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COLORADO AUCTIONEER
THIRD QUARTER • 2019
The Quarterly Newsletter of the Colorado Auctioneers Association
What’s Inside President’s Message................................................2 Member Spotlight....................................................3 Foundation News.....................................................5 NAA Spotlight............................................................7 Nichols At IAC Championship .......................10
CAA Members, Bryce Elemond, Jon Flack, Rob Hart and Mark Lautenschlager working together to determine who won points during their game at the annual Horseshoe Tournament. Stay tuned to find out who brought home the 2019 Horseshoe Championship trophy!
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2020 Convention Class Sessions..........12 & 13 CAA Summer Picnic Highlights.........14 & 15 Convention Speakers...............................18 & 19 Membership Renewal................................27 & 28 Hall Of Fame Application.........................29 & 30 Industry Calendar.................................................32 thecoloradoauctioneer
From The President
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s I sit and write this President’s Letter, I find it hard to believe that by the time you read this, it will be way into the month of September. It seems that summer has just flown by! Less than 30 days ago we were having a great time at our summer CAA Picnic. The NAA Convention and Show had just concluded, and everyone was busy with Auctions. That being said, we (The CAA Board) didn’t have our regular summer board meeting due to the fact that about half of the members were either busy setting up sales or out of town. But not to worry…we are progressing along nicely with all the issues that need to be addressed., Of course, it is that time of year where we are busy planning for our convention in the first week of January. 1st VP, Bryce Elemond, has taken charge and secured us a new facility where we will be having our annual event. The Renaissance Denver Stapleton Hotel will be our new home for this year’s convention. It has just been completely remodeled and the food is to die for. And he has gotten us a great rate! We hope you all plan to attend the CAA Convention this year. It will be one for the History Books! Other events that are in the plans include the CAA Foundation’s, Foundation Summit this fall, and the CAA Foundation’s 2nd Mile High Auctioneer Open Contest at the National Western Stock Show in January. We hope you all plan to attend. In the case with the Mile High Auctioneer Open Contest, the CAA Foundation could always use some help to put this event on and if you want to volunteer let one of the Foundation Board members (OJ Pratt, Doug Carpenter, Walt Partridge, Shawn Hagler, Dean Gunter and David Whitley) know.
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In closing, I’d like to say “Thank You” to all the members who have recruited new members this past year. We have had a significant increase in new members and several past members coming back to the CAA. You are our association’s best advertising. By putting on great auctions, helping people in need, conducting yourselves at the highest level of professionalism and just being the great folks that you are, other people want to be a part of us! Let’s keep up the good work! Invite anyone you know in the auction business here in Colorado to join our Association, either as a Full or Associate Member. As you know there is strength in numbers…and recent legislation passed at both the State and Federal levels are not necessarily friendly to the Auction Business. That is why we are thrilled that the CAA will be represented this September in Washington DC for the “NAA Day on the Hill” by 1st VP Elemond. If you have any concerns that you’d like to have brought up to our Legislators, let Bryce know. I’m know he will represent us well. Talk to you all down the road, Mike Heitmann, President CAA
will be available @ 2020 CAA Convention! Make sure you’re CAA Membership Profile is current & updated on the CAA website, www.coauctioneers.com CAA website instructions can be found on the CAA Members Only Facebook group or contact Cissy Tabor at admin@coauctioneers.com for instructions.
THIRD QUARTER • 2019
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Member Spotlight
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have decided to retire now to spend more time with my family, and especially my grandkids! I want to travel a little and take a little more time to do some of the things I have not had time to do over the last 30 years. James and I did our first priced Estate Sale in 1990 (while we were both working full time at other jobs). I resigned as a Preschool Director in 1995, to run our business full time and James retired from his education career in 2000. We opened our first Auction House in 1996 in Englewood. In 2004, we moved to south Broadway and began construction on our building at 5001 Oakland Street.
CAA Member, Shelby Shuman, graduates from World Wide College of Auctioneering - June 2019. Colonel Shelby Shuman completed the course of instruction and training covering all phases of auctioneering in addition to business planning, business management, technology, marketing, networking and the development of her auction chant. Shelby, the 2017 CAA Jr Bid Calling Champion, is a freshman at Eaton High School and already has booked an auction for the Fall.
Miss Shuman has competed at the 2017, 2018 and 2019 James and I joined CAA in January of 1995. I have valued NAA International Junior Auctioneer Championship the CAA family and what the organization does to support (IJAC) and has done very well it was has become one all auction businesses in Colorado. We have made many of the toughest competitions. In addition, she attended friends over the last 25 years and we learned from many of the business classes offered of Teen Leadership and you how to run a good auction business. James' health is Communication Workshop provided to the NextGen not good right now and that has reminded me, even more, to auction generation. take some time to enjoy life at this time. I love this business and will miss many things about it, but not the late night and weekend bookkeeping and office duties!
Good news! Baker Auction will transition to Colorado Premier Realty and Auction Services because Edith ParrishKohler is buying my business! Tuesday auctions will look very familiar for the immediate future after September 1, 2019. Many of you know Edith! I feel very good putting my business into her hands! She is smart and works very hard! She also shares the business values that James and I built our business on - Honesty, Integrity, Professionalism and Service! We met at an Appraisal class almost six years ago and she has worked with me for over four years. I trust that you will support her the way you have supported me! And, I will still be around from time to time! I can't quit cold turkey and Edith has asked me to be a part of the transition. Sincerely Carolyn Baker
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When asked, Shelby shared this information about herself and her outlook in the auction industry. “Auction school was very difficult but very rewarding at the same time. I met new friends from many parts of the country. The instructors were incredible. It will be interesting to see where my classmates will go with the skills we learned. Since auction school I have been asked to do four auctions, I think it will be an exciting year. This year’s IJAC competition was definitely packed with high quality auction competitors. I always make new friends when competing and it helps me to improve personally. I am already practicing for next year’s competition in San Diego.”
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BOARD OF DIRECTORS President Mike Heitmann MH Bar Auction Co. 27275 Mid Jones Rd. • Calhan, CO 80808 406-450-2051 • mhbar@earthlink.net 1st Vice President Bryce Elemond, CAI, BAS Affordable Auctioneering, LLC 25800 E Byers Pl. • Aurora, CO 80018 720-229-5832 • affordableauctioneering@gmail.com 2nd Vice President: Shawn Hagler 33505 E 156th Ct • Hudson, CO 80642 303-709-3725 • auctioneer@shawnhagler.com Chairman Of The Board Michael Nichols Nichols Auctioneers 22300 County Rd 9 • Flagler, CO 80815 719-765-4756 • nichols96@esrta.com Treasurer Shannon Schur, CAI, BAS Schur Success Group 366 Second Street, Suite B • Monument, CO 80132 303-424-0520 • shannon@successauctions.com Casey Giddings, CAI (2018-2020) Rocky Mtn Estate Brokers 24 Oak Ave. • Eaton, CO 80615 970-454-1010 • casey@whitleyauction.com
2019 NAA
Day on the Hill ADVOCATE FOR THE AUCTION INDUSTRY
SEPTEMBER
11-12 LEARN MORE
Join NAA on Capitol Hill as we advocate for the issues impacting auction professionals just like YOU!
auctioneers.org/DOH2019
Kevin Holt (2019 - 2021) Holt Auction, LLC PO Box 162 • Cascade, CO 80809 719-641-3898 • kevin@holtauction.com Graig Medvesk (2019 - 2021) The Auction Team 1610 Hwy 50 • Grand Junction, CO 81503 970-629-9520 • graig@theauctionteam.com Lance Nichols (2019 - 2020) Nichols Auctioneers / Horse Creek Sale Co 38241 WCR 23 • Eaton, CO 80615 970-302-6185 • lancenichols72@yahoo.com Harold Unrein (2019-2021) 15333 CR 16.5 • Atwood, CO 80722 719-570-7800 • haroldauctioneer@gmail.com Mike Whitfield (2018-2020) Schur Success Group 366 Second Street, Suite B • Monument, CO 80132 719-238-8300 • whit@successauctions.com David Whitley (2019 - 2021) Rocky Mountain Estate Brokers 24 Oak Ave. • Eaton, CO 80615 970-539-1269 • david@whitleyauction.com Cissy Tabor • Executive Secretary 303-729-1195 • admin@coauctioneers.com
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Foundation The Foundation Board has been hard at work preparing for a 2019 / 2020 repeat of three, fantastic events. We welcome any and all Foundation members to participate in these activities and we hope for your support. As a reminder, ALL members of the Colorado Auctioneers Association are also members of the Foundation.
COLORADO AUCTIONEERS ONLINE FUNDRAISING AUCTION FOUNDATION SUMMIT November 1 - 14, 2019
MONDAY, October 14, 2019 8:00 AM to 5:00 PM
Holiday Inn
19308 E. Cottonwood Drive Parker, CO (303) 248-2147
Our 2018 auction helped us raise the funds that we needed to conduct the Inaugural Mile High Auctioneer Open. Thank you to those that donated and bid! We hope to make the auction this year even better to help support our scholarship and education efforts. Please consider donating and don’t forget to bid when the e-mail reminders are sent.
This day-long, Ted Talk learning experience was enjoyed by 24 members last year. The event was held To donate or for more information contact: at the Stanley Hotel in Estes Park. Last year’s event David Whitley, david@whitleyauction.com or featured speakers ranging from a recent Everest climber Dean Gunter, deangunter21@gmail.com to an internationally known voice instructor. The 30-minute fast paced format kept everyone engaged But wait... There’s More! and most comments were very positive. Some didn’t like the location so we are moving to the Denver metro area for 2019. The speakers are still being determined but it is certain to be an informative and engaging event that you won’t want to miss! The Inaugural Lunch will be provided by the foundation. 2019 event THIS EVENT IS FREE TO ALL CAA MEMBERS was a great success with competitors from around the country. The If you know someone who might want to attend, National Western was very pleased with the event and they simply need to be a CAA Member or join the they have asked us back for 2020 for the 2nd Annual Colorado Auctioneers Association. It is FREE To Mile High Auctioneer Open. We hope to build on the Attend. The event space is limited so reservations are 2019 success and we need you to make that happen. suggested / required. Reserve your space at the summit by contacting Walt Partridge, (303) 881-2632 or at Many thanks to our 2019 Sponsors - AuctionTime, Roller Auctions, Auction Boulevard, Pacific waltsells@hotmail.com. Auction, The Colorado Auctioneers Association and We have a block of hotel rooms for Sunday and Monday AuctionLook. night. If you would like to stay at the hotel, contact the Holiday Inn directly, and let them know you are with If you would like to be a sponsor contact Doug the CAA / CAF event. Carpenter, doug@auctionblvd.com, (970) 623-6999.
Mile High Auctioneer Open
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HANNES COMBEST Two years ago the NAA Board of Directors agreed that something had to be done for the auction industry. We have been seeing fewer and fewer people enter the business as evidenced by smaller classes in auction schools, fewer people attending state conventions and less people joining their state and national association. The question was what to do about it….. At that time we had on our Board a person who now serves as the U. S. presidential appointee as Assistant Secretary of Education for the United States Department of Education – Scott Stump, a former national staff member for the FFA. Scott worked with us to create an educational strategy for children between the ages of 10 and 18, helping create a curriculum that will introduce these students to the auction industry. This year at the 70th International Auctioneers Conference and Show, the NAA President, Tim Mast, was able to introduce the completion of this plan. Auction Adventures is a digital game that we introduced last year that can be found at the American Farm Foundation: http://bit.ly/Auctiongame. This game was designed for students in the 5th and 6th grade. It comes complete with curriculum that teachers can use and resources for teachers and parents.
to the auction industry – we are introducing their parents to potentially a new way to buy and sell assets – NOW! We recognize that students need to connect to other students with the same interest. So we have created a new way to keep them involved and learning about the industry and the diverse opportunities that exist. We’ve named this group: NAANextGen. For $25, students will receive two digital newsletters with information about the industry, careers within the auction industry as well as some fun items for them to enjoy. Students may sign up for $25 by going to http://bit.ly/AuctioneersNextGen. We must invest in our students going forward – they are our future and we want them to understand the tradition of the auction industry and the career path that we all have enjoyed. This is not a NAA member benefit – this is open to anyone interested in this opportunity. We just need you to help us spread the word! The future is upon us! Help us ensure that people understand that #AuctionsWork!
This year the cycle was completed as we introduced a guide produced for high school students who are interested in completing a Supervised Agricultural Experience (SAE) for auctioneers. SAEs are projects that FFA (formerly known as the Future Farmers of America) members complete during their tenure with FFA. SAEs contain practical agricultural activities that are performed by students outside of scheduled classroom and laboratory time. These activities provide a method in agricultural education for students to receive real-world career experiences in an area of agriculture that they are most interested in. And now auctions are an option: http://bit.ly/auctioncareer. We know that auctions are not just for people in agricultural areas. As a result, we make the SAE resources available for anyone who is interested in exploring a career in the auction industry. Introduce these resources to your children, to your grandchildren – and to their friends. Because not only are we introducing a whole new generation of students www.coloradoauctioneers.org
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Announcements
NEW Convention Location
Renaissance Hotel - Stapleton
• Indoor Pool • FREE WiFi • FREE Parking w/ Hotel Stay
~ More Details To Come
WORLD CHAMPION RINGMAN COLLEGE “Making Auctioneers Great Again”
OCTOBER 4 - 6 DENVER, COLORADO LOCATION: Drury Inn, Denver Stapleton 4550 N Central Park Blvd, Denver, CO
(303) 373-1983 STUDENT ROOM RATE: $99 per night
LIMITED CLASS SIZE REGISTER TODAY! (303) 709-3725 ChampionRingman.com
TAKE YOUR RING GAME TO THE NEXT LEVEL www.coloradoauctioneers.org THIRD QUARTER • 2019 3 DAYS OF ADVANCED TRAINING WITH WORLD CHAMPION INDUSTRY LEADERS & AUCTION PROFESSIONALS
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NAA IAC
Nichols Family travels to NOLA and the IAC Championship
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aking plans to attend our first NAA Convention started this spring for the Nichols family. Figuring out flights, baggage, hotel arrangements, etc… It may not sound like much to most of you who travel a fair amount, but we have never flown all together and the kids were getting their first experience of air travel. We were all excited and looking forward to the new experiences. Answering the kid’s questions about flying was pretty entertaining in and of itself. I have heard so much from other CAA members about the NAA Conference and Show and how there is so much to be gained just by attending and getting involved. I was enrolled to compete in the IAC Championship and was anxious to see what this competition was all about. I
prepared myself as best I could for the contest in my spare time. Every person that I met at convention, from around the country, were very hospitable and down-to-earth folks that were very enjoyable to visit with and learn from. The contestants at this level were top notch and some of the best auctioneers in the world. I expected and realized early that I have much to learn about the IAC level of competition. This is something that you cannot really learn until you experience it firsthand. Watching the finals round was awesome and motivational to me, to work and get to their level of competitive auctioneering. All of our CAA members present at the convention were excellent representatives of the CAA and I was proud to stand beside them. I spoke with several auctioneers who have competed in the IAC for 12+ years and they took time to visit with me before and during the competition.
A good game of tag played in the LARGE halls at the hotel 10
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Championship I do plan on entering the IAC contest again at some point in the future and I agree that every time a person competes, at any level, that it makes all contestants better at their profession.
the auction industry what it is and I’m proud to be a member of the auction profession. Respectfully submitted, Michael Nichols
As we all know, the weather put a small damper on the city of New Orleans during the NAA convention, but you couldn’t tell from the people’s spirit at the convention. The educational sessions that I attended were second to none and the trade show was full of professionals to visit with about all the spectrums of the auction industry. The family and I had planned a couple extra days to go sightseeing and experience some of the New Orleans hotspots. Bad timing with weather conditions and flight schedule made it difficult to complete our plans, but we may revisit New Orleans sometime again. I would like to encourage our CAA family to all become NAA members and if possible, attend an NAA Conference and Show. The people are what makes
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2020 Convention PR and Marketing
Jewelry Identification and Value
w/ Seth Shipley
This class session will be able to help identify and know an approximate value of the jewelry you are selling. We will show you tools to help you identify gold, diamonds and precious metals and have available to purchase, items to help you Our goal is to help you better identify real jewelry vs costume jewelry and bring your client a better sell price.
w/ Brigitte Kruse
Understanding the powers of both, their elements, importance of each, and how to put them to work for you and your business. We will look at how to promote yourself and your auctions and look at making international headlines, become a household name overnight and how to act appropriately on local and national television appearances.
Negotiating By The Rules Bid Calling Workshops
w/ Mike Nuss
Interactive sessions to allow attendees to work with Champion Mike Nuss on your bid calling chant. What do you need to improve upon? Or take away from this hands-on session?
w/ John Hamilton
Join us and hone your skills by analyzing real life case studies that illustrate the benefits of negotiating by the rules. Chester Karrass was right when he stated, “We only get what we negotiate!” To successfully excel in the negotiating game today you better know the rules. Ignore the rules and you will get what you deserve – not much. This program delves into the Top 8 Rules of Negotiating and their impact and application in our business, personal and family life. Whether it’s adhering to the rule that says one should never accept the first offer or the one that reminds us that when we give it away it has no bargaining value know that there are painful risks in going out of bounds.
Advanced Auction Marketing Strategies
w/ John Schultz
In this course attendees and John will examine marketing techniques including using affinity and intent audiences, reverse engineering customer lists, automated email marketing, conversion tracking, and more. • • • • 12
Attendees will explore how to use utilize consumer interests and habits and their search techniques to create custom audiences to which they can market. Attendees will learn how to use existing customer information to gather insights and create new customer lists from customer information. Attendees will be exposed to automatic customized emails based on email actions. Attendees will understand the importance of measuring all marketing against desired outcomes and how to do so in a systematic way. thecoloradoauctioneer
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2020 Convention Learn from some of the Successful Contract Auctioneers / Ringmen of CAA
Moderated by David Whitley
Join the conversation as our panelists discuss what it takes to build a contract auction career. You’ll get different perspectives of dynamics from our panelists on the opportunities to work toward, transitioning into positions and what an auction owner / manager look for. This interactive session will discuss how they become successful, the work needed and in networking. Join and ask questions!
You’re the Negotiation Consultant! w/ John Hamilton
It’s your turn to be the consultant, the advisor or the coach! Join a small team of your classroom peers and analyze the actions and performance of a negotiator in action. You’ll review a detailed Negotiation Case Report and critique how well things were handled. Specifically you’ll look for the application of use of negotiating’s: • Ten (10) Influence Strategies
w/ John Hamilton
How many blind spots do we have that cost us dearly? Answer: More than most think, especially when it comes to negotiating. Our “get it done quickly” culture contributes to costly missed opportunities and lost good deal results. How many people today, in negotiating circumstances: • Fail to add additional items or issues to the bargaining mix? • Have unrealistic expectations while ignoring acceptable fall back positions? • Never considered how to avoid and/or break a bargaining stalemate? • Neglect or limit pre-negotiation research and preparation? • Change the negotiating dynamics by adding a “third party” to discussions? • Miss calling a strategic break or timeout in the bargaining These and many others are the little things that make the big differences in negotiating results. This program will highlight these mistakes and ensure we’ll not miss this opportunity again.
Marketing in a World without Social Media.
w/ John Schultz
• Fifteen (15) Power Sources • Eight (8) Rules of Bargaining, and even suggest timing, tools and language that could have made a positive difference in the outcome. Be prepared to be active, involved and willing to work with your team to accomplish this vital mission.
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Negotiating’s Missed Opportunities
This course examines a modern marketing world where social media doesn't exist as a marketing channel. Attendees will leave this course with a full understanding of alternative marketing solutions to social media that are both cost effective, and influenced by the datadriven world in which we operate.
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The place to be was Windsor, Colorado, on Monday, July 20th. The Colorado Auctioneers Association (CAA), held its annual picnic and horseshoe tournament at the Main Park in Windsor, Colorado. Between 35 and 40 of our members were in attendance, or stopped by to say “Hello.” Among those in attendance, we had a special guest; longtime CAA and Hall of Fame member, Ernie Wimmer, and his wife, Beverly.
We also had 60 hotdogs and 50 hamburgers that were donated from Nick Brooks, General Manager, with the Affinity Group Elite. Also, Bryce’s lovely wife, Georganne, spent Saturday and Sunday before the picnic baking 125 cookies and three dozen cinnamon caramel rolls!
Members in attendance were treated to a special history lesson when Hall of Fame member, Jim Civis gave a brief history of CAA and introduced his mentor, Ernie Wimmer, who came to the mic and spoke to guests about his affiliation and affection for the Colorado Auctioneers Association and the auction method of marketing. It was a treat to see Ernie, and his wife, Beverly, in attendance. Some very special “thanks” needs to be given to board member John Schaffner, as he once again donned his Special note: the leftover hotdogs, hotdog buns and apron and spatula and was in charge of cooking all of hamburger buns were donated to the Windsor Severance FFA Alumni Association, and served to students at the the meat. John always does an outstanding job. brand new Severance High School on their first day of During the meal, CAA 1st Vice school. Thank you CAA and Bryce Elemond for your President, Bryce Elemond, gave a efforts! brief overview about the upcoming convention and the hotel selection After lunch, the Annual Horseshoe Tournament went that will be held at the Renaissance into full swing. Hotel in the old Stapleton area off of I-10 and Quebec. Bryce also had a lot of donated supplies and food for the picnic. There were hotdog buns, hamburger buns, cookies and the cinnamon rolls that were donated by Mark Parizotto, the territorial sales manager of Baker Boy.
We had over 12 teams compete with the winning team being Mark Lautenschlager and Rob Hart. It was truly a great day filled with good food, fellowship and camaraderie. Thank you to all of the auctioneers and families who attended and stay tuned for more convention information.
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Respectfully submitted, Payten Nichols CAA member
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Champions and Reserve Champions
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2019 Champions and THIRD QUARTER • 2019 Reserve Champions
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FACEBOOK What will happen to my Facebook account if I pass away? You can choose to either appoint a legacy contact to look after your memorialized account or have your account permanently deleted from Facebook. If you don't choose to have your account permanently deleted, it will be memorialized if we become aware of your passing.
Memorialized accounts Memorialized accounts are a place for friends and family to gather and share memories after a person has passed away. Memorialized accounts have the following key features: •The word Remembering will be shown next to the person's name on their profile. •Depending on the privacy settings of the account, friends can share memories on the memorialized timeline. •Content the person shared (example: photos, posts) stays on Facebook and is visible on Facebook to the audience it was shared with. •Memorialized profiles don't appear in public spaces such as in suggestions for People You May Know, ads or birthday reminders. •No one can log into a memorialized account. •Memorialized accounts that don't have a legacy contact can't be changed. •Pages with a sole admin whose account was memorialized will be removed from Facebook if we receive a valid memorialization request.
Legacy Contacts A legacy contact is someone you choose to look after your account if it's memorialized. We strongly suggest setting a legacy contact so your account can be managed once it's memorialized. A legacy contact can accept friend requests on behalf of a memorialized account, pin a tribute post to the profile and change the profile picture and cover photo. If the memorialized account has an area for tributes, a legacy contact will be able to decide who can see and who can post tributes. Learn more about what legacy contacts can do and how to add a legacy contact to your account. Deleting your account when you pass away You can choose to have your account permanently deleted should you pass away. To do this: 1. From the top right of Facebook, click and select Settings. 2. Click Memorialization Settings. 3. Scroll down, click Request account deletion and click Delete After Death.
For Friends and Family If you'd like to create another place for people on Facebook to share memories of your loved one, we suggest creating a group. Learn how to request the memorialization of an account or how to request the removal of a deceased person's account from Facebook. Source: https://www.facebook.com/help/103897939701143 www.coloradoauctioneers.org
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2020 Convention ohn Hamilton is a confirmed ‘negotiating junkie’ from a small Jcountry town in Western Pennsylvania. His negotiating experiences include real estate, commercial construction, private consulting and public service.
He has presented at numerous State and National Auctioneer Conferences and has served on the faculty of the CAI program for over 25 years. John has conducted negotiating workshops in 49 of the 50 states and 6 Canadian provinces. His book, KEEP Negotiating, is a desk reference for good negotiators everywhere. The hallmark of John’s programs is that they are rich in practical content and presented with a touch of energy and humor.
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In the early 1990s, he opened a store on Main Street in Hampstead and incorporated as Jewelers Bench Inc. In 1998, he purchased a building just up the street on Main Street. In 1999 he opened up his doors in the recently renovated building and it is the same building that the store operates from today. In 2003, we changed our name to Shipley’s Diamonds and Fine Jewelry but kept the same Corporation. In 2010, Shipley’s Diamonds and Fine Jewelry became members of the Independent Jewelers Organization. In 2013, Seth entered the auction business and graduated from the Mendenhall School of Auctioneering. With a desire to help jewelers retire and not being taken advantage of, Seth had a desire to create an online auction company. With the help and mentorship of the Shumans and BidWrangler, we founded Jewelbidder.com.
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John serves the National Auctioneers Association as one of the lead instructors of the Auction Marketing Management designation which focuses on modern, data-driven, auction marketing. Previous service to the NAA includes vice-chair of the Council on Future Practices, member of the Vision 2015 Task Force, member of the Technology Committee, member of the Futures Panel, a charter webinar instructor, charter NAA Ambassador to Minnesota, and multi-state and national conference seminar presenter. John served as the Minnesota State Auctioneers Association 60th President in 2009. He was awarded the 2009 Golden Gavel Award for outstanding service to the auction industry. John has served on numerous committees throughout the years including Conference and Show Coordinator, member of the Education Committee, chair of the Governance Oversight Committee, and member of the NAA-Minnesota Conference and Show Committee. He was also the Charter President of the Minnesota State Auctioneers Foundation.
eth Shipley started in the jewelry industry in 1986 in Alabama after serving in the US Air Force. He bought his first jewelry store in 1987, sold it in 1989 and moved back to Maryland, where he put his jeweler’s bench in his parent’s basement. Asked by friends and family that he grew up with to make and repair jewelry he found the need to incorporate.
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ohn Schultz is a twenty year auction industry veteran. He started his auction career with his family business in rural central Minnesota and is currently the Chief Marketing and Technology Officer for Grafe Auction, a Minnesota based nationwide commercial and industrial auction company. In his role with Grafe, John manages the marketing on over 200 auction events per year.
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rigitte Kruse is a business entrepreneur and a professional, fifth generation auctioneer from the Kruse auction family. Ms. Kruse is the first female auctioneer to be recognized by the Guinness Book of World Records in 2016. She has sold over a billion dollars worth of assets at auction, and works with celebrity clientele on a daily basis because her auction business is based in Beverly Hills. Ms. Kruse is a Graduate Personal Property Appraiser and has her Master's Degree in Business Administration. Ms. Kruse owns, and operates multiple auction companies, one of which is multinational. She is excellent at motivating women, young people and anyone interested in business, and has a very inspirational story.
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2020 Convention We will be having the Junior Bid Calling Championship again at the CAA Convention in January 2020!
M
ike Nuss has been an instructor at the World Wide College of Auctioneering since 2011 and possesses one of the most rhythmic & smoothest bid calls in the auction profession. He is known for his unexcelled auctioneer ability & good demeanor.
It is a great opportunity for your children or grandchildren under the age of 18. Invite an FFA member, 4H Member, Jr High School student or a Scout member to compete. They will have the opportunity to showcase their talents and win the Jr Bid Calling Championship custom design championship jacket. This is a great way for them to enhance their confidence, public speaking abilities and stage presence.
Mike has earned multiple auctioneer championship titles for bid calling including the Reserve World Championship Livestock Auctioneer and the Reserve International Champion Livestock Auctioneer along with the Greater Midwest Livestock Champion Auctioneer.
And you can get quality Family time by practicing together!! Let's make this a good turn out and support the kids...our future Auctioneers!
LIVE WEBCAST
2nd Annual CAA
Ringman Championship Registration Open in 4th Quarter 2019
WATCH
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LIVE Jan 3, 2019 www.coloradoauctioneers.org
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BANGING THE GAVEL SINCE 1958!
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THIRD QUARTER • 2019
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You’re Invited Please Join Us For The
September Class and Student Auction
You Are Invited and Welcome To Stop By The World College of Auctioneering September Class and Student Auction hosted in Denver. ~ Paul C Behr I always love seeing everyone while I am in Denver for the September Class! Please feel free to stop by and say, “Hello!” ~ Vicky Ginder
September th th 7 – 15
Courtyard by Marriott Denver Airport at Gateway Park 21 www.coloradoauctioneers.org thecoloradoauctioneer 4343 Airport Way Denver, CO 80239 THIRD QUARTER • 2019
I
believe that being engaged members are our greatest assets. I also believe that at least once a month, if not once a week, many of you, our members, get a phone call, text, or Facebook message from someone up our association. We Are ALL Needed. Through new in the auction industry or wanting to become an your interactions, you are important. You may have been or could be “that one” who has a small bit of auctioneer. knowledge / experience / assistance that can help out a My question to you is this, “What are you doing to help fellow auctioneer with their business or our association. You could also have been on the receiving end of those a new auctioneer get into the business?” “gifts.” Either way, we all benefit from one another; Some auctioneers may see it as maybe a future professionally and personally, building our industry competitor coming into your area. So why should and association. you help them? I hope that it is someone who wants to join our auction family, our association and better our It is said that most people decide if they’re going to industry. For many new auctioneers, they are willing to participate in your association long-term within the work for cheap, if not for free, just to get a foot in the first months, days and even minutes of joining. The door and make an impression (and a lot of us have been first interactions with your organization make a lasting impression on a new member. They provide the hook there). I know I sure have! needed for you to build a relationship that lasts for What I ask of everyone is give a newcomer a chance. many years. Either letting them sell some lots at the auction or give them a chance. The more mic time someone can get, The board and myself want to serve the menbers of our the more comfortable they will be, and just maybe they association, make positive changes “for the good of the might advance your business, and they would be an order” and keep us growing stronger each and every engaged team member for your business in the future. year. I realize as time goes on that many of us have our own “team” that we have established and work well with. We are here But what will happen if a team member chooses to to serve our membership move on, has a scheduling conflict or gets sick? and the a u c t i o n Allowing others to learn from you, be a part of your team and gain the experience and diversity should always be i n d u s t r y considered a positive growth aspect. Besides, how will and do so we ever know unless we try or eliminate what doesn’t in a fun / educational work? environment that helps build pride and comraderie. The same goes for our association and member And that goes without saying that we need you engagement. You can’t make a difference if you sit in to keep us strong as an association. It is through the back row and observe. Change happens when we you that our membership stays strong and we are ar a part of something bigger than ourselves as a whole, blessed to have members volunteer to help, serve on even if we are the leader. “To be a part of something committees and the board and be an engaged members. larger than myself.” I know that is a cliche, but think about it...the “large” is made up of the “small.” Isn’t If you have concerns, issues or questions, please feel that how most things work? Small pieces / parts are free to reach out to me or any of the CAA Board members (listed in the newsletter & the CAA website, needed in most everything to make it a whole. www.coauctioneers.org) and give us the opportunity to Think of an engine... A computer. A building. A serve you. business. An organization. The small parts are all very vital to keep an association strong and healthy; it just Respectfully. doesn’t magically happen. ALL of our members make Cissy Tabor 22
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THIRD QUARTER • 2019
www.coloradoauctioneers.org
NEGOTIATING
Auctioneers Don’t Negotiate
By John Hamilton
Everyone seems to know that you are to negotiate when buying a car, selling a house or looking for a deal at a yard sale. But beware at an auction. Auctioneers don’t negotiate! When’s the last time you saw an auctioneer bid an item up to $100 then have some bidder call out, “Will you take $50?” Probably never! Auctioneers don’t negotiate, at least when the auction is on. But hold on to your wallet when you deal with an auctioneer outside an auction. In a normal buy-sell situation auctioneers have proven to be very effective at getting a good deal. Why so? Few professions can match auctioneers in knowing what a wide variety of things and services are truly worth. Few professions, like auctioneers, have their roots in rural areas where funds are traditionally tight and seeking a concession is automatic. Auctioneers have one more trait that dispels the “Auctioneers Don’t Negotiate” claim. They never quit learning and practicing. Despite not being shy at seeking a better deal they are always alert to improving their negotiating skills. Every month I send out a negotiating tip, via e-mail, to about three thousand people. (See GoodNegotiator.com) Of all my subscribers I find one profession most represented – auctioneers. Never content to rest on their current negotiating capabilities, auctioneers are constantly looking to upgrade. (My kind of people.) So the next time you think that auctioneers don’t negotiate, think again. PS: I’m excited that the new year, January 2020, will find me with the Colorado Auctioneers at their annual convention. I’ll be presenting some negotiating programs and trying to keep up with those auctioneers who “don’t negotiate”?
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NAA 2019
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W
hen Alexander Graham Bell invented the telephone back in 1876, he designed it to do one thing; make phone calls. These days it seems we use our phones for everything BUT phone calls. Today’s phones are our text messengers, calculators, books, planners, cameras, music players, navigators, internet browsers, stock traders and even our flashlights. Phones evolved to include so many other useful features because we needed them too, yet we still just call them phones. This same evolution by necessity has happened with other products over the years, and life insurance is no exception.
Kevin Hay was a Chiropractor with a wife and six children. He was building his practice and ran the office by himself. He didn’t have a receptionist or a Chiropractic Assistant. The practice was growing fast and soon Kevin was seeing about 100 patients a day. One of these patients was a Living Benefits Expert. They became friends and one day they discussed what would happen to the business if something should happen to Kevin. The reality was, with him running everything the business would be gone. As a small business owner, Kevin didn’t have anything in place for himself as far as retirement; he was just building his business and planning on retiring that way. They discussed the benefits of an Indexed Universal Life Policy that had three components; a Karen Rowe & Kim River loan provision that would allow him to access the (970) 985-8367 (970) 201-8860 Karen@keyresources.com Kim@keyresources.com accumulated value, living benefits that could be accessed if needed and the standard death benefit.
When life insurance was invented back in the 1600’s, it was also designed to do one thing; to financially protect your loved ones when your life was over. Like phones, life insurance evolved because we needed it to. With modern advancements in medicine, suffering a critical illness like a heart The policy was put into attack, stroke or cancer place primarily for taxdiagnosis, no longer free retirement purposes A FIVE RINGS FINANCIAL AGENCY necessarily means death. when Dr. Hay was 41 years In fact, 90% of people old. Completely healthy, Helping ordinary people live extraordinary lives who suffer a heart attack no issues whatsoever. these days survive that The first time he was event. That is where the able to utilize the benefits Specializing in Life Insurance with new evolved kind of life of his policy was a few Living Benefits & Tax-Free Retirement! insurance policy comes years later when he used in; one that adds living the loan provision to buy benefits. Living benefits an office building for his policies are essentially the smartphones of life practice. Life can be very unpredictable and a few insurance. They allow your life insurance policy years later Kevin utilized the benefits of his policy to not just be a parting gift, but also provide the a second time when he was diagnosed with cancer. ability to accelerate the death benefit if you suffer The living benefits component had a critical illness a critical, chronic or terminal illness. This ability rider that accelerated a portion of the death benefit could help save your financial life by unlocking a and allowed the Hay family the peace of mind to whole new list of ways to use your policy, while use it as they wanted. They hired a chiropractor you’re still living, and often times, it does all of this as well as a receptionist to keep the practice open for the same price as the old type of life insurance. and give Kevin the ability to spend time with his Living benefits protect you, your loved ones, and family and concentrate on his healing. Sadly, the your wallet, not only in case you die but also in third time the policy was used was to access the case you don’t. death benefit. – continued on page 26
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– continued from page 25
Identify Yourself as a CAA Member Dr. Hay’s case shows the versatility of a Living Benefits Life Insurance policy. It was able to be WHAT he needed it to be WHEN he needed it. While he was healthy, he was able to use the loan provisions in order to grow his business as well as setting up a Tax Free Retirement Plan for himself. When he became ill, he was able to use the Living Benefit portion in order to keep his business running and gave him peace of mind to having cash on hand to pay for medical expenses and other necessities. When Kevin passed away, he was able to keep the business running for his family and also provide cash for the legacy to help move his family into the future. Do you have the “smart phone” of life insurance?
Demonstrate to your Buyers and Sellers that you are a proud member of the Colorado Auctioneers Association. Use the CAA logo in all your ads, on your business cards, on your stationery and on your website. If you’re not using itm we strongly urge you to proudly display the official CAA logo. The logo can be downloaded from our group, Colorado Auctioneers Association (CAA) Members Only on Facebook ( h t t p s : / / w w w. f a c e b o o k . c o m / groups/59956710490/files/) or contact our executive secretary, Cissy at admin@coauctioneersl.com
REGISTER for the 2020 CAA Convention as of October 1, 2019 If you Register for the convention, you will also be able to Renew your Membership at the same time!
www.coauctioneers.com
andze r G 000ion Pri $10,m p a h C To REGISTER Online: https://texasauctioneers.org/lone-star-open-home-page/ 26
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COLORADO AUCTIONEERS ASSOCIATION
2020 Membership Renewal January 1, 2020 - December 31, 2020
MEMBER INFORMATION
NAME __________________________________________________________DATE______________________ COMPANY _________________________________________________________________________________ MAILING ADDRESS __________________________________________________________________________ CITY / STATE / ZIP ___________________________________________________________________________ PHONE (home/work) _______________________________ (cell) ____________________________________ EMAIL __________________________________________ WEB SITE ________________________________ PROFESSIONAL DESIGNATIONS: ____________________________
NAA MEMBER
YES
NO (CIRCLE)
LIST MEMBERSHIP IN OTHER STATE AUCTIONEER ASSN ____________________________________________
MEMBERSHIP TYPE AND OPTIONS
AMOUNT
Active Member (annual). . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . DUES
“any person who is actively engaged in directly facilitating the auction method of marketing for profit” This includes bid-calling auctioneers and auction business owners.
$100.00
Membership includes unlimited posting of Auctions on the CAA website.
Associate Member. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . DUES
$ 35.00
“any person who is engaged in supporting the auction method of marketing” This includes auction staff members and auction-related businesses, including vendors. Does not include unlimited posting of Auctions on the CAA website.
By completing and submitting this form, I hereby renew membership in the Colorado Auctioneers Association, Inc. I will abide by its Bylaws, support its objectives, comply with the CAA’s Code of Ethics and pay the established dues. Signature ______________________________________________________________________________________________
PAYMENT INFORMATION Check # _____________________
Total Amount Paid $________________
MC _____ VISA ____ Discover ____
Credit Card # ____________________________________________Total $ ___________ Card Exp: _____________CSV:______ Name on Card ___________________________________________________________________________________________ Address of Card Holder _____________________________________________________________________________________
COMPLETE FORM AND RETURN WITH PAYMENT Mail Payment: Colorado Auctioneers Association PO Box 1133 Rifle, CO 81650 ~ Email: admin@coauctioneers.com ~
Credit Card Information Accepted By Phone - OR - Online at website (Join / Renew) Web Site: www.coloradoauctioneers.org
For Questions Contact: Cissy Tabor, Executive Secretary (303) 729-1195 *Email: admin@coauctioneers.com www.coloradoauctioneers.org
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Tax deductible contributions or gifts should be made payable to the Colorado Auctioneers Association Foundation 501(c)(3).
Rev 08-18-2019
Dear CAA Member, A signed copy of the CAA Code of Ethics must be on file at CAA headquarters to retain membership. Please take the time to fully read the following CAA Code of Ethics. Then sign and return this form to CAA with your membership form and dues. SIGNATURE DATE
CAA CODE OF ETHICS PART 1 - PROFESSIONAL RELATIONSHIPS Article 1 In the best interest of the public, of his fellow Auctioneers and of his own business, the Auctioneer should be loyal to the Colorado Auctioneers Association. Article 2 The Auctioneer should so conduct his business as to avoid disputes with his fellow Auctioneers, but in the event of a controversy between two Auctioneers who are members of the Colorado Auctioneers Association, he should not resort to a law suit, but submit his difference to arbitration by the Colorado Auctioneers Association, and the decision of such arbitration should be accepted as final and binding. If the dispute should be with a non-member, he should offer the services of this Board to arbitrate. Article 3 Where a member is charged with unethical practice, he should promptly and voluntarily place all the pertinent facts before the proper committee for investigation and report. Article 4 A member should never publicly criticize a competitor, and where an opinion is especially requested, it should be rendered in conformity with strict professional courtesy and dignity. Article 5 A member should not solicit the services of an employee of a fellow Auctioneer without his knowledge and consent.
PART II - RELATION TO CLIENTS Article 7 In justice of those who place their interests in his hands, the Auctioneer should endeavor to keep abreast of business conditions, to keep informed in matters of law and proposed legislation affecting such interests, so as to give intelligent business advice and effective service. Article 8 In accepting the sale of real or personal property, the member pledges himself to be fair to both seller and buyer, and to protect the owner's interest as he would his own. Article 9 When consulted for an appraisal of value or liquidation problem, a member should give a well considered opinion, reflecting expert knowledge and sound judgment, taking requisite time for study, inquiry, and deliberation. His counsel represents a professional service which he should render in writing and for which he should make a reasonable charge. A member should not undertake to give an appraisal or offer an opinion on any proposition on which he has a direct or even indirect interest, without a full disclosure of such interest. Article 10 Before accepting a sale it is the duty of the Auctioneer to advise the owner intelligently and honestly regarding the market value of the business or proposition and the reasonable chance of selling at value or above. PART III - RELATIONS TO THE PUBLIC Article 11 It is the duty of every member to protect the public against fraud, misrepresentation or unethical practices in connection with the sale, disposal or liquidation of any real or personal property the Auctioneer is called upon to dispose of at public auction. Article 12 It is the duty of a member to ascertain all pertinent facts concerning every sale for which he is engaged, so that in offering he may avoid error, exaggeration and misrepresentation. Article 13 An Auctioneer is a confidential trustee of the information given by the seller or gained by him through relationship and the Auctioneer must never disclose the gross receipts of a sale or any other information that would tend to be a violation of the profession.
Article 6 In the best interest of society, of his associates, and of his own business, the Auctioneer should at all times be Article 14 No special conditions, real or assumed, or loyal to the Colorado Auctioneers Association and active in its inducements or directions from anyone relieve the member works, and he should willingly share with his fellow members from his responsibility strictly to observe the Code of Ethics in the lessons of his experience. 28 thecoloradoauctioneer www.coloradoauctioneers.org THIRD QUARTER this • 2019letter and spirit. Rev 11/13/2012
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GREAT PEOPLE. GREAT INVENTORY. GREAT ATMOSPHERE. FIND IT ALL AT MANHEIM DENVER.
AUCTIONS TUESDAY - WEDNESDAY - THURSDAY SPECIALTY AUCTIONS ONCE A MONTH BUY IN-LANE, VIA SIMULCAST OR ONLINE AT OVE
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Colorado Auctioneers Association PO Box 1133 Rifle, CO 81650 (303) 729-1195 www.coauctioneers.com The Colorado Auctioneers Foundation invites you to the…
Mile High Auctioneer Open Bid Calling Contest …at the National Western!
Saturday, January 25th, 2020 Expo Hall - Beef Palace Auction Arena Event Starts at 3:00 PM! • FREE with Grounds Admission! • FREE Registration to Bid at the Auction! • Family Friendly Fun! • See Champion Auctioneers From Around the Country Compete! • Bid On & Buy Fantastic Items! • Support Scholarships! The Colorado Auctioneers Foundation is a Colorado 501c3 non-profit organization dedicated to assisting the Colorado Auctioneers Association in supporting their members for continuing education. Proceeds from this event benefit the Colorado Auctioneers Foundation Scholarship Fund. For more information visit:
www.coauctioneers.com/foundation COLORADO AUCTIONEERS FOUNDATION
2019 - 2020 Industry Calendar August 2019
December 2019
Benefit Auction Summit August 25 - 27, 2019 Palm Springs, CA
Designation Academy December 1 - 7, 2019 Las Vegas, NV
September 2019
January 2020
October 2019
Mile High Auctioneer Open January 25, 2020 National Western Stock Show
2019 NAA Day on the Hill September 11 - 12, 2019 Washington, DC
CAA Convention January 3 - 5, 2020 Renaissance Hotel - Denver, CO
CAF Foundation Summit October14, 2019 Holiday Inn - Parker, CO
February 2020
Texas Lonestar Open Competition October 25, 2019 Ft Worth Stockyards
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Online Marketing Summit February 24 - 25, 2020
THIRD QUARTER • 2019
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