President's Message 2017

Happy New Year!

May 2017 be the best year ever for all of your appraisal businesses!

Membership in ISA continues to get better every year, and 2017 will be no exception. ISA is the largest of the top three professional personal property appraisal organizations, with chapters and members across the United States, Canada and abroad. Being a member of ISA means increased opportunities for professional growth and business success through education and networking with affiliated professionals.

Our organization is a collegial one, filled with members who actively volunteer at all levels to help our organization continually improve its programming, educational offerings and business strategies for its membership. In addition, ISA has a strong Board of Directors. We are a group of nine of your colleagues, listening to your needs and creating programs that will help you become the most successful, competent and trusted appraisers in our industry.

Over the past couple of years, we have heard your desire for programs and products that bring you more assignments, grow your business and generate more public recognition of the ISA credential. To that end, ISA has improved our Find an ISA Member tool, increasing your exposure to the public by allowing site visitors to search for an appraiser by credentials, location, specialties, services and what they appraise. We have provided access to marketing templates and business forms and worked hard at raising public awareness of the characteristics and value of a qualified appraiser.

ISA is committed to supporting its members, from building their businesses to improving credentialing, methodology skills, and giving our members a distinct advantage over their competition. Last year we introduced the ISA Means Business Toolbox, designed to help members create and maintain thriving, up-to-date appraisal businesses. The Toolbox includes marketing tips, templates for promotional materials and business guides that offer practical recommendations on how to deal with competition and access the gatekeepers who can send the best appraisal assignments to you. Best of all, the ISA Toolbox is absolutely free to all of our members.

I am proud to say that ISA members, more than any other organization, excel in connecting and helping each other, even across great distances. To further increase those member-to-member connections, GoToWebinar is now available to all of our Chapters as a way to allow “distance-challenged” members a way to participate remotely in monthly Chapter meetings and keep in touch with other appraisers. Our Canadian and North Texas Chapters use this video-conferencing system successfully and highly recommend it to other Chapters. If you would like to incorporate this technology into your Chapter meetings, please contact Michelle VanAlstyne at our headquarters office to get set up.

Our newest members are as important to us as our longstanding members. We want all of our new members to feel welcomed, understand our credentialing procedures, and learn how they can become actively involved in ISA. Based on the success of ISA’s Mentor Program, we have expanded our outreach services to now include the Ambassador Program. Ambassadors (AM and CAPP members) volunteer to help new members navigate ISA and all the tools our organization provides for their success. Our Mentors (ISA instructors) are always available to answer methodology questions and give advice to anyone who is in the process of becoming accredited with ISA.

As part of ISA’s commitment to expanding networking opportunities for its members as well as enriching its credentialing process, we will be launching a new Job Board at Assets 2017. Through this Job Board, experienced appraisers can find temporary, contracted help from trained appraisers to assist with research, editing and writing for large projects. ISA appraisers working towards AM status will be able to count the hours worked on these assignments toward their credentialing-hour requirements.

Assets, ISA’s annual conference, is the most important opportunity our members have for advanced appraisal education and networking. I highly encourage all of you to join your fellow appraisers at The Architecture of Appraising, Assets 2017, March 31 – April 3 in Chicago. This year’s conference is shaping up to be our best yet!

Our Assets 2017 program includes several new aspects this year. A third Sunday breakout track has been added for Generalists, along with the current Fine Art and Antiques, Furnishings + Decorative Arts breakouts. This Generalists track was added to address the needs of those who want more specific product knowledge and to learn more about successfully running estate sales. Information on luxury and estate jewelry is included in the program to better meet the needs of our members who appraise jewelry. During the conference, we will also update members on the new credentialing requirements coming from The Appraisal Foundation which go into effect January 2018.

We have also added a new pre-conference class running from March 30 to March 31 at the Palmer House Hilton in Chicago on the A-Zs of being an Expert Appraisal Witness. The class is presented by SEAK Inc., the expert witness training company. Class size is limited and it’s filling up fast, so register soon! ISA members will receive a special discount on the course fee.

The night of Thursday, March 30, will include a pre-conference cocktail hour with a panel of estate planners and attorneys as well as appraisers who work closely with The Appraisal Foundation and estate industry. They will discuss what new directions estate planners and attorneys are headed in 2017 and how best to work with these professionals.

Along with all the new conference upgrades, your favorite aspects of Assets will still be there as you mingle and catch up with friends and colleagues. Please visit the website for more details and contact this year’s Chair, Elise Olonia, with any questions you have about our program.

ISA’s goal is to have a membership full of successful, active and engaged members. It’s 2017 and there has never been a better time to be a member of ISA.

Wishing you all the best,

Christine Guernsey, ISA CAPP
President, ISA Board of Directors

A Message from Your 2016 President

By Christine Guernsey, ISA CAPP

At the end of every year, it is wise to reflect on where one has been, what one has accomplished and what one plans for the upcoming year. This sage advice was given to me years ago and works well for one’s personal, professional and organizational lives. When I remember the state of ISA when I joined years ago and contemplate the accomplishments our organization has made since, I am reminded as to why I am so extremely proud to be a member of this organization. I understand why ISA has become the premier professional personal property appraisal organization of choice.

The International Society of Appraisers continues to be the largest professional appraisal organization that consists solely of qualified and credentialed personal property appraisers. Our membership continues to grow with new talent coming from auction houses, galleries, museums and other appraisal-related industries. Our unparalleled methodology, pathway courses, Learning Management System—which allows students to learn online from anywhere in the world—our requalification program, and our culture of camaraderie all continue to gain ISA high industry respect. Our increasing ISA brand recognition with top insurance, estate, law and banking industry professionals, along with our now mobile-enhanced ISA website (including the Find An ISA Member feature) continually help to drive new appraisal assignments to our members.

In this past year, ISA leadership, led by our immediate past President Cindy Charleston-Rosenberg, ISA CAPP, our staff at Sentergroup and many of our dedicated ISA volunteers have listened to their fellow members and have been responsive to their requests and needs. As a result, hundreds of volunteer hours have been spent this last year developing new programs that will directly benefit our members in 2016.
Here are some highlights of those efforts:

• 2015 brought a focus on advancing the ISA brand through strategic partnerships with allied industries to bring recognition and value to our members. The reciprocal webinar series developed with Chubb Personal Insurance, Changing Demographics in Collecting: Covering Passion and Investment Collections, presented by Laura M. Doyle and Melissa Lalka, provided our members with one of our most successful and highly attended webinars. In return, ISA is currently in the process of developing an 11-part series focusing on the connoisseurship of ISA appraisers and collectible assets, to be presented to Chubb’s worldwide network of brokers, agents and collectors. This exchangeable concept, which will build ISA’s relationships with the “gatekeepers of appraisal-related services and referrers of assignments” will continue in 2016 with many more allied industry leaders.

• In an effort to better address the needs of our students and instructors, provide a forum for instructors to exchange ideas, and encourage the development of new courses in our educational offerings, we formed the ISA Instructor Committee. Already, exciting advancements have resulted from exchanges between this committee and the Board. We established a new requirement that ISA CAPP candidates submit a Broad Evidence appraisal report, in addition to passing our rigorous five-hour comprehensive examination in advanced appraisal methodology, practice and ethics. New courses have been added to our curriculum including Asian paintings, screens and ceramic courses; modernism courses featuring design, furniture, decorative arts, prints, multiples and photographs; along with an antiques and residential contents course to be taught in Toronto. There are also more options for taking the USPAP and requalification courses.

• The formation of the Circle of Trust (COT), an alliance between the main appraisal societies (ISA, AAA and ASA) deepened throughout 2015. The mission of the COT is to raise public and industry awareness of personal property appraisal credentialing and to create a demand for qualified personal property appraisers. COT attempts to protect the public from individuals who may be operating with bias, without proper training and who compete unfairly with our qualified appraisers. Press releases went out in November announcing this collaboration and have been picked up by the press as well as promoted throughout social media. Long term, the strength of our message will drive more and more business towards our credentialed qualified appraisers.
  
  The advancement of our educational qualifications criteria, including strict enforcement of our unique requalification standard, has not only assured the public that ISA appraisers remain relevant throughout their careers and are practicing the most current standards, but has also raised ISA’s standing among our peers and The Appraisal Foundation. It is important to stay steady in this course going forward for the benefit of all of our members and colleagues.

• Last but not least, Assets 2015 was a record-breaking annual conference with our highest attendance in history, selling out attendance space and sponsorship tables.
  
  Looking ahead to Assets 2016, coming up April 15-18 in Dallas/Fort Worth, Texas, we are excited to see that registrations are trending ahead of last year. We are welcoming back long-time sponsors of our organization and bringing in new sponsors eager to partner with us.
  
  Our conference theme, Expanding Horizons, focuses on our ever-changing appraisal industry and finding new opportunities for our member’s appraisal practices. Attendees will gain insight into the new directions industry-related gatekeepers are taking with their clients and learn how ISA appraisers can collaborate with these industry trends for increased business. This year’s conference continues ISA’s tradition of bringing leading industry experts to our attendees. Be sure to check our ISA website for program and tour details. Don’t wait too long to register as this year’s conference is already predicting to be another sell-out.

There has never been a better time to be an ISA member! If we are all vigilant to keep a spirit of collaboration between all of our members (from all nine countries), make efforts to become involved, informed, and volunteer for committees to improve our organization, ISA will continue to thrive and gain respect. I look forward to working with all of you this upcoming year on projects that will make ISA better than ever in 2017.

Wishing you all a prosperous 2016,

Christine Guernsey, ISA CAPP
President

Invitation from the President: Expand Your Appraisal Horizons in Dallas and Fort Worth, Texas

By Christine Guernsey, ISA CAPP, President

It is my absolute pleasure to invite all my colleagues to my hometown of Dallas and Fort Worth, Texas, April 15-18 for ISA's Annual Conference, Assets 2016.

Our conference theme, "Expanding Horizons," focuses on an ever-changing industry and finding new opportunities for your appraisal practice. By attending, you will gain insight into the new directions industry-related gatekeepers are taking with their clients and how appraisers can collaborate for increased business; learn advanced methodologies to solve unique and difficult appraisal assignments; discover how to forecast future trends and advance your connoisseurship; and identify new business strategies that will help expand your appraisal horizons.

This year’s conference speakers continue ISA’s tradition of bringing you top industry experts. They include, to name only a few, Michael Moses of the Mei Moses Index; Peter May of LinkedIn’s “Art Solutions…Best in Practice” and “Trusts & Estates Network” with a combined 25,000-plus followers; Michael Plummer of Artvest; Lark Mason of Lark Mason Associates and IGavel; and an inspiring keynote presentation by Dennis McCuistion, award-winning host of the PBS television news show, the McCuistion Program.

The beautiful, newly renovated Hilton Hotel in Fort Worth, will host ISA. Renowned for its celebrity guests including JFK, this downtown hotel is a few blocks walk from Fort Worth’s Sundance Square where you will find a variety of great restaurants, shops and entertainment which are all affordable, easily accessible and safe for walking at night. For $10 per day, the Trinity Railway Express (located one block behind the hotel) will take you all around the DFW area as well as the Museum District in Dallas. Fort Worth’s Cultural District, with three major museums and its historic Stockyards, are all just minutes away.

We have arranged two days of special tours for conference attendees. Thursday, enjoy a very special hands-on, behind-the-scenes tour at Heritage Auctions in Dallas. Friday, tours include a stop to the Design District in Dallas to visit Pittet Architecturals, one of the leading importers of European architectural elements in the United States, NorthPark Mall's Raymond Nasher collection, the Dallas Art Fair with over 90 exhibitors of Contemporary art, the Crow Collection of Asian Art, The Dallas Museum of Art (with both decorative and fine arts) and the acclaimed Nasher Sculpture Center.

You can’t afford to not attend Assets 2016. It is an investment in your future appraisal practice, a commitment to your continued appraisal education and a chance to network with some of the top professional peers in our organization.

I invite you to take a closer look at the Assets 2016 program and to register early for savings. It will be great to see you in my hometown. You will leave knowing it was well worth the trip!

A Call for Volunteers

Christine Guernsey, ISA CAPP

By Christine Guernsey, ISA CAPP

I have just reread President Cindy Charleston Rosenberg’s New Year’s Message. If you haven’t read it, click on the above link and prepare to be stunned by how far ISA has come in the last several years in terms of being an industry leader, guiding its members towards compliance with accreditations and industry qualifications, and helping its membership become (and stay) successful in an extremely competitive field. It is abundantly clear why ISA has become the premiere professional personal property appraisal organization of choice!

But just who is “ISA,” and how is it achieving so many amazing advancements for its members? “ISA” is not some omnipresent “wizard behind a curtain” or a large corporation complete with hundreds of individual staffers working 24/7 to make our members rich and successful. ISA is an organizational name. ISA is comprised of 800+ personal property appraisers, primarily throughout the United States and Canada. ISA is you. ISA is me. Together, we make ISA the organization that it is.

So how have all of these amazing accomplishments happened within the last few years? Because of the hundreds of volunteer hours that, currently, a small portion of ISA members have donated to the following projects and programs:

• Creating new marketing concepts, which are benefiting all of our members.
• Developing strategic partnerships with industry leading companies regarding the use of appraisal services, as well as who can refer business to our members.
• Finding and nurturing sponsorship relationships and monies which fund educational programming for members.
• Creating and teaching methodology and theory courses, pathways to accreditation courses, Requalification and USPAP courses, which members can take on site and online to keep their credentialing current, as required by The Appraisal Foundation. Our courses give members an edge on the competition that we all feel from the many other venues that provide “appraisal services”. Our courses are some of the best in the industry, and they help make our appraisers some of the best in the business.
• Providing an annual conference every year, which extends an opportunity to members to learn, network, and expand their appraisal opportunities.

Can you imagine how much more ISA could accomplish if all 800+ of our members donated even 10 hours a year?

There are so many opportunities to get involved with ISA and help keep our organization strong, healthy and create better business opportunities for its members. We all have special skills of one kind or another, and we all have at least 10 hours a year that we can give back to an organization that is working hard for each and every member.

Here are just a few opportunities which have an immediate need:

Is increasing membership important to you?

Our Membership Committee needs current members from all across the United States and Canada to help spread the word about ISA. Do you know potential members, individuals thinking about getting into the appraisal business that you can approach with the message of our organization? As a current member, you are the perfect volunteer to reach out and give them the "insider's" view of the advantages of ISA membership. This is a committee worth joining, one that will not occupy a lot of your time but that gives you an additional avenue for networking with like-minded folks.

Some specific areas that need help are reaching out to young auction, art and antique professionals who may be interested in adding appraising to their skill sets. We also need volunteers to work on member satisfaction and benefits.  If you are interested in volunteering to increase membership and member satisfaction, contact Judith Martin directly at Judith@theperfectthing.net or call 630-665-5200.

Going to Assets 2015?

Mo Aubry, BOD Liaison to the Membership Committee, is looking for a few friendly faces to help meet and greet new members and first-timers to conference. Remember your first conference? Remember how nice it was to have someone reach out and make you feel welcome? We have so many new and interesting members from all kinds of venues and backgrounds joining us. Help “meet and greet,” and make some new valued colleagues in the process. Contact Mo Aubry at marian.aubry@verizon.net or call (941) 544-6806.

Know a lot about appraising or have product knowledge to share?

Karen Rabe is looking for mentors to help share their wealth of knowledge with new appraisers looking for advice in developing their appraisal skills. I have personally participated in this program and can say from experience that mentoring someone is extremely rewarding! I have made several new friendships with appraisers from different parts of the country. With all our new appraisers' varied backgrounds, the mentor ends up learning as many new valuable tricks as the appraiser being mentored. Contact Karen Rabe at ksrabe@gmail.com.

How are your marketing skills?

Our Marketing Committee could use some volunteers who are savvy with social media and have good writing skills. We need detail oriented volunteers who can help to prepare, write content, copy-edit and place ISA promotional material (ex. publicizing ISA’s LMS and educational webinars) on social media sites. We want to use as many online avenues as we can to get the word out about the conference, our sponsors, and why ISA is the premiere professional personal property appraisal organization of choice. If you know your way around the Internet, this committee is for you. Contact Todd Sigety at toddsig01@gmail.com.

Are you good at fundraising?

The Resource Development Committee can use a few good "money makers." We have sold out of our sponsorship opportunities for Assets 2015 (amazing!), but we need members with good ideas and relationship skills that can help us maintain our sponsor relationships on a year-long basis. Our sponsors are very important to us. In addition to helping cover the many costs of our annual conference, they also provide monies that help us create new educational opportunities for our members. They work with our members in providing referrals, product knowledge and appraisal related services. Want to join this team as it heads off in exciting new directions? Contact Fred Winer at fred@pwpusa.com or call 410-337-0085.

These are just a few of the volunteer opportunities in the immediate future. We would love to have you join the ranks of our valued volunteers. Your participation helps ISA continue to grow and provide valuable member benefits for all.

Growing and Propelling Your Appraisal Practice - Part 1: Time and Gatekeepers

By Cindy Charleston-Rosenberg, ISA CAPP, President

Dost thou love life? Then do not squander time, for that is the stuff life is made of - Benjamin Franklin

Cindy Charleston-Rosenberg,
ISA CAPP, President

Appraisers are adept number crunchers. Simple math tells us that if we multiplied the number of hours we are (or would like to be) appraising by the hourly fee we deserve, we'd all be flourishing. 

Professionals who provide an expert service: doctors, lawyers and appraisers, quickly find that achieving a meaningful credential and hanging out a shingle does not automatically drive business to our door. What we need to prosper is enough knowledgeable clients, who value our time and expertise and less time wasted attracting and convincing them.

Effectively identifying, cultivating and maintaining relationships with repeat sources of referrals is a key element of a strong business model for professional service providers. "Gatekeepers" who understand the unique service you provide, refer vetted clients who are more likely to be comfortable fairly compensating your time and expertise.  For appraisers, gatekeepers can be insurance brokers, financial planning professionals, attorneys, museum registrars and auction houses.

Positioning Your Credential and Unique Approach

It's important to "position" your services above less qualified appraisers. To do so, be clear in your messaging about what you are uniquely capable to offer clients of referral sources. Living in a large city provides more opportunities to attract and cultivate gatekeepers, but even the smallest rural town has at least one estate attorney and insurance broker, an antique shop or art gallery, and possibly even an auction house looking to refer out their insurance appraising to someone who will handle their clients professionally.

Help from ISA - Effective Marketing Tools
Existing, In Development and at Conference in Philly

ISA has invested time and resources to help members promote their practices more efficiently by providing a comprehensive array of professionally designed marketing materials. We hope these will assist member efforts to position our unique credential with prospective clients and gatekeepers. 

•    ISA Marketing Products: A broad range of customizable marketing products may be found on the Member Resources link on the Membership tab on our webpages. These include: A recent re-design of ARC and Fine Art versions of the “Be Certain of its Value” brochure, co-op ads, and an adaptable, 100+ slide PowerPoint presentation developed to support member speaking engagements.

•    ISA Webinars: Free ISA Webinars on business development can be found on our Learning Management Platform. They include: Jump Starting Your Appraisal Practice, Social Media for the Appraiser, and Internet Marketing Tools for the Appraiser. Go to: http://www.isa-appraisers.org/education/webinars/8/business-development#webinars

•    From Your Fellow Members: ISA appraisers are the most generous in the industry.  Our unique collaborative culture pools a broad range of expertise in a spirit that is unparalleled. Consider reaching out to fellow members with similar skills or expertise for support on specific business questions, or post your question to the Forum. You will be amazed by the generous mentorship of our membership. On the flip side, if you have a business building strategy that has worked and would like to share with your ISA colleagues, please email me at info@artappraisalfirm.com. We will be consolidating your suggestions for a future post. 

•    In Development: An ISA client-oriented Newsletter, focused on educational content of interest to gatekeepers and prospective and existing appraisal clients. Thought leadership positions you as an appraisal expert, and has the potential to be more effective in building credibility than direct promotion. Available by Conference, the ISA Client Newsletter will be customizable for your photograph, bio and contact information. Like other ISA promotional materials, the Newsletter will be available to print and mail, or convert to PDF and email, directly from our webpages. 

•    At Conference: Shelly Berman-Rubera Founder and President of Small Business Results, and a certified Small Business Coach, is presenting at our closing Brunch on Monday. Her presentation, Growing and Propelling Your Appraisal Business Revenue is specifically crafted for ISA members, and incorporates her 6 Step Program to Small Business Results, with ISA promotional materials. Shelly will offer creative, effective solutions to our unique promotional challenges, will offer time-saving practices and strategies, and promises to "rock your world' regarding how you currently think about growing your appraisal business.

Small business solutions expert Shelly Berman-Rubera has crafted a presentation specifically for ISA appraisers and will be presenting at Assets 2015. Don't miss this unique opportunity to propel your appraisal practice while learning time-efficient practices and strategies.

ISA's advanced methodology training and testing, coupled with a culture that encourages shared expertise has produced the most meaningful credential in the industry. Over the past several years ISA has been engaged in a directed campaign to raise the profile of the ISA appraiser and professionally position the ISA credential. We hope you find the tools we have developed to be effective in both obtaining fair compensation as well as fair market share.

This blog is one of a three-part series of ISA NOW posts on business development. Stay-tuned for Part 2: A Business Design for Appraisal Success, and Part 3: Unique Business Challenges for Appraisers and Underlying Opportunities. 

PRESIDENT'S MESSAGE: A VERY HAPPY NEW YEAR FOR ISA

There can be no doubt that ISA is on an upward spiral. 2014 is full of promise as our society continues to distinguish itself in advanced educational offerings, services to our members, and industry recognition.
In breaking news, yesterday ISA launched our first course offering on a state-of-the-art, online Learning Management System (LMS), unique to ISA.  With no outside advertising, an online 7 Hour USPAP Update Course was filled in a matter of hours!  The LMS is a terrific advancement for ISA, opening membership opportunities for those preferring not to travel for on-site programming.  View the promotional video for ISA's LMS here: http://www.isa-appraisers.org/education/distance-learning/on

Where We Are Today
• With more than 800 members, ISA membership exceeds that of any other professional personal property appraisal organization by a substantial margin.  Membership continues to grow dynamically, and more importantly, the quality of new appraisers attracted to our society is exceptional.  Nothing speaks more convincingly than the majority of personal property professionals who have chosen ISA for their training and professional association.

• ISA's educational programs and emphasis on appraisal theory, methodology and ethics are widely recognized as the most advanced training in the industry.  The ISA required Requalification class is unique, and ensures that ISA appraisers remain relevant throughout career lifetimes.

• Record early registration and sponsorship for Assets 2014, Kansas City, not only reflects an exceptionally strong program, but is a distinct indicator that networking with ISA appraisers is increasingly recognized as a significant opportunity by members, our sister organizations, and allied business partners.  

What's New and on the Horizon: Education and Credentialing
• As mentioned, a state-of-the-art, dynamic online learning system, unique to ISA, has been launched.  In a few weeks, our Core Course in Appraisal Studies will be available online.  ISA is the exclusive provider of the new self-paced and interactive course, complete with online quizzes and discussion forums.  The course includes 25 narrated lessons with expert instruction on appraisal theory, market research, ethics, and best practices on creating appraisals.  The Online Learning Center will be available 24/7, with on-demand access from any computer.  By the close of 2014, most of our course offerings will be available both on-site in the traditional classroom setting and through our online Learning Management System.

• The Appraisal of Fine Art Manual has been updated and redesigned as a stand-alone resource for all ISA members, regardless of specialty or background.  If in the course of your practice you appraise anything that hangs on a wall or is placed on a pedestal, this manual should be in your resource library.  Substantial new content has been added including a 58 page guide to researching value, and extensive new chapters on art terminology, "art appraisal connoisseurship", authentication, identification of frames, paintings, prints and photography, and much more.  The manual is an entry-level, practical, step-by-step, resource for all appraisers, from the generalist seeking identification tips distinguishing an etching from an engraving, to the highly specialized art expert looking for new online research methods.  The Appraisal of Fine Art Manual will be available at conference.

• Our Specialty Studies Pathway has been expanded and redefined, being most equitable to new candidate members coming to ISA with extensive education and product knowledge.

• Many new courses are in development and discussion covering both methodology and advanced and specialty product knowledge.  Stay tuned!

What's New and On the Horizon: Services to Members
ISA has been listening and is responsive to our member's needs and concerns.

• You've told us that in order to grow your appraisal practice, you need our help to educate potential clients of the value of engaging ISA qualified appraisers over non-credentialed competitors.  To this end, our Marketing and Promotions Committee is in the process of developing a branded PowerPoint presentation: "What is a Qualified Appraiser", featuring the value of the ISA Credential.  Conference attendees will be the first to see the presentation unveiled, with tips on how to use this powerful resource.  This presentation will be a great tool for ISA members looking to grow their business through speaking engagements before professional organizations representing repeat referral sources.

• ISA members now have access to affordable professional liability insurance.

• A new Mentorship program pairs experienced appraisers with members looking to grow their practices and advance their credentialing.

• ISA now has its own online USPAP courses.  Beginning next month, the 7 hour update class will be offered through the LMS, and in July the 15 hour USPAP will be available to ISA members.

What's New and On the Horizon: Industry Recognition
• ISA's application for sponsorship in The Appraisal Foundation is in process and close to approval. ISA continues to be a strong presence and influence in assisting TAF in the development of proposed Minimum Criteria Standards for Personal Property Appraisers.  Formal sponsorship increases ISA's credibility as an industry leader, and allows for more significant input into advocating for appropriate standards.

• The Journal of Advanced Appraisal Studies, 2014, will be available through ISA's Foundation for Appraisal Education at conference.  The Journal is an educational publication unique to ISA, comprised of scholarly articles written and edited specifically for personal property appraisers.  The content includes original research, integrative reviews and topical discussions of professional appraisal issues and concerns from a variety of perspectives, theories and approaches.

• The new Affinity Business Partner (ABP) program is attracting business alliances and sources of referrals for ISA members, and is formalizing our relationships with existing friends and sponsors.

• We are increasingly attracting top industry exhibitors and speakers to support our annual conference.

• An extensive branding and positioning campaign is in full swing.  Under immediate past President Todd Sigety's leadership, ISA's public image now reflects our exceptionalism with a new website, an active member's Forum, webpages for each credentialed member, a more accessible "find an appraiser" function, a new logo, and a Coop advertising program.  Not one to rest on his laurels, (or take a well-earned break) Todd has agreed to continue the momentum by serving as Chair of ISA's Marketing and Promotions Committee.  The committee is in the process of developing materials for use by individual members, including a professionally designed and updated "Be Certain of Its Value" pamphlet which can be personalized by members and ordered through our website and all new, branded course manual covers.  Additional promotional projects are in development that will assist the public to appreciate the value of the ISA credential.

How Did We Get Here?
Our advancements are a direct result of visionary ISA volunteerism, including 9 active Board Members, 13 committees and various taskforces populated by committed volunteers who donate many hundreds of hours a year with the singular goal of advancing our society.  These efforts are supported by a skilled and committed Sentergroup staff, who not only assist with strategic planning, but also manage our day-to-day business.

I close my first New Year's post as your President, with why I am most proud to serve our membership: ISA's credential is the most meaningful in the industry.  We view appraising as a profession and our advanced methodology training and continuing education requirements reflect these values.  But that's simply a good start.  What really distinguishes our society is a diverse and collegiate organizational culture, eager to share a broad range of highly-specialized knowledge and experience, which results in a more meaningful appraisal result for those reliant on our services.  Together we are a strong national network of appraisers sharing expertise with a spirit which has no industry equal.

I wish us all a healthy and prosperous 2014 as we continue to grow together.  I hope to see all 800+ of our members in Kansas City, to share a war story and a cocktail, and to learn and laugh together.

Warmest wishes,

Cindy Charleston-Rosenberg, ISA CAPP
ISA President

Moving Forward and Moving On

It has been over five years since I joined the ISA Board of Directors.  In those five plus years I have seen many positive changes.  I hope in some small way that I have contributed to a new direction and attitude for ISA.

My term as ISA Board of Directors President and as a member of the board comes to an end in a little over 30 days. With the date fast approaching, I have not only been reflecting on the past, but also looking at a very bright future for ISA.

When I was first joined the board of directors, ISA began re-evaluating its business model, which after many years was no longer functioning financially or administratively.  ISA was carrying an enormous amount of debt, we were working with a negative cash flow on most operations and perhaps most importantly, we were failing our members.  The Board decided upon a new business model through an association management group, which included strong board member participation, responsibility and accountability.  With those changes, ISA has weathered the storm and we have not looked back since. 

ISA now has a viable business model that not only works, but actually promotes growth, capital investment and responsibility. The face of ISA has shifted from the executive director and now rests with the board of directors and the President.  The ISA presidency brings a new infusion of talent, ideas and enthusiasm to this crucial ISA leadership position every two years.  It is a proven business and leadership model that has worked tremendously well for ISA through past Presidents Fred Winer and Judith Martin fostering societal growth, membership responsibility and capital investment. With this newly formed foundation and association structure, ISA will continue to grow and prosper well into the future.

With that, a short list of recent accomplishments:

• our finances are now in order, with no long term debt on the balance sheet, and sound effective annual budgeting
• we are and have been for several years consistently profitable and have a positive cash flow
• our backroom operations are administratively sound with effective internal controls
•  after closing the Associate category our membership has stabilized and we are now looking at real societal growth with a strong core of professional appraisers
• a new web site/find an appraiser search/member profiles
• an educational director
• a new logo
• new promotional advertisements
• profitable and functioning education foundation in The Foundation for Appraisal Education
• development of a new on line learning management system (scheduled for Jan 1, 2014)
• updating and developing new courses and pathways (Oriental rugs, Asian studies, legal, updating and adding to the fine art program)
• we are applying for sponsorship of the Appraisal Foundation
• developed the new Business Affinity Membership category
•  reworked our outdated committee structure\
• we hold the absolute best personal property appraisal conferences
• enhanced bridging policy
• mentoring
• ISA is growing and showing stability while other personal property organizations are showing signs of complacency and resting on past accomplishments
• ISA is trending for growth, education and membership benefits while other personal property organizations are showing signs of weakness

Perhaps most importantly and after working with multiple organizations over the past five years, I strongly believe that ISA has now assumed the leadership role in our profession and is consistently setting new standards for other organizations to follow. ISA has been actively involved in The Appraisal Foundation and TAFAC for many years, now, should our application be accepted for January 1, 2014 we will be even more involved and active in setting the personal property appraisal agenda as sponsors of The Appraisal Foundation.

ISA has now become the organization to belong to for professional personal property appraisers. We are setting a high standard and have witnessed membership growth through new bridging opportunities and as new and existing appraisers are selecting ISA over other appraisal organizations. Our growth and future sustainability has a lot to do with new and positive perceptions of ISA.  Some tenured appraisers may not agree with the suggestion of ISA exceptionalism, but they may be dealing from “muscle memory” and resting on past accomplishments.  The trends of personal property organizations are changing, actually, the trends have changed and I believe ISA is the new leader for professional personal property organizations.

During my time on the ISA board, I have witnessed a remarkable and positive change in member attitudes toward our organization as well as perceptions of ISA from allied professionals.  I now observe many members wishing to get involved in our growth and development, praise the new logo, website, find an appraiser function and support the positive and progressive changes we have forged.  We now have allied professionals approaching ISA looking for joint opportunities and direct access to our members.  For proof of this, just look at the record number of sponsors and advertising from our last conference in Chicago.

The excitement and enthusiasm relayed to me from members at conference and other events such as the recently held FAE symposium has been nothing short of amazing and personally gratifying.  Attend conference and you will of course witness the great program, but beyond that you will see first-hand the “buzz in the room” as we welcome new members, award accomplishments, populate committees, and meet new members at social functions while networking with the best professional personal property appraisers.  Attend another organizations annual personal property conference and you will no doubt see a good program, but from my point of view the intangibles are just not there. Those intangibles are what separates an average conference from a great conference and an ordinary organization from a progressive organization such as ISA.

In closing, I encourage all members to promote ISA as the best and strongest appraisal organization with the best appraisal theory and methodology program available. Encourage fellow nonmembers to join ISA (if they are certified or senior at AAA or ASA mention our new and efficient bridging policy to the ISA AM level), inspire members to get on board and volunteer and become part of the positive growth we are now seeing in ISA.  Our short term goal, which is within reach, is to become a 1,000 member organization with a $1 million budget.  Help us work toward that goal.

It’s a new ISA, and as I have said in the past, it is a great time to be an ISA member. I thank the ISA Board of Directors, staff, committee chairs and members for their support and trust over the past several years.  I look forward to seeing everyone at Conference in Kansas City.

Best regards,

Todd W. Sigety, ISA CAPP
ISA Board of Directors President

What’s in a Profile?

I was recently talking with Tom Helms, ISA CAPP about our new website. Tom, who is a strong marketer, felt the new website was an excellent new tool for our members, yet in our discussion we also felt many ISA members were not taking full advantage of all offered options.  The new ISA website can assist our members in marketing their appraisal practices and gaining new clients.  According to our website analytics, the ISA website is getting nearly 30,000 total page views per month, with 6,000 coming to the ISA home page, and 2,700 moving on to the Find an Appraiser page.

The new website has been active since January and the responses from most ISA members, as well as non-members have been extremely positive.  Just the other day at the outstanding Foundation for Appraisal Education/Quinn’s seminar, an ASA appraiser mentioned how she liked the new ISA website and particularly liked the easy “Find an Appraiser” search functionality.

The latest site options which enhance an appraiser’s online profile and ability to gain new clients include the profile pages, the member spotlight, and news.  When we had the new ISA website designed, one of the main interests of the board was to not only promote ISA but to enhance the accessibility and profiles of our member appraisers. After all, ISA has many of the best personal property appraisers, and we wish for all website visitors to be aware of this and to easily locate them through our search function.

When developing the online member database and profile pages we wanted to make the search as accessible and easy as possible for the end user.  On the home page is a simple appraiser search box by location and key word.  But that is only half of the equation; once the visitor/potential client searches, and a list of appraisers is returned, the selection process begins. Information listed in the member profile area may make the difference between making contact with a potential client or not.

Have you updated your profile with an image, links to your website, LinkedIn profile or Facebook page?  Have you completed the bio section, and are you aware of the ability to include hotlinks and even some minor HTML code to enhance your profile page?  Visit your profile page to ensure all of your contact information is updated and correct. List multiple contact points such as phone, cell, website, email etc.  Many members have updated their profile pages, while unfortunately many have not. If you have not done so, you are probably running at a disadvantage to those who have.  If you have not updated your ISA online profile, I recommend you search through some member profiles that have been updated with images, links, contact information and HTML and compare.  If you have not updated your ISA member profile for the Find and Appraiser search, you might wish to ask yourself the question, if you had the option to call between two appraisers, one with an incomplete profile, and one with a complete listing taking advantage of all of the options, listing information, hotlinks, etc. who would you call?

The Member Spotlight function is a text box in the member profile area and when completed will place your content and image on a random rotating basis on the ISA home page as well as many of the secondary pages of the website.  It is easy to do, just type a few short sentences into the Member Profile test box on the members profile background page and save, and the website does the rest.  Imagine many of the 6,000 visitors to the ISA home page seeing your image and specialty area and clicking through to your full profile.  Again, this function of the website was developed to promote our member appraisers, it is free and is available with your membership at the ISA, ISA AM, and ISA CAPP levels.

Under the News tab there are four options, ISA News, Member News, Member Updates and the Calendar.  The news tab was also developed to promote ISA members.  The Member News page contains special news about our appraisers. Currently listed are member’s accomplishments and media notes and publicity.  We have news about new jobs, profiles in the media, videos, and lectures by our members.  I encourage ISA members (and don’t be modest) who have newsworthy achievements to submit to ISA staff for posting on the website.  Additionally, if you have a blog or newsfeed you would like to promote on the Members News Feeds page, please send the link to ISA staff.  We currently have 6 blog feeds, but can accommodate many more

The overall website is seeing nearly 30,000 total page views per month, the ISA homepage is averaging around 6,000 views per month, and perhaps more importantly, nearly 2,700 of those monthly visitors click through to the Find and Appraiser search.  With those types of numbers (and it is the ISA board’s desire to keep the visitor numbers growing), can you afford not to have a current and updated member profile on the ISA website?

Please feel free to contact me or ISA staff member Tom Radde at tradde@thesentergroup.com, if you have any questions about updating your profile on the ISA website.

Todd W. Sigety, ISA CAPP
President, ISA Board of Directors

ISA Annual Conference Recap

Perhaps I am biased, but in my opinion ISA hosts the best personal property appraisal conferences.  Period.

During my time as an ISA member and board representative I have had the opportunity and pleasure to attend many major personal property appraisal conferences. With that experience I have excellent points of reference for comparison.  Like ISA, most appraisal organizations present excellent speakers and interesting topics at their conferences.  Much can be learned at most of these events and conferences.  Our conference in Tempe included Brian Roughton, Director of American and European paintings from Heritage Auctions, Jane Milosch, Director of Provenance Research Initiatives at the Smithsonian Institute, Joel Coen, a Silver Star Fellow at the National Association of Watch and Clock Collectors, Malcolm Barber, CEO and Group Managing Director of Bonham's, and Rose Mofford, former Governor of Arizona to name only a few.  In addition to the great speakers, we also saw continued sponsorship and exhibitors from Bonham’s, Quinn’s Auction Galleries, Clars, Heritage Auction Galleries, EstateSales.net, and Robertson Taylor International Insurance. A generous education grant was provided by the Foundation for Appraisal Education. Additionally, we had a photographer set up in the lobby area to take professional headshots for a very reasonable fee.

The speakers and program at Tempe were excellent, but, in my opinion, what really separates ISA conferences from those of other organizations is our outstanding members.  At ISA conference, we offer much more inclusive networking opportunities, professional camaraderie, social interaction and even partying.  These networking and social opportunities are of course present during the planned portions of the conference, but there is much interaction and activities planned after hours as well.

For example, did you know the Friday evening Foundation for Appraisal Education’s Reading Between the Wines event was broken up by hotel security for being too loud?  We had so many appraisers at the Journal selling event many were flowing into the hotel suite bedroom and out into the hotel hallway.  Hotel management and security personnel at the Mission Palms were very courteous and professional and quickly relocated the party (both people and the complimentary “refreshments”) to a restaurant for the rest of the evening.  How many other appraisal organizations can make the claim of partying like college students! Next year, when we are in downtown Chicago at the JW Marriott (save the dates, April 12-15, 2013) we will need to find more suitable space to hold this popular and growing event.  My main point beyond the sheer fun and enjoyment of the evening is that during ISA conference our members are very active and inclusive. We find ways for our members to interact and develop lasting appraisal contacts and professional relationships.

This year the conference crowd was extremely positive about the conference itself, and the advances and growth of ISA over the past several years.  I have been to the last 9 conferences and I believe the encouraging mood and positive outlook of our members at Tempe has never been better.  At times the buzz in the crowd between events was absolutely electric. You could easily sense the excitement of our members.

In addition to the outstanding program, we had an excellent business meeting where we discussed some of ISA's recent accomplishments and some plans for the future.  This included discussions of our new website and administrative content management system, the digitization of member records (over 125,000 individual records have now been scanned for access by staff), our solid financial performance and position where we are now operating from a position of financial strength, an upcoming formal financial audit by an outside CPA/Auditing firm, new and updated educational programs, new committee structures, pursuit of errors and omissions insurance program for members, and of course our new logo and graphic standards (to member applause) and development of a new advertising campaign for 2013.  The new logo is intended to be a powerful, market changing brand for ISA and our growing personal property appraisal organization. As Joe Jackson our Executive Director recently stated, "We invite all members to become ISA Brand Ambassadors" in promoting both ISA and individual appraisal practices by using the new logos and graphic standards.

Our accomplishments over the past few years are both significant and numerous. Our continued emphasis on fiscal responsibility, administrative dependability, educational soundness and smart growth will be the result of much dedication and participation by all members and staff as we continue to transform ISA.  I would like to thank all of our members, committee chairs, past and present board members and the staff of Sentergroup for making ISA the preeminent personal property appraisal organization.  As I have said in the past, it is a great time to be an ISA member.  As we build on past conference success, I look forward to a great turnout for our 2013 conference in downtown Chicago.

Todd W. Sigety, ISA CAPP
President, ISA Board of Directors

Thank you

Dear Colleagues,

As I begin to ready for my last Board meeting as President of ISA I wanted to share some thoughts and thank you’s.
  
Four years ago when I was fortunate enough to be elected to the Board of Directors I came to the position with a great depth of knowledge regarding the workings of ISA; or so I thought.  As a CORE instructor for many years I had dealt with eight different Boards of Directors,  2 Executive Directors, 3 Education Coordinators at headquarters, numerous staff changes  and seven other CORE instructors not counting the Distance Education CORE instructors who at one time numbered 24 total.  And this was just my time as an instructor.

As a member of ISA for nearly twenty years now I have seen many changes.  Some of the changes were very good, and some unfortunately were not.  But hopefully the not so good changes went by the way side as the organization worked its way through growing pains.   When I joined ISA we were a profit-based organization headed and owned by Maury Fry.  We are now and have been for many years a not-for-profit organization owned by our members.   My how times have changed. 

The profession of Personal Property Appraising has been making great changes over these past 30+ years ISA has existed.  We have been at the forefront of these changes every step of the way.  Many times the changes to our programs and/or positions have been followed or copied by other organizations and that is perfectly fine. Actually it is quite a complement to our group. 

When I came to the Board ISA was certainly at a crossroads.  I know that many members had worked very hard to keep our organization moving forward.  We were in a very troublesome financial condition.  We were in need of real professional guidance, perseverance and financial belt-tightening.  And so as a group we put our heads down and went to work.  The first thing to change was our business model of running our organization – from a self-contained office to a society managed office.  And so we moved to Chicago. 

Our first management group didn’t work out so well, but you don’t know until you try.  We didn’t stay with them very long and landed at Sentergroup.  What a fortunate day that was.  I have to say when I first met Craig Sondalle of Sentergroup I thought him a little too sharp.  I really thought he was just trying to sell us, and so did the other Board members who met with him.  Funny, we decided to go with the other guy; we should have gone with the sharp young man the first time around. With the help of Sentergroup led by Craig Sondalle and our Joe Jackson we have moved mountains to be on solid financial footing.  It is my hope that in the future the decision makers will make good financial decisions to keep us moving forward.  

Things are moving upward and forward.  I believe that the changes that are afoot are good for ISA and as these changes are publicized I hope that the majority of the members will approve.    I cannot share with you all that we have been working on.  But you do know about the website – it is coming soon, it takes more time than you can imagine as there are many pieces to the puzzle.  But the puzzle is almost complete and it makes a pretty picture. 

So before I change my seat at the BoD I would like to give a few public thank you’s.   First to Gloria Moroni for teaching from the beginning the correct way to be a professional appraiser and for taking me to “her” meetings to meet “her” associates, thanks mom.  To my daughter Kate Martin who has been my work partner so that I could do my ISA work, and who now is an appraiser like her grandmother and mother.

To my fellow past instructors who had taught me so much and helped me to understand the needs of the ISA education program; so that when I was in the position to do something about it, I could and I did.
To my fellow Board members these past four years –for your support, your hard work and your input – I am so proud to have served with each and every one of you.   I look forward to my remaining two years to see the projects we have worked on come to fruition.

And to the members of ISA who have listened and understood my vision.  Through your support I know that we are on a good path, I know that we have turned a huge corner, and I know that ISA will be around for years to come.  I would ask just one thing from those of you who can: step up, join in and have your voice heard – you never know where a strong voice can bring you – maybe to one of the most  exhausting , fulfilling and joyful  positions in your life. 

Thank you
Judith Martin, ISA CAPP
President, ISA