96 JEWELLERY
“ Particularly so with travel and requests for special occasions and experiences . Clients expect high luxury , but I always like to give a little extra to surprise and please them . It ’ s important because for some , money has become so normal that it takes something special to make their face light up – I call it ‘ making happy memories ’.
“ A special experience is haute couture events : staying somewhere unusual plus added extras and upgrades , perhaps visiting Coco Chanel ’ s apartment – which isn ’ t open to the public – or things money can ’ t buy . I specialise in unique , rare , and exclusive , limited edition items , but mostly one-offs - specially for them or totally bespoke . I simply have to go the extra mile – and love doing it .”
Jewellery is her first passion though : “ I am fascinated by gemstones and their incredible colours and qualities – rubies , emeralds , sapphires – and anything rare such as coloured diamonds , and I am fortunate enough to have worked in the exclusive higher echelons of the diamond business , having sold blue , pink , chameleon diamonds and many other precious gems jewellery for personal wear and investments .”
And this discussion leads into an area of advice she is careful about – investment : “ I always advise clients not to buy anything purely as a potential investment . I say ‘ you must fall in love with the item , it ’ s personal , wear it , use it , live in it – if it also increases in value then that is a bonus ’.
“ Mind you , anything rare such as a coloured diamond is almost certain to become more valuable , if its origin and provenance is sound .”
Now to the awkward question : who pays her when the deal goes through ?
“ I source things by dealing directly with the supplier and I rely on long standing contacts with business owners , CEOs and decision makers there ,” she said . “ I may earn an agreed commission or fee from the supplier , and no charges passed on to my client , but sometimes the client will pay a bonus .
“ Every deal is different , but one stands out in my mind as it was the most I ever earned in one go – half a million pounds – and it came along soon after I went into business on my own . I knew then I had done the right thing .
“ There were three happy parties here - the seller , my client and myself . The client got the best deal having searched in vain for that special rarity around the world and involved others in the search . That it was me who delivered just what he wanted at the best quality and price in that category was a huge satisfaction , while also underlining how it may take months to find ‘ that special thing ’ a client so badly desires .
“ I was encouraged to back myself by my ex-husband , Matteo – we are still on very good terms and successfully co-parenting our two children Gheorghi , 14 , and 11-yearold Grace .
“ I had been working in-house but was frustrated and he said ‘ you love your clients and you do so much for them , so work directly with them ’ – it was the best thing I ever did .
“ Mind you , I really earned that half a million deal with the work I put into it : my job is really about solving puzzles , for very rich but very busy people .
“ Whether clients are keen on a deal can change in a moment and having that judgement to make the right call to them at the right time or wait patiently for their return call is not a job for everyone , but I find it exciting .
“ And sometimes , even if it doesn ’ t happen , you know that the chance will come again .”
juliacastelli . com
Photos : ROB GREIG
THE ART OF LUXURY Issue 57 2023