yourself to working with a spouse, relative or team.  In addition, they will answer questions submitted by artists like you.  So what do you want to know?

If we have your question already – thank you!

If we don’t, what are you waiting for?

Head to www.AskPaulBrent.com now and let us know what puzzles you.

As always, the calls are free if you listen live.  Audio replays will be available for sale after the event.  We hope you can join us!

Here’s to your creative success!

– Tara Reed

Paul began showing and selling his original paintings and then began publishing prints of his work.  Lana Jane gave him advice on business decisions such as how to hire employees, and how to set up a small business.   Paul’s business in print publishing took off and he began licensing his work in 1988.

Lana Jane was recognized as one of the top women in business by Working Woman Magazine and joined the Committee of 200, an organization made up of the top women executives in America. Paul began licensing his work to home décor manufacturers including Springs and Seabrook Wallcovering.  Along the way the two collaborated with Paul designing annual reports for Lana Jane, and designing exteriors, interiors and signage for her stores.  During this time they also had two sons that they equally helped raise.

When Lana Jane had the opportunity to sell her stores (350) in 1992, it was a natural for her to join Paul in the publishing and art licensing business.  He wisely suggested that she become President of the firm and he then became Vice President.

While working together on many business issues they separated tasks according to each partner’s ability.  Paul created the art work and was the idea creator for collections and new directions.  Lana Jane took responsibility for financial matters, as well as directing all business concerns in their gallery, publishing and art licensing business. Lana Jane handles all business matters and legal issues. When the print publishing business began to change, that part of the business was licensed to a print and poster publisher, Gango Editions, and the two focused on their gallery and art licensing business.  Prints were now just another license to create art for, along with canvas reproductions and other forms of wall décor.

Their business has been rated one of the top 100 licenses by License Magazine and they have agreements with over 90 manufacturers who produce products in home décor, stationery, apparel and gift categories.  Paul specializes in coastal subjects and paints in watercolor, oil, and pen and ink.  The Brents’ business, Paul Brent Designer, Inc., has sold over one million prints and Paul has created over 100 coordinated wallpaper designs.

Today Paul and Lana Jane continue to run their business together and have a gathered a lot of insight into what makes a good marital and business relationship.  Additionally they have known couples who share business responsibilities and have talked with them and shared common issues like: when does the business end and the marriage begin, who is responsible for what in the business and marriage,  how do you negotiate when you have differing opinions?

While many artists in art licensing share duties in their business with a spouse, many of these issues are the same with business partners that are not married. These and other topics will be discussed in the upcoming tele-seminar hosted by Tara Reed on Wednesday Nov.16^th at 5:30 pm Pacific / 7:30 pm Central / 8:30 pm Eastern.

Go to www.AskPaulBrent.com and submit your questions for the Brents today!

“What are five traits that make some artists seem to have greater potential for success in art licensing?”

Here are Jeff’s five -

1. flexibility
2. humility
3. productivity / archives of art
4. patience
5. vision

As artists creating for commercial use – we need to be flexible and willing to adapt our art to the needs of the manufacturer.  You can’t consider your art ‘complete’ when you think it’s fabulous – 9 times out of 10 some changes will be requested to make it fabulous for a specific product.

Humility comes in here too because no one wants to work with an artist who thinks they know more than the manufacturer and who regularly digs their heels in saying, “It’s MY ART, this is how it is meant to be.”  These people won’t be very successful in licensing.

Art licensing is a numbers game – people always want to see what’s new.  If you can turn yourself into an art creating machine – this might be a great career choice!

Ever heard the expression “hurry up and wait”?  Well – I think whoever made it up was an artist in licensing.  You might need to get things done quickly – then not hear feedback for days, weeks, or months.  It’s just the nature of the business – make yourself a pretty patience hat because you will wear it often.

Finally – vision.  By this Jeff was referring to an artist’s ability to see how their art can go on product, the value it can add to the manufacturers line, etc.  It’s important not to create in a vacuum but to stay on top of trends – colors, themes, etc. – that might impact product development and eventually sales.

Great advice from a veteran in the industry.

If you missed the call – the 60 minute replay is available for free at http://artlicensinginfo.com/audio-archives.html#AskJeffGrinspan-Sept2011

Here’s to your creative success!

– Tara Reed

P.S.  The next call is Wednesday, November 16, 2011: Paul Brent AND his wife and business partner Lana Jane
This will be a special call because not only will we have Paul Brent, but his wife and busines partner. We want to talk about the business side of licensing – how to move from doing everything yourself to working with a spouse, sibling or staff. So when you have your question in mind, head to www.AskPaulBrent.com

MyArtMatch is an innovative new art matching and art exploration service that makes it easy to discover art; compare tastes;collect and share favorites; and purchase gallery artwork at discounted prices.

It’s a pretty interesting twist to an online art print retailer.  You can go and take a “quiz” of sorts – selecting the art you like from a group of images.

© Paul Brent

In fact, Paul Brent posted on Facebook yesterday, that he was rated #52 in the top 200 most popular artists! Other artsts on the list included #1 Claude Monet, #4 Vincent Van Gogh, #13 Leonardo Da Vinci, #24 Walt Disney, #45 Michelangelo, #53 John James Audoubon, #78 Rembrandt, #161 Jasper Johns. On the list of living artists I was #18. His #1 print was Green Cityscape.

You “sign up” so you can share your favorites with others.  They have a blog. It’s brand new – the site just launched on September 29, 2011.

It’s an interesting concept and I for one am curious to see how it evolves.  Will they sell more prints in the long-run because they are connecting with consumers in a new and unique way?  Time will tell… and if Paul learns more about how it’s working for him on the print sales side, hopefully he’ll tell too!

At this point, it doesn’t look like individual artists can submit work to be included on the site – I imagine they are working with traditional print publishers for their art selection.  If you see that change, please let me know so I can “share it with the group”.

Here’s to your creative success!

– Tara Reed

If you missed the call – you are in luck because this replay is available for free!

Here is what we covered:

• What is the biggest amateur mistake that you see artists make in licensing?
• What is one basic thing a newbie needs to do or know to get started with art licensing to simplify the process?
• What are five traits that make some artists seem to have greater potential for success?
• What is the most important thing for an artist just entering art licensing to keep in mind?
• What are the most critical mistakes an artist can make when submitting to and working with a manufacturer?
• How do I figure out who manufactures table-top and bedding products for Target?
• Due to the state of the current economy, do you find that manufacturers are simply looking for the already ”tried & true, or do they want to see something entirely different? Will they risk starting a new trend?
• Once the initial contact is made with a manufacturer after a trade show and there are no burning projects on the horizon with a desired licensing partner, what do you recommend for communication strategies to stay in touch.
• There have been many changes in the industry including an increase in turnover of art directors. Can you suggest a method of maintaining a relationship with a company when an art director leaves?
• What is the difference between an art licensing consultant and an art licensing coach?

So even if you were on the line, fill out the information below to get your free replay! (This is if you have never signed up for a call and didn’t get the email with the direct link of course.)

I hope you enjoyed the call as much as I did – and thank you again Jeff for sharing your wisdom with the group!

Here’s to your creative success!

– Tara Reed

P.S.  The next call is Wednesday, November 16, 2011: Paul Brent AND his wife and business partner Lana Jane
This will be a special call because not only will we have Paul Brent, but his wife and busines partner. We want to talk about the business side of licensing – how to move from doing everything yourself to working with a spouse, sibling or staff. So when you have your question in mind, head to www.AskPaulBrent.com

If you are worried that you will go through withdrawl without us, check out some of the free replays of past calls.

Here are the links to free replays with artists… have you heard them all?

We’ll be live again next month – talk to you then!

– Tara Reed