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!”

What You Should Know If You are a First-Time Assets Attendee

By Libby Holloway, ISA CAPP

Whether you’ve been a member for three years or three weeks, if you haven’t ever attended Assets yet, you haven’t really taken an important step towards becoming part of the ISA family.

Of all the benefits that come with membership, perhaps the greatest is having direct access to other professionals with appraisal expertise that differs from your own. One can easily find a person through our website, but it is so much easier to take advantage of the Find a Member resource if you are a familiar face. The annual conference committee not only plans informative lectures to equip you with further education (and the confidence that comes with it) but also makes a point of setting aside time for attendees to meet fellow members, speakers, sponsors and advertisers. Those of us who are conference veterans know how important these relationships are.

The first night of Assets, first-time conference attendees are invited to a reception and given a chance to meet each other, as well as a few of the staff members and ISA leaders who will be on hand to help you get started. These contacts will do their best to help first-timers meet other members who may have the same area of expertise but have more years of experience under their belt. There will also be various groups that form to go out for dinner. If you don't know anyone at conference, it may be worth it to consider signing up when you register and getting a head start on networking. There will be plenty of friendly faces to meet, and the dinner groups are not exclusively for first-timers. I encourage everyone to check their registration materials carefully to ensure that you don't miss any events or opportunities.

Whether you’re a first-time attendee or a pro when it comes to finding your way around conference, there is another very important aspect of conference attendance that can help your success: believe it or not, becoming a member of a committee can help you succeed. 

Getting involved in ISA leadership is a rewarding way to meet people while making a difference in the industry. No matter what your talent, there is a place for you. Most groups are open and welcome those seeking information about them during the meeting. A good first step is joining the division committee you specialize in, like ISA's Fine Art Division or the Antiques and Residential Contents Division. Being a member of these committees not only gives you a say in what and how targeted learning experiences are formed but also helps you stay alert to changes in the  industry. Perhaps you have a suggestion regarding how ISA is marketed. Maybe you have a strategy for implementing some exciting member benefits. Don't let your ideas go to waste. Join a committee and share.

Make Your Nominations for 2016 ISA Awards

By Christine Vincent, ISA AM, Awards Committee Chair

Assets 2016—and the welcoming heat of the Texas sun—will be here sooner than we think, but right now it’s January and for many of us that means cold! Winter storms and frigid weather are being predicted for most of the country—the perfect time to hunker down and curl up with a good book.

Well…think again, dear colleagues!
   
Now is the perfect time to send in your nominations for the 2016 ISA Awards! As you huddle beneath your blanket for warmth, take some time to reflect on the effort, dedication and contributions that so many of your ISA colleagues have made, not only for the advancement of the ISA and the appraisal profession but for each of us as individual appraisers as well. 

COULD THERE BE UNSUNG HEROES AMONG US?
Is there someone who deserves recognition but flies under the radar? Is there a fellow appraiser who has generously or consistently provided you with assistance? Is there someone new to the group whose enthusiasm and efforts should be honored and encouraged? Is your ISA Chapter growing in numbers or deeds? We want to hear from you and celebrate the achievements and spirit of these very special people…our colleagues, our friends.  

These deserving individuals and chapters will be honored during our April 15-18 conference in Dallas-Fort Worth.      

This year we are taking award nominations based on eight categories:

International Society of Appraisers 2016 Award Categories

• Lamp of Knowledge
• Leadership
• Rising Leader
• Distinguished Service
• Chapter of the Year
• Publication/Media/Marketing
• Special Merit
• Service

Please take a look at the 2016 Award Nomination Form for descriptions of the award categories and requirements for each nomination.

I thank you so much for taking the time to consider those colleagues deserving of honor and recognition! Completed Award Nomination Forms must be submitted using the online form by Friday, March 4. If you have any questions, please contact me via email at bridgesomc21@gmail.com.

Alternate Path to Accreditation

My guess is that you may never have heard of the Specialty and Advanced Studies Committee. And if you have, you probably aren’t sure of what it does.

It’s actually a committee that could be very important to you if you are an ISA member who has a specialty that does not fall within the boundaries of the Antiques & Residential Contents or Fine Arts courses. Or if you are a graduate gemologist, have completed the NAWCC Clock Appraisal course, are a seasoned/experienced professional in related areas or hold a graduate degree in decorative arts or fine arts.

A year ago, the board charged the committee to reorganize and expand the mission to provide a meaningful alternative way for these ISA members to advance to accreditation. The result is a specific, two-step process beginning with your letter to the committee requesting acceptance to follow this path to accreditation, accompanied by your CV/resume, transcript for your highest degree or relevant academic/professional education and a log of appraisal hours. The latter just became a requirement Sept. 1 to document your experience as an appraiser.

Once the committee accepts your application, you may be asked to submit a paper (possibly an article already written) if you do not have an ISA-recognized certificate in a specialty study or graduate degree prior to submitting your appraisal report. If your prior study meets this requirement, you will be asked for an insurance appraisal of five items in specific categories as directed by the committee. In both situations, your paper and/or report will be sent anonymously to three reviewers who are specialists or experts in your appraisal area. They have 45 days to report back to the committee which then considers their evaluations and either awards you your accreditation or requests a revision of your appraisal report. When the latter occurs, you receive a specific list of issues which need to be readdressed. The revised report will be vetted by one of the original reviewers before the committee makes its final decision.

It is NOT our goal to make it difficult for members to advance but rather to provide a meaningful experience that ensures you know how to apply your knowledge and appraisal methodology to arrive at your value conclusion and relay it succinctly and comprehensibly. It IS our goal to assist you in advancing your professional credentials, sharpening your skills, and becoming the best possible appraiser at this stage of your career.

Our Application Guide lays out the specific requirements in greater detail and can be accessed by contacting Catherine Toupin, ctoupin@thesentergroup.com, at the ISA Headquarters. All submissions go through Catherine, who will then assign your application a specific number by which you will be identified without revealing your identity to reviewers. I am also available if you have specific questions and can be reached at fpappraisals@hotmail.com. We hope that many of you will consider this path as appropriate and viable for your situation.

Francine Proulx, MS, ISA AM, ASA
Chair
ISA Specialty & Advanced Studies Committee

ISA's New ARC Chair!

As the new chair of the ARC Committee, I would like to introduce myself and give you a little background information.  I am Michael Logan, ISA CAPP (please call me Mickey).  I have been a member of ISA for over 12 years.  While working at my career as a Mechanical Engineer, I attended antique auctions and shows frequently.  As so often happens with people like me, there was soon too much stuff to put in the house so I opened a booth in a local antique mall.  That business started with merchandise I would be ashamed of today, but as time passed I was able to make a little profit and start buying better merchandise.  I was always a dealer who wanted to know what I was selling and as an engineer doing research was second nature.  After a few years, I got interested in exhibiting in shows which required a significant upgrading of merchandise for the type of shows I wanted to do.  This brought on attending seminars, self-study and a lot more learning.  This all continued for over 20 years with the focus shifting to major Southeastern shows, including Heart of Country in Nashville.  While this was going on I started getting enquiries from people who wanted to know what they had and what it might be worth.  I also saw a lot of people who would have a local dealer come in and price their parents’ estate and then buy it for what I knew to be an unfairly low value.  I saw a real need for a “genuine” appraiser who would be a neutral third party, but there was not a credentialed appraiser in a 100 mile radius.  I determined that I would be that guy so, while still working, I joined ISA, took the Core Course by Distance Ed and then started doing appraisals part time.  When I retired a few years later I opened my own shop and began practicing full time.  I finally gave up the buying and selling two years ago and sent my entire inventory to auction, experiencing first-hand what I had been telling others for several years about the devaluation of their collections (ouch!).  I have recently moved to Punta Gorda, FL and am now focusing on the appraisal practice (well, with some fishing mixed in).

Over the years, I have made a lot of contacts (and friends) attending ISA Conferences and courses.  This network has proven to be invaluable to me.  Having been the only credentialed appraiser in a 100 mile radius in Tennessee (which is down to about 50 miles in Florida), I have gotten calls for every kind of antique, collectible and household stuff from Tupperware to Fine Art.  I have never had the luxury of choosing one small area in which I could become a true expert.  I think this is the situation that most ARC members will find themselves in so I can truly say I feel your pain.  Part of our job is recognizing when we are over our head and the other part is knowing who to call.  These are the contacts you can make at ISA functions.  Another good source is the online ISA Forum.  If you have not used this, look into it.  It is a valuable resource.

After assisting in a small way with the re-write of the ARC Course Manual, I was asked last year if I would consider being an instructor for the course, which I jumped at and had a great group of attendees for my first class last October.  I look forward to future classes and Distance Education students.  Then last November, I was asked to serve as the Chair of the ARC Committee to which I agreed.  My job is to offer support to ARC members and be a link to the Board of Directors for you.  I invite you to contact me with any questions or concerns you may have about any aspect of the Society with respect to ARC.  I can’t promise that I can answer everything, but I can find someone who can.

I would encourage each of you to attend the 2014 Conference in Kansas City if at all possible. One of the sessions will be the ARC meeting, which I hope you can attend.  I plan to spend the time allotted to gather ideas and questions to determine where our needs and interests lie.  Be thinking about issues with training, support and other topics of interest to you.  We have an opportunity to provide input for the 2015 conference in Philadelphia relative to topics and presenters you would like to see.

There are a many reasons for you to attend the conference in Kansas City
• You will meet other appraisers and form lasting friendships as I mentioned above
• You will network with other appraisers with different areas of expertise who are more than willing to share their knowledge with you (this alone is worth the price of admission)
• The general session speakers, Michael Finley and Judith Pearson, are gearing their presentations to ARC members, as well as Fine Art.  James Jackson’s talks are always crowd pleasers and he is back by popular demand for this conference
• There are many sessions on a variety of topics led by subject matter experts.  I challenge you to attend at least one on a subject you don’t think you are interested in and see what you can learn.  Every time I have done this I learned something that I needed to know for an appraisal assignment I got shortly thereafter.  It will, at a minimum, give you some contacts in these areas and, perhaps most importantly, help you at least recognize significant items you would have overlooked.
• Come and learn about the insurance plan ISA is now offering.
• You earn Professional Development hours towards your continuing education requirements required for renewal every five years.  There is not an easier or more enjoyable way I know to earn credits.
• Country Club Plaza is a really interesting place.
• You will have fun and learn a lot!

I hope to see you there. Please introduce yourself to me. You can always contact me at michaelloganappraisals@gmail.com .  Please do.

Brand Yourself

You know the old office joke about the overachiever who probably has the company logo branded on their rear.  That may be a little drastic, but it does pay to link in to the efforts of your company or organization that has spent thousands of dollars and several years creating a recognizable name. 

Since the formation of the very first board, people associated with ISA have worked very hard to make the name International Society of Appraisers meaningful.  Years of refining our educational offerings have given our society recognition as one of the world leaders in preparing appraisers.  Many of our members have gained national recognition as knowledgeable specialists in their fields.  Through the years, we have done a good job of making our members proud to be associated with this organization. 

Recently, our board and staff at Sentergroup have made efforts to make sure the public knows what we have to offer.  The new website was our first fresh face to the public.  Two professionally designed ads using the same branding as our web site were presented at conference this year; One to reach out to users of our services and one to appeal to potential members of ISA.  Through your suggestions, refinements have been made to the ads so they will best represent our members.  These ads are available for download from the ISA website.  The old brochure, that so many of us used as handouts several years ago, is also being revamped with our branding and will be made available on the website upon its completion. 

So now you’re probably thinking how nice all that is, but wondering what that does for your small business.  “Tremendous lots”, as one of my middle school friends would say.  If you’re like me you stress about spending more than $150 on a local ad.  Spending $500 on an ad that reaches every attorney in my state just about did me in.  It’s a wonder I ever made it through those early days of trying to market myself in my small town (Thank heavens for that brochure I mentioned earlier.)  Our branding is used throughout our public face on a national level.  That reaches a lot of people, but imagine if everyone of us joined in.  I’m not saying you can’t have your own company identity, especially since ISA’s strength is found in our individuals, but if everyone used the logo on all their pieces that go out to the public just think how powerful that would be.  That logo means that the appraiser using it is ethical and well trained (if you aren't, shame on you) and will do the best job they can for their client.  It means that appraiser is linked to a large group of professionals with a wide base of knowledge so they can get advice when they need it.  It means that I may be a small fish in a small pond but I can call in the big guys if I need to. 

I encourage you to do your best work, put your best face forward and show off your brand. 

By: Libby Holloway, ISA CAPP

Why Volunteer?

Volunteer - a person who voluntarily offers himself or herself for a service or undertaking. A person who performs a service willingly and without pay.

Why would anyone volunteer for anything if they are not going to be paid? This is a question I often ask myself and am often asked by members of different groups.

I think I have always volunteered for things and groups. Perhaps it was my mother’s lead of working with a group called Caritas when I was a child. Or maybe it was having all those cookies arrive at our house because she was the Cookie Chair when we were in Girl Scouts.

Then when my own children were young, there was always Girl Scouts, Baseball Leagues, Cub Scouts, Church, PTO, and all those other groups that needed a chair person, a hotdog seller or just an extra pair of hands that were free.

But the real reason I volunteered was to make friends and to better understand the workings of whatever group I was with.

Then there is ISA.

When I first joined ISA, I would go to my chapter meetings and just listen and get to know the players. The first conference I went to in Boston, I only knew one person there before I arrived. I didn’t know there would be committee meetings so I didn’t go to them – I went shopping (after all I had three pre-teens at home and I was free to do what I wanted for three whole days). But through that first conference I met members and started to network with them. I still know exactly who the first person I met at that ISA conference in Boston was and I still have her as a colleague and friend to this very day.

As time passed, the local chapter asked me to do a little of this and a little of that. I started to get involved and began to feel a real part of the group. A conference or two later, I decided to attend the ARC Committee meeting and I was somehow appointed their Vice-Chair. The exact details of how this happened are a bit hazy to me but I do remember that the Chair told me my job was to make sure that the needs of the committee were fulfilled. I already had a lot of leg work that needed to be done for the Chicago Conference that I had volunteered for as well as everything in my personal life. They were certainly asking a lot of me and I just wasn’t sure I had the time. That's when the "What was I thinking getting involved with this group!" thoughts began to run through my mind. Despite my reservations, I buckled down and made the time. It was a lot of work, but led to the tremendous side benefit of  getting to meet and getting to know a lot of local experts that I might not have if I hadn't been so involved. Those connections have proven incredibly useful as I have worked with a number of those individuals throughout the years for help in my appraisal business.

During that particular conference – I volunteered to be the guide for the ARC Pre-Conference Tours – I had set up the venues, had been raised in the city and area all my life – and I have never been one to keep my mouth shut so it was a natural fit. That little bit of volunteerism was where one of the CORE instructors saw me in action and said – “you should be an instructor, get your CAPP and we can talk about it” I took that advice and the rest, as they say, is history.

Through my volunteering I have met and worked with some fabulous people. I have been able to see some of my vision for ISA come to fruition. And through it all I have learned so much about the profession I live and work with on an everyday basis.

Volunteering can start with small steps , a single piece of a project, a leader of a task force, a local chapter officer, a chairman of a committee, a member of the BOD – all it takes is your time and talents, you will be surprised how much you will get in return for your effort. Certainly more than money can buy!

~Judy Martin

2013 ISA AWARD NOMINATIONS

Sweet Home Chicago!! I am excited to have you all join us in my home town for Assets 2013: Chicago, Your Kind of Town!! As most of you know conference is not only an enrichment experience, but also a time when we have the opportunity to celebrate and award our peers for the hard work and un-ending dedication they have shown to both the appraisal profession, and ISA, throughout the year.

This year we are taking award nominations based on ten categories:

• Lamp of Knowledge
• Leadership
• Outstanding Member
• Distinguished Service
• Chapter of the Year
• Publication
• Media
• Marketing
• Special Merit
• Service

Here you will find an explanation of the applicable categories. I encourage you all to take a moment and consider the nominations. Each of these will be given to those in our profession who stand out and go above and beyond the call of duty…and let’s face it…sometimes it’s just nice to be acknowledged for all that work!!!

Deadline for nominations is Friday, March 8th. Please submit all inquiries and forms to kate@theperfectthing.net.

I am honored to be seated as your awards chair again this year and look forward to MANY responses! I sincerely hope each of you will take just a minute out of your day to recognize your peers, partners and fellow appraisers for their outstanding contributions to our organization over the past year. See you all in the Windy City!!!

Kate Martin, ISA AM
Chair, Awards Committee

What Qualifies An Appraiser as An Expert or Specialist?

The terms “expert” and “specialist” are often used by appraisers in promoting their appraisal practices.   What do these terms mean within the industry and to the general public?  

Under the USPAP competency rule, a personal property appraiser may appraise a wide variety of objects within their field,  and the increasing market for appraisal services has prompted many members to advertise their practices.  Therefore, ISA provides some voluntary terminology to create proactive advertisements for members on the ISA website, individual member websites, and in other print and online sources.

1. A generalist is an appraiser who appraises a broad range of properties.  Generalists are critical to the appraisal profession, often appraising large estates and other complex assignments that encompass many areas of knowledge.  When necessary, a competent generalist consults with and acknowledges specialists and experts in creating a thorough appraisal report.

2. A specialist is an appraiser who primarily concentrates on a specific property and regularly performs appraisals of that property type.  A specialist often has additional education in a limited and dedicated field.  A specialist usually has more knowledge and experience than a generalist in a particular property type, but is not as knowledgeable as an expert in the field.

3. An expert is an appraiser with comprehensive and authoritative knowledge of or skill in a highly concentrated field as a result of extensive education and experience.  Expertise is normally gained after many years of formal education, self-study, market experience, scholarly research, presentation and publication, or a combination thereof.  Only an appraiser working at the highest levels within a field should be considered an expert.

These suggested terms are not mutually exclusive and an appraiser may be any combination of a generalist, a specialist, and an expert.  For example, an appraiser can be a fine arts generalist, a specialist in American Abstract Expressionism, and an expert on Mark Rothko.  Or, an appraiser can be a generalist in Antiques and Residential Contents (ARC), a specialist in furniture, and an expert in Duncan Phyfe.

Carefully and accurately representing your appraisal service is required by USPAP and ISA’s Code of Ethics, and vital to both building public trust in the appraisal profession and effectively promoting your business.

A special thanks to the Taskforce on Expertise and Specialization members Kirsten Smolensky, ISA AM and Scott Hale, ISA AM. As well as Board members Selma Paul, ISA CAPP and Christine Guernsey, ISA CAPP for their help in formulating the statement.

Cindy Charleston-Rosenberg, ISA CAPP

Vice President, ISA

__________________________

 An appraiser must: (1) be competent to perform the assignment; (2) acquire the necessary competency to perform the assignment; or (3) decline or withdraw from the assignment.  Competency Rule, USPAP 2012-2013 Ed., pg. U-11.  More detail concerning the Competency Rule is available in USPAP.

Learning Never Ends

Upon finishing the task of editing an appraisal, I glanced up the corner of my desk to spy a photograph of my six year old grandson in his kindergarten graduation cap and gown. For the umpteenth time I thought about how “stinkin cute” he is. Then I began to ponder the concept of education. Education starts so early in our lives and should (in my mind) never end.

I have had years of undergraduate and graduate art history study. I have worked in museums and galleries for over 25 years. I am a docent at a museum which houses works in my specialty area. Despite the education and the experience, every time I walk into a new client’s space to inspect unseen works, I still feel a sense of anxiety. For me every inspection and every appraisal proves the old adage of “the more you learn, the more you realize what you don’t know”.

This is one of the reasons I enjoy appraising so much. No matter how many artists and art historical movements I know, there seems to be a constant supply of new ones to learn and add to the list. Today there is so much information and new studies about the “important artists” particularly with branded works, but much less information or studies on artists or works in the middle market and below.

People tend to buy “what speaks to them” whether it’s a known, important, or even a good work - unless they are “trophy purchasing”.  When someone finds out that you are an appraiser, in their passion for their own collection (small or large), they will ask “have you heard of…”?.  It doesn’t always help to explain that there have been thousands of years and many countries and states with artists both professional and amateurs and no one can know them all.

My point in all the above rambling is this. When one decides to appraise (particularly fine art), they should appraise items for which they have specialty knowledge in.  By specialty knowledge, I mean an area that one has had a thorough education in and with working experience. One should never assume that they know it all or that all they have to do is look up a few comparables that look similar. One who puts themselves out there as a specialist should have a level of connoisseurship to understand which comparables are truly comparable and don’t just look alike (because sometimes there is a world of difference in value between things that appear to be the same on the surface).
There are many times when an appraisal assignment includes items that aren’t in the appraiser’s specialty area. I remember having items like antique clocks and wine in a few of my assignments. I may be able to tell time and enjoy drinking wine but I am not a specialist in those areas.

However, I do know specialists and am not afraid to enlist their help and give credit where credit is due. What results is an accurate appraisal which makes the client happy and keeps this appraiser out of trouble. I have also learned something new to tuck away for future use. Does it make me a specialist in clocks or wine in the near future? No way and I wouldn’t want to have to appear in court and answer questions about clocks or wine, but I do know a little more.

Being competent in methodology and report writing allows an appraiser to branch out with the aid of colleagues who are specialists in areas that we are not. However, in ones area of specialty there is probably so much more one can know to truly stand out as an excellent appraiser.  Lectures, webinars, google alerts, involvement with museums, historical sites, dealers and auction houses, specialty magazines and self-study are all ways to become better at what you do.

Will following my own advice give me less anxiety as I enter an inspection? Probably not; but I will probably have more confidence and enjoyment going forward in the process through completion of said appraisal.

Christine Guernsey, ISA CAPP
Chair, Fine Arts Committee

An Insider's Perspective and Guide for the CAPP Program

Now is a great time to begin your application for certification.  It is especially important in light of the new qualification standards that are being developed by the Appraisal Foundation.   I know that many appraisers are reticent about submitting their appraisals for certification review.   As appraisers sometimes we are uncertain about our own appraisal work because we haven’t had the chance to see appraisals that have been completed by our fellow appraisers.    If you follow USPAP and use the manual to prepare your reports for certification, there is no need to fear the appraisal certification process.  You can be assured that we are all following the same procedures and using the same process to come up with our valuations.

At ISA we try to make the process as straight forward as possible.  After you contact Michelle at headquarters you will be sent a packet with all the information you need to prepare your appraisal reports.  You are required to send in two types of appraisals, one Self Contained Donation Appraisal consisting of five items in your specialty (one of those items must have a value over $5,000) and one Insurance Appraisal that contains two of the items that you used in your Donation Appraisal.

After the appraisals are submitted, they are reviewed by three CAPP Appraisers on the Designation and Review Committee.  The appraisals are sent to the review committee with an identification number instead of your name in order to keep your identity confidential.  The appraisals are reviewed by each of the three reviewers and then they are returned to me so that I can summarize the comments before sending them back to you.  If the appraisal follows the checklist required for all appraisal reports and the comparables and the value conclusions make sense, then I get to congratulate you on your certification.  If there are some areas that have to be addressed then we talk about those areas so that you can correct them and submit the appraisals again.  Once you have corrected those areas and resubmitted the appraisals that should complete the certification process.  From beginning to end it should take no more than two to three months to complete your certification.   In a relatively short period of time you will be able to refer to yourself as a certified appraiser with ISA.

Now that I have explained the process, I would like to give you a few tips on how to submit your reports.  We are all creative people and every report that we write reflects some of our personality.   However, when you are submitting appraisals for certification it is best to keep it simple.  We also recommend that you pick appraisal items that you are familiar with and that you see every day in your appraisal practice. The manual provides an example or format outlining the elements of a correctly prepared appraisal.   If you follow the example in the manual it will make it easy for you and the reviewer to identify all the items necessary for a correctly prepared appraisal.   Each report should include the cover document, body and addenda.

The reviewers are looking at three specific areas when they are reviewing your appraisals.  They want you to be able to identify and describe the item correctly.  They want you to be able to choose the appropriate comparables; that is comparables that relate to what you are evaluating.  Lastly, they want you to be able to explain why you used those comparables to determine the value of the item and how those comparables relate to the final value conclusions.   If you can include all of this information in your appraisal then the certification process should be quick and smooth.  

My last recommendation is to complete the reports and then put them aside.  Don’t look at them for a few days.  When you pick them up again to review the content it should be fresh so that any errors will jump out from the page.  Proofreading your document is one of the most important things an appraiser can do.  Errors in spelling and punctuation can encourage the client to question your professional capabilities, even if you have identified and valued the item correctly in your appraisal report.

Finally I want all the ISA members to know that the Membership and Designation and Review Committees are here to serve the members of ISA.   We will do everything we can to make this an easy process.  I am always available to answer your questions or provide you with assistance on a submission for certification.  I can be reached by phone at 203-438-9228 or email at kyellen@comcast.net.    Now is a good time to submit your reports.  I look forward to hearing from all of you.

Kathy Yellen, ISA CAPP
Chair Designation and Review Committee

Call for Nominations – Reminder!

A reminder the Nominating Committee is accepting applications from members wishing to be considered for the ISA Board of Directors.  Three vacancies must be filled and we are seeking candidates who will lead and inspire our membership. Each vacant position is for a three-year term.

The ISA Board meets four times a year, two via conference call and two are in person, with one taking place at the annual conference and the other in Chicago at ISA headquarters. If you are looking to lead and to become more involved within ISA, this is the perfect opportunity.  Please submit letters of intent along with your resume to Marian “Mo” Aubry no later than Friday, June 15, 2012.

Please contact:
Marian “Mo”, Aubry ISA CAPP
Chair, Nominating Committee
941-921-4237 or 941-544-6806
Marianaubryappraisals@comcast.net

Call for Nominations

The Nominating Committee is pleased to announce that we are accepting applications from members wishing to be considered for the ISA Board of Directors.  Three vacancies must be filled and we are seeking candidates who will lead and inspire our membership.

Our members look to the Board to do their utmost to encourage enhanced opportunities for the membership such as quality educational opportunities and the promotion of the appraisal industry so that each individual member can benefit professionally and personally from their connection to ISA.  The membership will count on your energy and commitment to these objectives.  As a Board member you will have direct input into these important priorities.  It is a position of responsibility and great opportunity. Don’t you want someone like that on your Board, too?

While the effort is a serious one, the Board meets just four times per year with two of the sessions in teleconference.  Two meetings are in person with one meeting to be held at the annual conference and the other at a meeting in the headquarters office in Chicago.

Here is your opportunity to lead, to inspire others, to work for the good of your profession and the benefit of the membership.

We will be most pleased to accept letters of intent to run for the Board along with your resume.  Kindly let us know how your accomplishments can best serve the Board and the Society.  Please submit all letters of intent to Marian “Mo” Aubry no later than Friday, June 15, 2012. If you would like additional information we will be happy to send it to you.

Please contact:

Marian “Mo” Aubry ISA CAPP
Chair, Nominating Committee
941-921-4237 or 941-544-6806
Marianaubryappraisals@comcast.net

Marketing ISA

As a member of the International Society of Appraisers Marketing and Promotions Committee, I have been working on expanding our association’s on-line presence.  In addition to adding search engine listings, a free link to ISA’s website has been added to over 30 websites relating to antiques, art, insurance, moving, claims, museums, legal issues and restoration.

How can individual ISA members help market our organization to users of appraisal services, other appraisers and the public?

1. Place a link on our individual websites to the ISA website at www.isa-appraisers.org.
2. Mention your ISA credential and use the special ISA Member logo in your marketing         materials, websites and blogs.
3. On social networking sites such as LinkedIn, actively participate in discussions,               answer questions and join the ISA group.
4. Write press releases and articles for print and on-line publications mentioning your           membership with a link to the ISA website.
5. Wear your ISA pin on the job and to networking events.

I carry a portfolio showing the ISA logo when attending functions and meeting potential clients for the first time.  It helps catch their attention and serves as a conversation starter.

Feel free to contact me at kjablonsky@personalpropertyappraisals.com with any suggestions for improving our on-line presence.  If we each help promote ISA, we will have a stronger organization and be more successful with our individual businesses.

Kathi Jablonsky, ISA CAPP
Member, ISA Marketing and Promotions Committee

What Is The Specialty Studies Committee, And What Does It Do?

Most ISA members’ appraisal practices fall under either/both of the traditional categories of personal property, Fine Art (FA) or Antiques and Residential Contents (ARC).  But many members specialize in a select type or subcategory of personal property.  Specialty Studies (SS) is the subcommittee of ISA’s education programming designed to serve those members whose specialized appraisal practices do not fall under (or who only appraise a select category of) FA and ARC, ISA’s other education subcommittees.

Like these other committees, SS is responsible for establishing educational standards for a member’s product (as opposed to process) knowledge.  However, unlike FA and ARC, for which ISA offers standardized courses and testing, the breadth and diversity of property possible under SS precludes a singular measure for determining a member’s property proficiency.  As an alternative process, SS offers an individualized solution for a member’s mandatory matriculation in five (5) years from member to accredited member (AM).

To apply for AM through specialty studies, members are first required to submit a resume/ curriculum vita to determine if SS is the most appropriate avenue for matriculation.  Once approved, the member prepares an application consistent of three (3) requirements:

1. A $500 application fee (less than the costs of either the FA or ARC courses)

2. A redacted, self-contained appraisal report for a non-cash charitable donation in               excess of $5,000 (also required for both FA and ARC AM)

3. And a 2000-2500 word (6-8 pages) thesis on appraising the specialty property

Members interested in matriculating through SS may contact Michelle Stearns, ISA’s Education Coordinator to learn more.

By allowing appraisers to dedicate their business to specialized properties while maintaining the same rigorous education standards and ensuring the client receives a product worthy of ISA’s designation, SS affords members with a time and cost effective, personalized pathway for accredited membership, as well as the designation of specialist.

--Scott W. Hale, ISA AM
Chair of ISA Specialty Studies (SS) Committee

HELP SHAPE THE FUTURE OF ISA: JOIN A COMMITTEE

Be part of the advancement we all hope to see as ISA soars into first place as the premiere society for personal property appraisers.

Are we all feeling the momentum that is building within ISA?  As members, the best way we can further that momentum and help ISA continue to grow is by joining with your fellow members in Committee work.

Volunteer committee members are vital to the health of our organization.  Committees draft and propose programs that support the goals and objectives of the Society’s strategic plan, make recommendations to the board of directors, work with the ISA Office staff to determine financial budget of programs, and enhance effective communication with the membership.

A clear example of great committee work is the development of our new website.  Hopefully you have all had a chance check out our new image and capability, including the ability to build your own professional webpage (including a photo) on the ISA site. The success of the new website is not only for our current members and potential new clients. It is a big step toward building our brand, and advancing our goal of positioning ISA as the premiere personal appraisal society.  When you admire our new website you are experiencing the results of committee work.

Please consider volunteering for a committee today.  Below is a list of your opportunities:

Annual Conference Program – The mission of the committee is to develop a speaker program and the pre-conference tours in conjunction with the Annual ISA Conference on Personal Property Appraising.
Awards Committee: Acknowledges members' contributions in differing categories of endeavor for exceptional contributions of time and talent to the society.
Bylaws & Governance – The mission of the committee is to accurately maintain, monitor compliance, make recommendations and serve as a source to interpret the Society’s governing documents, as well as offer amendments based on actions taken by the Board of Directors.  This committee is responsible for annual review of bylaws, as well as development and review of all policies and procedures for the Society.

Chapter Relations Committee - The mission of this committee is to facilitate coordination and communication between the chapters of ISA in order to help and strengthen each chapter.  This committee also is charged with assisting in improving the communication between ISA and the chapters; to advance the membership recruitment and retention efforts at both the national and chapter levels; and to increase awareness of the ISA “brand” to strengthen participation at the regional and local levels.

Designation and Review – The mission of the committee is to review the qualifications of members applying for certification and Requalification under the Society’s credentialing programs, including review of CAPP appraisal submissions.  You must be a CAPP member to participate in this committee.

Education Committee - The mission of this committee is to review and help develop all education and course-related activities of the Society, including annual review of manuals and instructors.  This committee oversees the development of curriculum for on- site courses as well as webinars, distance education, and other electronic forms of education. Includes the following subcommittees:
Fine Art
Antiques & Residential Contents
Gems & Jewelry
Specialty Studies

Each subcommittee also has the goal of strengthening the specialty within ISA by encouraging members to participate in ISA’s activities and educational programs and serving as an information conduit between the members and the association.

Ethics Committee - Ensures that ISA members exhibit the highest level of ethical behavior, develops and implement procedures for processing ethics complaints, reviews the ISA Code of Ethics periodically.
Finance & Audit Committee – The mission of this committee is to monitor and/or offer financial policy, and coordinate approved audit procedures. Reviews Society financial statements on a quarterly basis.  This committee will include board and non-board members to promote organizational transparency.

Marketing & Promotions Committee – The mission of this committee is to focus on the Society’s marketing, advertising, public relations, and communications efforts.

Membership Committee – The mission of this committee is to provide support and oversight of the Society’s recruitment of new members and retention of current members.  The committee also reviews and makes recommendations for membership and/or member classification actions.
Nominating Committee: Reviews qualifications, and nominates qualified candidates to serve on the board of directors.

Resource Development Committee – The mission of this committee is to provide support and oversight of sponsorship and fundraising-related activities, and to assist in the development of non-dues revenue opportunities.

Website Task Force - The mission of the task force is to oversee and recommend improvements, updates, and further development to our website.
 ISA Board and Committee ISA Now Pog Schedule

Over the past couple of years a lot of work by a few visionary members has had a great impact on our organization.   Imagine where we could be a year from now with just a little more work from more members.   If you are considering volunteering for any of our committees, please contact me at 215 346-2799 or email at info@artappraisalfirm.com.  

Cindy Charleston-Rosenberg, ISA CAPP

Looking Forward to 2012

 As 2011 comes to its conclusion, we look forward to 2012 as an exciting year for ISA and our members.  The ISA Board meeting at the end of October was a great success with many member initiatives scheduled for the New Year.

The new ISA website should be up and functioning for the start of 2012.  This new website has been developed from the ground-up, and will function as the center point for promoting ISA and our members.  It will include appraisal news, appraisal information, member updates, social media connections and most importantly a newly designed find an appraiser search utility with proximity functionality and enhanced member profiles.  The new website will be graphically pleasing and intuitive, incorporating the most up to date technology and programming features. The new site will be an important tool for ISA and members to interact with the public and allied professionals.

 Built into the website will be a new and robust member database section, new forum software, e-commerce connectivity, plus member and staff functionality for easily updating member accounts.  In adding the database functionality, which is directly connected and interactive with the website, ISA will now move away from the rather difficult, non user friendly system we have been using for the past several years.  The web design team is now working on the transfer of membership records to the new database and the added efficiencies will greatly enhance our operations and tracking requirements.

Beyond the website and member database, ISA continues with important back room operations updates.  In addition to the new website for 2012, we will begin digitizing member records.  This will allow for easy searches by staff on current and historical information for members, such as certificates on file, class completion information, milestones etc.

As a sign of our growth and seriousness for proper internal controls, the ISA Board has also asked Sentergroup to contract with an independent financial auditing firm to perform a complete and industry accepted audit of our financial records.

The ISA Board is also looking at a complete review and renewal of our committee structure.  ISA has been operating under the same committee system for years, and it is now time for a complete review and updating.  This review will look to both consolidate and add new committees.  New committees under consideration include an ISA by-law and governance committee, a membership committee, finance and audit committee, as well as marketing and resource groups.  The new committee structure will support ISA's growth and efficiency while enhancing our ability to provide and encourage new leadership and member management.

ISA also plans to continue promoting our brand and our appraisers in 2012.  We have already started this process with a three month color half page ad in Maine Antiques Digest during the last quarter of 2011.  Once the new website goes live, future professionally designed marketing and promotional campaigns will be devised to include cross channel branding and social media marketing. We have allocated money in the 2012 budget for advertising and promotional campaigns to advance our brand, market the importance of personal property appraising, promote ISA as the leading appraisal association and encourage the hiring of ISA credentialed appraisers.

ISA has the reputation of having the best appraisal conferences and education.  Assets 2012 is no different and continues with our strong tradition of offering the latest scholarship in product knowledge, current appraisal trends and appraisal methodology.  The three day conference (four with tours) will include motivation speakers, art law discussions, media channel talks, mid century modern discussions, inspection and condition topics, and good, better, best analysis to name only a few, plus all of the networking and socialization that has become a staple of an ISA conference.  Members can look for updated ARC and Fine Art classes as well as new course offerings in 2012.

With the new website, membership database and record digitization, most of the backroom and capital intensive operations and updates for ISA will be complete.  Funding that has been used for these long term investments will soon be allocated for membership benefits and societal growth.

Now when someone asks what does your appraisal association do for you, it will be easy to respond. ISA offers the best appraisal education, the best marketing outreach, the best credentialing options, the best conference, the best association management, the best members forum, the best member services/support and of course the best members in the profession.

Sorry I got a little long winded on this post, but ISA is progressing quickly to enhance our membership experience.  It is a good time to be an ISA member.

Have a great Thanksgiving!

Todd W. Sigety, ISA CAPP
President, ISA

In Defense of Specialists and Specialty Studies Committee

When asked about the purpose and function of ISA’s Specialty Studies Committee (SSC), I simply recite what has become a mantra: “No one can know everything…” 

I usually follow with an analogy comparing doctors to appraisers.  You have a problem:  you have a headache, fever, your throat hurts, your neck is swollen, and it hurts to swallow.  Although a general physician may diagnose your infected tonsils, (hopefully) he/she will not remove them.  Instead, a competent doctor will refer a surgeon.  Your problem is solved, not by one doctor, but by a team of specialists.

The same is true for appraisers.  The competent general household contents appraiser refers specialists for certain properties--the gems and jewelry appraiser for the Cartier ring, the machinery and equipment appraiser for the 1952 Mercedes Gullwing, and the fine art appraiser for the Dali prints.  Certain properties have subtle market complexities that require more than comparables (or an internet connection), but also a certain amount of expertise and experience that only specialists can provide.

But there is a corollary to my mantra:  “No one wants to know what they don’t know…”  One of the more difficult tasks for the competent appraiser is to know when to refer a specialist.  Sometimes we are tempted to appraise property that may require a specialist, but convince ourselves that we can perform it, by rationalizing that, “I’m saving the client time and money by doing it myself.”  But because we don’t have immediate knowledge of an object/artist/market/etc., we have to spend extra time trying to access it, and that time adds up.  In our efforts to save a client time and money, we may cost them those very things.  Then, not only are our efforts counterproductive, but we fear our client comes to that same realization.  Or worse, the client takes action upon it.  How much time and money does court cost?

In fact, you save both your and your client’s time and money by referring specialists.  Moreover, you build a network of relationships with experts in their fields who likely don’t share your knowledge about other property.  By referring, you get referrals.  But most importantly, you may save your reputation by not appraising a property, and instead, referring a specialist.

Members who attended conference in Charleston, SC in 2009, may remember Roger Durkin’s excellent presentation citing how a really good lawyer needs only our resume to discredit us on a witness stand.  Next time, when deciding whether to accept an assignment by building a team and referring a specialist, or go it alone by doing it all yourself, maybe the mantra should not be, “No one can know everything,” but rather, “am I willing to take a witness stand?”

The need for specialists creates the need for a Specialty Studies Committee.

Scott W. Hale, ISA AM

Chair, ISA Specialty Studies Committee

Recent Activities of the Marketing and Promotions Committee

This has been a busy summer for the Marketing and Promotions Committee.  We have redone the piece that goes to potential sponsors and advertisers so that it offers more year-round opportunities for a wider range of budgets (view it here!), placed an ad in Maine Antiques Digest which will run through the fall, brainstormed ideas for future ads, added free links in related industry websites and started reworking our old prospecting brochure.  What’s really great about all this activity is that many members took one project and ran with it.  Some people really did commit hours of effort into their project but most helped achieve major goals with short time commitment.  I say this to let all of you know that there is plenty of room for more busy appraisers to make a contribution to the society through committee involvement. 

When asked what membership benefits are important, members consistently say advertising that leads to jobs for our appraisers.  I commend the creativity of the members of the Marketing and Promotions committee for their efforts to find ways to promote ISA and the use of its members to those who hire us.  We will also be promoting the advantages of our educational system to those who are considering becoming appraisers.  Another aspect of this committee’s task is to find sponsors and advertisers to help pay for further educational programs and for our annual conference.  Now, I understand that raising money is not a favorite hobby for most of you but surprisingly this is one of the most rewarding aspects of my service.  I have had several calls from sponsors who attend conference just to tell me how impressed they are with our programs.  They all tell me that our members are friendly, enthusiastic and knowledgeable.   You are the ones who have resold them on the value of continuing to sponsor and advertise with us. 

If you are interested in becoming a member of the Marketing and Promotions committee please contact board liaisons Libby Holloway, ISA CAPP at: libby@LibbyHollowayAppraisals.com or Steve Roach, ISA AM at: Roach.Steve@gmail.com for information on current projects. 

So, why did YOU choose ISA?

I will always remember the job I lost because I did not have any credentials.  The job was an estate sale for a man who owned a house full of marketable high end “stuff”.  I wanted that job, and I knew that I would be his best choice, but aside from providing my great references, I could not say that I belonged to a professional organization.  In fact there were no organizations for estate sellers to which I could apply for membership. On that day, ten years ago, my search began and another world opened to me. 

Researching organizations pertinent to estate sales led me to the appraisal organizations. Not knowing any appraisers I could not ask for advice, I endeavored to find the right group for me. I considered AAA, ASA and ISA carefully and came to the conclusion that ISA would be most suitable for my geographical location and my background in sales of jewelry, art, and antiques. 

We all have stories about how we came to be appraisers.  Our backgrounds are varied, the stories diverse, but one thing we all have in common: we seek to be professional.  Every day we have a choice in which jobs we take, what clients we accept, what assignments will be our focus.  To quote my favorite economist, Milton Friedman, we are “Free to Choose” as we vote with our dollars. The fact that you have chosen ISA demonstrates this clearly as you vote for ISA each year you submit your membership dues.

Allow me to share the recent informal research I have compiled with regard to the three major appraisal organizations.  In the searchable Internet databases provided by the organizations, there are more than 1300 appraisers of personal property in the USA.  Taken by state, ISA membership dominates in 30, equals others in four, does not exist in two where others have a presence, and shares an absence in three.  Of the 30 states where ISA is the strongest, there are 15 states where ISA membership significantly dominates. Of the 1300+ total appraisers listed in the searchable databases, ASA has 19.6%, AAA has 28.7%, and ISA has 51.7%. That is a strong membership base.

Of the total membership in all three organizations, the following percentages of highest membership designations were noted: AAA Certified members 83%; ASA Accredited Senior Appraisers 61%; and ISA CAPPS 18.6%.  Specialty by category based on those who responded to the latest ISA membership survey revealed that 63% are ARC, 24% are Fine Art, and 7% are GJ.

What all this means will be different to each of us.  We can be proud of the fact that ISA enjoys a strong presence in the appraisal community.  As an organization we can strive to increase the percentage of certified members. Individually you are free to choose your organizational affiliations and your level of membership within those groups.  As you endeavor to be the best appraiser you can be I encourage you to extend that energy to the association you have chosen as your own.  

I appreciate the generous support ARC members have provided over the past four years.  Please consider how you could contribute in any way, large or small, to make ISA the best it can be.

Selma Paul, ISA CAPP
Chair Antiques & Residential Contents