Planning Your Appraisal Appointment

Janet Madrigal, ISA AM

Ready, Set... Form!

First things first, when that phone rings or that email pings with a potential client, I like to have a client data form/activity log handy. You can find an example in our Core Course manual and the ISA Means Business! Toolbox or make one up yourself. I have many copies made and have them in a folder so that I can just grab one when needed. Because our lives are so hectic, I like to write down as much info as I can. Then I peruse my form just before my appointment. Maybe your client’s mom just passed away or they have a child going off to college for the first time. This is a great way to “break the ice” when you first speak to them again or meet them. C’mon guys, we’re selling ourselves!

What, Why, When, Where

What are the pertinent questions to ask when you receive that call? Start with, “What, Why, When and Where!” People love to talk and love to tell you about their treasures, right? Just like when your seat companion on an airplane inquires what you do for a living and they immediately think, “Antiques Roadshow.” Then the stories really start. We can all relate! It’s not usually too difficult to get the client to tell you the pertinent info, but getting them to stop talking may be another matter entirely!

By now you’ve filled out your intake form and your appointment is set! If you’re a generalist (like I am) the average person expects you to know everything about everything that was ever produced! Now, we all know this just isn’t possible (thank you again, Antiques Roadshow). Hopefully, you have a few extra minutes to do a google search or whatever else floats your proverbial boat to have some good information on the client’s collection. I don’t suggest faking knowledge but rather ask good questions and listen well. Then reach back into your core course or something you read and WOW them with your knowledge!

Gear it Up

I always have my appraisal bag at the ready. Contents include:

• A decent digital camera (with a charged battery, even though most of us have a phone with us if we run out of camera battery)
• Two measuring tapes (one retractable and one without metal at ends for measuring art or scratch-able items)
• Pens and pencils
• A small flashlight
• Magnifier
• Loupe
• White cotton gloves (available at CVS)
• Mask (you never know when you’ll need one)
• Pointer (if you use a pen or a pencil to point out a condition issue you may leave a visible mark)
• Extra batteries
• A package of hand wipes or sanitizer (if there isn’t running water to wash your hands before or after)
• My notebook and client file.

I like to put my client form in a manila file for confidential purposes. More than once I have caught clients snooping on what I wrote! Business cards are a must and a pocket-size Hallmark book may be helpful. You'll also want to include client contracts, invoices and other relevant paperwork for the assignment.

Bag contents may change if you’re an art or jewelry appraiser (a black light, scale, and acid test kit may be added). I cannot stress enough how important it is to be prepared. Having everything you might need at your fingertips makes you look professional and prepared. The client form has space for the client’s address and the owner’s address. Where are the items located? Are they at the deceased mom’s house or moved to the daughter’s house? Make sure you know where the items are located to save time and trouble.

Waze It

I use an app (which I found thanks to my millennial children) called WAZE. I can put in a client’s address and when I’m traveling (day and time) and it will calculate how long it will take me and will send me a ping when it’s time to leave! It considers time of day, traffic and construction. Let’s face it, it’s a lot less stressful to be a few minutes early rather than late. If you’re early you can take those few minutes to scan your intake form once more before meeting the client.

Dressing the Part

Depending on the client and situation, dress the part. For instance, in July, I had a client that had no air conditioning, no fans, and no open windows. Besides that, I had to trek into a gravel sub-basement and several out buildings through grass and one-can-only-guess. Since I had been there previously, I was thankful for my capris and ECCO shoes. Wearing the right clothes and shoes for the situation adds to your professionalism, not to mention, your comfort!

Your Gut (Feeling, That Is)

Safety is very important in any profession and ours is no exception. The Waze app allows you to send an “ETA” to family and friends. It’s the last thing I do before I ring the doorbell. My family, then, has the time and address of where I am located. Generally, I am alone on appointments going into a stranger’s home. Use your instincts and go with your gut feeling. It will never let you down. If you feel uneasy about the situation, drive to a safe location and reschedule when someone else can be with you. If everything feels and looks right, have your business card ready to hand to the client along with a big welcoming smile!

Janet Madrigal, ISA AM, has been a member of ISA since 2014. She is located in Joliet, Illinois and owns the company Attic to Appraisals, where she assists homeowners in finding their everyday items that may have more value than they think. She earned her MBA from Lewis University.

Plan Ahead for Dallas-Fort Worth

As ISA President Christine Guernsey, ISA CAPP, highlighted last month, the Main Street Art Fair will be in full swing by the time Assets 2016 gets underway, adding to what is already set to be a very busy season for Dallas Fort-Worth. Be sure to make reservations with the downtown restaurants ahead of time to avoid any inconvenience that will come as a result of the festivities.

In an effort to help you plan ahead – ensuring your time in Fort Worth is enjoyable and productive – here are just a few of the opportunities that attendees can take advantage of during their stay.

ATTRACTIONS

Fort Worth Water Gardens
1502 Commerce St.
A beautiful architectural and engineering marvel not far from the conference’s hotel, the Water Gardens invite

Water Gardens

you to wander through this relaxing urban park any time of the year regardless of season.

Kimbell Art Museum
3333 Camp Bowie Blvd.
A year-round host of lectures, workshops, festivals, camps, and numerous special exhibits, Kimbell displays pieces by Rembrandt, Degas, Monet, as well as Michelangelo’s first-known painting, “The Torment of St. Anthony.”

Fort Worth Botanic Garden
3220 Botanic Garden Blvd.
The city’s 109-acre attraction boasts over 2,500 plant species throughout its 23 specialty gardens, most of which are entirely free to the public.

Amon Carter Museum of American Art

Botanic Garden

3501 Camp Bowie Blvd.
Amon has, on average, 700 works on display, with exhibits that range from photography series, watercolors of Fort Worth landmarks, and African-American art collections, among others.

The Stockyards
130 E Exchange Ave.
The Fort Worth Stockyard is, to quote the official website, “the history book of the livestock industry in Texas.” Complete with saloons, art galleries, general stores and dining options, the entire area is brimming with the brick and mortar atmosphere it’s become known for.

Montgomery Plaza
Located in the heart of Fort Worth’s Cultural District, the Plaza is only a stone’s throw away from world renowned museums, the Trinity River, as well as a worthwhile list of shopping and dining options.

The Stockyards

For even more tips on attractions that might peak your interest, read what ISA Fine Art Chair, Kim Kolker recommends in her post, “If You Love Art, You Will Love Dallas-Fort Worth for Assets 2016!”

FOOD & DRINKS

Sundance Square is a freshly renovated Dallas-Fort Worth attraction that you’ll likely find yourself turning to when looking for dining options within the vicinity of the hotel. With over 34 restaurants and cocktail bars to choose from in and around the plaza, here are a handful we would recommend.

Bird Café
155 E. 4th St.

Bird Cafe

This split-level restaurant is nestled in the middle of the Plaza with a menu that ranges from pot pies to mussels, from stick meats to small plate salads. It is also a personal favorite of our very own ISA President Christine Guernsey, ISA CAPP.

Grace
777 Main Street
Two blocks from the hotel, this elegant American cuisine restaurant has found its way on to a number of “Best Of” lists for its wine list, its conceptualized dishes and chic atmosphere.

Mi Cocina
509 Main St.
This location brings its Tex-Mex menu to the heart of Sundance Square and is noteworthy for its use of authentic Mexican techniques and freshly grown ingredients.

Del Frisco’s Grille
154 E. 3rd St.
This establishment’s wide selection includes hearty brunches, midday burgers, and daily specials that hop between pot pie, baby back ribs, fish & chips, and General Tsao’s Chicken.

It’s also worth reiterating that placing reservations far in advance is the best way to ensure that you aren’t caught without a dinner option.

There are also various bakeries (like Spiral), coffee houses (Avoca) and sit-down restaurants (Ellerbe) available along Magnolia Avenue, though reaching them would require crossing the Expressway – try downloading the Uber app before coming to Fort Worth if you plan on stopping at any of the Magnolia locations.

The train to downtown is located directly behind the hotel – you can receive a full-day roundtrip pass for only $10.

Looking for more recommendations for restaurants, landmarks and the like? You can find an in-depth list in the latest issue of D Magazine, now available online.

Get a head start on planning your trip to Dallas-Fort Worth! For more information on Assets registration, programming, and more, please visit the ISA Annual Conference page.

Tips on Getting Started and Starting Over

Karen S. Rabe, ISA CAPP

By Karen S. Rabe, ISA CAPP

I started appraising in 1987 before joining ISA in 1990. And in those 28 years, I have relocated my appraisal practice five times. I have become very proficient at starting over.

I did not know I was destined to become an appraiser. I started as an antiques dealer in Columbus, Indiana. I went to auctions on a weekly basis. I started building my reference library and reading voraciously about antiques and decorative arts. Soon enough, I was a groupie at the estate sales and auctions and was befriended by one of the local appraisers. He was an American art pottery collector and dealer. He asked me to accompany him on one of his appraisal assignments, knowing I had just attended a furniture authentication class at New York University. He felt I may be able to identify some potential period pieces in the estate of the team doctor for the New York Yankees in Mickie Mantel’s heyday. 

The day of the assignment arrived. The appraiser brought his full appraisal kit along, a yellow legal pad of paper and a pen. He made a laundry list with values of the estate items on the spot. There was no room for his signature on the bottom of the list, so he turned the pad sideways, signed the document, and handed it to the estate attorney. My light bulb went on! There was something wrong with this picture.

I had never entertained the idea of appraising, but I immediately decided there had to be a more professional way of doing appraisals. I read Henry Babcock’s book "Appraisal Principles and Procedures." It was like watching paint dry! I needed professional, accessible training. I researched the big three appraisal organizations and chose ISA.

Setting up the Business the First Time: Advertising Tips & Going to Court
Really, setting up the business in each location was essentially the same. In Indiana, I took out the then-mandatory yellow page ad, visited every antique shop in a 50 mile radius and left my business cards, joined the local antique club, and became a member of the Indianapolis Museum of Art (IMA). I was elected an officer on the board of IMA’s satellite gallery in Columbus, which allowed me to meet art lovers and collectors. I gave talks on appraising to small groups and clubs interested in antiques and art. I joined the ISA Chapter in Indianapolis, which became a valuable resource. I created a packet of promotional items and mailed them to the banks, attorneys and auction houses. ISA even provides promotional tools for you now.

Your ISA credentials are important for your credibility. Keep them up-to-date. My big break came when I was asked to do a divorce appraisal for a local attorney. I did the appraisal for the wife. A local auctioneer appraised the same items for the husband. I was asked to appear in court to defend my appraisal and was terrified. I was grilled by the opposing attorney as to my lack of experience.  After all, the auctioneer has been working in the area for over 30 years, and I had had just recently earned my credentials and lived there just 3 years. I responded that I had ISA training and my values resulted from attending many area auctions, estate sales and a great deal of research. I also commented that the auctioneer had no appraisal training, had only attended his own auctions, and was using that for the basis of his values. The judge threw out the auctioneer’s appraisal and my client prevailed. I was subsequently hired by the opposing attorney for all of his divorce work. I was in! My business flourished as the word spread about that case. Moral of the story: Don’t be afraid of going to court.

The First Move: Expanding Connoisseurship
After eight years, we were transferred to Charleston, South Carolina. I was very excited to be working in such a historic area, but I knew that I had to enhance my product knowledge to gain the respect of the local curators, auctioneers, dealers and clients. I attended both Winterthur’s Winter Institute and the Museum of Early Southern Decorative Arts Summer Institute. I was in antique heaven in Charleston, visiting every shop on King Street at least once a month to examine their inventory. After the dealers realized that I was genuinely interested in learning, and I posed no threat to them, they were eager to show me their wares. I often consulted with them on appraisal projects and, in turn, sent my clients to them to buy and sell.

There are numerous opportunities to build your product knowledge. Join the English Ceramic Circle and attend a few of their summer schools in England. Attend Sotheby’s Decorative Arts program in London. Attend ISA’s annual conference or the Foundation for Appraisal Education Seminar. Connoisseurship education is never ending in this profession and builds your credibility as an appraiser. You don't necessarily have to travel in order to learn. Attend local antique shows, view ISA’s webinars, take advantage of your local chapter presentations, use the ISA forum for both appraisal and product knowledge questions, or go to auctions to get hands-on exposure. MESDA, Colonial Williamsburg, Winterthur, The Historical National Trust, American Friends of Attingham, and many regional museums offer programs to boost your knowledge of the decorative arts. The Foundation of Appraisal Education offers scholarships for these learning opportunities.

The test of my new product knowledge came when I was asked to reevaluate a huge estate on the Battery in Charleston. The heir felt that the established Charleston appraiser had misidentified some items, resulting in incorrect values. I did extensive due diligence. I first learned everything that I could about the items and then as necessary reached out to my contacts at Winterthur, MESDA, and the antiques dealers on King Street. An appraiser cannot know everything, but his or her greatest expertise should be knowing who the experts are. I also learned that you should never consult with these experts until you have exhausted all of your own resources and know as much about the item as you possibly can when you contact them. It turns out the heir was right, and there were major valuation issues with the initial appraisal. As the news spread, my business grew. And, when it was time to leave Charleston, I was able to take my expanded product knowledge and new contacts with me.

Moving to a Locale with Many Qualified Appraisers can be a Good Thing
My next move was to Lake Forest, Illinois, a suburb of Chicago, one which had many established ISA and ASA appraisers. Here, in addition to all of the usual procedures, I sought out opportunities for wider exposure. For the first time, I set up a website, a necessity for an appraiser in today’s market. I did monthly appraisal fairs for the local community center and worked as an appraiser on "The Appraisal Fair," an HGTV program hosted by Leslie Hindman. Both experiences brought in a great deal of lucrative work. While local and regional appraisal fairs can be time consuming, do not discount the exposure that they can bring to you, particularly if broadcast on television or radio.

In every city, there is an antiques "underground," a network of individuals you should get to know while establishing your business in a new area. These include the obvious: attorneys, trust officers, auction house staff, museum curators, dealers and collectors. But do not forget your local ISA appraisers! The Chicago Chapter was a great resource and helped me quickly learn the "underground." We were also able to refer business to one another. Get to know your fellow ISA appraisers; sometimes, they may be your best resource.

Moving Yet Again: Connoisseurship, Again! And, the Internet Age
Moving to Arizona posed new challenges, in that I had limited knowledge of Native American items, a category of personal property common in this state. Fortunately, the ISA has many members who are knowledgeable in this field. Remember to offer compensation for consultations. The local dealers have been a great resource as well. My daughter, Kirsten Smolensky, ISA CAPP, retained a reputable Scottsdale dealer to give us a hands-on course on Native American rugs, basketry and pottery. This experience did not substitute for consulting on important items, but it at least gave us an idea of what to look for and where to start. Network with the dealers in your area. Gain their respect.

I no longer advertise in the yellow pages. I find it is expensive, and it does not bring me the type of clients I want. Instead, the best advertising tool is a great website. Keep it up-to-date and fresh, using keywords that will assist with search engine optimization (SEO). If this is Latin to you, do not be afraid to hire help. Join Angie’s List. Create a business page on Facebook and LinkedIn. Network with businesses that have a great Internet presence and ask them to link to your website. For example, I was asked to be an appraiser on the Arizona PBS TV show "Arizona Collectibles." Not only did I get great exposure from the show, but my name now appears higher on the search engines because I am listed on their website. I have gotten many calls through Google searches by appearing on this program.

ISA membership makes it easy to get started as an appraiser. Starting over in a new location has  frequently forced me to expand my product knowledge, network extensively, and build a solid reputation in the industry. Feel free to contact me if you have questions about getting started or starting over at ksrabe@gmail.com. I look forward to connecting with you!

Urgent News: Proposed Legislation in New York Would Strengthen the Ban on Ivory

Our colleague Lark Mason, of Mark Lason Associates and IGavel, has asked appraisal organizations to inform their members of new legislation being proposed in New York that would strengthen the ban on ivory to include criminal penalties. This legislation could have a significant impact on how ARC appraisers do business. Lark has provided the following information:

"This was unexpected, so let me be brief. The New York State Senate took up SB 4686 in recent days. As written, this bill would ban POSSESSION, sale, offering for sale, import and transportation of any part of an elephant, lion, leopard, black or white rhino. This is inconsistent with and would supersede the New York Ivory Ban already in place!

If you live in New York, visit www.elephantprotection.org. This page will give your state senator's phone number and some quick talking points. If you are not from New York, you can contact the state senator where you do business, travel, or have any other connection in New York. A full list of state senators can be found at www.nysenate.gov/senators.

If passed, this bill wipes out exemptions in the previous ivory ban and leaves musicians as exposed as everyone else. There is a narrow exemption for items possessed in New York prior to this act, but you need to get a certificate from the NY Secretary of State to qualify for this exemption. If you travel into New York with something that contains ivory, you're out of luck. Law enforcement is given sweeping new powers under this law, it is punishable by two years imprisonment, all items shall be seized, and upon conviction, destroyed.

Don't delay! Act now!"

Five Points to Consider When Choosing a Frame for a Painting

Eli Wilner

By Eli Wilner & Company, ISA Affinity Business Partner

"Frames have a lot of power to influence our appreciation and interpretation of a painting," says Eli Wilner, founder of Eli Wilner & Company, a New York-based gallery responsible for frames found in homes across the world, as well as at the Smithsonian American Art Museum, Metropolitan Museum of Art, and the White House. But before selecting a frame, you need to make sure it's the right one.

Most essential, according to Wilner, is historical accuracy. "A frame should reflect the period of the painting," he says. "I want to imagine that I'm the artist. I've just completed the painting and gone to my favorite framer. How would the artist approach the design? That's how I make every decision, whether it's for Rembrandt or Corot or John Singer Sargent." Also important: does the style of frame complement the painting itself? "Aesthetic consideration is crucial. After I narrow it down to the type of frame an artist would use, I look at the scale, decorative elements, and color that enhance a particular artwork."

To illustrate what you should keep in mind the next time you're ready to frame, here are Wilner’s thoughts on how to pair an appropriate frame with a few examples of 19th Century European art.

Figure 1 -
"The Tambourine Girl,"
John William Godward

History
"I do not know a single major painter who did not spend a significant amount of time thinking about his frames. Even van Gogh, who had no money, made his own frames and painted them to match the piece inside. Godward (figure 1) saw himself as a Renaissance painter and in that style and tradition, wanted to create the same feeling of importance and religious experience that he saw in church altarpieces traveling throughout Rome and Florence. Since that was his design, that is the only way a Godward can really be appreciated. If you put his painting in a lesser, simpler frame, the work loses the true, holistic meaning that Godward meant to convey."

Figure 2 -
"Priaries Inondées Vue a Travers la Feuillee,"
Jean-Baptiste-Camille Corot

Taste
"Although I usually frame as if I were the artist, 10% of the time I frame as if I were the collector. I occasionally like to throw a curveball. Corot mostly used fluted, quiet 19th-century frames, but the more elaborate 18th-century approach (figure 2) is very popular and how you'll see Corot framed in many museums and private homes. The soft carving in the frame works very well with the composition."

Figure 3 -
"Marchande de Fleurs à Londres,"
Jules Bastien-Lepage

Scale
"There's no general rule when it comes to scale except that you should avoid over-framing and under-framing. Everything else depends on the aesthetics of the individual artwork. Here is a portrait of a modest flower-seller in late 19th-century London (figure 3), so I felt the frame needed to be restrained. A thinner frame would have looked too slight on the large canvas, while a thicker one would have been too grand for the subject. It's all about balance. When you put a sculpture on a pedestal, the same considerations have to be met. Ask yourself: Is the frame too wide, too delicate, too overpowering, or just right for the piece?"

Figure 4 -
"Marchand Ambulant au Caire,"
Jean-Léon Gérôme

Decorative Elements
"Because of its exotic subject matter, I chose an Orientalist frame for Gérôme’s painting (figure 4). The decorative marks, similar to what you'd see in the Middle Eastern wing at the Met or at the Alhambra Palace in Spain, puts you into the mindset that you're in the Middle East. Yes, a 19th-century French frame would technically work. But this frame changes your perception and shows the context that a frame can bring to a work of art."

Figure 5 -
"La Marchande de Fleurs - Rue de Rivoli,"
Louis Marie de Schryver

Color
"This is a very pretty and charming picture (figure 5), so I picked a bright gold frame to echo the happiness of the scene. I wanted to turn up the dial on the beauty of the flowers and patterned fabrics by making the frame as opulent as I could without going overboard. Again, you have to let the painting speak."


Images: Courtesy of Sotheby's. Images of Frames: Courtesy of Eli Wilner & Company NYC

Becoming an ISA CAPP is an Attainable and Worthwhile Goal

Steve Roach, JD, ISA CAPP
with Cindy Charleston-Rosenberg,
ISA CAPP, President

By Steve Roach, JD, ISA CAPP

Over the past few years in my appraisal practice, an increasing number of potential clients have asked if I’m certified. I’d explain that simply being a member of the International Society of Appraisers requires substantial coursework in appraising combined with practical experience in the objects being appraised, but the pesky question of being a “certified appraiser” kept coming up.

ISA’s Certified Appraiser of Personal Property – CAPP – is the highest level of membership in the organization, and applicants must prove competence by passing an exam, documenting 500 hours of appraisal experience and submitting an appraisal report or reports for peer review.

Even though my ISA AM status seemed sufficient for the needs of the individual projects, more gatekeepers are being told that they need to work with “certified appraisers.” In 2012, I started on the path to ISA CAPP with excitement and enthusiasm to spare. Then, life got in the way and I stalled because – as I’m sure many of you can relate – it was a challenge to expend time and resources towards something that didn’t have an immediate payoff.

Yet, each year at conference, when I’d see new CAPPs named at the awards luncheon, I’d think, I’ll start back up when I get home. It wasn’t until the Spring 2014 Board of Directors meeting that I saw my name on a list of uncompleted CAPPs. At that point I decided it was now or never and I started to study for my CAPP exam. For an added bit of accountability, I told fellow board member Karen Rabe, ISA CAPP, that I’d be a CAPP by the Assets 2015 conference.  Karen also leads ISA’s mentorship program, in case you need additional motivation to continue on ISA’s credentialing pathway.

The CAPP exam took the better part of an afternoon and, although it was challenging, it was a useful experience in that it forced me to refresh my knowledge on concepts that I didn’t use frequently in my appraisal practice, which focuses on rare coins and fine art.

Next came the submission of reports for peer review. That too was challenging, but thanks to the careful review of the three appraisers who donated their time and efforts to review my CAPP submissions – and the encouragement of Designation and Review chairperson Lorrie Semler, ISA CAPP – I made it through the process relatively unscathed and with a far better understanding of what makes a report excellent than when I entered the process.

The ISA CAPP process is not easy, but it is a meaningful activity that will test your knowledge of appraising. Especially as one progresses in a career, it’s harder to achieve tangible milestones. The ISA CAPP is a designation that is an attainable goal for an appraiser, and one that is certainly worthwhile to go for. 

Steve Roach, JD, ISA CAPP
Roach.Steve@gmail.com
www.steveroachonline.com

President's New Year Message: A Year of Accomplishment - What's On the Horizon for ISA

Cindy Charleston-Rosenberg,
ISA CAPP, President

Happy New Year ISA! 2014 has been a year of significant accomplishment for our society. Substantial advancements are also in the planning stages for 2015 with increased benefits and services to members, expanded education offerings, and increased industry recognition. Here's a wrap-up of what we've achieved in 2014 and what to expect from 2015.

Where We Are Today

• With more than 800 members, ISA is distinguished as the professional organization of choice for personal property appraisers in the United States and Canada. Nothing speaks more convincingly: The majority of personal property appraisers continue to choose ISA for our training and professional association.
• For the first time in our history, sponsor exhibition space is sold out eight weeks in advance of our annual conference! Only a handful of advertising opportunities to partner with ISA at conference remain. New partners this year include Artnet, Chubb, Eli Wilner & Co., Freeman's Auction, Great Gatsby's, Modernism.com, Prices 4 Antiques, The Potomack Company, Stevens Company, William Bunch Auctions and Worthpoint, while our longstanding supporters, Bonham's, Collector Systems, Estatesales.net, Heritage, Jackson's, and Quinns maintain their commitment to ISA. 
  
  This is an indisputable indicator that networking with loyal ISA appraisers is increasingly recognized as a significant opportunity for industry allies. It also speaks to the strength of our conference program. Many thanks to our Resource Development Committee chair, Fred Winer, for organizing the RDC's directed efforts over the past two years to this dramatic result.
  
• In March, 2014, we completed a three-year process of significantly tightening and raising our credentialing and requalification policies. Our requalification requirement is the most rigorous in the industry. In addition to 85 hours of continuing education and current USPAP compliance, every ISA member is required to attend our 15 hour requalification course every five years. Our Requalification Course covers advancements in appraisal theory and methodology and reports are submitted for peer and instructor review. In choosing to strictly enforce our unique requalification requirements, ISA demonstrates faith in the professionalism of our members and your commitment to advancing excellence. Requiring uniform adherence to our standards also ensures that the public's trust in the ISA credential is well placed. 
• Our unique approach of marrying appraisal theory and methodology to advanced product knowledge, and a collaborative culture of shared expertise, is gaining recognition as the gold standard in the discipline of appraising.
• Another very strong financial year, where we have added significantly to ISA's reserves and long-term economic health and security.

What's New and on the Horizon: Education and Credentialing

• In 2014, more than 500 members participated in ISA's online and onsite courses. Hundreds of members have now participated in our new, state-of-the-art, dynamic online learning system, including 68 new members who have begun our Core Course in Appraisal Theory and Methodology at their own pace. Our 2014 Educational Roundup may be found here.
  
• In 2014, ISA instructors Leon Castner and Cathy Peters became qualified by the AQB to teach USPAP, enabling ISA to offer members USPAP compliance in-house.
• Also for the first time, USPAP 15 hour and 7 hour courses are available to our members through our online platform.
• ISA's Requalification Course is now available online, allowing members who are challenged to find the time or resources to travel to requalify, an affordable and accessible way to maintain our hard-earned credential. 
• Expanded Asian Studies courses are in development. ISA's Asian Studies Week 2015 will be held at the Northern Illinois University campus in Naperville, Illinois. In June, two courses will be offered: Dr. Daphne Rosenzweig's course: The Appraisal of Japanese Prints, and a new course developed by Susan Lahey, A Foundation in Asian Ceramics. A total of six related courses are planned to be available by Spring 2016. An Asian Studies Specialty will be available to candidates who complete a minimum number of required courses. 
• The Appraisal of Antiques and Residential Contents Course Manual has begun a full color
  update and content revision under a taskforce chaired by ISA Board Secretary, Libby Holloway. Substantial new content will be added including comprehensive chapters on research methodology, comparable selection criteria, and advanced report writing. 
• An Educational Taskforce, chaired by Judith Martin, ISA CAPP, reviewed our credentialing process and suggested adjustments to our report submission standards, which were adopted by the Board. The taskforce represented a broad spectrum of ISA members including board members, committee chairs and our Director of Education. CAPP candidates will now submit a single Broad Evidence Appraisal Report. This accomplishes the objective of testing proper methodology for different types of assignments. It prepares our CAPPs for assignments for litigation support and positions ISA as a leader in methodology training for our highest level of credentialing. A summary of the new requirements may be found here.
  
• ISA held several highly successful educational webinars, including How to Write a Broad Evidence Report by Leon Castner, ISA CAPP, which was attended by 70 ISA appraisers and colleagues. If you missed it, sign up for the archived version here.

What's New and On the Horizon: Services to Members

• Website optimization and enhancement: Members are reporting a noticeable increase in referrals from the ISA webpages. This is not surprising. As analytics reveal, hits to our Find an ISA Member search have increased by 544% over last year. Direct links from Google have increased by 664% over last year (8,212 vs. 1,236).  Newly elected Board member Perri Guthrie has taken on the project of reviewing our entire website. Look for updates and enhancements in 2015. 
• ISA has continued to focus on assisting members to successfully market their appraisal practices. Each year at conference we unveil a new, professionally designed resource. This year, we have produced an ISA client-oriented newsletter, focused on specialized, appraisal-related content of interest to gatekeepers and prospective and existing appraisal clients. This positions our members as experts in the appraisal industry, which has the potential to be more effective in building credibility than direct promotion. Like all other ISA promotional materials, the newsletter will be customizable and available to all ISA members through the Member Resources link on the website. 
• For a complete list of how ISA is working to help members market our practices, see this blog post, and don't miss Small Business Results President, Shelly Berman-Rubera's presentation at Assets on Growing and Propelling your Appraisal Practice.
  
• The ISA Membership Committee and staff are in the process of designing an integrated plan
  
  for our first formal membership recruitment campaign. Over the past few years, ISA has benefited by an infusion of new members, bringing vitality and new ideas for programs and benefits for members to our society. We are investigating what has attracted these new members, and how we can encourage this wave of enthusiasm for ISA to continue to benefit our society. Judith Martin will be chairing the committee.
  

What's New and On the Horizon: Industry Recognition, Standing and Collaboration

• ISA is in the process of designing a directed campaign to raise the profile of the ISA credential with industry users in the Insurance, Estate Planning and Legal Communities. Look for details and announcements over the next few months, including a series of webinars comprising a Professional Education Exchange between ISA and Chubb.
• The first in a collaborative series of educational programs with industry leaders and experts
  
  was launched with a strongly-attended webinar offered by Eli Wilner on frame valuation and the reconstruction of the monumental frame for Washington Crossing the Delaware.
• ISA's application for sponsorship in The Appraisal Foundation was approved early in 2014. This allowed our society a meaningful voice in the development of new proposed Minimum Criteria Standards for Personal Property Appraisers. Formal sponsorship increases ISA's credibility as an industry leader, and allows for more significant input into advocating for appropriate standards. 
• The Affinity Business Partner (ABP) program is attracting new business alliances and sources of referrals for ISA members, and is formalizing our relationships with existing friends and sponsors.
• Our conference roster of speakers reads like a Who’s Who of industry leaders, each recruited for recognized expertise in discovering, weighing and applying the often-overlooked critical impacts to value: Provenance, Quality, Rarity, Originality, Condition and Current Market Trends. Included are renowned scholars from Winterthur, the Philadelphia Museum of Art, premiere gallerists, distinguished principals and departments heads from Christie’s, Freeman’s, Gurr Johns, the IRS, NYU, and Rago. Please visit our conference program here.

What's On the Horizon: Implementation of ISA's Three-Year Strategic Plan

In November 2014, the ISA Board of Directors, Education Director and ISA staff participated in a strategic planning retreat to prioritize and plan for the continuing success of our Society. At our March meeting, your board will review, finalize and formally approve the plan. The wording of the mission of our society may change slightly, but remains focused on advancing appraisal excellence. Once approved, the strategic plan will be available to members. Highlights include advancing ISA's industry standing among users of appraisal services, growing membership to 1000 by the close of 2016, and continuing to increase benefits for members, including expanded educational programming.

A taskforce chaired by Board Vice-President Christine Guernsey will work with Executive Director Joe Jackson and staff to identify specific goals and plan strategies to ensure implementation of ISA's Strategic Three-Year Plan.  

 

A Call to Volunteerism: Be the Change You Hope to See in ISA!

I close my second New Year's post as your President, with a call to volunteerism. Implementation of

our strategic plan, increasing benefits to members, raising our educational standards, growing membership: All are achievements dependent on the time and efforts of dedicated volunteer members donating many hundreds of hours a year with the singular goal of advancing our society.

Be the change you hope to see in ISA! In a few weeks, ISA Vice President Christine Guernsey will be blogging to you about specific volunteer opportunities. We need more human resources to continue on the path of advancing our Society. If you approve of the direction of ISA, join us! If you don't, join us and help redirect!

I wish us all a healthy and prosperous 2015 as we continue to grow together. I look forward to seeing you in Philadelphia, to continue our legacy of sharing a cocktail and a war story, laughing and learning together.  

Warmest wishes,

Cindy Charleston-Rosenberg, ISA CAPP

ISA President

Growing and Propelling Your Appraisal Practice - Part 2: A Business Design for Appraisal Success

By Darlene Hines, ISA CAPP

Darlene Hines, ISA CAPP

This blog is one of a three-part series of ISA NOW posts on business development. Read Part 1 by ISA President, Cindy Charleston-Rosenberg, “Growing and Propelling Your Appraisal Practice - Part 1: Time and Gatekeepers.” And stay tuned for Part 3: "Unique Business Challenges for Appraisers and Underlying Opportunities."

During my earlier years in the South, coming from a family of ten siblings and limited income, I always dreamed of having the opportunity of someday walking through big, beautiful houses. This opportunity was granted through the appraisal profession. After joining the ISA in the fall of 1997, I knew I had entered a new and exciting career. I had a very strong desire to make this business work.  

After completing the Core Courses and Antiques and Residential Contents Course in 1998, I became an Accredited Member and started appraising. My goal was to have my CAPP status (Certified Appraiser) in three years. In 2001, I received my CAPP. I would like to share a few things that worked for our business, Nostalgia Antiques Appraisal Services, LLC.

SETTING GOALS: Goals should be set high enough for you to achieve great things. A good example that has worked for me is to focus on achieving the high-value appraisal jobs while coordinating smaller ones. This may be necessary until you obtain a steady workflow. Living in a large city, I would schedule all appraisals in the same area on the same day to cut down on travel time. One day a week, I would schedule the one-to-five small-item clients in my office on the same day. I planned time each day to review my goals and my strategies for how to accomplish them.

MAKING THE GOALS EXCITING & CHALLENGING: Another goal was to become active in the ISA, but on my time. Many times we let obstacles define our destiny, so we settle for goals that may be mediocre. If your efforts are mediocre or average so too will be the payoff. When I first attended an ISA conference reception, being the only African American, it was an eye-opener to say the least. It appeared as if everyone was in groups talking to each other and I was just standing around, ready to go back to my room, thinking to myself, “Where are the people who look like me?” Then I remembered what my mother always said, “No person can determine what situation you may be in, only God, so make the best of it.” So with great enthusiasm, I began introducing myself to the people in the room, getting to know them. Over the years, I have made many great friends and contacts in ISA while serving on the Board of Directors and various committees.

NOT OVERESTIMATING THE COMPETITION AND UNDERESTIMATING MYSELF: We are better than we sometimes think. I recall my first appraisal was a client who wanted his coins appraised. I was very uncertain how to handle this situation, so I called my ISA instructor, Shirley Northern. She gave me the best advice anyone could give. She said, “you are an appraiser, the process for appraising is the same.  Take the account and call one of your ISA colleagues that appraises coins.” The light bulb had turned on.

STOPPED WAITING FOR THE PHONE TO RING AND NETWORKED: Join a structured and social networking group. Business Networking International (BNI) and my local Chamber of Commerce were good choices for me. There are BNI groups in just about every city. This is a structured networking group that meets at the same time each week, conduct a 1.5 hour meeting and pass referrals. Only one person from each profession is accepted. The Chamber of Commerce is more of a social networking group. Also, join other organizations that may have members that you are targeting. I recently attended the Financial Advisors and Estate Planners Council event at the Detroit Institute of Art (a suggestion made by Cindy Charleston-Rosenberg at Assets 2014). I met eight new attorneys and trust officers. I have recently been accepted as an associate member of this organization and received one large appraisal assignment.

Networking should be a planned, focused experience. Decide who you want to meet and build a business relationship. I plan to meet three people at every event I attend. We exchange cards, meet one to one for coffee, tea, or lunch to learn more about each other’s businesses. I also ask if we can connect on LinkedIn and Facebook. We plan another meeting a month later to continue to build the business relationship.

UTILIZING A WEBSITE & SOCIAL MEDIA: Over 60% of my business comes from my website and social media. Start a Facebook and LinkedIn page for your business. Invite your friends to “like” your Facebook business page. Be sure to log in for 15 minutes each day to check activity, respond to post and articles. Post new information helpful to your target audience and not so much about you. Log into your LinkedIn page about 15 minutes per day to make sure to follow your company, get status updates and posts. Or hire someone to do it for you.

STAYING IN FRONT OF OUR CLIENTS FOR REPEAT BUSINESS: Always send a card to your clients thanking them for their business. Follow up with a call asking for a testimonial or have them complete a survey. Make a list of your most valuable 25 clients and keep them in front of you. On the front cover of each of my appraisals, near the bottom edge I type “NEXT APPRAISAL UPDATE DUE…..” with a two-year-out date. I also put a reminder in my computer file.

RETURNING PHONE CALLS: Create a system so you are able to return calls within 24-48 hours. Many times we are too busy to return calls but taking the time is important. You may need to hire an assistant or intern. I usually help callers find other solutions if we cannot help them. Many of these callers refer us to other clients that can use our service. After all, part of our profession is being problem solvers. You never want your business to have the reputation of not returning calls. I have received several clients because the appraiser did not return the call.

MENTORING AND DEVELOPING A TEAM: We developed a team of other ISA appraisers in the area and interns that want to learn more about appraising. We plan monthly team meetings or seminars with the interns. The interns are trained to perform clerical duties during our appraisal process. The local ISA appraisers assist with research & data intake. I also team with other appraisers to complete appraisal projects.

TRYING TO DO OUR BEST WORK: Make sure your work has a professional appearance and is written to the current ISA and USPAP standards. Invest in a binding machine to give the appraisal a professional look or have it done at the office supply store. We have professional brochures and business cards, an embossing tool for our documents, and use Collectorpro software.

CONCLUSION: Many times due to adverse situations and lifestyles, we struggle to make our businesses work. Not everyone can appraise full time and may need to seek other financial options. I have given you only a few practical things that worked for me. I started this process at a time in my life when I was working full time, raising a family, working on a master’s degree, and appraising part-time. At the same time, my husband was developing the antique store business. My goal was to be a full-time appraiser at our antique store. As a result of a shift in the market a few years ago, the store is no longer operating, but our appraisal business remains. The real key to this success was faith in God; re-directing our focus, setting goals; achieving those goals hour by hour, week by week, and year by year; while remaining active within the profession; being consistent, creating excitement, and making it work.

At this stage of my life, the focus is to reach back and mentor others in the profession to be successful.

Author’s website: www.nostappraisals.com