Assets 2018: Spotlight on Saturday's Program

Suzanne Houck, ISA CAPP

The California gold rush started with the discovery of just two gold nuggets. After that, prospectors tried to figure out the best way to not only find the gold but to find the most gold.

Almost 170 years later, the theme for Assets, ISA’s annual conference in Pasadena, California is The Gold Standard: Innovation and Valuation because as appraisers we want to know what can help us find not only more jobs but the best jobs. We want to learn about innovative technology, expand our knowledge in our selected fields and advance our professional appraisal skills and report writing, and we know that the best pricing happens when we register in advance! Register here for Assets 2018.

After the stimulating pre-conference tours on Friday, March 9, conference attendees will take their seats on Saturday, March 10 and begin absorbing the messages and information from a diverse slate of speakers.

Want to learn about California design? 

Don't miss "California Dreamin' ...Missions to Modernism," Saturday 9:15-10:15am.

California photographer
Ansel Adams

While in California, it is only natural to want to learn about creative California design and understand how these designers have shaped and celebrated our modern lifestyle. We’ve lined up Staci Steinberger, the Assistant Curator of Decorative Arts and Design at the Los Angeles County Museum of Art, the perfect person to present a survey of distinctive California Design by visionary artists, designers and craftspeople.

Do you want to expand your appraisal practice, set yourself apart from others in the appraisal field and get quality jobs from previously unexplored areas?

If this is you, it's time to create some new connections during "The Gold Standard of Leadership," Saturday 10:15-11:15am.

To help you, Melody Kanschat, Executive Director of Executive Education for Museum Leaders at the Getty Leadership Institute will give insight into working with museums, curators, collectors and collection managers, and insurers.

Do you shy away from tax-use appraisals?

If so, you need to attend "Avoiding Errors and Omissions that Raise Flags in Tax-Use Appraisals," Saturday 11:15-11:45am.

This discussion will show you how to avoid common errors and omissions in what can often be complex and challenging appraisals. You’ll leave with much more confidence in handling these types of appraisals, especially in regard to fair market valuations. It's time to have the IRS help you make more money!

Do you have or want to have clients who could benefit from art risk advisory, especially in the areas of art, antiquities and collectibles?

Explore new technologies at "Tracking and Verifying Assets: Better Authenticating Through Technology," Saturday 2:00-3:00pm.

Jordan Arnold, Senior Manager of K2 Intelligence, New York and Los Angeles will cover new and emerging technological advancements that are making an impact on the verification and security of asset class collections. These advancements affect areas familiar to appraisers like provenance and establishing clear title during sale or acquisitions, identifying fakes and frauds, advancements for maintaining physical security during storage, display and transport, and resolving complex frauds and disputes.

Do your clients have celebrity-signed or owned items they need appraised?

Join the conversation about valuation and the celebrity factor at "From Dylan to Marilyn: The Value of Celebrity," Saturday 3:30-4:30pm.

You’re in California, playground of celebrities, and Laura Woolley is the one to inform you of the many value characteristics that can turn an intrinsically inexpensive object into a cultural treasure. She has served as COO of Julien’s Auctions, a premier auction house for high profile celebrity and entertainment, and now manages sales and appraisals of memorabilia of well-known celebrities at own appraisal company, The Collectors Lab in Los Angeles, California, that focuses on Hollywood and rock and roll memorabilia.

Copies of handwritten lyrics by Bob Dylan
recently went up for auction in Los Angeles.

See you soon in California! And don't forget to register for Assets today!


About the Author: 
Suzanne S. Houck, ISA CAPP, B.A. and M.A.L.S., is Vice President of ISA and Chair of the ISA Annual Program Conference Committee.

Collecting Information for Appraisal Reports

Libby Holloway, ISA CAPP

“A picture is worth a thousand words” is a saying that we are all familiar with. It isn’t clear to cliché historians whether this phrase was coined in 1911 by newspaper editor Tess Flanders, earlier from a paraphrased comment by Napoleon Bonaparte or even earlier by Confucius. But, the statement rings true no matter who said it first.

In the Core Course, you are instructed to take clear photos and write descriptions that are thorough enough to enable the reader, who may not be familiar with art or antiques, to pick the item out in the room. Different objects require different levels of detail in their descriptions. For example, there is no need to write three sentences to describe assorted used pots and pans, nor is there a need to photograph each separately. However, you will likely need to take multiple photos of a piece of art. Make sure you are qualified to appraise the types of items you are tasked with valuing. If you are, you should be able to determine the detail needed to adequately describe the objects.

When you are on-site collecting information for your appraisal report, make sure you take the time to take the right number of good quality photos. Luckily, digital photography has made it affordable to take enough photos to insure you have gathered the information needed. I generally take 4 corner shots of each room, then methodically work my way around with group shots of less valuable items and singular shots of more important pieces. Practice working with your camera so you can adjust for different light levels, different finishes and small details such as silver marks. Learn to take photos of items under glass or with shiny surfaces. Carry solid dark and light cloths that can be used as a background for close photos. If you need more help with photographing objects, online tutorials can be a great resource and should be available for almost every type of camera.

No matter how much experience you have in the field you appraise in, there will be times when you aren’t sure about a piece. If you think you may be seeking help from someone else, you should take lots of photos from different angles and capture details such as marks, signatures or other characteristics that can be used for dating and identification. Be aware of what those characteristics are for each type of property you are inspecting. Did you know the number of toes on a dragon can be important? Did you know that some flaws show up in a photo taken with a flash that you might not be able to see in lower light? Your photos can give hints to an expert that you might not even have the words to express. ISA's Fine Arts and Antiques, Furnishings and Decorative Arts specialty courses include photography and description writing tips for that purpose.

Ceramic pieces may include markings that
will help you or another expert identify the piece.

Since condition is important to determining value, make sure you know how to properly photograph and explain condition issues or terms for types of damage. You might say that a finish is bleached from light exposure, silver is scratched from improper cleaning or that a print has suffered from exposure to moisture. Take clear photographs of the damage showing the extent of the damage and the overall condition of the piece. A scratch on a piece of art glass may not affect value if there are also large chips in the rim.

Speaking of words, in addition to informational photos, remember that you must use terms that make sense to your reader to describe the object. If your client is a knowledgeable collector, then pull out the ten-dollar words that you both know. If your client is an attorney who may know the law but not technical fine or decorative art terminology then use words they can relate to. Or, if it is necessary to use technical terms, include precise definitions in a glossary in the report addendum. Avoid using flowery, subjective language in appraisal writing. You shouldn’t describe something as beautiful, tasteless, tacky or glorious (yes, I’ve truly read those in appraisals before). Be careful using terms such as rare or one-of-a-kind unless you are sure that the industry considers that to be true. For information on important terminology in modern design, see our recent blog post by Valerie Hale, ISA CAPP.

Here is a new saying for you: “A picture is worth a thousand words, but a thousand words can’t replace a good photograph.”

- Libby Holloway, ISA CAPP

Everything You Always Wanted to Know About Becoming an Appraiser (But Were Afraid to Ask)

Jillian Van Volkenburgh

I must preface, I am not an appraiser… yet. I just completed Module 16 of the Online ISA Core Course in Appraisal Studies. I am officially past the halfway point!

Are you thinking about becoming a personal property appraiser? That was me a few months ago – I’m relocating to the East Coast and wanted to begin a career I could take with me. I would like to share my recent entrée into this new chapter of my life with ISA.

Education is an Investment 

I am currently the Director of Education for a large art nonprofit in Northwest Indiana. I am often asked to speak to students about creative careers. The one thing that I stress is that education, regardless of your area of study, is an investment. To invest in your “future you,” you also must invest two incredibly valuable things: time and money. (I know I am not an appraiser yet, so this is not a formal valuation on time or money).

When I made my first steps into researching ISA, I called their headquarters in Chicago. I wanted to know two things: how long the course would be and how much it would cost.

As I mentioned, I work for a nonprofit, so cost was a determining factor for me. And as an adult with full-time adult responsibilities, making a new commitment can be harrowing. Luckily, I found that ISA’s courses and education materials are not unreasonably priced, and that the time I have to complete the coursework is absolutely manageable. But I was definitely nervous about that time commitment before I started!

Those That Appraise Together, Stay Together: Commitment 

Two of the best decisions my husband and I made jointly were getting gym memberships and joining ISA. You thought I was going to say getting married, right? As I alluded to in the previous paragraph, commitment, eh… scares me a little bit. Well, he convinced the girl who vowed never to marry, well, to marry. That was the very best decision that I reluctantly agreed to - now we are on this journey of life, love and appraising together! And I’m glad I have committed to ISA as well.

Joining ISA as a team has many advantages. My husband and I have different strengths and areas of interest. We can discuss the coursework and bounce ideas back and forth. We have ultimately become study buddies. (Yes, I just typed that and he will be mortified for calling him that.) We can challenge each other and celebrate our successes. It even has upped our texting game beyond “Want to get dinner after work?” or “Did you feed the cat?” to “I passed my assignment!”

One important thing to remember, even though I just spent two paragraphs explaining the benefits of joining ISA with my spouse… 

You May Be Unattached, But You Are Not Alone

Even if you haven’t joined ISA with your spouse, that does not mean that you will be alone in your journey toward becoming a professional personal property appraiser. One of the many amazing benefits of joining ISA is that they are setting you up for success. Failure is not their goal. Unlike a certain sadistic college professor that we all have had, they don’t want you to fail. ISA has a number of resources put in place to ensure that you succeed.

First of all, for the online course, you work directly with an instructor via email. The instructor is there not only to evaluate your assessments, but also to answer any questions. Also, you can work with an ISA Ambassador when you first join. Ambassadors are seasoned ISA appraiser that will offer guidance for the year following your completion of the Core Course. There is also a great toolkit - the ISA Means Business! Toolbox - on the ISA website with valuable resources on how to build your business.

As we all know, the Internet is also a social network. Take advantage of it. One site that I have found useful is LinkedIn. I already used LinkedIn for my professional position, but I have extended my network to include ISA appraisers throughout the country. I sent out short messages saying, “Hey, I just wanted to introduce myself. I am becoming an appraiser through the ISA and I wanted to connect with you.” This has opened up dialogue with a number of appraisers who have specialty areas outside of my purview, so they could potentially become great resources in the future.

I Am a Student Again at 40

They say a lady never tells her age, but I will be ethical and truthful in this blog post. I am a few months shy of my 40th birthday. When I was in undergrad, we did not have the option for online learning. I enjoyed academia and being in the classroom and I was not sure if online coursework was for me. I was wrong. I LOVE IT! With a full professional and social schedule, I can dictate when and where I learn. I might be in the comfort of my office or at my local coffee shop. It is fantastic option.

The online lectures are very straightforward and thorough. The instructor gives great examples to illustrate the discussed topics to make them relatable and easy to understand. As a side note, the online proctor is unintentionally funny. His dry humor comes through ever so slightly and unexpectedly.

Read the Chapters First!

The instructor states that at the beginning of each module, you should read the chapter first and then listen to the online lecture before taking the assessment. For the first module, I was like…. oh, I will just listen to the lecture and take the test. When I reached the point to take the assessment, it took me three attempts!

No matter how confident of a person you are, when you see "Failed" in red on your screen, you squirm a bit. Reading the chapters prior to the assessments is critical because the online lectures may not cover everything in the chapter. Always take your instructor’s advice!

A Highlighter is Your Friend 

One study tip I might suggest is making a review packet. Most chapters have a page of review at the end. I made copies of each review sheet and then compiled a quick study packet. Spoiler alert! There is no review for one of the longest chapters in the Core Course Manual, Chapter 12. So l recommend taking notes as you go along and highlight key points through the entirety of the manual.

Find Some “Me Time” 

I recently read a study on the brain and memory retention in Forbes about how multitasking can cause diminished long-term memory and decrease productivity. Even though society commands your attention in every direction with 24-hour ticker tapes on the screen and constant weather/coupon/news updates on your phones, we have to relearn to focus.

Make time to study, especially when you are doing distance learning or the online course. You should set aside time that works around your child/dog/work/Roomba chasing schedule. Give yourself quiet time to absorb the information. Listen, take notes and find a study pattern that works best for you.

Wish Me Luck!

This is is my first of hopefully many blog posts of my adventures in the world of personal property appraising for the ISA website. I will now minimize this screen and begin Module 17. Wish me luck! To be continued…

 - Jillian Van Volkenburgh

Jillian Van Volkenburgh is an aspiring ISA appraiser, currently enrolled in ISA's Core Course in Appraisal Studies. The ISA Core Course is the “original” complete appraisal methodology course for personal property appraising. Its thorough scope includes appraisal objectives, intended uses, market identification and analysis, research methods and skills, ethics and professional conduct, and a detailed presentation of report formats and checklists. Students enrolled in ISA’s Online Core Course program use the same text materials as the onsite course offerings coupled with a series of interactive learning exercises and open book quizzes that must be completed as the course progresses. Learn more about the Online Core Course, our Onsite Core Course, and about becoming an ISA member.

Design Patent in a Nutshell

Valerie Hale, ISA CAPP

When working with 20th-century design items, it's important to know how design patents and trademarks work and to use the correct terminology when describing these items.

Designers hold a bundle of rights to their designs, including intellectual property rights and the right to sell. Typically, production licenses are sold to large manufacturers, though the designer will still be able to control who produces the item and at what cost. Designers also hold trademark rights to their designs, which typically are renewable every ten years for an indefinite period of time. Most collectors of original modern design honor the creative process and want to own a quality item in its true form - these items are known as the "antiques of tomorrow."

When researching or reading a description for a 20th-century design item, you may encounter various terms categorizing the item. This article seeks to provide a quick reference guide for the meaning of these terms. When comparing items you also need to ascertain that you are comparing correct "vintage" or design type.

Original Issue

A design item that was manufactured during the initial period of production in the first conceived state.

Later Issue

An original design by the original manufacturer or currently licensed manufacturer, with minor modifications.

Example: The Eames molded chair has undergone some alterations over the years: the removal of rope edge, the curve of the back has become more inclined, upholstery is now glued to plastic shell. Also, since people are generally larger than they were in the 1950s, the Eames Lounge Chair is now available in the “big & tall” version, which is two and a half inches taller overall with an added seat depth of 1.75 inches. It's important to capture these design details to determine whether you are appraising an original issue item or one manufactured after a certain date.

Reissue

An item issued after the original production period, typically for a specific reason or period of time. There are a few different categories of reissues:

• Special edition: A reissue by a specific authorized entity of a design when the original edition is not longer in production or when there has been a slight change to the design or manufacturing process, for example, in the color of materials used. Special editions are usually marked in a way that denotes the reissue, depending on the manufacturer. They are known in the market as a unique entity, and hold value as a reissue or special edition.
  
  Example: The Isamu Noguchi Cyclone Rocking Stool produced by Vitra Design Museum, ca. 2001. In the original conceived form, very few of these items were produced. The design was subsequently altered to make a small table with a circular vs. rocking base point.





• Retired design: A design that was previously retired, but is now being produced and issued again.
• Emerge from retirement: A return to an original trait of an original design, now a reissue, or to be more technically correct, a later issue.
  
  Example: The Eames molded chair stopped production due to hazardous materials (fiberglass straws) and disposal issues in the late 1980s. The chair has recently been reintroduced, due to improved manufacturing and material safety. In between, Modernica as well as others produced unauthorized replicas or knockoffs.

Knock-off

An item that apperas, especially at first glance, to be the original item. Retail cost is often substantially less due to cheaper materials, cutting corners in construction, and design variations. Due to differences in construction from the original, knock-offs typically do not violate design patents.

Reproduction

In the general world of furniture and decorative arts, a reproduction is an exact duplicate executed with the intent to deceive. Sometimes, the term is more loosely defined to fit the user’s purpose. Sometimes used interchangeably with "copy" or "replica."

Replica

The same concept as a reproduction minus the intent to deceive. However, retailers may use the terms "replica" and "reproduction" more loosely or interchangeably. A good replica is made with the same instructions, material, and care as the original. Also known as a "copy."

Style of

Denotes an item that is made or appears to be like the work of a specific maker or designer. It can also apply when the item produced is close to a stylistic period or region. In 20th-century design, some replicas will be denoted as “Style of Marcel Breuer’s Wassily Chair.”

Manner of

An item that appears similar to a specific designer or school of designers, that reminds the viewer of that designer or school.

Tribute

An item that is made or manufactured in honor of a designer or design. For instance, Knoll issued an 18k gold plated Bertoia Diamond Chair (ca. 1952) to honor the designer’s 100th birthday in 2015. The chair was developed in conjunction with the 50th (golden) anniversary of the Platner Collection. Tribute pieces are generally only available for a limited time. See also: Special edition.

- Valerie Hale, ISA CAPP

The Case for ISA: Four Members' Stories

Room at the table for young leadership; an exclusive focus on personal property appraising; a supportive network of fellow professionals and a clear, peer-supported path to credentialing - many ISA members cite these benefits as the reasons why the organization has experienced such dynamic growth in the past decade.

With over 800 members and growing, ISA is the professional organization of choice for the majority of qualified personal property appraisers throughout the US, Canada and abroad.

We asked new and long-time members to report what they value most about our society, why they joined ISA, and why they recommend ISA training and membership to colleagues.

Michelle Conliffe, ISA CAPP 

Michelle Conliffe joined ISA in 2013. Michelle holds an MA in American Fine and Decorative Arts from Sotheby’s Institute of Art in New York. Within three years of joining ISA, Michelle earned her CAPP, ISA's highest designation. She has lead volunteer committees, served on strategic task forces, and last year, her fresh ideas and natural leadership skills were rewarded when she was selected by her peers to serve on the National Board of Directors. ISA's defined personal property focus, strategic plan for growth, and members’ diversity in geography and expertise initially attracted Michelle to our organization.

"In 2012, I made the difficult decision to leave an established auction house and go into business for myself as an appraiser. At the time, I did not know everything that would be required to launch my business, but I knew that I would need an accreditation that reflected the high standards I set for myself and my work.

Of the three major appraisal societies, ISA stood out for a few reasons. 1) The ISA community is focused primarily on fine and decorative art appraisals. 2) The membership has the widest geographical reach, giving me access to a large network of professionals that possess a broad range of expertise. 3) There is a path to growth within the organization that reflects the work and effort I put into it, rather than depending on an arbitrary length of service.

I have found first-hand that if you have a fresh idea or see a part of the organization that needs improvement, ISA wants to hear your voice. With this diversity of ideas, I know that ISA will continue to grow and thrive as the leading personal property appraisal organization."

Glenn M. Rand, ISA, EdD

Glenn M. Rand, EdD, joined ISA in 2016. As a seasoned educator with a doctorate of education and 12 published books in the field of photography, Glenn was looking for a professional organization that would reward the connoisseurship he brought to the field, allowing him to apply his advanced training toward acquiring his appraising credential. Glenn found ISA's unique Specialty and Advanced Studies Committee vetting pathway very attractive, because it allowed him to demonstrate his scholarship without compromising the advanced methodology training he knew he needed to feel fully qualified to begin a second career in appraising.

"Having had full careers in higher education, as an artist, as an author and having recently created a fine art services business, it was natural to see professional appraising as a future path.

Being familiar with appraisals from collecting art and my work with donations to museums, I realized that education and knowledge of prevailing standards would be required to adequately provide appraisal services to clients.

In reviewing the potentials for acquiring this knowledge base, it became clear that ISA provided the most inclusive educational programs and professional potentials. Through ISA, I have meet professionals willing to share their experiences, knowledge and collaboration, helping me chart my new career direction."

Darlene Hines, ISA CAPP

Darlene Hines joined ISA in 1998. Darlene holds ISA's highest appraisal designation, and is a past National Board member with almost 20 years of service in a broad range of capacities. She typifies the generosity of spirit unique to ISA that values supporting colleagues to grow and excel. She has recommended many employees to membership without fear of competition. Darlene's motto is "Givers Gain." There may not be a better illustration of the supportive culture that ISA encourages than Darlene's tireless example to "work together rather than compete."

"When I joined ISA in 1998, my husband and I owned an antique gallery and we were getting requests for appraisals. At the time, I was working toward a Master’s Degree, working full time, and raising three children. Determined to make the great adventure of becoming an appraiser work, I chose ISA for its strong ethical characteristics, options for continuing education, networking opportunities, and because it was simply the best organization in the field.

It's rewarding to speak of ISA to others seeking membership or expressing a zeal for appraising. I have referred many of my employees to ISA over the years, including a new member who I believe will be a rising star. I have also started a local appraisers' group with current ISA appraisers in Michigan. We meet for lunch and discuss the importance of credentialing, continuing education, and service to the organization. If I could help encourage appraisers to work together rather than compete, we would set a positive example for our businesses and ISA."

Pam Campbell, ISA CAPP

Pam Campbell joined ISA in 1994. Together with her husband, Bill, she operates one of Ft. Worth's most prestigious contemporary art galleries with a prominent national reputation. As a long-standing member of more than one professional appraisal organization, Pam migrated to ISA because she valued the society's exclusive focus on personal property appraising, and the superior local support and continuing education she found in her active local chapter.

"ISA offered a wealth of advantages to me as a personal property appraiser that I did not find in the other organization in my geographical area. ISA’s local chapter holds regular monthly meetings, with superior personal property-focused education, in addition to the opportunity to socialize with colleagues.

ISA coursework gets to the point, with a nuts-and-bolts approach rather than abstract concepts. The many courses offered by ISA beyond the Core Course allow members to continue to be excited about learning, with new courses constantly in development.

With ISA, I found a group of colleagues who were and remain welcoming, willing to collaborate, are generous with knowledge, and are interested in strengthening the appraisal profession."

Would you like to become part of the ISA family?

For those new to the profession, learn more about how ISA can help you launch a lucrative career in personal property appraising.

For seasoned professionals, view our complete list of ISA benefits designed to help you grow and succeed as a personal property appraiser.

If you’re currently a member of another appraisal organization, be sure to view our ISA Bridging Policy. Through December 15, 2017, your application fee is waived.

Why Take a Course on Japanese Prints?

Daphne L. Rosenzweig, ISA CAPP 

It’s not too late to join my two-day seminar, “The Appraisal of Japanese Prints” to be held in Sarasota, Florida, June 19-20, 2017. The course introduces the important cultural, historical, stylistic, technical and valuation factors that affect the appraisal of 17th to 21st century Japanese prints. As an author of numerous publications, frequent lecturer, museum consultant, and organizer of traveling exhibitions, my work in the field of Asian art has allowed me to build a wealth of knowledge around appraising Japanese prints that I am looking forward to sharing with all my students.

It's common for appraisers to come across Japanese prints during the course of a general appraisal of household contents, an estate division, insurance scheduling or intended donation. After taking my course, students will be well-equipped to offer their professional opinion on these items as necessary.

During our in-classroom days on June 19 and 20, we'll examine important provenances, influential designers and designs, formats, structures, major narratives, and condition factors, always with an eye as to how these factors affect the value of an individual print. Both new and experienced appraisers will find a perfect combination of connoisseurship and practical market experience in this engaging seminar.

Some of the questions this course will answer include:

• How can you differentiate heroes from villains, men from women? 
• How has the West influenced Japanese prints, and what has the West learned from those prints? 
• Who are the most important artists?
• How do you detect and what do you do about reproductions?

Don’t forget there will be an additional field trip day on June 21, where I will be leading a tour of the fabulous collection of traditional and modern Japanese woodblock prints at The Ringling Museum of Art.

For a preview of what we'll learn in this seminar, The Fitzwilliam Museum in Cambridge, England, has wonderful video documentation on the making of a Japanese print. You can view each section at your own speed. I'm looking forward to seeing you in June!

- Daphne L. Rosenzweig, ISA CAPP

What Is USPAP and Why Is It Important to Hire a USPAP-Compliant Appraiser?

By Sarah Reeder, ISA AM

If you need a precious item of yours appraised – perhaps a painting, your grandmother’s ring, or an antique piece of furniture – you want to make sure you hire the best person for the job.

The International Society of Appraisers is committed to offering education and training to personal property appraisers so that they, in turn, can deliver the very best in quality appraisals to their clients. An essential part of this education and training is USPAP, the Uniform Standards of Professional Appraisal Practice, of which all ISA members must be in compliance as part of their membership requirements.

This blog post will help you understand a bit more about what is required to be a USPAP-compliant appraiser and why it’s so important to choose one.

So What Is USPAP?

The Uniform Standards of Professional Appraisal Practice (USPAP) is the official guidance document published by the Appraisal Standards Board (ASB) of The Appraisal Foundation (TAF). USPAP was adopted by the United States Congress in 1989 following the problems caused by the savings and loan crisis and defines a set of recommended procedures and ethical standards for appraisers. The document is revised and reissued every two years and the current edition is for 2016-2017. The current document is 395 pages long, covering an extensive framework of standards for appraisers to follow. Standards 7 (Personal Property Appraisal, Development) and 8 (Personal Property Appraisal, Reporting) are the two that directly address personal property appraising.

USPAP also contains a number of important Rules governing the professional behavior of appraisers separate from the Standards, including the Ethics Rule, Record Keeping Rule, Competency Rule, and Scope of Work Rule.

USPAP states, "The Appraisal Standards Board (ASB) of The Appraisal Foundation develops, interprets, and amends the Uniform Standards of Professional Appraisal Practice (USPAP) on behalf of appraisers and users of appraisal services."

What Does "USPAP-Compliant" Mean?

Appraisers who state they are USPAP-compliant have pledged to follow the regulations outlined in the Uniform Standards of Professional Appraisal Practice in their appraisal reports.

There is a 15-hour course with a written examination based on the material in the USPAP guidance document that appraisers must take and pass in order to state that they are current with USPAP. After passing the initial examination, appraisers must take a 7-hour update course every two years to remain current, or they will have to take the 15-hour course and examination again.

According to U.S. law, USPAP compliance is required for real estate appraisers, those who evaluate buildings and homes, but is only voluntary for personal property appraisers, who evaluate items such as antiques and fine arts within a house. However, all members of the International Society of Appraisers must be USPAP-compliant as part of their membership requirements.

Why is It Important to Hire a USPAP-Compliant Appraiser?

It's critical to hire a USPAP-compliant appraiser because USPAP protects the interests of the client.

One of the key features of USPAP is that the appraiser is not allowed to charge an appraisal fee that is based on the appraised value of the items included within the appraisal report. It’s easy now to see how this could lead to situations where an appraised value could be inflated to increase the appraisal fee, but historically this practice did occur.

To ensure your appraisal is done ethically and professionally, USPAP Rules require that appraisers, among other things:

• Include a signed certification of non-bias and impartiality in their appraisal report
• Prepare a detailed workfile to document the specifics of the appraisal
• Meet competency requirements

If you’d like to view the detailed guidelines, you’ll find them here:

• Uniform Standards of Professional Appraisal Practice, Standard 8-3, page 59 of current edition
• USPAP Record Keeping Rule, page 11 of current edition
• USPAP Competency Rule, page 12 of current edition

Finding a Qualified Appraiser

In conclusion, individuals seeking an appraisal of their personal property should always look for an appraiser who is USPAP-compliant. While voluntary, USPAP compliance is a mark of professionalism and ethical standards and serves to protect users of appraisal services.

To find a qualified appraiser in your area, use our Find an ISA Member tool, where you can search by zip code, specialty item, and more.

About the Author:
Sarah Reeder, ISA AM, is the owner of Artifactual History® Appraisal and a Member of the Board of Directors of the Foundation for Appraisal Education (FAE). She is a generalist appraiser of antiques and art and specialist of Mid-Century Modern and 20th Century Design.

This blog post is part of a series that covers many of the topics and questions a new client might have and serves both as part of the ISA Means Business! Toolbox. You can email the link to this post or print out the information for a client asking about USPAP or for future clients beginning the research process of hiring an appraiser. This series was born out of the realization that it can be very difficult for those outside the appraisal world to obtain detailed, reliable information about appraising, and we hope that this post and the other posts in this series will help educate users of appraisal services so they are knowledgeable, empowered consumers who recognize the importance of hiring professional, USPAP-compliant appraisers.

The Architecture of Appraising: Building on a Solid Foundation

By Elise Waters Olonia, ISA AM, Conference Chairperson

Chicago evokes images of towering, landmark skyscrapers, well-designed parks, savory international cuisine, a vast array of specialty museums, engaging night life and much more! In 1871, Chicago endured the challenge of its central business district burning to the ground. What followed was the cooperative effort of the people to re-build this resilient town into a greater renown. Hence, the "Second City."

As members and affiliates of an innovative, hardworking and curious community, we have the opportunity this year at Assets 2017 to look at our own practice with fresh eyes. Like the people of Chicago, we will build upon our roots, our core education, to deepen our understanding of all facets of the appraisal business. Utilizing experts both within and associated with our industry, growth and development of our practice will occur!

We are pleased to introduce several new educational and informative events. On Thursday, March 30 and Friday, March 31, a Pre-Conference Course will be offered, “How to Be an Effective and Successful Appraisal Witness.” This course will be led by James J. Mangraviti, Jr., Esq. who has trained thousands of expert witnesses. Additional regular onsite courses will be offered including a 7 hour USPAP Course on March 30 and a Requalification Course at the end of the week on April 4 and 5.

Also on Thursday evening, there will be a special gathering of estate lawyers in Chicago at the historic Palmer House, our host property. A panel featuring several estate lawyers and ISA appraisers will discuss new estate issues. This informative evening and opportunity for conversation will be most helpful for those actively working with estates.

Another exciting development will debut at this year's conference! In our Saturday breakout sessions, a third track of education is being offered to specifically address the Generalist. This new division was created to accommodate our group of professionals who may or may not be actively appraising and are perhaps, more centered in estate sales.

On Friday the 31st, specialty lectures and tours have been thoughtfully organized. Participants will enjoy lectures by highly trained experts at Leslie Hindman Auctioneers, the Museum of Contemporary Photography and the Art Institute of Chicago. In addition to the lectures, select artifacts and objects will be available for closer examination. New this year is a special lecture at AIC by Dr. Alexis Culotta on Provenance.

Take time in preparing for this year’s conference so that you get the most out of each opportunity. Become familiar with the details of this engaging program on our website. Remember that all classes and lectures provide educational credits for your portfolio. Investigate what’s happening in the city in the event you decide to extend your stay. Give the gift of this conference to yourself and/or sponsor someone else who has interest.

Assets 2017 ignites the vision of warm embraces from colleagues, the discovery of art and antiques through expert eyes, answers to lingering appraisal questions, discovering new tools and pathways of obtaining information, forming relationships which opens doors to business opportunities and much more… 

Join us today! 

Sincerely,
Elise Waters Olonia, ISA AM, Conference Chairperson

Expanding Your Comparables Resources: A Fresh Look at Sources

By Suzanne Houck, ISA CAPP

If you’re like me, you often get stuck in a rut with your tried-and-true comparable research sites. Lately, I’ve been expanding my resources, and I wanted to take this opportunity to share a few of my finds with you. Some may be familiar yet forgotten. Others, hopefully, will be new and helpful additions to your bank of research sites.

Everything But the House (EBTH)
This is a full service online estate sale model for everything in the home but the house (hence the name!). It provides photos, and active and realized prices from estate sales around the country. It is searchable by region, category, and can be filtered/sorted by best match or prices high to low. And… it’s free!

If your appraisal services include consultations for selling items but not actual brokering (including estate sales), this might be a good resource to share with your client. They handle sorting, cataloging, photographing, payment, pickup and delivery.

Barnebys
An online auction platform similar to Live Auctioneers, Barnebys has realized prices. You can submit an item for what they call a “free appraisal,” which goes to participating auction houses (and consequently provides you with an auction estimate rather than an appraisal). Like EBTH, this is free.

Bidsquare
An online auction site with live auctions and past auction prices, this free service includes a sortable search function.

Bidsquare was launched with six renowned auction houses (Brunk Auctions, Cowan’s, Leslie Hindman, Pook & Pook, Rago, Skinner) who joined forces to provide buyers, sellers and auction houses with a place to sell high quality items. Many of their specialists are Roadshow experts; perhaps you’ve even met a few of them. I have found sales on Bidsquare that were not on Live Auctioneers, even in the case of auction houses that are represented on both sites. I’d advise checking both sites for comparables.

the saleroom
An online auction site similar to Live Auctioneers, this site is entirely searchable, has realized prices and photos (particularly of Asian items) and has a nominal fee for use.

Applications (Apps) available through your smartphones, tablets, and iPads
There are plenty of Classified Ad-type apps that may prove helpful when determining regional and local asking prices for more depreciable items commonly found in the home (washers, golf clubs, dishes, etc.). For those of you who don’t have time or desire to frequent garage and estate sales and want to see more searchable classified ads, complete with photos and asking prices, consider the following apps:

Trove Marketplace: A place to buy and sell. For sellers it has a unique social feature, in which viewers can vote between two items that developers claim helps with future pricing.

Close 5: Great for reviewing asking prices for ordinary household items. Prices included on photos for easy viewing. No prices realized.

Offer Up: “Buy. Sell. Simple.” Requires clicking on the photos to see the asking price. No prices realized.

Letgo: “Buy and sell used stuff.” A Craig-classified sales (as in Craigslist). Not as easily searchable as the others, in my opinion.

I hope you find even a few of these resources useful. If you know of others, please share them in the comments. And if this subject interests, you be sure to attend the ISA Conference, “The Architecture of Appraising,” slated for March 31-April 3 in Chicago. Pip Deeley, author of How Data Will Keep Transforming the Art Business, will be presenting “Remodeling Business for the Future: Utilizing New Tools of Technology,” covering a range of topics from apps for image capture, collection management, the impact and potential of price data, and the latest developments in 3D scanning, virtual reality and visualization. We’ll see you there!

ASK AN INSTRUCTOR: Is ISA still using the term critical assumptions?

ISA members are invited to send in their questions on all things appraising and education to ISA's instructors. One of ISA's instructors will share answers on the ISA Now Blog. Please send questions to directorofeducation@isa-appraisers.org.

Question: Is ISA still using the term critical assumptions? I thought I read it in one of the education updates or blog posts that it has been substituted with different terminology.

Answer: We have switched to using the term extraordinary assumptions, since that’s the USPAP term, but the term critical assumptions is still acceptable. (I usually use both terms and put one in parenthesis.)

Question: Could you clarify about identifying the client? For example, if a lawyer calls me about an estate appraisal, is he my client or the heir that meets me at the house?

Answer: According to USPAP, the client is the party or parties who engage the client, by employment or contract, an appraiser in a specific assignment. The attorney may be acting as an agent only. The client is the one who signs the agreement. If the lawyer signs the contract, then they are the client.

ASK AN INSTRUCTOR: I have a client who wants ‘estate sale or liquidation value’ of furniture and not a full appraisal report. I believe I know the answer, which is a full appraisal report needs to be completed under USPAP, but I wanted to clarify this with you.

ISA members are invited to send in their questions on all things appraising and education to ISA's instructors. One of ISA's instructors will share answers on the ISA Now Blog. Please send questions to directorofeducation@isa-appraisers.org.

Question: I have a client who wants ‘estate sale or liquidation value’ of furniture and not a full appraisal report. I believe I know the answer, which is a full appraisal report needs to be completed under USPAP, but I wanted to clarify this with you.

Answer: The answer is slightly different than you thought. It hinges on the use of the word “full”. What one considers full may not be the same as another’s point of view. A “full” report is what one does every time they complete an assignment; you can’t do half of a report. I’m assuming the question really deals with the extent of the report. There are choices.

You could provide your client with a restricted appraisal report, one that simply states facts and does not summarize or expand upon them. This usually means the report is a little “leaner,” or not as exhaustive. It covers all the elements of the ISA report writing standard and the Standards of USPAP 7 and 8, but it is somewhat simpler, depending on the scope of work and what the client desires. However, a restricted report must not have a third party, so it could not be used for the IRS or an insurance claim or coverage (USPAP Advisory Opinion #11 provides an excellent chart of the differences between a Restricted Appraisal Report and an Appraisal Report).

Any opinion of value is considered an appraisal, but if you are an estate sale liquidator, you do have another option. You can put on your other hat (world’s greatest liquidator) and treat it as an estate sale situation providing your client with pre-sale estimates, just like auction pre-sale estimates. This would not be an appraisal report and is probably what your client wants or needs. However, you can only do that if you are indeed an estate sale liquidator or auctioneer. You must be very clear on which hat you are wearing and that your client does not perceive you as an appraiser. USPAP Advisory Opinion 21 covers this in detail. Valuation services done in other roles, not as an appraiser, are acceptable. Your obligation is not to misrepresent your role. This can be done through disclosure, notification, or careful distinction when speaking to the client. So perhaps the client is asking for something simpler which you might be able to accomplish.

ISA Means Business! Part 3: Marketing Tips on the Cheap!

By Jan Robbins Durr, ISA CAPP, Membership Retention Committee

It can be daunting for a new appraiser to face the prospect of marketing themselves to the public. In fact, most appraisers come from an academic background and have had no prior experience marketing their personal brand. However, consider that your expertise from completing the ISA Core Course—and your designated ARC, FA, G&J field—has given you a teachable moment to educate a prospective customer on the many aspects of appraising and... you guessed it: You have now marketed yourself.

Obviously, it takes a bit more than knowing your subject well to get you into the door of the gatekeeper. As we have all learned, you usually can’t have a 'do-over' with a first impression. Our tips for marketing (which will be included in the ISA Means Business Toolbox) will pinpoint what leads to that great first impression. Your professionalism, appearance, presentation and marketing materials all factor into being hired. But how do you begin to garner gatekeepers' attention to the qualities of your business? And what marketing efforts are available to those starting a new business who are looking to face as few monetary costs as possible?

We’ve started with a list that can produce results to get your name out to the "right clientele." Here are some "On the Cheap" recommendations of where to begin:

• Open a free Google business account, which will not only make you more visible on a search engine for appraisers but will also serve to place your business on Google Maps. It also should go without saying—make sure to fill out your free ISA "Find an Appraiser" profile on the ISA website. As was stated in a June ISA Now blog post, we have 2,500 page views per month to the site, so don’t miss an easy opportunity to show up on the radars of prospective clients!
• Create a free Facebook account, one that centers on a subject that you think would draw prospects to join. It’s a great opportunity to show your interest in a field and find like-minded individuals who may need your services. The other benefit? It'll put you in a position to expand your own knowledge as well
• Sign up for HARO, or Help a Reporter Out, a free service where journalists, writers and bloggers post daily Public Relations opportunities for anyone to access and respond to. Three emails are sent out daily, five days a week, filled with queries from news outlets like Forbes, CNN, ABC, Entrepreneur, INC and many more. Answering inquiries quickly will help you rise to the top of their go-to list.
• Creating your own website can cost you some money. However, it’s either an expense you should budget for or an idea you should research. Find relatively easy-to-use online programs that will allow you to design you own basic website with ease. In today’s world, more people find appraisers on the Internet than anywhere else. It sure beats the days of yellow page ads that cost a fortune. Platforms to consider when seeking to build your own easy, accessible website: web.com, Weebly, eHost, and WiX, to name a few.
• After creating a website, use it to feature links to other people's content, including ISA's. What better marketing than for the public to see you are with the best society for personal property appraisers?
• Comment on blog posts. Leaving thoughtful comments on blogs you follow can get you noticed by both the blog owners and their visitors.
• Check on local business events on Meetup or see what activities local chambers or small business associations are hosting. Face-to-face meetings cannot be overrated, and they often mark the beginning of building those important relationships.
• Volunteer to speak to groups that include a gatekeeper or grassroots audience, such as social clubs, insurance industry, attorneys, and so forth. If you have written any books or subject handouts that can be shared, by all means do so.

We hope these suggestions will help get you underway in creating additional exposure for your business. Many times it’s been said, it may take five No’s to get to a Yes. Using the arsenal of ideas we are creating with "ISA Means Business," building a strong network will certainly increase your opportunity to be seen and, in turn, find new business assignments.

This is the third part of an ongoing series known as ISA Means Business!, a program created by the ISA Membership Retention Committee that focuses on helping members create and maintain businesses that stay up-to-date and thriving. If you haven't yet, make sure to read the past entries. Part 1 introduces the program as a whole, while Part 2 highlights a host of free-to-cheap apps that may prove useful to those starting a new business.

ISA Means Business! Part 2: Fantastic Apps for Startups

By Marian R. Aubry, ISA CAPP

So many apps; so little time. And yet, they can be effective tools when it comes to both cutting down on the required time for certain tasks and broadening our efficiency. When trying to determine which ones make sense for your business needs without breaking the bank, one can often feel overwhelmed. (And when you're running a business, how much time do you really have to surf for apps?) A recent survey that utilized the efforts of business startups, PC magazine blogs, CNet and even the Wall Street Journal has come to the rescue. Here are a few apps that they have recommended for those starting their own business.

1. Google. ...Well, actually, if you don't have Google, you should probably go back to sleep. Google is, among many other things, a startup's lifeline. It will take time to learn everything that this app has to offer, but it is well worth the time spent. Google Photos, for example, is as comprehensive as you are likely to ever need while doing practically everything that basic Adobe Photoshop does. True, Photoshop has more bells and whistles, but if you aren't utilizing extensive filters and cartoon captions, Google Photos is a fantastic platform that will help you complete your picture editing without the burden of a heavy price tag. Other offerings from Google include Gmail, Google Drive for storage, Google Docs for shared or community-created files, and Google Analytics to determine your marketing effectiveness. Google is a bargain.

2. Dropbox. This keeps everything—from your files, your photos—in an online "cloud" for safe electronic storage. When your computer decides to crash (and trust me, it will), all you need to do is find another computer, access your Dropbox from there and continue business as usual. Think of it as a life-saver in the cloud... kind-of like a computerized guardian angel. The first 2 Gigabytes of space in the "box" are free, and additional storage space can be purchased for $10 a month. There are other cloud services out there, but Dropbox has been repeatedly cited by business sources as being the easiest option for start-ups. And I think its 500 million users would agree.

3. Money Management Apps. Managing money is a necessary evil, and managing the accompanying paperwork is equally so. Apps like Mint and Wave allow you to scan invoices and receipts, keep track of them instantaneously, and send to third parties when necessary. They categorize your scans, develop spreadsheets and provide reports that help you see where you're headed financially. Mint has a GPS tracker that helps you clock mileage and add it to your expense information. Wave allows you to accept payments right on your phone. And both apps are offered for free.

4. Archival Apps. CamScanner, ShoeBox, and Tiny Scanner (as well as some Google apps) scan receipts, business cards, offer mileage trackers, and digitize and store all of these docs for organizing later. For research projects, or for those times you find an interesting article but won't have time to read it until later, an app that archives your internet for later perusal is a wonderful one to have. Pocket and Orbital Warehouse are two such offerings, both free. Orbital Warehouse, for instance, even allows you to send specific research to dedicated folders.

5. Microsoft Office. Well, it did come with your computer, after all. Like Google, it is worth the time spent to fully explore the many programs that are included in the Microsoft package. There are a wealth of templates on Microsoft Office that can be time savers, as well.

6. LastPass. If memory serves you... and often it doesn't... there is no more welcome app than a password saver. LastPass is a free app that stores and encrypts all your passwords. No more guessing. No more secret questions. No more remembering if it was upper- or lowercase, or which pet really was your favorite. Think of it as a butler for your passwords. LastPass was voted an Editor's Choice by PC Magazine for 2016. And, oh yes, it is also free.

These are just a handful of apps that will streamline your business-related efforts and give you a more efficient professional experience. Got an app you love? Tell us about it in the comments below!

This is the second part of an ongoing series known as ISA Means Business!, a program created by the ISA Membership Retention Committee that focuses on helping members create and maintain businesses that stay up-to-date and thriving. If you haven't yet, make sure to read the first installment of the series.

ASK AN INSTRUCTOR: How do you respond to an inquiry that assumes that appraisers don’t charge for their work and that we can easily answer questions about their treasures without having to do any work?

ISA members are invited to send in their questions on all things appraising and education to ISA's instructors. One of ISA's instructors will share answers on the ISA Now Blog. Please send questions to directorofeducation@isa-appraisers.org.

The ISA website is a very good source of potential work, although many of the inquiries I receive still assume that appraisers don’t charge for their work and that we can easily answer questions about their treasures without having to do any work. This is a typical letter I received just a week ago about appraising a clock or, as the note said, they would “like to know how much it is worth.” Note my answer, which is probably a version of what you say as well. If not, I would suggest making a template to answer these types of inquiries in order to save time and to spare any possible embarrassment or inability to ask for a reasonable fee to compensate you for an answer you have already provided.

Question: I found you on the ISA web page and wanted to ask you for some orientation. I have an LFS huge Grandfather Clock I would like to know how much it is worth. On its back it is marked 81 A together with the LFS logo. Do you think you could give me some hint on how to know its value?

(This is a version of almost every forward I get from the website.)

Answer: Thank you for your inquiry. I am more than happy to assist you in the valuation of your item, however as an ISA qualified appraiser I first need to determine the scope of work necessary to answer your question meaningfully. To give you an appropriate appraisal, I will need a little more information from you. First, can you tell me the intended use of the appraisal? Is it for insurance coverage, to decide whether to give to a family member, part of a divorce settlement, to sell, or just out of curiosity?

The reason this is important is because items may have different values or costs depending on the markets selected for your intended use. I would also need some good quality photos, measurements, and any provenance (history) you have. Once I have this information, I can begin to determine the appropriate value or cost of the item, as well an estimate of the fee to provide your appraisal. My reporting back to you can be in a formally written document, phone call, or email, so long as it adheres to ISA standards. On certain occasions, my reporting may require a full documented appraisal report, such as if there is a third party involved.

I would be extremely wary of someone calling themselves a professional appraiser if they don’t ask for the same information. We must conform to our own ISA standards and the Uniform Standards of Professional Appraisal Practice (USPAP). I would like the answer to your question to be accurate, clear, and worthy of trust.

Feel free to visit my website at XXXXXXXXX for contact information, as well as some examples of my previous work. I look forward to hearing back from you.

ISA Means Business!

By Marian R. Aubry, ISA CAPP

Ever wonder what “WWW” really means? It stands for Wow Whata Week – an accurate description of the spectacular ISA Annual Conference in Fort Worth that took place in April, which featured a stellar program chockful of great speakers, timely topics, and networking opportunities that often included wine. Surprises for both ISA members and friends in attendance included a chance to use the research/report writing platform known as Collectrium for free (yes, as in FREE!) – the fact that it incorporates ISA writing standards was certainly an added bonus. It was an exciting gift, to say the least; several appraisers even gave the announcement a standing ovation. Naturally, we were all anxious to try it, even those of us who are normally skeptical of free offers. As industry professionals, we are increasingly reliant on software to help make our businesses more efficient, and with so many options on the market, it can be difficult to determine which platforms are the best to utilize.

In a recent ISA survey, responses showed that ‘business concerns’ was among the top issues that our members would like the organization to address. In the increasingly complex landscape of appraising, aspects like marketing are often bewildering, not to mention expensive. Knowing the best way to operate an appraisal business can leave many scratching their heads. We don’t often have the time or money it takes to hire an outside party to help us wade through those waters. So... where do we begin?

In response to these concerns, the ISA Membership Retention Committee is launching a new feature: ISA Means Business! This program will focus on helping our members operate efficient, effective businesses, whether they are just starting out or making certain that their existing business is up-to-date and thriving. We will begin the launch with blogs, tips and techniques garnered from our member professionals and others; software and office practice recommendations; and entries that address some 'real-life' business concerns, including how to deal with competition and reach the gatekeepers. We are currently at work compiling the ISA Business Start-up Tool Kit, which will assist fledgling and seasoned appraisers alike.

Getting started as an appraiser, opening your first office, deciding on a business strategy, meeting the necessary government requirements, getting the word out, hoping the public will hire you, calming your 'first-timer' jitters – none of this is what you’d call an easy road. It is our hope that ISA Means Business! will at the very least help to ensure that that road is paved.

Happily, one of our most treasured resources as ISA members resides in our very own membership. Years of experience, focused expertise, networking opportunities, mentoring and a host of other ways to connect to each other – these make up the best part of ISA. This new program is not only free, but it is also entirely accessible. You need only ask to be put in contact with someone, and a fellow member will be there to help. And that, friends, is your business tip of the day: Contact Headquarters about getting connected to a mentor.

But hey, don’t just take my word for it. In a recent Forbes article highlighting the best advice ever received by successful business owners, one of the top recommendations for start-ups was… you guessed it…taking advantage of the mentorships available to you.

Take Advice and Make Opportunities

By Helen (Len) D. de Rohan, ISA AM, Membership Retention Committee

You may have seen the new motto spreading amongst ISA members—“ISA means business!”— particularly when fellow members are sharing the advice that they received when they were new appraisers looking to jumpstart their business.

Carol Matesic, ISA AM, is one of several to share her enthusiastic encouragement. “Never be afraid to admit what you don’t know,” she says. “I don’t think anyone has ever faulted me for saying, ‘I don’t know but I do know how to find out or who to call.’ I think that is the best part of ISA … the community of appraisers willing to assist each other in gaining knowledge.”

Cindy Charleston-Rosenberg, ISA CAPP and past ISA President, gives the same advice, which she credits as having been passed to her by the late Norman Hurst. “Never be afraid to admit what you don’t know. It doesn’t undermine your credibility. It actually builds confidence in your integrity when you admit that you have to explore a question further and/or consult with your network of specialists who have a more specific expertise.”

Along the same lines, when I took a Prints and Paintings course from Brenda Simonson-Mohle, ISA CAPP, at the Whitehall Antiques Summer Seminar, she encouraged the class to admit to a client whenever we hadn’t heard of a certain artist. With so many artists from so many periods, we should not expect ourselves to know all of them. 

Several ISA members recommend working with auction houses, galleries or antique businesses. Leila Dunbar, ISA AM, Roadshow sports authority and presenter of two Chubb webinars, says working at an auction house gave her a wide spectrum of expertise and exposure. Gay Gapser Pleasant, ISA AM, works as a phone bidder for Leland Little Auctions, where, despite not being a full-time staff member, she has made valuable contacts with the experts at the auction house. Sarah Campbell Drury, ISA AM, and I both work for Case Auctions, Inc. in Tennessee, a location that puts us in daily contact with a wide range of objects. In fact, many of my appraisal referrals come from the auction house.

Jan Durr, ISA CAPP, notes, “One of the best experiences for me was operating an antiques mall, with the day-to-day fielding of varying questions by dealers and the public. It required research for valuation, growth in product knowledge, and building relationships.”

When she first joined the society, Vanessa Elmore, ISA, another Chubb webinar presenter, worked for almost twenty years in two galleries of Native American art and artifacts. She says that those years gave her industry contacts that included collectors, dealers, museum people, and fellow appraisers. It also gave her an understanding and knowledge of the ‘dealer’ world, insight that can be especially valuable as an appraiser. Developing a relationship with an auction house or retail business can be very beneficial in growing your appraisal business.

Marian (Mo) Aubry, ISA CAPP, says that as a new business owner, “The best advice I ever got came from a business man who suggested not that I write a business plan, but instead, write an employee handbook for myself! It not only forced me to explain my tasks step-by-step, but it also caused me to consider what an employee might want to know about my business—its goals, overall attitude and conduct. The exercise helped me to be better organized and more professional.”

Mandy Sabbadini, ISA AM, believes that mentoring with an experienced appraiser—and working in the field with her mentor—was essential to her growth and knowledge. Maria Gianino, ISA, recommends attending as many continuing educational programs in your area of interest. She also volunteers to speak to local community groups on the subject of downsizing one’s possessions, after which she’ll regularly receive numerous follow-up appraisal inquiries.

These are only a few bits of advice that your fellow appraisers have to offer up. The overall message is clear: The possibilities for advancement in your profession are endless, and you are limited only by your own efforts and imagination. It’s like Dr. Seuss said… “Oh, the things you can think if only you try!”