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sculpture The Art of Selling Michael Binkley is one of the few artists in Vancouver whose sole income is from selling his artwork. Being an artist is like any business where goods are sold, it's just the sales person happens to really love what is for sale. Michelle Binkley -- Michael's partner in marriage and business -- provides some insight into their business approach and how it enables them to make a living selling what they love. /oes Michael pray to Ihe art god for a warm place to sleep and for decent light in order to create a masterpiece? Does he steal away to abandoned warehouses?" Having faced these types of questions over the years. I know the next one will be, "How did Michael get his start?" My answer goes like this... The first event which made a deep impression on Michael and made him seriously consider being a sculptor was in 1980 in Italy when he saw the four marble "Captives" by Michelangelo. They struck a chord deep within him and when he returned to Vancouver he started carving stone with a friend. During the next several years he learned the art of sculpting; the technical use of diamond tools, the use of line and texture, how to work with marble, limestone, onyx, granite and jade, the different ways to finish these stones, and most importantly, how to market his work. After apprenticing for two years and spending three more working part-time as a sculptor and part-time as a store clerk, the pendulum swung and the grocery store work gave way to fulltime sculpting. Michael was 28 and out on his own. He tried the usual outlets for selling art He sold out of high-end craft "D,, stores and galleries which were good for exposure, but he realized no one consistently sold his sculptures as well as he did. One of the lessons learned from his mentor. George Pratt, was to hold annual shows in his studio. "Home shows" build on a clientele base as people often bring friends. Our home show developed into an annual three-day show in December which caters to gift-giving. A stone diamond tools to carve or simply want to know what inspires Michael to carve. (His first answer is "Bills." He will, however, give a more indepth answer). Another successful show that has grown over the years is a group showing at Performance Works on Granville Island. In 1987 Michael joined forces with fellow sculptors George Pratt of Vancouver and Babe Gunn of Port Albemi to produce an annual showing of sculpture, called Faces & Figures. The show is a financial risk but always proves to be a success. The most exciting part of the event is opening night where collectors are treated to a special preview. The show is opened by a guest speaker (Maureen McTeer and Bill Richardson have opened past shows). The energy in the room pulses as family and friends unveil the works and the guests move across the showroom floor discovering the sculptures - all of which are being shown for the first time. At this point the Michael limestone Binkley at his studio working on o sculpture. The final product is pictured on the right Photo: Lisa Binkley flower vase, a granite bear or a marble bird which sits in your hand are typical sculptures to be found. One reason for the success of the show is the artist's presence to answer questions and speak with the clients. People are interested in the type of stone, the process of using guests can make a purchase. About 75 per cent of the sculptures sell in the first hour. There have been five Faces & Figures to date and this year the show will be over the Thanksgiving weekend and will feature both Michael's and Babe Gunn's work.