An ISA Member in the Far East

Khadinn Khan, ISA AM

I was the Chief Claims Adjuster and Risk Surveyor for AXA ART, the global art insurance specialist, in Asia, when I applied for ISA membership in 2016.

Art insurance is still a developing business in the region, where more collection owners or custodians elect to self-insure rather than taking up specialist coverage. I worked with a small team at AXA ART and was the only member with adequate art knowledge, therefore, I was tasked with the responsibility of verifying and approving the sum insured (on agreed value basis) of artworks proposed by brokers and clients on their insurance policies. People began to approach us with items which they thought were of high worth and wanted to insure, including items purchased many years ago or passed down to the family, and expected us to provide a solution or referral for valuation. These requests were particularly common when I was conducting risk surveys at clients’ homes. After a while, it became apparent that if I could add art appraisal expertise to my skill set, it would help to progress my career.

There are a very low number of professional art appraisers in Asia due to lack of demand. In Hong Kong, we have a low tax rate and a simple tax system that provides no tax relief for charitable donations, except for cash contributions. Additionally, estate duty has been abolished, so neither estate duty accounts nor clearance papers need to be filed. With no governmental requirements for appraisal, there is simply limited demand to support professional appraisal businesses. At the same time, China and Hong Kong have emerged dramatically as an art market and are now considered the world’s second largest, according to The Art Market 2018 report published by Art Basel and UBS. The lack of professional art appraisal service is hindering the growth of other financial services, such as art insurance and art-backed loans.

There is clearly enormous potential for appraisers in Asia, but what convinced me to obtain a formal education in art appraisal was my personal involvement in a unique damage claim.

Hong Kong Harborfront © Art Basel 

An auction house client reported a claim for damage to a Song dynasty ceramic vase that was on consignment to them. The damage was a hairline crack to the edge of the base. In these situations, restoration may not be the best option, as the market preference is to avoid alteration on minor damage. We agreed with the client and consignor to settle on a diminution of value basis. As there was no qualified appraiser available to take up the assignment, and because of an urgency to settle the claim, all parties agreed to a proposal of having two antique dealers inspect the damaged vase. Each dealer would separately suggest the percentage loss in value, then we would use the mean as the basis of settlement. In the end, both dealers came up with the exact same extreme percentage, which took everyone by surprise. They did not provide any reasoning or justification of their valuation, and were not obligated to. We had no option but to settle the claim accordingly. This experience motivated me to source an independent, transparent appraisal process for future claims in order to leave no party confused or suspicious. My research subsequently led me to ISA.

Attending ISA courses in Naperville turned out to be one of the best decisions I made for my career. First of all, it was achievable. I was able to start from scratch and complete the Core Course, the 15 Hour USPAP course and Fine Art course in three weeks. The courses were well structured, with visits to art museums and a printmaking studio. The classroom discussions were particularly lively and often based on real-life examples shared by fellow colleagues encountered in their daily businesses.

Coming home with my new credential, I was determined to spread the word and do what was necessary to promote good appraisal practices with the goal of raising overall personal property appraisal standards in the region. Using knowledge I gained through my ISA education, I was able to educate industry professionals and art collectors. I informed bankers and insurance professionals on what USPAP is and asked them to consider USPAP-compliant reports only for their insurance policies or lending out loans. For art collectors, I promote periodic appraisal as part of a good collection management program, together with a robust inventory system, maintaining good documentation of provenance and purchase records, a secure display/storage environment, and adequate insurance coverage. My message is that an appraisal report is essential for accounting and estate planning purposes, or if one wishes to secure loans using their art collection as collateral.

Lecture at Art Taipei Forum 2017

My ISA education helped me a great deal in improving communication with our claimants. Although I would not perform appraisal on damage claims that I directly handle, I could use my knowledge to guide loss adjusters to look for the correct data and comparables, seek opinions from the right experts to determine the settlement offer amount, as well as make sure their communication with the client is clear and appropriate. I demand that the loss adjusters demonstrate clearly how they arrive at the settlement offer. There are always brokers or clients who are dissatisfied with the offers, yet there has never been any complaint on the communication or lack of transparency since. Also, we’ve seen a significant drop in claim disputes for my department and my company was able to highlight our claims service as a selling point for our insurance products. I’ve also noticed in places where there is no local law governing personal property appraisal, highlighting USPAP and the ISA Code of Ethics always provide confidence to clients in knowing that the appraisals are being conducted in a responsible manner.

I would advise fellow appraisers living outside of the USA to try to attend courses on site or attend the ISA annual conference, Assets. One can feel isolated sometimes due to having few peers in the market, and for our profession, it is important to build a network of experts of different backgrounds and knowledge. Attending ISA courses or the Annual Conference is a great way to tap into the vast experience of fellow appraisers, and from my experience, they are always happy to share.

- Khadinn Khann, ISA AM, is an appraiser based on Hong Kong and has been a member of ISA since 2016. To learn more about ISA membership, visit the ISA website.

Revisiting the ISA Dealer Directory

Christine Guernsey,
ISA CAPP

At Assets 2018, we announced the new ISA Dealer Directory. This new directory connects prominent invited and vetted antique, jewelry, and fine and decorative arts dealers with our qualified ISA appraisers across the United States and Canada. The purpose of the Directory is to provide ISA appraisers and dealers with opportunities to facilitate appraisals, acquisitions, and the disposition of fine and decorative art as well as antiques and jewelry. This directory is a subscription-based service for dealers and gives free access of the postings to all ISA members.

View the Dealer Directory

The ISA Dealer Directory is an exclusive ISA member benefit. Only ISA members and subscribed vetted dealers have access to the Directory. It is completely private and not accessible to other appraisal organizations, non-subscribed dealers, or individuals. The directory is the first of its kind to be created by a professional appraisal organization.

The directory provides many unique benefits for our membership. Most importantly, the directory introduces our appraising members to leading dealers across the US and Canada. Using the directory, appraisers will discover top dealers along with the areas of collecting and selling in which they specialize. This creates opportunities to meet and build relationships with these featured dealers.

Whether we are in search of replacement cost information or have general questions about an artist, creator, movement, or market trends, working with dealers directly can give our appraisers access to current information they wouldn't normally find researching online. Asking price information for works in galleries or works which will be sold privately, usually isn't listed publicly. Calls have to be made to acquire this type of information. Dealers unfamiliar with an appraiser are often hesitant or too busy to share this type information. In becoming known as a qualified ISA appraiser and developing relationships with dealers who specialize in what you are appraising, you can gain valuable information about sales and market trends, discover unpublished asking prices and learn about private sales which will elevate the credibility in the final valuations of your appraisal reports. This alone can help you stand out among your appraisal competition.

Knowing which dealers specialize in specific areas of collecting and what items they are looking to acquire helps our appraisers add another service to their appraisal practice. Often appraisers are in the front line of knowing when their clients are thinking about selling something from their collection. This is especially true when we do estate appraisal or work with a client who has recently inherited something that they don't particularly want to keep.

There are many options for disposing of an item. Often these many options are confusing to the client especially if they are unfamiliar with collecting. Being able to connect your client with an appropriate dealer who can offer a fair deal, adds additional service for your client. The client is able to dispose of an item in an efficient and private manner, often for a higher sale amount and without additional fees. A successful transaction will make your client very satisfied with your services.

If you have clients who are interested in selling an item, be sure to log into the ISA member site and check out the Dealer Directory. Dealer requests change often. Our list of dealers continues to grow. If you know of a dealer you feel should be included in the Directory, please let us know so we can send them an invitation.

- Christine Guernsey, ISA CAPP, is recent past president of ISA and currently serving on the ISA Board of Directors. She appraises all areas of American paintings, works on paper, sculpture, and outdoor sculpture, specializing in 19th and 20th centuries.

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

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.

Assets 2017 in Review

With another successful installment of Assets behind us, we'd first like to extend our gratitude to those who made the conference possible, including the Board, the Annual Conference Committee, and all the speakers, attendees and sponsors.

Assets is always a reminder that our members are the most important part of ISA. The best part of conference is seeing the connections made between our members and the enriching conversations that come from those connections.

Thanks to the dedicated work of the Annual Conference Committee, this year's programming and educational offerings were outstanding, with highlights including the ISA member panel, breakout sessions, presentations on appraising an archive and estate sales, specialty tours around Chicago, and more.

ISA member panel

We also made a major announcement at Assets about a new member benefit: the ISA Job Board. The Job Board is a place where members can post or find appraisal work, including both remote and in-person opportunities. If you need temporary assistance with a project or are looking for opportunities to grow your appraisal skills, visit our site for more information!

Looking to relive your favorite moments of Assets 2017? Don't forget to tune in on April 18th at 2pm central time as Christine Guernsey presents a webinar full of Assets 2017 highlights. The webinar is complimentary and you can register here. And don't forget to "Like" ISA on Facebook and visit our page to see photographs from the meeting.

The ISA Board thanks everyone who helped make
Assets 2017 a success!

The awards brunch was held on Monday, April 3, where we recognized the members who have contributed positively to ISA throughout the past year. We'd like to congratulate the following award recipients:

Distinguished Service Award
Maureen Winer, ISA CAPP

Distinguished Service Award: ISA Instructor
Kirsten Rabe Smolensky, ISA CAPP

Lamp of Knowledge Award
Cindy Charleston-Rosenberg, ISA CAPP

Rising Leader Award
Kelly Juhasz, ISA
Sanjay Kapoor, ISA

FAE Award
Meredith Meuwly, ISA CAPP

Outgoing Leadership Award
Steve Roach, JD, ISA CAPP
Marian Aubry, ISA CAPP

President's Award
Perri Guthrie, ISA CAPP

Lifetime Achievement Award
Judith Martin, ISA CAPP

We'd also like to recognize the recipients of the Life Member Award:
Charles Barry Goldstein, ISA CAPP
Daphne Rosenzweig, PhD, ISA CAPP

As well as welcome our incoming class of new ISA CAPPs:
Brady Dreasher, ISA CAPP
Lisa Garcia, ISA CAPP
Amy Goodell, ISA CAPP
Lisa Hudspeth, ISA CAPP
Holly Nelson, ISA CAPP
Jeffrey Pearson, ISA CAPP
Darlene Wong, ISA CAPP

Save the Date! We'll see you at next year's conference, March 9-12, 2018 at the Westin Pasadena in Pasadena, California. 

Constructing Relationships at Assets 2017

Maureen S. Winer, ISA CAPP
Annual Meeting Committee Member

Since I became a member of ISA, I’ve never missed an ISA conference or left one early. Why would I miss learning and relaxing with my friends and colleagues from every part of the appraising world?

From the first day of Assets 2017 to the last, I am planning on taking advantage of everything the conference has to offer, including the outstanding social and networking events we have scheduled. If you haven’t already, register for the conference and special events, and view the full program.

Assets 2017 starts off with two specialty tours taking place all day on Friday, one focused on Fine Arts and the other on Antiques, Furnishings + Decorative Arts. You will have to choose one or the other, but luckily we have blog posts (linked above) from myself and Irene Szylinger with details about each of the tours.

After the tours end, we'll enjoy a opening reception back at the Palmer House Hilton, and directly after that, a New Attendees Reception to welcome everyone experiencing Assets for the first time.

Both specialty tours will visit
the Art Institute of Chicago.

Along with all of the wonderful educational opportunities on Saturday, Sunday and Monday, we have many opportunities during the day and afterward to connect with your fellow appraisers. Sunday offers a Networking Lunch and Learn, which gives us the opportunity to get to know ISA sponsors, Affinity Business Partners, and committee leaders. At the end of the day, we will gather on the sixth floor foyer for a silent auction benefiting the Foundation for Appraisal Education (FAE), which will raise funds for ISA members and increased educational opportunities.

On Monday, the day begins with a CAPP Appreciation Coffee event – I’ve worked hard to achieve my designation, and I will be enjoying refreshments and mingling with others who have done the same.

We have so many extraordinary and dedicated volunteers, from our Board President to those who serve on local and national boards and committees, as instructors, and supporters of ISA, and they deserve our thanks and recognition, so I never miss the Awards luncheon and the chance to thank them.

And don’t forget – Chicago has great shopping, entertainment and sightseeing. See you at Assets!

Maureen S. Winer, ISA CAPP

Welcome to ISA!

The ISA is proud to introduce you to the newest appraisers to obtain an ISA membership. Please join us in publicly welcoming them to the Society!

Mary Kohnke Bartlett, IL	Larissa Wild Gould Eagle, CO
Olga Belyaeva Chicago, IL	Charles Davis Louisville, KY
Renee Banks Linden, NJ	Elaina Grinwald Dallas, TX
Laura Toops Merrillville, IN	Amy Hoover St. Louis, MO
Brendan Ryan San Jose, CA	Shelah Allen Tacoma, WA
Gabrielle Segal New York, NY	Elin Hamalainen Rockville, MD
Leah Carey Toronto, ON	Lennie Pressman New York, NY
Donnie Kim Richmond Hill, ON	Charles Tinsley Bedford, TX
Keith Rainer Memphis, TN	Bianca Morabito Boca Raton, FL
Sonjia Weinstein Laramie, WY

A Real 'Name'-Changer

by Maureen S. Winer, ISA CAPP, Chair of Antiques, Furnishings + Decorative Arts (AFDA)

Say goodbye to "ARC" and hello to "AFDA!"

I am thrilled to announce that the ISA Board has approved the Antiques & Residential Contents (ARC) Committee’s recommendation to change the name of the ARC division to Antiques, Furnishings + Decorative Arts, otherwise referred to by its acronym AFDA.

Why the change? For years, I have believed that ARC did not properly reflect my appraisal business, nor that of most of my fellow appraisers. Sure, it is primarily an internal name and the general public is not aware of the title. Still, we are. So why does this matter? The answer is, we should be represented by a name that is consistent with our desired image; it should state our expertise and should last the test of time. The name should also represent the majority of our members.

The (former ARC) committee members agreed unanimously that a name change was necessary; therefore, we embarked on a mission to find the right name. Through much discussion and debate, and with welcome input from Libby Holloway, we chose Antiques, Furnishings + Decorative Arts. It should be noted that we had an extensive discussion regarding our Gems and Jewelry appraisers; although they remain a part of the AFDA division, we recognize that we need to help them reestablish their own voice over the coming years. The Annual Conference Committee has made sure that there will be plenty of relevant presentations and breakouts to please our Gems and Jewelry appraising members at the upcoming Assets 2017 in Chicago, March 31 – April 3.

Many thanks to our committee members—Bridget Donnelly, Kurt Soucek, Mary Alice Manella, Rudy Pena, Sanjay Kapoor, Lisa Duke and Catherine Sanky. If you would like to become a part of our committee, please contact me at maureen@pwpusa.com.

New to the ISA

The ISA is proud to introduce the following individuals to the ISA. Please join us in publicly welcoming them to the Society!

Elizabeth Anastos Winnetka, IL	Meridith Baer Los Angeles, CA
Catherine Bassett Midland, TX	Paula Cagigal Edmond, OK
Jeffrey Chandler North Port, FL	Laura Cole Naperville, IL
Kimberly Daylor Houston, TX	Vincent Dillon Indianapolis, IN
Candace Drexelius Louisville, KY	Steven Gilman Arlington Heights, IL
Beth Hancock Lady's Island, SC	Travis Havelka Wheaton, IL
Catherine Hovey Dripping Springs, TX	Chenying (Molly) Huang Falls Church, VA
Ann Helene Iversen Princeton, NJ	Jo-Ann Kane, ISA Montreal, QC
Khadinn Khan Hong Kong	Katherine Klein Rocklin, CA
Angie Longpré Thornhill, ON	Emanuel Nash, III Jacksonville, FL
Suzanne Pringle Winnipeg, MB	Marcey Ramos Hermitage, TN
Glenn Rand Mason, MI	Jason Rzepniewski Pflugerville, TX
Mitch Schmer Crystal Lake, DR	Sneha Shah Mumbai, Maharashtra, India
Gene Shapiro, ISA AM New York, NY	Shanna Shelby Denver, CO
Claire Shields Raleigh, NC	Ann Smith Fredericksburg, VA
Elizabeth Taylor Columbus, OH	Heidi Vaughan Houston, TX
Valerie Voinis Houston, TX	Edward White Bartlesville, OK
Cathy Wright Albuquerque, NM

Get Business Know-How from New ISA Toolbox

EXTRA! EXTRA! Read all about it! Some of us remember when there were EXTRA editions to the newspapers for extremely important newsworthy information.

The big news from ISA is that the ISA Means Business! Toolbox is officially here. We have listened to you, our members, requesting more business practice information. Whether you need direction in the legal, office, or promotional aspect of starting or fine-tuning your appraisal business, it is all addressed in our new Toolbox.

What you’ll find inside:

• New Appraiser Resources, including our Guide to Launching an Appraisal Business and blog post on fantastic mobile apps


• Marketing/Advertising Resources, including tips, member logos, advertising collateral, and much more


• Templates, including a Client Intake form, Client Project Timeline and Research Log (found within the Guide to Launching an Appraisal Business)

Through blog posts, referral links, templates and more, the resources within the Toolbox will aid ISA members in operating efficient, effective businesses—they may be newly established and looking for help starting up, or they might be existing businesses looking to adopt the latest marketing and operational trends. Tips include software and office practice recommendations and solutions to real-life business concerns, including how to deal with competition and reach the gatekeepers.

We desire your feedback and encourage your comments. If you have more suggestions based on what has worked for you, or you would like submit your thoughts on a new app, template or the like, please let us know about it! The Toolbox will not remain stagnant. It will continue to be enhanced, and so will your business.

The ISA Means Business! Toolbox is brought to you by the ISA Membership Retention Committee:

Board Liason: Marian Aubry, ISA CAPP
Committee Chair: Jan Robbins Durr, ISA CAPP
Members: Len de Rohan, Susan Eisen, Robin Braswell, Lottie Stevens, Charles Pharr, Susan Sturdivant, Beth Underhill

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

By Jan Robbins Durr, ISA CAPP, Membership Retention Committee

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

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

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

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

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

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

Are You Missing Out On Potential Clients?

First impressions are everything, and appraising is no different. You have the credentials, the experience, and the right skills – there’s no question about it: you’re an ISA member. But who can tell?

Of the many benefits ISA offers its members, one of the most valuable is our “Find an ISA Member” search tool on the ISA website, which allows visitors to search for an appraiser based on location and keywords such as specialties, credentials, or services. With an average of 2,500 page views a month, it is a powerful tool in your professional arsenal that can help maximize your professional presence.

As a member, you are automatically given a profile. But are you making the most of it? Here are some tips to help you get noticed:

1. Location is Everything
A crucial component of the ISA search feature is location. Without it, you won’t pop up in anyone’s inquiries, putting you at risk of missing out on an opportunity that may literally be down the street from you. Be sure to include the city and state where you practice. And if you travel to do appraisals, include that in your “About” section too!

2. Is a Picture Worth a Thousand Words?
Maybe, but it’s definitely worth the 60% of people who are more likely to click on your profile simply because you have a photo, according to MDG Advertising. Choosing a high quality, professional photo of yourself can drastically increase the chances of you securing your next assignment.

3. Mind the Details
Not too long ago, the Huffington Post reported that most resumes are skimmed for a few seconds before they are tossed to the side or accepted, and your profile should be no different. This is your opportunity to market yourself as efficiently as possible. Engage visitors with critical information on yourself and what you offer. And while it is important to have your credentials listed alongside your specialties and contact information, don’t forget to let your personality shine through as well. Here is a great chance to offer some insights on your likes and hobbies, memorable experiences, and goals as they relate to your appraising career.

To update your profile, simply login to the ISA website and click on “Manage Your Profile.” Once you’ve confirmed that your contact information is up-to-date, add background information to personalize your profile, check the box labeled “Include in Membership Directory,” and select your areas of expertise in the Find an Appraiser categories. (You are also able to choose five of each section: Specialties, Services and Performs Appraisals Of.) Always remember to Save Changes when you are done with each section.

ISA’s search tool can be tremendously useful for both website visitors and members alike. When used properly, it is a convenient way to advertise your services and capture the attention of potential clientele.

New ISA Members

The ISA is proud to introduce you to the newest appraisers to obtain a 2016 ISA membership. Please join us in publicly welcoming them to the Society!

William Bales Santa Fe, NM	Janel Bedor-Griffiths Appleton, WI
Keven Belt Montgomery, AL	Jessica Berger Streamwood, IL
Susan Conway Houston, TX	George Cunningham Phoenix, AZ
Linda Dembek Naperville, IL	Sophia du Brul Wilmette, IL
Philip Elia Davie, FL	Robert Farner Liberty Lake, WA
Mary Catherine Godvin Ferndale, MI	Myrna Hayutin Denver, CO
Faith Hensley Odessa, MO	Donita Hood Gwynn Oak, MD
Patrick Houlihan Sedona, AX	Eric Jenior Canton, OH
David Kwiat Encino, CA	Hannah Laws Plano, TX
Karl LeClair Boise, ID	James Mabry Huntsville, AL
Patrick Marlowe San Antonio, TX	Suzanne McKenzie-Hawtrey Santa Barbara, CA
Andria Minicucci Toronto, ON	Adam Muhlig San Antonio, TX
Karen Murray Schwenksville, PA	Rebecca Neat Vancouver, BC
Olga Nodarse Chao Lakeland, FL	Kimberly Permenter Austin, TX
Anna Rodgers Mars, PA	Tamara Stangeby Seattle, WA
Jannie Stoodley Calgary, AB	Jessica Strongin Austin, TX
William Taylor Burlington, IA	Marcy Wall Bella Vista, AR
Jonathan Warren Chattanooga, TN	Yakov Wiessmandl Lakewood, NJ
Tamara White New Port Richey, FL	Lelia Williamson New York, NY
Ethan Yang Houston, TX	Colleen Zapata San Antonio, TX

ISA Means Business!

By Marian R. Aubry, ISA CAPP

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

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

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

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

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

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

Take Advice and Make Opportunities

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

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

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

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

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

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

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

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

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

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

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