Assets 2018: Spotlight on Saturday's Program

Suzanne Houck, ISA CAPP

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

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

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

Want to learn about California design? 

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

California photographer
Ansel Adams

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

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

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

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

Do you shy away from tax-use appraisals?

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

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

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

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

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

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

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

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

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

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


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

Discover New Markets with FindArtExperts.com

The following is a sponsored post by ISA Affinity Business Partner (ABP), FindArtExperts.com. Learn more about the ABP membership.

As a member of ISA, you’ve taken courses, worked through our credentialing pathway and amassed knowledge and experience running your appraisal business. Your membership in our organization distinguishes you as an expert – whether it’s Japanese prints, early Impressionism, or the full contents of an estate, you’ve established yourself as a subject matter expert in the appraisal industry.

However, your time is limited, and you may not always be able to market your services and expertise to the right group of people. That’s where FindArtExperts.com can help. Created by a group of professional colleagues and collectors, FindArtExperts.com is a leading source of knowledge and information on the world of art and auctioneering, and currently lists more than 5,000 art and auction service professionals in more than 200 specialty categories.

Referred to in ArtDaily as a “one-stop shop for art collectors or sellers who strive to make informed decisions,” FindArtExperts.com allows its subscribers to make an educated choice on the appraisers, auction houses, collection managers, conservators, galleries, framers, publicists, art storage and transportation companies they need to manage, sell or appraise their collections. 

Registering for FindArtExperts.com will get your name in front of the collectors and sellers who are searching the FindArtExperts.com database. You’ll save time, money and headaches as FindArtExperts.com strives to be the best guide to the art and auction world for its global audience. Most importantly, your ISA credentials will distinguish you even further as a top choice for those seeking your services.

Benefit from the way FindArtExperts.com breaks down the wall between collectors and specialists, reinforce your status as a leading expert in the art world, and sign up today.

Get Listed on FindArtExperts.com

Claim your discount to receive 3 months of VIP membership benefits in the FindArtExperts.com global directory database, and position your company in front of a global audience that uses its database to find the professional services you or your company provides.

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.

The ISA Ambassador Program's First Anniversary

Jan Robbins Durr, ISA CAPP
Membership Retention Chair

As we approach the first anniversary of the Ambassador Program, I would like to thank all our ISA appraiser volunteers who have participated in making it a success. If you remember back to your first years, beginning an appraisal career can seem a daunting task. Wouldn’t we all have been more confident in our business decisions with an experienced person as our sounding board?

The Ambassador program brings strength to our members and organization by:

• Providing connections to our membership
• Supporting our newest members in a tangible, consistent manner
• Forging friendships with like-minded colleagues in multiple disciplines

Our Ambassadors are AMs and CAPPs assigned to all new members. The Membership Retention Committee provides a short manual for reference to guide the Ambassador through our member benefits, membership levels, ISA Means Business! Toolbox, and maneuvering the ISA website. Ambassadors refer all educational questions to the Director of Education, Meredith Meuwly, ISA CAPP, at directorofeducation@isa-appraisers.org.

Please consider volunteering in 2018 as one of your New Year’s Resolutions! We are an organization that prides ourselves on our strong networking. Attending Assets is proof of the camaraderie that develops when we share our knowledge and passion for this career. Contact ISA's Senior Account Coordinator Michelle VanAlstyne at mvanalstyne@thesentergroup.com to serve as an Ambassador.

"Joining the Ambassador Program has been a life saver. I live in a remote area and the connection and support from Cindy [Charleston-Rosenberg] has been invaluable. Her generosity in sharing her experience and ideas has made me feel more comfortable and confident with my new appraisal aspect of my business. I can't thank her and the ISA enough for this support, and hope that one day I'll have enough knowledge to share with a new appraiser." - Larissa Wild Gould, ISA

- Jan Robbins Durr, ISA CAPP, Membership Retention Chair

How Do I Make the Most Out of Networking Events?

Cris Drugan, ISA AM, MIPAV[OS]

Are you trying to grow your appraisal business but unsure how to market yourself? My advice is to attend networking events to start spreading the word about yourself and what you do.

Studies have shown that it takes at least six touches before customers consider using your product or service. Wouldn’t you like to double up on those touches by having others mention you in their conversations? Attending networking events gets your pitch to a number of people at one time and allows you short one-on-one time to begin developing relationships.

People need to know and like you before they trust you enough to purchase or recommend your service. Remember, by recommending you, they are putting their name and brand on the line too. It will take time to reach the “trust” stage with your potential customers, but when you get there, the work you put in will be worth it!

Finding the Right Event for You

If you are just starting your appraisal business or are developing your marketing plan, look for the following types of events. Some may work for you better than others and fees range from <$10 per event to yearly memberships costing hundreds of dollars.

Here are some suggestions:

1. Local Chamber of Commerce – membership-based 
2. Business to Business groups (B to B) - membership-based 
3. Business Network International (BNI) - membership-based
4. TEAM Network groups - membership-based
5. Eventbrite groups – individual and membership-based groups

These types of events are a great starting point. Once you have attended a few and made some connections, you can find other private networking groups to join.

How to Survive (and Thrive) at Networking Events

There are many strategies to working a networking event. My suggestions here follow the “Know, Like, Trust” approach I mentioned earlier.

Here are some important tips to remember:

Listen: Take stock of your interactions with other event attendees and make sure you’re using your time to pitch effectively. Think: What does the other person do? Are you satisfied with their knowledge and expertise? Can your clients use their services? Do you trust them enough to represent themselves and your company professionally? Get to know your potential customers and how you can help them.

Don’t be a chicken: Hurry around to as many people as you can with a fist full of business cards. Introduce yourself, your business, hand them a business card, and ask for theirs in return. Quick and to the point, right? But I’m sure you can spot the drawbacks – you won’t ever reach the stage of “Like” in your relationship with your customers. It’s much more effective to take the time to make a good impression and a real connection with individuals.

The Elevator Pitch

Many networking groups will have events where businesses and individuals can give a short, direct summary of their business for attendees. Developing your pitch can help you not only at these events, but can also ensure you’re able to talk positively about your appraising business at any given moment.

They call it an “elevator pitch” for a reason – you never know who you’ll have the opportunity to meet! Not to mention, being able to speak about your appraising business is an important step in building trust with potential clients.

Here are some tips for developing your elevator pitch:

1. Keep it short. Due to the number of people who attend some networking events, there may be a time limit on your pitch. Be considerate of others and make sure you stick to that limit. You’ll also benefit from keeping people engaged and wanting more!
2. Practice makes perfect. Pre-write your pitch, time it and practice it. You’ll sound much more confident when you know what you want to say about your appraising business.
3. Change it up. Don’t try to list everything you do in 30 seconds. Change it up now and again. Talk about the different services you offer in separate pitches. If you don’t keep listeners engaged, they’ll quit listening!

Having trouble getting started? Take a look at these different styles of pitches, courtesy of the Cuyahoga Falls (Ohio) Chamber of Commerce:

1. The Trainer: Present as if the attendees are new employees and you’re training them on how to market your service.
2. The Target Market: give specific names of companies you want to talk with, ask them who they know or describe specific types of business you want (or don’t want) to do business with.
3. The Storyteller: Tell a specific story without using names of someone you helped and what the result was. (Remember, maintaining client confidentiality is part of being a USPAP-compliant appraiser!)
4. The Comparison: Compare your business to another, without naming them, and show specifically how you're different. Give a list of benefits, quantify them if possible.
5. The Rambler: Ramble on about unrelated subjects. Win a narcissist award. People will listen, but it won't help you grow your business.

Starting a business as an appraiser can be intimidating, but I hope this post took some of the guesswork out of networking. Remember, it takes at least six touches to make an impression, so keep attending those networking events, building your relationships, and making meaningful connections.

- Cris Drugan, ISA AM, MIPAV[OS]

Chris is the principal of Emerald Art Services LLC in Akron, Ohio. Contact Cris through his website at www.emeraldartservices.com or by phone or text at 234-207-8686. 

Looking for more information that will help you build and grow your appraising business? The ISA Means Business! Toolbox provides tips, marketing guides, advertising materials and more to all ISA members.

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

Jillian Van Volkenburgh

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

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

Education is an Investment 

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

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

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

Those That Appraise Together, Stay Together: Commitment 

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

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

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

You May Be Unattached, But You Are Not Alone

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

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

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

I Am a Student Again at 40

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

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

Read the Chapters First!

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

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

A Highlighter is Your Friend 

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

Find Some “Me Time” 

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

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

Wish Me Luck!

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

 - Jillian Van Volkenburgh

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

The Case for ISA: Four Members' Stories

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

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

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

Michelle Conliffe, ISA CAPP 

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

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

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

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

Glenn M. Rand, ISA, EdD

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

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

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

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

Darlene Hines, ISA CAPP

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

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

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

Pam Campbell, ISA CAPP

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

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

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

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

Would you like to become part of the ISA family?

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

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

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

How Do I Market My Appraising Business?

You’re an appraiser – you can spot a fake Picasso, tell the difference between Ming dynasty porcelain and Qing dynasty porcelain and recite the USPAP manual front to back. But do you know how to attract new customers to your business? With changes like the explosive popularity of social media and the addition of new millennial collectors to the market, growing your appraising business looks a lot different than it did even five or ten years ago.

To keep you up to date, here are a few tips and resources, and even a tutorial video, that will help you show off your ISA credentials and connect you with more clients.

Step 1: Attract More Customer Leads with a Compelling Appraiser Profile

When looking for an appraiser, the first thing many of your potential customers will do is search online. In fact, the Find an ISA Member search tool gets over 2500 page visits per month. What are visitors seeing when they come across your profile? The best way to get noticed is to make sure your profile is updated with all your most recent information.

To update your profile, simply log in to the ISA website and click “Manage Your Profile.” Add a picture, bio and your specialties to make your profile stand out. Don’t forget to add your location so customers near you can find you easily!

An example of a great profile in the Find an ISA Member search tool

For more detailed instructions on updating your profile on the ISA website, read our blog post with screenshots and more.

Step 2: Get Reading! Take Advantage of Free Marketing Guides

If you’re a member of ISA, you have access to the ISA Means Business Toolbox, which is a set of resources designed to give you all the information you need to connect with customers and market your business.

• Don’t have a big budget? Check out this post for ideas that will bring you new leads but won’t break the bank.
• Lost in the world of digital apps and platforms? Here is a helpful guide to the best apps for starting and managing your business.
• Starting from scratch? We have a guide to starting and marketing your new appraising business from the ground up here.

Step 3: Download Pre-made, Customizable Resources

To save you time, ISA has put together a number of downloadable resources that will help you get your marketing campaigns up and running within minutes. It’s as easy as clicking the download button and customizing as necessary.

• Show off your credentials with ISA member logos, perfect for your website and social media
• Create a professional advertising campaign with ready-made artwork with space for your logo and bio.
• Let the public know why it’s important to choose an educated and certified appraiser with a brochure complete with your logo and business information.
• Give a professional presentation on personal property appraising with a ready-made PowerPoint.

Step 4: Connect with Other Appraisers

Join us at one of our educational events, follow ISA on Facebook and Twitter, and get involved with the ISA Ambassador Program.

One of ISA’s best resources is its membership and collegial atmosphere, with many people ready to share what they know about appraising and marketing with you.

Need More Help? Watch our Marketing Resource Tutorial

We’ve put together a short video tutorial that gives you a tour of each of the benefits included in the ISA Means Business Toolbox, from downloading assets for your site to customizing your brochure. 

ISA’s goal is to ensure that each of its members has the tools they need to bring in customers and display their knowledge of appraising. We always have more tools on the way, so keep an eye on the ISA Now blog and the Toolbox for future updates. If you have a specific business need that ISA can help with, feel free to email us at info@isa-appraisers.org.

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

By Sarah Reeder, ISA AM

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

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

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

So What Is USPAP?

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

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

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

What Does "USPAP-Compliant" Mean?

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

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

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

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

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

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

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

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

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

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

Finding a Qualified Appraiser

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

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

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

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

Expanding Your Comparables Resources: A Fresh Look at Sources

By Suzanne Houck, ISA CAPP

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

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

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

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

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

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

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

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

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

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

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

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

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