Auctioneer June/July 2021

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auctioneer

June/July 2021

The official publication of the National Auctioneers Association

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FROM THE PRESIDENT

A year in review

L

ast year at this time, NAA staff was furiously creating the first International Auctioneers Conference & Show virtual event from what was previously planned in San Diego. Unsure of day-to-day changes, we had to use some wisdom, some common sense and lots of state regulations to help us make that transition.

There was so much to figure out; none of us knew what or how it could work. There were traditions we would miss, hugs and handshakes we would miss; and, while we knew we could offer high quality education virtually, how much could we really do, and would anyone accept it?

Auctioneers are a determined group of people and I am so grateful you made Conference a huge success last year.

While the traditions were different, they still existed.

Transitioning from vice president to president was not how I wanted it to happen, but I did receive a gavel from Jason Winter, CAI, AARE, AMM, CES, in the boardroom at NAA Headquarters. And, as it had for years before, it started with Past President Bob Penfield—though he was home in North Dakota. I was grateful that each past president took the time to video the passing of the gavel; however, my desire was to share that moment with past presidents as well as the membership and families in person. Being together is the way special events should be shared. I hope many of you will be able to be with me in Minneapolis this year. I want to take the time to just visit with each of you, hear about your year, your family, your auctions, your health and to stand close enough to look at you in person while we talk.

In one year, we held the Benefit Auction Summit, Designation Academy, various designation classes, the Digital Marketing Summit and CAI virtually. Wow! Now we are looking forward to our first hybrid event. I am very excited about this year as we will have several special events that I want you to be able to enjoy.

However, if you can’t be in Minneapolis, we’ll offer lots of the same great education, the ability to view the International Auctioneers Championship, watch IAC Live! and more, right from the comfort of your home or office. Unfortunately, some of our traditions will be broken. Bob Penfield won’t be with us as well as several others. But we will remember them and all whom we have lost this year. My heart fills with sadness as I reflect on those members who lost life’s battle.

This year will be hard—it will be different. But we will be together. And my year as president will be complete.

Just saying those words creates a sadness that I did not expect. This one year where my main focus was the NAA did not play out exactly as I had planned. Each and every one of our lives was interrupted. I wish so much I could have spent time with each of you in your home state, discussing the auction industry and finding out about you! Even the best laid plans sometimes go wrong. My plans were to spend a year focusing on you and that I did. Even though we did not see each other,

you were my focus. I hope you were able to get a glimpse of my desire for the NAA. It was a successful year in that we were able to transition so we could accomplish what needed to be accomplished. The auction entrepreneur was my one main constant thought this year.

I received my second vaccine last month and I’m ready to travel. I’m ready to see my auction family. And I’m ready to thank all of you for giving me one of the greatest gifts you could give me—that of leading the organization we all hold so dear.

We haven’t made everyone happy this year. There are some who believe we should not be in Minneapolis.

However, having booked this city three years in advance, we had no knowledge of the civil unrest the city would undergo. Fortunately, we don’t expect the civil unrest we saw last summer. Had we broken our contract with the hotel and all of the other service providers it takes to put on this event, it could have cost the NAA hundreds of thousands of dollars.

The Board tried to listen to everyone during this year. What I know is that this Board has worked hard. While you may not agree with the decisions we have made, you should be proud of the way the decisions were made—with a lot of care and difficult conversations. I want to thank this Board for their dedication to the NAA in this time. Thank you for your tireless efforts. You are an amazing group of people.

Thank you to the staff for their work during the past year. In order to keep the budget in line, we lost three positions. This staff has not complained and has done what it took to be successful. Thank you for your work and your care for this industry.

Thank you to my staff and to my family for covering for me this year. I lost count on the number of hours spent on Zoom this year, but it would have been in the hundreds of hours! As our business got busier and busier, Lance kept stepping up to take my place. He is a trooper!

His obvious love for the NAA was shown through his willingness to go the extra mile for me. I owe him a lot for the lifetime of happiness but even more for his love and support this past year. I’m sure he will remind me.

And to you, our members... we know it’s been hard financially, and we lost members because of it. But, let’s work together to get each one back in the NAA. For those who pushed through—thank you!

I hope to see many of you in Minneapolis and if not, I’ll still be Chair of the Board of Directors, so please let me hear from you. The auction industry is alive and well—and we have work to do! v

Terri Walker, CAI, BAS, CES NAA President Terri Walker is the owner/auctioneer of Walker Auctions. She is a second-generation auctioneer, IAC champion, and has served multiple roles in education, promotions and advocacy for the NAA, as well as chair of the Tennessee Auctioneers Commission.

Bid high...

JUNE / JULY 2021

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OFFICIAL PUBLICATION

JUNE / JULY 2021 AUCTIONEERS.ORG

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FEATURES

20 Board Candidates

Q&A with your choices for the Board

28

Conference & Show Welcome parties, virtual experience & trade show

32 CAI Recap

Awards, sponsors and testimonials

COMMUNITIES OF PRACTICE

34 Benefit Auctions Consulting on retainer

36 Marketing &

Management Boosting online reviews

38 General Interest

Young people in the auction industry

“ Once you get

people to start saying good things about you, they will continue to say good things about you.

Shawn Kaplan Legacy Mutual Mortgage

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”

INSIGHTS 18 Business Practices

Referral fees 42 Faces of NAA

Susan Johnson, CAI,

AARE, BAS, CES DEPARTMENTS 5 President’s Column 10 Association at Work 12 NAA News 16 State News 41 Auction Schools 44 New Members 45 In Memory 48 Board/Index 50 50 Years Later

ONLINE at auctioneers.org

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Published by the

JOIN THE COMMUNITY facebook.com/naaauctioneers facebook.com/auctionswork 8880 Ballentine St. Overland Park, KS 66214-1900 P: (913) 541-8084 | F: (913) 894-5281

instagram.com/naaauctioneers twitter.com/naaauctioneers youtube.com/naaauctioneers National Auctioneers Association

DIGITAL EDITION AVAILABLE!

ELECTION INFORMATION All the info you need on the 2021 elections are online at auctioneers.org/election. From candidate profiles to voting instructions, you can find it all in the Member Area.

NATIONAL AUCTIONEERS FOUNDATION WEBSITE RECEIVES NEW LIFE Have you seen the new Foundation website at auctioneersfoundation. org? Take a minute and jump on over there now because you won’t believe the transformation. It is 100% better on the eyes and simple to find information you need. Also, applying for a scholarship for NAA events or Legacy Youth Scholarships has never been easier!

Our Community of Practice eNews underwent some construction. Instead of flooding your inboxes with potentially multiple emails for different sectors of the industry, we thought we’d include it all in one bite. This way, if you work in multiple ares, or just have a general interest in them, you can stay updated without having to declare a community of practice. The new format was so well-received that we will also be updating our regular eNews to include community news. That’s right, you get it all twice a month now!

Auctioneer Volume 73 Issue 4 June/July 2021 (ISSN 1070-0137) is published the first week of December, February, April, June, August and October by the National Auctioneers Association, 8880 Ballentine St., Overland Park, KS, 66214-1900. There are six issues printed annually. Auctioneer is a means of exchanging ideas that will serve to promote the auction professional and the auction method of marketing. The views expressed by columnists do not necessarily reflect the opinions of the National Auctioneers Association. Periodicals postage paid at Kansas City, MO, and additional mailing offices (USPS 019-504). POSTMASTER: Send address changes to auctioneer magazine (NAA), 8880 Ballentine St., Overland Park, KS 66214-1900. Copyright © 2021 by the National Auctioneers Association. Materials may not be reproduced without permission.

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Chief Executive Officer Hannes Combest, FASAE, CAE hcombest@auctioneers.org (913) 563-5423 COMMUNICATIONS Director of Marketing & Communications Erin Shipps | eshipps@auctioneers.org (913) 563-5436 Sales & Trade Show Manager Adam Kenne | akenne@auctioneers.org (913) 563-5421 Content Developer Kora Cameron | kcameron@auctioneers.org (913) 563-5430 Membership and Database Coordinator Brian Christiansen | bchristiansen@auctioneers.org (913) 563-5438 CONFERENCE & SHOW Conference & Show Manager Joyce Peterson | jpeterson@auctioneers.org (913) 563-5439 EDUCATION Director of Education Kristina Franz | kfranz@auctioneers.org (913) 563-5426 Education & Programs Coordinator Jennifer Vossman, CMP | jvossman@auctioneers.org (913) 563-5432 NAF Administrator NAA Education Program Specialist Lois Zielinski | lzielinski@auctioneers.org (913) 563-5428 ACCOUNTING Director of Finance & Administrative Services Jennifer Janssen | jjanssen@auctioneers.org (913) 563-5422

To become the unified voice of the auction profession, you first need to know who you are speaking for.

By listening to the membership, we can provide better resources to continue the growth as both auctioneers and an association.

Make YOUR voice be heard V O T E J E F F M A R T I N N A A B O A R D O F D I R E C T O R S

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News

Your Association at Work 2021 National Auctioneers Week Every year, National Auctioneers Week is a chance to tell the world what auctioneers and auction professionals do. Last year, we made this event more public facing to increase visibility of the auction industry and give you messaging to share with your clients and customers.

This year, our message was simple: We are all in.

Throughout the week we shared messages each day about how NAA members are all in and... ...here for recovery ...here to serve ...always adapting ...technologically savvy ...providing solutions They were messages of hope for the public, in need of problem

solvers more than ever. They were messages of strength and truth.

You are all these things and so much more. Stand behind these messages, because you do so much good in this world, auctioneer!

Our daily messages reached more than 22,000 pairs of eyeballs and more than 3,800 post engagements.

We also created Facebook cover images and profile photo frames for individuals and businesses to further embed the all in message in the public eye.

In all, 524 of you utilized the Facebook frame—thank you!

Finally, on our favorite day of the year—National Auctioneers Day—we released a powerful video full of NAA members telling the world they are all in and giving the public a glimpse into what daily life looks like for the many communities of practice our

“ National

Auctioneers Week was a fantastic celebration of all things auctions.

The week culminated with a 180-second video that highlighted that AUCTIONEERS ARE ALL IN for their clients, customers, communities, and teams!

John Schultz, AMM NAA Promotions Committee Chair

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auction professionals serve. Thank you to everyone who submitted video for that project! The video received more than 8,000 views on Facebook and YouTube.

Of course our efforts were not totally focused on the public.

We held daily Community Conversations for each community of practice, and when we tell you those small groups shared big ideas and made new connections, we tell the truth. Thank you to everyone who participated in or led those conversations. And a big shout out to new auctioneers who attended, doing everything they should be doing to get integrated into this amazing NAA family.

As we close the books on another National Auctioneers Week, we’re thankful for your participation and enthusiasm for the most fast, fun, and transparent way to sell anything in the world.

See you next year with another big, effective public message.

Don’t miss a thing. Make sure you’re following NAA’s Facebook page and join the NAA Auction Professionals Facebook group!

News

Congratulations to these recent designation earners!

AMM

Donda Cordova Lon Davis Nikki Krell Gary Peterson Tamara Pittman Marcy Pompei Chris Rasmus, CAI

AARE

Christopher Cameron Christopher Lyons Leon Stoltzfus

BAS

Ruth Grayson Michael Lewis Allison Shahan Erin Williams Max Wolf

CAS

Anderson Kent, CES, GPPA, MPPA Lee Parson

CES

Lee Parson

GPPA

Nick Cline Laura Furr Johan Graham, CAI John “Pete” Horton, CAI, CES Joshua Scully Allison Shahan Tucker Sowell James “Sonny” Weeks

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We asked NAA members in our Facebook group, “What would you say to your younger self in four words?” Here are some of our favorite responses.

• Buy Google Amazon Apple • Take more risk!

• Get your college degree • You can do all.

• Don’t ever give up!

• Professionally: Go to more auctions.

• Personally: Go back to church.

• Get real estate license • Use your head • Listen to grandad more • Listen to your heart.

• Holy Cow it’ll happen!

• Buy more real estate • invest in bitcoin, now.

• Relax, relax, relax, Relax • Have four words ready • Invest in real estate • Know what is important • Google Amazon Facebook Bitcoin • Be much more grateful.

• Go ahead. Whatasize it.

• Eat less, exercise more • Be an auctioneer earlier • Deal with dead consignors • Failure is an opportunity!

• Don’t be so involved • Take more risks now • Buy more real estate • Marry a doctor

• • • • • • • • • • • • • • • • • • •

Eat kale, take naps Have faith in yourself Believe in yourself Beware 2020. For real.

Dude... Don't do that.

I should’ve started Earlier Study compounding interest young.

Go for it!

BELIEVE in YOUR GREATEST GOOD! Marcela Davila (You don’t know it yet but...) You are an auctioneer First pants, then shoes.

Relax. Breathe. Trust God. Work harder AND smarter Never ever give up Do what you love Life is an adventure Enjoy the short ride Eliminate self-doubt forever

For more on this topic and others, join the NAA Auction Professionals Facebook page.

New media growing strong!

NAA Mission

NAA serves auction entrepreneurs with services provided based on four cornerstones: promotions, advocacy, education, and community.

NAA Vision

Podcast downloads 2,085 auctionadvocate.buzzsprout.com

Blog views 15,635 Blog visitors 9,169 Find an auctioneer clicks 298 howauctionswork.com

NAA will be the voice of the auction profession.

NAA Cornerstones Advocacy Promotions Community Education

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News Annual NAA member demographics Every year we take a look at multiple aspects of memberhsip and share that data here. It’s an interesting insight into NAA members. Where do you fit in?

37% of NAA members hold designations; the number of members for each are currently: CAI.............. 730 AARE.......... 251 14

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AMM........... 133 ATS............... 34

BAS............. 210 CAS............... 30

CES............. 258 GPPA.......... 205

MPPA............ 42

All data is current as of March 18, 2021.

VOTE AILIE BYERS, CAI, AMM, BAS FOR NAA TREASURER

Unique educational & work experience for the job √ Masters Degree in Public Administration with a focus on public financial administration and economic policy analysis

√ Accountant at University of Georgia: annual budgets from $30-$250M

√ Business Services Director for private resort: multi-million dollar annual budget

√ Finishing 3-year term on NAA Board of Directors √ Served as Treasurer of NH Auctioneers Association √ CAI Instructor for Class II: Determining and improving your business value

JUNE / JULY 2021

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News

State Watch Nebraska Roy Montgomery of Montgomery Auction & Realty L.L.C., Guide Rock, NE, has been elected president of the Nebraska Auctioneers Association for 2021-2022. Roy began a third-generation auction career in December of 1980 working with his grandfather Ed, father “Slim” and his uncle “Andy” in a four-generation auction family.

In 1984, he obtained a real estate salesman license, working for American Eagle Realty of Edgar, NE. In 1988, he became a real estate broker and started Montgomery Auction & Realty, licensed in Kansas and Nebraska.

Besides working with his family and several auctioneers from Nebraska & Kansas, he has owned, managed, auctioned and represented cattlemen in the livestock market industry.

He married his wife, Linda, in November of 1986, and they have two grown children, Ross & Erin. Roy & Linda reside north of Guide Rock near his mother Jeaniece and have a cattle and hay operation. Roy is a member of the Nebraska, Kansas, and National Auctioneers Association.

His election was announced at the 72nd Annual Convention held at the C3 Hotel & Convention Center, Hastings, NE, April 30, May 1-2, 2021.

Scott Jarman, The Auction Mill, Cedar Bluffs, NE, was elected president-elect and Mark Kliewer, Kliewer Auction Service, Aurora, NE, was elected vice president.

Newly elected board members include: Clay Patton, Clay Patton Auction Service, Lexington, NE; Clay Schaardt, Schaardt Auction Service, Table Rock, NE; and Kelly Kliewer, Kliewer Auction Service, Aurora, NE. Also in conjunction with the convention, Duane Wellensiek, Wellensiek Auction Co., LLC, Cook, NE, was named 2021 Nebraska Auctioneer of the Year. Duane was awarded a commemorative plaque, Stetson hat and trophy belt buckle.

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Roy Montgomery was elected president of the Nebraska Auctioneers Association.

Awarded $1,000 college scholarships at the annual awards banquet from the Association, Auxiliary and Foundation were the 2020 and 2021 recipients.

2020 scholarship recipients were: Lindsay Schutz who is the daughter of Vern and Amy Schutz and granddaughter of Dave and Garlan Muirhead, Overton, NE. Lindsay graduated from Bertrand High School in 2019 and is currently attending the University of Nebraska at Kearney. After finishing schooling at UNK she plans to attend UNMC for radiology with the intent to become a radiologic technologist.

Ben Schow, son of Kyle & Cheryl Schow and grandson of Leah Schow and the late Dean Schow all of Paxton, NE. Ben is currently a sophomore student at the University of Nebraska Lincoln majoring in Agribusiness with a minor in Entrepreneurship. After college, Ben hopes to

continue the family auction business, started by his late grandfather Dean Schow, longtime member of the NAA. Jacob Schroeder graduated from Hastings High School in 2020. He is currently attending Washburn University in Topeka, Kansas, and is pursuing a degree in Finance. He is also a member of the Washburn University Baseball Team. Jacob is the son of Troy and Leslie Schroeder, and the grandson of Randall & Barbara Ruhter of Hastings (association and auxiliary members), and Leonard & Rosie Schroeder of Kenesaw.

Trevan Rut is the son of Tom and Kris Rut of Arthur, Nebraska, and is a 2019 graduate of Arthur County High School. He recently completed his second year at Southeast Community College in Beatrice with an educational focus in diversified agriculture and agricultural education. Trevan plans to transfer to a four-year institution. Trevan is the

VOTE JAY CASH FOR NAA BOARD OF DIRECTORS

grandson of NeAA members Bill and Aris Rut of Dorchester.

2021 scholarship recipients were: Jessa Lynn Bailey, daughter of Gerud & Connie Elson and the granddaughter of Lindy Elson, all of Curtis, NE. Jessa is a 2021 graduate of Medicine Valley High School, Curtis, NE, and she plans to attend McCook Community College to study Early Childhood Education. Jessa would like to become a pre-school teacher.

Keegan Schow, son of Kevin and Kim Schow and the grandson of Leah Schow, and the late Dean Schow, all of Paxton, NE. Keegan is a 2021 graduate of Paxton Consolidated Schools, Paxton, NE. Keegan plans to attend Southeast Community College in Milford, NE, and major in Electrical/Electromechanical Technology.

After college Keegan wants to return to western Nebraska to continue helping with the family farming/ranching/ auction business, along with the option of starting his own electrical business or other opportunities that arise from his degree.

Ayden Prososki, son of Mark and Nadine Prososki, Columbus, NE, and grandson of Mike and Lin Baxter, Ainsworth, NE. Ayden is a 2021 graduate of Columbus Public Schools, Columbus, NE and plans to attend South Dakota School of Mines and Technology and major in Mechanical Engineering. Ayden wants to leave a lasting impact on the world through engineering by being able to create and invent.

JAY CASH

The

REAL

James R. Cash II Auctions

615.785.8982 • www.jam

Why Vote for Me?

Firm 5802

Return on Investment Time is our most precious commodity – once you’ve spent it – it’s gone forever. I want to make certain that when an NAA Member invest their time (and money) in a program that they get the biggest return on their investment as possible.

Business-Minded Leader We need business people handling the business of the NAA. We need individuals who intentions are ALWAYS for the betterment of the auction industry. I know the struggles auctioneers face day to day because I face them too.

Resources for All Members of Your Auction Company Auctioneers are problem solvers. You get paid based on the problems you can solve. I want to initiate programs that help auctioneers learn how to overcome objections in the sales process and how they can offer their services to more people. I want to provide resources that help auctioneers attract more leads, generate business and earn more money.

Real world business strategies that can be implemented to make an impact in their business.

Florida

The Best in the World Our membership is small by most standards but the best auction professionals in the world are in our association and we have room for more. It is up to us to tell the world how we want them to see the auction industry.

The first Donald “Don” Shearer Memorial Scholarships were distributed by the Education Foundation of Osceola County in honor of past NAA president and Hall of Fame member Don Shearer who passed away last fall.

Rylie Pyewell from St. Cloud High School and Audrey Davis from Harmony High School received the award, which is given to a student interested in law enforcement. Not only was Don a beloved board member of the foundation and other non-profits in the community, Don served the citizens of Osceola for over 40 years as a deputy sheriff.

For more information on the scholarship, visit foundationosceola.org.

(615) 785-8982

| Facebook.com/AuctionStyle JUNE / JULY 2021

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INSIGHTS

Business Practices

Referral fees Question: Are there any limitations or restrictions on an auctioneer’s ability to pay referral fees? Is the payment of a referral fee legal and ethical?

Kurt Bachman Attorney and licensed auctioneer from LaGrange, Indiana

Have a legal question?

Submit it to eshipps@ auctioneers.org 18

AUCTIONEERS.ORG

I

t depends on which jurisdictions you are doing business in and their applicable laws and rules.

A referral fee generally is a type of fee paid to a middleman—someone who introduces an interested party to an auctioneer and enters into an auction agreement.

Some states do have rules that would prohibit or restrict auctioneers from paying referral fees. For example, Indiana has adopted an Administrative Rule, specifically 812 IAC 1-1-24, that relates to unprofessional conduct. It has a provision limiting the payment of compensation to others. It states, in part, the following: A licensee shall conduct professional activities in a professional manner that will reflect credit upon himself or herself, the auction profession, and auctioneers.

Unprofessional conduct includes, but is not limited to, the following: (2) A licensee’s payment of compensation in money or other valuable thing to any person other than a licensee for the rendering of any service or the doing of any of the acts by this act forbidden to be rendered or performed by other than licensees.

The language of this rule is very broad and prohibits the payment “of compensation in money or other valuable thing to any parson other than a licensee for the rendering of any service …”

Unfortunately, there have not been any court decisions clarifying or interpreting this rule. The factors that a court will likely consider include whether the individual who receives the payment is a licensee, whether the person rendered any service, the amount of the fee (was the fee paid $100, $500, or $1,000?), when the fee is paid (after execution of the auction contract or after the sale), whether the fee is being paid from the commission proceeds received from the sale or from general operating funds, and other facts specific to the case. Until there is any change to the rule or further clarification, auctioneers should exercise caution and avoid paying referral fees.

The question about the payment of a referral fee arises because an auctioneer owes a fiduciary duty under the law to the seller. As the seller’s agent, the law imposes a fiduciary duty on the auctioneer. In a fiduciary relationship, one party is in a position of trust, confidence, and responsibility. A fiduciary duty is the highest duty under the law—it requires an auctioneer to

act solely and exclusively for the benefit of the seller. The fiduciary duty includes the duty to disclose important information, maintain confidentiality, avoid conflicts of interest (i.e. be loyal to the seller), act with honesty, and more. If an auctioneer pays a referral fee to obtain the sale, should that be disclosed to the seller? Would the relationship with the seller be changed or hindered by the payment of referral fee? Does the referral fee create a conflict of interest?

What about for real property? The Indiana Administrative Rule quoted above does not make a distinction between an auctioneer selling real property and personal property. That is the rule for auctioneers in Indiana. With regards to licensed real estate agents, they generally can pay referral fees to another licensed person but there are limitations.

Most state laws prohibit the paying of referral fees to unlicensed persons. Each state has their own rules and requirements that must be followed. The relevant part of the statute in Kentucky, for example, states the following: (4) No broker shall split fees with or compensate any person who is not licensed to perform any of the acts regulated by this chapter, except that a broker may: (a) Pay a referral fee to a broker licensed outside of Kentucky for referring a client to the Kentucky broker; (b) Pay a commission or other compensation to a broker licensed outside of Kentucky in compliance with KRS 324.235 to 324.238; or (c) Pay a licensed auctioneer for services rendered in cases where an auctioneer and real estate broker collaborate in the conduct of a sale of real estate at auction.

Ky. Rev. Stat. Ann. § 324.020. Federal law generally prohibits the payment of a referral fee to an unlicensed individual is in most cases. This was spelled out in the Real Estate Settlements and Procedures Act (RESPA), passed by Congress in 1974.

It oversees many real estate transactions in which the government is involved. RESPA was put in place to prevent illegal and abusive practices in the real estate industry. It is regulated by the Consumer Financial Protection Bureau.

Auctioneers should exercise caution before paying a referral fee. Each state and local jurisdiction has their own statutes and rules that auctioneers must follow. Auctioneers should check with a licensed

attorney to determine whether they are permitted to pay a referral fee. In addition, when an auctioneer is paying a referral fee, he or she should generally disclose that fact to the seller. v Kurt R. Bachman and Beers Mallers Backs & Salin, LLP appreciate the opportunity to review and answer legal questions that will be of interest to Auctioneers.

The answers to these questions are designed to provide information of general interest to the public and are not intended to offer legal advice about specific situations or problems. Kurt R. Bachman and Beers Mallers Backs & Salin, LLP do not intend to

create an attorney-client relationship by offering this information, and anyone’s review of the information shall not be deemed to create such a relationship.

You should consult a lawyer if you have a legal matter requiring attention.

Kurt R. Bachman and Beers Mallers Backs & Salin, LLP also advise that any information you send to Auctioneer shall not be deemed secure or confidential. Please visit one of our offices to ensure complete confidentiality.

Contact Kurt Bachman: (260) 463-4949 krbachman@beersmallers.com

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Candidate for vice president

SHERMAN HOSTETTER

CAI, AARE, BAS, CES

What spurred your decision to run for the office of NAA-VP? My interest in serving as NAA vice president is because of my love for the auction profession, my passion for the entrepreneurial spirit of the auction industry, and to continue the legacy I was given by my parents for the next generation following me. I am vested in the auction business. This is my way of giving back and serving an industry (profession) that has supported my family for three going on four generations.

What is the most pressing issue for the auction industry?

I feel there are several major issue we need to address and navigate. One of the most important issues is the continued quality and relevant educational offerings for our membership. Databases and information is king and we need to educate our membership on the benefits of owning and maintain their own when possible or prudent.

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What specific initiatives would you like to see included as the NAA looks to 2025 and beyond?

When we look at our mission (NAA serves auction entrepreneurs with services provided based on four cornerstones: promotions, advocacy, community and education) and our vision (NAA will be the voice of the auction profession), we have plenty to work on. Currently, the Board is working on PACE to 2030, which will lay out the Board’s marching orders for the next 5-10 years. My goals are to continue quality, relevant and timely education, focusing on serving the membership and implementing the PACE to 2030 objectives.

How do you view the current climate of the auction industry?

These are unprecedented times in the world and in the auction industry. The auction profession is ripe with opportunity for those willing to reach out, adapt and

continue to educate themselves. What has worked in the past will probably not work now or in the near future! Those willing to address the changes, take some risk and work hard will reap the benefits.

Why did you join the NAA initially and what can a member do to get the most out of their membership?

Actually, I was upset that had to join the NAA. When my brother came back from year one of CAI, he lit a fire in me. I had to check out the CAI experience for myself (1985). At that time you had to belong to the NAA to enroll in the CAI designation.

Looking back, I realize the NAA and CAI have been two of the most important things I have done for my auction career. Getting involved in the NAA, its educational offerings, designations and annual conventions have changed my outlook, expanded my vision and in turn increased the success of my auction career.

Candidate for treasurer What spurred your decision to run for a position on the NAA Board?

As my three-year term as NAA director is expiring, I was excited to learn that the position of treasurer would be open. It has always been a position I wanted to run for, and the timing worked out ideally this year.

The role of the treasurer is one with significant responsibility and unique needs. I believe that my background in finances and accounting, and education, with a master’s degree in public administration, is an excellent fit for the job.

The past three years have been challenging for the association in many ways. However, financially, we are in a good position due to the careful planning and quick responsiveness of past treasurers/boards. The future will not be smooth sailing, so I wanted to keep my oar in the water to keep the boat moving forward.

Although it may not be 100 percent obvious to all, the leadership of the NAA has been hard at work adjusting and setting up plans that will soon begin to pay significant dividends.

These moves will help the membership and the profession in our ever-changing economy.

After serving for three years on the NAA Board of Directors, I wanted to continue the work we have been doing in formalizing the objectives and outcomes of the four cornerstones of the NAA.

What is the most pressing issue for the auction industry?

Change. For the past two years, we have been experiencing an exponentially increasing tempo of change. Although there was movement in the profession toward more online presence, the rapid uptick due to the pandemic has moved us, collectively, forward multiple years in just 15 months.

With this rapid change are growing pains that we all are learning to realize, survive, and overcome. Technological adaptations, workforce accommodations, and regulations have affected all of us professionally at some level. Although all workplaces face change, the speed and do-or-die choices we face now are unprecedented. We, as an association, have seen that when we share best practices, adaptations, and solutions, we can all achieve more. Our community is what makes us stronger. We need to lean into these changes and toward our collective success.

What specific initiative would you like to see included as NAA looks toward 2025 and beyond?

The four cornerstones of PACE (promotion, advocacy, community, education) formalized last year have had much thought and time put into them. Committees and membership have been working actively to determine critical objectives. These Key Performance Indicators (KPIs) lay out a plan for the association for the next 10 years. If the NAA can stay on target with these KPIs, we will be in a great place by 2025. For those not familiar with the KPIs, some of the plans include: Increasing our educational offerings by having more content online, and I hope that we will continue to move more in this direction, as it removes a barrier for members to get quality education. The blog and podcast to help persons inside AND outside see and learn about what we are and how we operate are great tools with increasing daily traction. Hopefully, it will continue to grow its toehold as we release each new episode. Our Community Conversations have been very fruitful in making new members feel connected and helping us network with our peers more than just once a year at summits or Conferences & Show. If we can continue with these plans and springboard off of them as new opportunities arise, we will have a fantastic association making us all proud.

AILIE BYERS CAI, AMM, BAS

How do you view the current climate for the auction industry?

2020 was tough. Pick the part that was hard for you. We all have one, or a thousand.

However, as hard as it was, we have also seen tremendous advances in adaptations and new ways of meeting customers’ needs. This can only help us as professionals moving forward.

The conditions and desires of customers crystallized for many last year, and with this knowledge, we can all be more successful in our respective sectors in the profession. We learned to be more streamlined, even if that was not our intention. Although competition from outside sectors is increasing, it can

only make us more focused on how we are the best at what we do and why we are the professionals in the space. Those that dove into the turmoil have seen their sales and profits increase. New avenues may even be opening for both buyers and sellers through the changing face of retail/sales in the U.S.

Why did you join NAA initially, and what can a member do to get the most out of their membership?

As a second-generation auctioneer growing up in the industry, it was a fait accompli that I would join the NAA. Nevertheless, I think a more significant factor was seeing how the membership served my family to grow their business and make it successful. Now that I have been a member for a substantial amount of time, I can testify that it has helped me expand into other business areas. The collective knowledge that the association brings to members is staggering. The number one thing any member can do is using the educational opportunities and networking events that the NAA seminars, designations, conferences, and groups create. Asking for help, seeking out advice, and just listening to those in the profession has done more for my business than any other single membership or association has given me.

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Candidate for treasurer son and grandson, I want to make sure that the NAA has a future value for them as well as my great grandson. I envision my great grandson being a 5th generation auctioneer. I don’t know now how that may look, but I hope to help give him the tools to make it happen.

As a part owner of a successful auction and real estate business, I believe that I have the experience and good judgment that will be necessary for the

HAROLD MUSSER CAI, AARE, AMM

What spurred your decision to run for a position on the NAA board?

My decision to run for the position of treasurer on the NAA Board was spurred by several phone calls from members whom I admire, asking me to run. After several sleepless nights and visiting with others, I felt compelled to offer up my experience the NAA. The NAA has made such a positive impact on our business. It started with my father being engaged in the NAA and using the knowledge of the friends that he made at the conventions to raise the bar in the services that he provided to his clients. Without the NAA, the auctioneer friends that he made relationships with, the education that he received at CAI and the annual conventions, he would have just been another ordinary auctioneer. But, thankfully, he found many mentors that helped him along the way.

I, too, have been blessed by the education, the networking with other auctioneers and the relationships that I have made over the past 25 years by being engaged in the NAA. I have developed many long lasting friendships and have been able to reach out to others for their help when I needed it.

I hope to use the position of Treasurer to give back to the NAA a little bit of what they have been to me and my whole family. As a secondgeneration auctioneer who works daily with my 22

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next treasurer of the NAA. Not only have I done a good job of steering and monitoring my own business, but I have volunteered my time for our local City of Cody Planning and Adjustment Board. I am also on the executive committee of Forward Cody, the local economic development group and I am also a director on the Yellowstone Regional Airport Joint Powers board and sit on the budget committee and the leasing committee of that board.

What is the most pressing issue for the auction industry?

The most pressing issue for the auction industry is how to educate the entrepreneur auctioneer so that they can build a sustainable business in today’s environment.

The auctioneer today has competitors who are not bid callers at all; however, they can run a phone, a computer and hire a software company to provide the bidding platform for their auction.

I believe that the new auctioneer has fewer but certainly different challenges to starting their business than it used to be. The challenge will be in creating a sustainable business model that will survive in the long term I believe that the NAA has the opportunity to offer benefits to their members beyond education. These tools and resources would be available to “all” members to help them grow and become sustainable without

the fear of giving all of their data to an outside software provider. In today’s world, data is king.

And it is growing exponentially. I believe that the NAA should invest in the tools and resources that would be beneficial to all members. This is an ongoing issue and needs to be looked at continually due to the fast changing auction tech world we are working in.

What specific initiatives would like to see included as the NAA looks to 2025 and beyond?

I believe that the current climate of the auction industry varies from one auctioneer to another. Some auctioneers are busier than they have ever been; some auctioneers have had to change the way they typically do business; and, some auctioneers may have become a victim of not being able to change. I believe that the NAA is the group of professionals to belong to. This group will help you see where you are and help you get to where you want to be. There are thousands of auctioneers doing the auction method of marketing in thousands of differing ways. The leading successful auctioneers are those who can foresee changes and be willing to adapt the quickest.

You either “make dust or eat dust.”

Why did you join the NAA initially and what can a member do to get the most out of their membership?

I joined the NAA initially because I felt that I needed further education in the auction business. Little did I know how much I really needed to learn. After attending my first few conventions (now known as the Conference & Show), I began to realize more what I didn’t know and was inspired to be like some of our leaders who really had their business booming. This was an eye opening experience for me. I thought that I had a pretty good grasp on the auction business and had a fairly good chant. I came away from the auction conventions with more knowledge each time.

This has helped our company tremendously.

I am proud to say that my son Mark has also graduated from CAI and has his real estate license as well. My grandson, Forrest, has his real estate license and Mark’s wife, Shelley, is the office manager who keeps us all glued together. We have all been members of the NAA and look forward to C&S every year.

Candidate for director What spurred your decision to run for a position on the NAA board?

My background in multiple areas of practice allows me to thoroughly understand the struggles and frustrations our members face day to day because I face them, too. I believe we need business people handling the business of the NAA. We need individuals whose intentions are always for the betterment of the auction industry.

I know that a lot of the frustration voiced by our members is misguided enthusiasm and they are just as passionate about this industry as I am. We need to support each other in our words and in our actions. Conflict is necessary for growth and because of it we will be stronger. We don’t have to agree on everything, but our membership needs to have confidence in the people chosen to lead.

What is the most pressing issue for the auction industry?

There are many issues attacking our industry, from sales tax laws, oversight of firearms sales to licensing of online auctions. I believe one of the most pressing issues is the concern that online platforms and big tech companies will eventually take over and eliminate the role of an auctioneer all together.

Many auction companies don’t realize the power the big tech companies have over our businesses. The fear is: You don’t own your customers or your data.

I will be clear: the role of the NAA is NOT to tell an auctioneer how to run their business or what software company to partner with.

However, it’s important auctioneers know the risks of partnering with the wrong company.

We need to provide education to our members so they can consider utilizing white label platforms (where an auctioneer drives traffic to their own websites, creates their own online marketplaces, and owns their own data).

The NAA should protect, empower and educate auctioneers on best practices to ensure the longevity of not only the members, but the industry and ultimately the association

What specific initiatives would like to see included as the NAA looks to 2025 and beyond?

My initiatives for 2025 and beyond are simple: I want to see more programs that allow our members to become successful and earn more money.

Auctioneers are problem solvers. You get paid based on the problems you can solve. I want to help auctioneers learn how to overcome objections in the sales process and how they can offer their services to more people. I want to initiate programs that teach auctioneers how to attract more leads, generate business, earn more money and dominate their market.

I want to share real world business strategies that work.

I want to see more programs like the NAA business productivity coaching program where members are learning how to scale and grow their business allowing them to earn more money and spend their time wisely. I want to provide NAA auctioneers tools that will make them the best in the world at what they do.

JAY CASH

How do you view the current climate of the auction industry?

I believe the finest assets in the world are sold at auction. From automobiles to livestock, fine art, jewelry and collectibles, to real estate ... there are no exceptions! Our membership is small by most standards but the cream of the crop of this industry is in our association and we have room for more.

NAA members provide our clients absolute certainty they are getting the most money for their assets. Likewise, in a competitive market, buyers deserve to have a level playing field giving them the opportunity to purchase any asset they desire at fair market value. There is no better way to buy, sell or raise money. It is up to us to tell the world how we want them to see the auction industry and together we will make our industry thrive for years to come.

BAS, CES

Why did you join the NAA initially and what can a member do to get the most out of their membership?

I joined the NAA during auction school at World Wide College of Auctioneering in the summer of 2005. Paul C. Behr, CAI, BAS, and all the instructors made it clear why you should join the only trade association that supports our profession. It took me a few years to truly appreciate the value of being a member. Getting started in the auction industry is hard, trying to do it without the NAA is impossible.

Fast forward 16 years to today, it is easier than ever to get connected! You can get plugged in immediately by joining the Facebook group and jumping into virtual discussion panels held each month. Never underestimate the value of investing in yourself by getting a designation or attending a conference. Regardless of if you are in person or in an online webinar, you can become inspired and learn new things. It gives you energy when you connect with other professionals doing the exact same thing you are. If you need more business or have too much business, the NAA provides an outlet for all of us to share in each other’s successes and headaches along the way.

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Candidates for director

MORGAN HOPSON CAI

What spurred your decision to run for a position on the NAA board?

What spurred your decision to run for a position on the NAA board?

MATT FORD

This was not a position I was necessarily looking for; however, after several members urged me to throw my hat in the race, I felt it’s the least I can do to give back to an industry that has given so much to me and my family. It would be an honor to be selected to serve my fellow auctioneers in the NAA at the position of director.

What is the most pressing issue for the auction industry?

If I had to boil it down to one word it would be change. Technology is continually changing. The way we conduct auctions is changing. Our bidders’ expectations have changed and we need to be able to adapt to the ever changing marketplace.

What specific initiatives would you like to see included as the NAA looks to 2025 and beyond?

There has been much discussion about bidding platforms that auctioneers use.

These platforms range from auctioneer owned to big-tech owned entities. I believe it is the NAA’s responsibility to educate the membership on the pros and cons of available platforms. If the NAA can give data to its membership it will allow them to make the best decision for their businesses.

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CAI, AMM

How do you view the current climate of the auction industry?

I typically view life with a “glass half full” outlook. I truly believe the auction-first mentality should be easy to sell across the world. That mentality gives the auctioneer the opportunity in this current climate to expand their business like never before.

Why did you join the NAA initially and what can a member do to get the most out of their membership?

As a second-generation auctioneer there was no question about the value of an NAA membership. I was eager to join because I knew what the NAA had to offer. In order to get the most out of your membership in any organization, one must dive into the organization. Attending CAI, AMM, AARE and Conference & Show is a good start on getting the most out of your membership.

These courses and events not only will provide education, but you will come away with friends in the industry for a lifetime.

My passion for the auction industry and future of this association are what spurred my decision to run for a Director position on the NAA board. Through the leadership skills and experience I have gained as an active member of the NAA and working on the management team for the Community Bankers Association of Oklahoma, I am excited and confident to serve our association at the next level and understand the responsibilities, dedication, and perseverance that is required to lead.

During my time as a NAA member, I have served on multiple committees including the Conference & Show Education Committee, Community Committee, IAC Committee, and FFA Task Force. I am an active member of the Speaker’s Bureau, a state ambassador, and an IAC ambassador. Serving as a Director would allow me to continue to advocate for and foster relationships with our members, help further develop educational resources, and pave a way for future auctioneers, while also incorporating the thoughts and ideas of our seasoned members.

There is exponential potential for the future of the NAA and our industry. I strive to serve as a leader that members feel they can confide in, and someone to whom they can speak candidly without fear of judgment, knowing that I will be transparent and direct yet tempered with understanding and compassion.

What is the most pressing issue for the auction industry?

There are many pressing issues facing the auction industry; however, I believe that legislation is going to stay at the forefront.

Legislation transcends all communities of

practice within the auction industry. As new laws are made at the state and federal level it’s important that we continue to advocate for our industry. The decision on sales tax has already had a significant impact on auctioneers in every state. Policy concerning licensing and business regulations are matters we will continue to face in the future. We need to create strong relationships with our representatives and their staffers at every level so that we can be proactive instead of reactive.

What specific initiatives would you like to see included as the NAA looks to 2025 and beyond?

Although there are many initiatives the NAA should consider as we look toward 2025 and beyond, I believe that education and promotion are of utmost importance. We should continue to invest in higher education for our members, inspire our youth, and educate the public about the auction method of marketing.

It’s vital that we stay at the forefront of our industry and continue to adapt, learn, and adopt new technology. We need to continue investing in outside speakers to take experienced members to that next level.

Through working on the FFA Task Force, I’ve realized how passionate I am about educating our youth. They are the future of this industry. It is my hope that we will take the bones and structure of the FFA Auction Industry Supervised Agricultural Experience (SAE) and the developed curriculum and lesson plans and expand into other student organizations across the country. We have the ability and platform to reach students with diverse interests and talents and introduce them to a career they may not have considered. These students are also being educated on the auction method of marketing, which will make them and their families great potential sellers and buyers.

As we strive to be the voice of the auction profession, promotion is key. IAC Live is a great example of a platform we can use to expand the knowledge of the auction industry.

As the audience continues to grow, the NAA can expand reach through paid and organic traffic. We should continue educating the public through the Auctions Work blog and use and revamp videos showcasing the various communities of practice members can share.

How do you view the current climate of the auction industry?

I believe the auction industry and auction professionals have shone through the past year and the future of the industry is bright. The current climate doesn’t give us a clear picture of what we should expect assets to bring; however, our job is not to predict the value of any item, it is to appropriately market and sell items and achieve true market value through competitive bidding.

The past year has shown that auction professionals can adapt and overcome in a moment’s notice. We continue to learn, adjust, and thrive, and have become better professionals because of it. Our benefit auction

professionals shifted from entirely in-person events, to navigating their clients to an online platform, and now consulting on hybrid events. Auctioneers are now more effective and efficient than ever.

Why did you join the NAA initially and what can a member do to get the most out of their membership?

Throughout my childhood, my parents ingrained in me to support causes I care about most—causes that know our community’s and/or industry’s issues and needs, causes that will make a positive difference in the lives of others, and enrich our communities, personally and professionally.

I’ve watched closely over the years as they’ve invested their time, grown from the education provided, and given freely their support and knowledge to their professional associations.

When the NAA membership form was handed to me at the end of auction school, I didn’t hesitate. I knew I wanted to be a part of an association that could help me grow both personally and professionally. I wanted to be a part of a community that had like-minded ethics, that would challenge me to be on the forefront of our industry, and would support me along my journey. I found that in the NAA. I would encourage members to take advantage of the educational opportunities available to them as a member: designation courses, summits, and Conference & Show.

It’s easier than ever to participate, with many of these courses being offered in a virtual or hybrid format. Network with fellow members at these events and take advantage of the Community Conversations as another opportunity to network. As a designation holder, members can now access current class recordings for their respective designations, which in my opinion, is a huge value add.

The Online Education Center features past recordings of educational seminars, iSeries webinars, and COVID-19 resources for your business to name a few. The NAA is also providing exceptional content through the Auctions Work blog that you can share to educate those outside of the industry. The new podcast, The Auction Advocate, is also a great resource for relevant topics. The NAA has so much to offer and is committed to helping its members firmly plant their feet in the auction industry.

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Candidates for director

video library of classes and educational items where new auctioneers can learn at their own pace and for those who are ready to take their business to the next level. One item of value I would like to revisit is the ability to, once again, provide continuing education of auctioneers at Conference and Show that is recognized nationwide.

How do you view the current climate of the auction industry?

JEFF MARTIN What spurred your decision to run for a position on the NAA board?

Having grown up in the auction industry where 100% of our family income came from the auction business, it is important to me to give back to the association that so generously helped my family and that my father, George Martin, was so involved in. The NAA needs people who are willing to step up and use their experience and leadership to advocate on behalf of the membership.

What is the most pressing issue for the auction industry?

Over the past year, most auctioneers faced obstacles unlike any time before. The need for more advanced knowledge of technology for all parties including the auctioneers, the auction company, staff, and the customer drastically increased. 2020 caused an enormous shift in how our industry operates.

Not only did we have to discover new ways to conduct auctions, but the customers were faced with learning new ways of bidding.

We must also protect our industry from outsiders, like technology companies who are attempting to replace the auction companies, while advancing the profession. One of my 26

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main concerns is the total domination of technology companies that portray themselves as advocates for the industry.

What specific initiatives would you like to see included as the NAA looks to 2025 and beyond?

To become the unified voice of the auction profession, you first need to know who you are speaking for. I believe we as an association need to learn from each other. The association needs to listen to the auctioneers to discover what victories and trials everyone is facing. By listening to the membership, we can provide better resources to continue the growth as both auctioneers and an association.

As an association, we are responsible for providing value for our membership. This includes providing affordable resources for new auctioneers and in-depth resources for auctioneers ready to further their careers in the industry. The NAA membership ranges from business owners with 50+ employees to part-time auctioneers. Our membership levels need to be scalable to fit the various needs. This includes providing resources and educational opportunities to auctioneers who are just beginning their journeys such as a

The current climate has drastically changed over the past twelve months, mostly in a positive way. During COVID, our entire industry, along with others, was completely shaken. Many had to convert to online platforms, whether they were ready or not.

Those who had an online infrastructure in place were able to continue operations with very little change. Those that were not had to play catch up and taxed an already urgent need and systems. Pricing levels have also changed as they are higher than ever due to supply and demand. These higher prices have many thinking there could be another recession soon. The unknown future is looming, and we must ask ourselves, how are we all preparing for it?

Why did you join the NAA initially and what can a member do to get the most out of their membership?

Since 1972, I have been around or in the auction industry. I joined NAA to collaborate with like-minded individuals in our industry.

The talent in our profession is immeasurable.

With auctioneers facing the same challenges and triumphs regardless of location, the NAA provides resources, continuing education, and network opportunities for open dialogue among colleagues. From attending state and national conferences throughout my childhood with my parents to now bringing my employees, I have seen firsthand the value that NAA can bring to its members. However, the reward you get from being a member is directly related to the effort you put in.

JOFF VAN REENEN What spurred your decision to run for a position on the NAA board?

It’s been something that I have been wanting to do for years but never thought would happen due to the distance. With the massive change in the world we’ve been through over the past year and with all the new technology this can now be a reality.

I believe the NAA has powers and reach far beyond its borders and I would like to harness and leverage this power for the benefit of its members.

What specific initiatives would like to see included as the NAA looks to 2025 and beyond?

Technology initiatives need to be focused on strongly. This would include leveraging the online sphere for the betterment of our NAA/auction brand, as well as leveraging social media and digital tech for the benefit of members. I believe the NAA’s growing global presence and power needs to be used for the benefit of its members. Growing its global reach across continents can only help members.

What is the most pressing issue for the auction industry?

How do you view the current climate of the auction industry?

Auction technology is, I believe, the big issue presently. Auctions have been around for thousands of years, but how we progress in future is key, especially in the new commercial paradigm that is the result of the COVID-19 pandemic. We have to adapt with it, without losing our legacy of professional live auctioneers.

This can only be done through education, both within our industry and though our current and future client bases.

We are currently experiencing an exponential growth in both our industry as well as buyers and sellers that can now use our platforms. We have huge opportunities and we need to jump and grab them with both hands. One of our biggest assets as auction companies going forward is going to be our data, and the more companies that make the digital leap, the better off the industry will be as a whole because of

the potential to share and exchange this intellectual property. Shared data across the industry will ultimately lead to greater profitability for our members.

Why did you join the NAA initially and what can a member do to get the most out of their membership?

I was given a scholarship by the NAA for CAI in 2008 just as I became a member.

This had a huge impact on my career. All NAA members need to get involved, give input, make a difference, shout as loud as they can and use every available tool the NAA offers to increase their presence as auction professionals. The NAA has been doing a sterling job during the pandemic of reaching out to members virtually and with the toolkits available on its website. Members who makeauctioneers.org their go-to site for industry and business guidance will find that the NAA becomes a partner in their businesses—one that offers the education and resources to leverage the best client service as well as grow profitability.

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Trade Show solution providers Current as of May 20, 2021

EDUCATION SESSIONS auctioneer software

EDUCATION SESSIONS

greater giving

tractor zoom

STAGE

proxibid/wavebid bidspotter/auction mobility basinger audio

306 217 E.R. munro & Co fCAI auctioneer insurance.com

directoffer.com

AMFUNd

219

S3 One goal

auctionlook.com

EDPS

206

EDUCATION SESSIONS

CAI

107 1-800-the-sign

bidwrangler

marknet alliance

221

auctiontime.com/auction flex/hibid NAF

Blue River Digital bidpath Tech Bar

EXIT

ENTRANCE

Make plans now to see these solution providers at Conference & Show!

1-800-The-Sign.com.................................................................................... www.1800thesign.com American Fundraising Foundation (AMFUND) ...................................................www.amfund.org Auctioneer Software.......................................................................www.auctioneersoftware.com AuctioneerInsurance.com........................................................................ auctioneerinsurance.com AuctionLook.com.................................................................................................. auctionlook.com AuctionTime.com/Auction Flex/HiBid.............................................................. www.sandhills.com Basinger Audio.................................................................................................portablesound.com Bidpath........................................................................................................................bidpath.com BidWrangler.................................................................................................www.bidwrangler.com Blue River Digital.............................................................................................blueriverdigital.com Certified Auctioneers Institute......................................................................... auctioneers.org/cai DirectOffer.com............................................................................................. www.directoffer.com E.R. Munro & Company ................................................................................... www.ermunro.com EDC Group, Inc DBA: Electronic Data Payment Systems............................................ goedps.com Fellowship of Christian Auctioneers International.......................................................... tfocai.org Greater Giving.......................................................................................... www.greatergiving.com Live Auctioneers.....................................................................................www.liveauctioneers.com MarkNet Alliance...................................................................................www.marknetalliance.com Proxibid/Wavebid/Bidspotter/Auction Mobility.....................www.auctiontechnologygroup.com S3 One Goal............................................................................................................s3onegoal.com Tractor Zoom....................................................................................................... tractorzoom.com

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in-person Welcome Party

U.S. Bank Stadium Date/Time: Tuesday, July 13 @ 5:00 – 8:30 pm CT

Located in the heart of downtown Minneapolis, U.S. Bank Stadium is home to the Minnesota Vikings. This fun and exciting welcome party will be held on the stadium field and in the Delta Sky360 Club.

Just steps away from the stadium field, Vikings locker room and Vikings interview room, the Delta Sky360 Club is truly in the heart of the stadium. The upscale bar environment is equipped with high-end furnishings and state-of-the-art technology.

Guests will be served tailgate-type food along with some classic Minnesota must haves (did someone say tater tot hot dish??).

The stadium field is where the action happens! Take in a beautiful 360-degree interior stadium view as you network and mingle amidst inflatables, live music and even a field goal kicking contest!

Let’s kick off a great return to in-person events!

virtual Welcome Party

Date/Time: Tuesday, July 13 @ 6:00 – 8:00 pm CT

For virtual attendees, we’ve got a fun virtual welcome party planned to connect with colleagues and have a blast while doing so!

Zoom Murder Mystery: a comedic murder mystery experience with five professional trained actors who will help guide you through an immersive murder mystery experience, like Clue or Knives Out. You’ll experience a combination of multimedia, real-time, live host interaction with your group of suspects, crime scene photos, and other visual clues to create a world of suspense, mystery, and murder that you get to play in!

The Story: “This One Last Time” takes place in the modern-day and it's kind of like an original spin on the movie Clue. A group of eight people are blackmailed and invited to a mansion by a mysterious person named "R.I.P." All of the characters are quirky and unique and, of course, a murder mystery ensues upon their arrival.

Characters: Four lucky people will be awarded a specific character role to play, one of you may even be the killer!

Everyone else will need to grab your magnifying glasses and best detective hats because it is your job to solve this mystery!

Suspects and detectives are highly encouraged to dress up; a "Best Dressed Award" will be handed out at the end!

virtual Schedule Photo used under CC license.

With virtual Conference & Show attendance, you will receive tons of the same education as those on-site.

You will also have unique, virtual-only networking opportunities, and access to live streamed events.

LIVE-STREAMED EVENTS General Session & Keynote Address NAA and The Foundation Annual Business Meetings President’s Gala/Hall of Fame Awards International Auctioneers Championship

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SIMULCAST EDUCATION SESSIONS

Simulcast education is interactive!

VIRTUAL ONLY NETWORKING Wednesday: Coffee & Conversation Thursday: Mid-day Mingle Friday: IAC Happy Hour

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virtual RECAP CAI Class III Awards

STUDENT TESTIMONIALS “It’s the best networking and education I have had in the last 10 years.”

“I did not realize how close to my classmates I would become or how much business it would drive to me from others knowing I was in the program.”

“I could never have imagined how deeply this program would have impacted not only my business, but my life.”

Justin Vondenhuevel received the Distinguished Faculty Award.

“CAI has far exceeded my expectations. Not only is it an honor to receive the designation, but the relationships I have built with my classmates are by far the most valuable benefit. Not only do I have a national network of some of the best professionals the industry has to offer, but the friendships that have been made are something that will last a lifetime.”

“So incredibly helpful and useful to my business. Very excited to implement what I have learned to better my company and myself personally.”

“I would highly recommend anyone interested in furthering their education and career in the auction industry take the course. I am already speaking with two other colleagues in our company about attending next year.”

Jennie Wolff received the Rose Award.

“This can be a life and career changing program. I would encourage anyone that is on the fence to speak to someone that has been through the program.”

“CAI is so much more than the designation programs. It has it’s own energy. There is something special about it, not just the depth of the education, but the bond that brings the class together—yes even virtually!”

“I will use these tools the rest of my life.”

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Ron Young received the Massart Leadership Award.

Special thanks to our Certified Auctioneers Institute sponsors!

CAI SPONSORS

AuctionTime/Auction Flex BidWrangler

CAI BENEFIT AUCTION SPONSORS

Willie Baker, AMM, was awarded with the Class II 2021 Pat Massart Proposal Award during Certified Auctioneers Institute.

Auctions International Chuck Sutton Auctioneer & Land Broker J.P. King Auction Co. James R. St. Jean Auctioneers KJMB Kentucky Auctioneers Association Kurt Johnson Auctioneering Inc. Nicholls Auction Marketing Group The Ligon Company Tranzon United Edge Real Estate

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COMMUNITIES OF PRACTICE

Nonprofit consulting on a retainer model Could you get regular monthly income from your clients?

I

f there’s one thing we’ve all learned from the past year, it’s how to adapt and—dare we say one more time—PIVOT. The benefit auction industry has certainly been no exception to this. Benefit auction professionals have had to get creative with their services and are continuing to adjust to a rapidly and inconsistently changing landscape.

One method that benefit auction professionals have been turning to (even before the COVID-19 pandemic) is consulting for nonprofits rather than just being the benefit auctioneer for one-off events. But if

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you aren’t already branded as a consultant, how can you jump into this side of the industry and make it sustainable?

Jim Whitt, business consultant and keynote speaker with Purpose Unlimited, transitioned his business to consulting in 2008 during the U.S. economic recession. However, he took consulting to the next level—working on retainer rather than on a per-project basis. The shift was a game-changer for his business, and he believes this can translate well for benefit auctioneers, too.

Before 2008, over half of Whitt’s revenue came from speaking engagements. When the recession

hit, many speaking engagements disappeared— not unlike what we’ve seen in the past year. Jim was left asking the question, “What do I do now?” But “necessity is the mother of invention,” Whitt said, and he came up with an idea.

Whitt decided to transition from doing a project business (i.e. hiring out by the day or by the project) to a retainer model where clients were paying him a monthly retainer to consult on a regular basis.

This idea resulted in the best 10 years in his business’s 30-year history, even during an economic downturn.

“You want people to make decisions based on value, not price.”

But how do you sell someone on paying you on a monthly basis when they were previously paying you only when they thought they needed you?

Whitt said the selling point of a retainer model comes from the added value that you as a consultant can bring because no one is watching the clock worrying about racking up fees. Whitt presented his pitch as one flat monthly rate no matter how much time he spent with the client, whether on site or off site. The only thing he charged extra for was materials or travel expenses. With this model, you position yourself as more of a committed partner with the client rather than a perproject consultant.

First and foremost, Whitt recommends coming up with your process of how these ongoing consulting relationships are going to work. How are you going to bring them more value than you were previously so that they

can justify paying you more? Maybe you can’t provide everything they need, Whitt said, but you know where to find it. You would be there to help them solve their problems as they happen.

Once you have your process, make your first pitch to a previous client with whom you already have a strong working relationship.

This would be the type of client who already knows your value and sees you as a trusted advisor. They are the most likely to buy into this new model and see the benefits of having you on-call.

Lay out your process and ensure the organization is ready to buy in, because the process must be bought into in order to have a partnership and find success, Whitt said.

Address their pain points, present a solution, and position the retainer model as the most effective way to reach that solution. Tailor fit your model with what the organization needs from you.

Find that common ground to agree upon before you tell them what your investment is going to be. This way, they are already sold on the method–they just need to find a way to make the investment. You want people to make decisions based on value, not price, Whitt said.

With the retainer model bringing in consistent income and work, you can ideally work with fewer clients but generate more revenue. Plus, because the client has more access to you and you have more time and energy to put into them, you can produce better results for the client while making the work a lot easier on your business. v This article was adapted from a 2020 virtual Benefit Auction Summit session. Look for this and more content from that event free to members in May at pathlms.com/naa.

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COMMUNITIES OF PRACTICE

7 steps to boosting online reviews

Do you have 30 minutes? Then you have time to get clients programmed to be your cheerleaders

I

f the transmission in your car breaks down and you didn’t know where to go to get it fixed, would you ask a friend or family member if they had a recommendation? Or would you ask Google?

Shawn Kaplan, Senior Loan Officer at Legacy Mutual Mortgage and speaker at NAA’s 2021 Digital Marketing Summit, said there’s no right answer to this question, but he has found that when it comes to choosing a business professional, most people will start with one of those two approaches. And his method of asking for online reviews can address both of these approaches. It also “programs” the client throughout the process to remember the great things you’re doing for them and tell others about it.

While “programming” a client may sound odd, what Kaplan is talking about is giving the client opportunities to notice their positive experience. Once you get people to start saying good things about you, they will continue to say good things about you.

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Kaplan said to start this process of asking for reviews and referrals early. According to business statistics, around 73 percent of clients will refer you in the future if you can get them to start referring you during the process.

Feedback early on can alert you to problems that you can fix and it gives the client the opportunity to vocalize their comments. If they vocalize positive comments now, chances are they will vocalize them later, too. And by the end of your entire business interaction, not only should you have a consciously happy customer, but you could also have their enthusiasm in writing so others can see it, too—through a great review!

So, why is a review so important? Most people trust others’ recommendations, even if they don’t know the person giving the recommendation. If your business has a large number of raving reviews, that builds even more trust with a potential client.

If you’re ready to put an emphasis on getting reviews for your company, Kaplan

suggests first finding which online review platforms are best for you depending on the business you are in and where potential customers would be looking. Some examples of these platforms would be Facebook, Google, LinkedIn, and Zillow. Kaplan suggests choosing two or three mediums to focus on getting reviews.

But how do you tactfully ask a client to write a review? Kaplan broke it down into a seven-step process.

Step 1: The 3 for 2 Trade Near the beginning of the client journey, once you know they will use your services, show the client three things you are going to do for them and, in turn, asking them in turn to do two things for you. Kaplan suggests asking for (1) send one person over the next 12 months who would need your business’ services, and (2) leave an online testimonial review.

The key with making this ask up front is that the client will already be thinking about

whom they can refer. Think about it—when someone is using an auction, that’s when they’re network is asking them about auctions.

Wording your ask with the “3 for 2” approach also gives you permission to circle back in the future to keep them accountable for what they said they would do. It’s not about hard selling, Kaplan said, but most people are people of their word and want to do what they said they would do.

Step 2: Mid process review reminder Don’t wait until the end to survey your customers. Kaplan says he asks his clients one week in, 14 days in, and 21 days in. These surveys can be as simple as asking them to rate their experience so far on a scale of 1-10. If the number is anything less than a 10, use this as a conversation starter to find out what would make a “10 experience” for them, and then work to meet their expectations.

Step 3: Pre-reminder Remind clients that you want to work with more people like them as they go through the process with you. Again, this is “programming” them to be thinking about and telling others about how you are great.

You’re setting up the client’s mindset for a great review in the end, and you may get a referral out of it, too!

Step 4: Survey at closing After the client transaction is complete, survey the client about their experience and what could have been better. It’s better you know if there was a problem sooner so you can fix it rather than letting time pass and them giving you a negative review (whether it be online or word-of-mouth).

Step 5: 30-day client follow up call script Thirty days after the auction, give your client a call to check in. Most people never are expecting a phone call after the transaction, and this is a great opportunity to solidify the relationship. Remind them of that “3 for 2” trade you agreed upon in the beginning. Tell them to be on the lookout for an email from you to complete a survey.

Consider incentivizing your clients to leave surveys with small rewards such as gift cards.

Kaplan said he also adds the incentive that if a client leaves three reviews (on three different platforms) they will be entered into a monthly drawing for a $200 Amazon gift card.

Step 6: Text reminder

Send a text reminder about leaving reviews and the incentives they can receive right before you send the email.

Step 7: Review email Send an email to your clients asking them to leave one or more reviews and link to your preferred review platforms. Kaplan suggests sending three of these emails—one initial ask, a one-week reminder, and a 14-day reminder.

Kaplan uses a third-party review management company called “Oggvo” to send these emails.

Between all of these touch points, plus the “programming” you’ve been doing, you are bound to get a significant number of reviews.

This process will build a solid relationship with your client and set them up to give a good review and possible referrals. Plus, they could get a few gift cards out of it—win-win! v This article was adapted from a 2021 virtual Digital Marketing Summit session. Look for this and more content from that event free to members this fall at pathlms.com/naa.

VOTE JAY CASH

O

VOTE SH JAY CA AA N R FO OF BOARD ORS T C E R I D

ctober 20th, 1984, my parents were conducting an estate auction in Southern Illinois, Mom was the cashier, and my Dad was the auctioneer....4 days later on October 24th, I was born.

Who knew 37 years later I would be running for a board of directors’ position with the National Auctioneers Association?

At an early age I was running clerk tickets, hauling boxes, setting up tables, and sometimes standing in rain or snow wondering if I would ever make it home. I am thankful for getting a behind the scenes education of what it took to run a successful auction company.

I didn’t realize the impact this would have on me later in life.

It’s somewhat similar to experiences in the NAA – You might not realize the importance of showing up being in the room and participating, but after a little time you realize the value it has and how it can help grow your business.

(615) 785-8982

| Facebook.com/AuctionStyle

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COMMUNITIES OF PRACTICE

and say, ‘If I have something to sell, I need to call an auctioneer first.”

If you are a young person who wants to get involved in the auction industry, or if you are an auction professional who want to invest in the future of the industry, here are some ways you can get started.

Auction Adventures game and curriculum For students of elementary to middle school age, the NAA has partnered with the American Farm Bureau Foundation for Agriculture to develop the Auction Adventures video game and several curriculum for youth to use as a supplement to their core curriculum.

Auction Adventures is an educational math game for third through fifth graders that gives students a close look at how auctions work and the many different opportunities within the auction industry.

The American Farm Bureau’s corresponding fifth-grade lesson plan helps teachers enhance their English Language Arts curriculum as students read profiles of real auctioneers and communicate about the different types of auctions highlighted.

Find Auction Adventures game and curriculum on auctioneers.org under the “Students” tab.

Auctioneering SAE (Supervised Agricultural Experience) through FFA

Young people in the auction industry Ways to get young people involved and what you can do

A

ccording to the U.S. Bureau of Labor and Statistics, last April-July the number of employed youth ages 16-24 increased to 17.5 million. These are the next generation of the workforce and consumers. How many of them do you think got involved in (or even know about) auctions?

The NAA has made it a point in recent years to address this challenge with multiple resources for students as well as NAA members who want to invest in the next generation of auctioneers.

Scott Shuman, CAI, former NAA president and real estate partner at Hall and Hall

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Auctions, said the NAA Board started talking about this initiative in 2017. The thought behind it was not only to create potential future auctioneers, but also to simply expose young people to auctions so that they will consider it an option to buy/sell when they get older.

“If you talk to a child today and say, ‘How would you sell your bicycle if you wanted to sell it?’ auctions didn’t come up in the top 10.”

Shuman said. “We need to educate these kids not necessarily to be auctioneers, but we want to introduce them to that field and that career opportunity, and we want them to grow up

FFA’s Supervised Agricultural Experience (SAE) program for high school students involves practical agricultural activities performed by students outside of scheduled classroom and laboratory time. SAEs provide a method for students to receive real-world career experiences in an area of agriculture of most interest.

An auctioneering SAE gives students the opportunity to explore what a career in the auction industry could look like. The SAE guide will help guide students to the creation of an auction industry SAE. They can experience what it takes to be an auctioneer and learn from those already working in the field. They can gain skills that will prepare you for a career in the industry.

Tasks to complete in the SAE: Activity 1: Explore the Auction Industry Activity 2: Shadow an Auctioneer Activity 3: Explore Auction Careers Activity 4: Plan an Auction Activity 5: Create a Business Plan Activity 6: Road map your Future Both student and teacher SAE guides are available for free at auctioneers.org/SAE.

IJAC (International Junior Auctioneer Championship) Youth ages 12-18 can participate in NAA’s annual IJAC competition at Conference & Show.

Contestants take the stage to showcase their bid calling skills while selling items to a real audience of buyers and answering interview questions in front of an audience and panel of judges.

“I think (IJAC) sets these kids up, if they’re interested in the auction industry, for great success,” Morgan Hopson, CAI, 2019 Women’s International Auctioneers Champion and marketing director, real estate associate and auctioneer at United Country Real Estate, said.

“It’s a great experience being in front of a live crowd selling items—maybe an experience they wouldn’t get at home because a lot of auctioneers wouldn’t let a 12-year-old on the block.”

Learn more at auctioneers.org/IJAC.

NAA NextGen Students ages 10-18 wanting to network early and learn about auctions can join NAA’s NextGen program! NAA NextGen introduces students to careers within the auction industry and to how auctions promote the sale of various types of assets. Participants receive NAA promotional items, decals and two digital newsletters about the auction industry each year.

The NextGen Workshop is a session created specifically for youth attending NAA’s Conference & Show (students do not necessarily have to be a participant in the NextGen program to attend). This workshop provides leadership development opportunities for teens. Students will hear from auctioneers and gain first-hand knowledge about starting a business and making smart decisions. They will also learn communication skills and how to listen, express, and connect for success so they can leave a lasting impression and be engaged.

This workshop is designed to be fun, exciting and a great way to connect with other teens at Conference & Show!

Find the NextGen Workshop on the Conference & Show schedule at conferenceandshow.com.

What can NAA members do?

As an auctioneer in the industry today, what do you wish you could tell your younger self when you were just beginning your career?

While you can’t go back in time and give yourself all the tips and tricks of a seasoned professional, what you can do is invest in the next generation of auction professionals!

The NAA is continually seeking individuals who would be willing to be interviewed

by students, shadowed by students or even mentored by students. Learn more and sign up to be a mentor at auctioneers.org/auction mentors.

You can also consider providing internships for young people through your auction business. Students just starting to enter the workforce are often enthusiastic about gaining work experience to put on their resume and broaden their exposure.

Providing internships can be a great way to create a funnel for talent in your business, according to Braden McCurdy, CAI, AARE, AMM, Chief Executive Officer, Broker & Auctioneer at McCurdy Auction.

“It’s very easy for us as auctioneers to say to the youth, ‘Get involved! Step up! Say you’re interested, and we’ll put you to work!’”

McCurdy said. “But sometimes the best talent doesn’t always just fall in your lap. I think it’s on us as auctioneers to develop a strategy and tactics and a proactive approach for sourcing talent to continue to grow our business.” v

This article was adapted from The Auction Advocate, the podcast where we’re all in.

Hear more at auctionadvocate.buzzsprout. com or click on the Auction Advocate image at auctioneers.org.

VOTE JAY CASH To be the Best Learn From the Best.

Interaction with over 30 instructors per session Learn cutting edge auction technology Class sizes less than 50 students

Launch Your Auction Career Today!

Tuition: $1,495 All sessions are 10 days

¾ 2nd Generation Auctioneer ¾ 16 Year NAA Member ¾ Multi Platinum NAA Marketing Award Winner ¾ Certified Estate Specialist & Benefit Auction Specialist ¾ 2018 & 2019 IAC Finalist ¾ Past Benefit Auction Resource Committee Member ¾ World Wide College Of Auctioneering ¾ Real Estate, Farm Machinery, Benefit Auctions & Business Liquidations ¾ Regularly Conducting Live, Simulcast & Online Auctions ¾ Licensed in 14 States

VOTE SH JAY CA AA N R FO OF BOARD ORS T C E R I D

The TN Auctioneers Association Supports Jay Cash for Board of Directors!

(260) 927-1234

ReppertSchool.com

(615) 785-8982

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JUNE / JULY 2021

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Auction ShowcASe

RegionAl nAtionAl

USA TODAY and the National Auctioneers Association offer a weekly advertising feature that allows you to reach your target audience on a National or Regional scale.

MiDweSt ciRculAtion

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INDUSTRY

Auction School Graduates Southeastern School of Auctioneering Southeastern School of Auctioneering Online Distance Learning Session February 2021

Training Auctioneers Since 1983!

Amy Boling GA

Graduates

Tobias Hirchag NC

Larry Meares President/Founder

Anne McDonnell FL

Randall Rowell

VA

Nathaniel Bowen Ellen Branham GA SC

Jessica Ludwig SC

Julee Johnson SC

SC

Cory Mannion NC

Debra Mastny SC

Pamela Westmoreland Carlene Worthington SC SC

Vonnie Swain GA

Christopher Sumpter

Jacob Chavis Nathaniel DeLoach SC SC

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i

’s

#1

A u ct

io n S u p plie

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Submit graduates!

Don’t forget to submit your graduate photos, along with names and any other statistics NAA members might like to know. Send them to communications@ auctioneers.org.

AUCTIONEERS-RINGMEN

BATTLE OF THE BLUEGRASS

OPEN BID CALLING AND RINGMAN CHAMPIONSHIPS

AUGUST 21, 2021 BLUE GRASS STOCKYARD LEXINGTON, KY

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* Four additional SSA graduates not shown

The Southeastern School of Auctioneering graduated 20 new Auctioneers at the February 2021 Distance Learning online session. This year marks the 37th year for SSA. Graduates attended from Georgia, South Carolina, North Carolina, Florida, and Virginia.

e in c

WORK WITH YOUR FAVORITE AUCTIONEER OR RINGMAN

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JUDGING BY TWO SETS OF PROS

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Complete Details at www.BlueGrassBattle.org

or email KyAutioneerAssoc@gmail.com New This Year-FAA/4-H Youth Event for 18 & Under

JUNE / JULY 2021

41

FACES OF NAA

friends that I can call on to ask questions, gain insights, solve problems, and have made me a better person and auctioneer today.

Q&A

What do you love about this point in your career?

I love meeting new people, learning about the situation and offering new and different options to assist them. If I am not the right

Susan Johnson, CAI, AARE, BAS, CES

What sparked your interest in becoming an auction professional?

I attended my first auction with a blind date not knowing what an auction was. I was hooked when the auctioneer started. It was like a lightning bolt struck me. I did not how, when, or why, but I was going to be an auctioneer.

What road did you take to get there?

I was working in the business world and started working with a local auctioneer doing whatever I could. About 4 years in, I attended our local community school that had started offering auctioneer school in the evening. I was in the second or third class offering.

Were there any challenges you faced?

Yes, as a first-generation auctioneer and a female, it did not take me long to realize that I was in a very male dominated field of work. That really did not bother me as I am an incredibly determined woman when I put my mind to something. I will say that I had to work harder as there were many things I did not learn during school or my apprenticeship.

I sought out other mentors, watched, asked lots of questions, and joined my state association as an apprentice and became a lifetime member of my state’s association the next year. I have never looked back and encourage others to join both their state and the National Auctioneers Association.

Has your perception of the auction industry changed since you started? If so, how?

Yes, there are more woman than ever; we as an industry are more diverse than when I first entered. We are more accepting, but still have a long way to go. With the use of the internet and the ease of finding information, there is no reason for anyone wanting to be a great auctioneer to find the information and seek out mentorship and education.

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Why do you love what you do?

The opportunity to connect to the community, giving back, helping individuals during difficult times in their lives—no two stories or auctions are ever the same. Similar?

Yes. The same? No. Each family or non-profit has their own story and I strive to do my best to treat each as their own.

What do you think is the biggest thing (or things) auction professionals can do to stay relevant in the future?

Continue to educate themselves about the current trends, not only for software, taxes, laws, etc., but maybe more importantly what is going on around you in your community, city, state, and neighboring states. Staying relevant is the only way to stay in business.

How has the NAA helped you become a better auction professional?

Education, friendship, education, networking, education. The education that I have attended has skyrocketed my business.

The friendship and networking opportunities that I have attended have provided me with new ideas, insights and employees. The other professionals that I have met have become

company to assist them I have a full suite of colleagues that I can refer them to and know that they would be in good hands.

What did last year in particular teach you professionally and personally?

Professionally, last year taught me the importance of being flexible, diversified, and the ability to get out of my head. The ability to listen, to learn, seek education, seek expertise, and give back in my areas of expertise. Personally, last year taught me the important of being present, being flexible, being able to seek out others not only for myself but for those that I reached out to ensure that we were/are all “ok”. Friendships deepened through the year as I leaned more on others for connectedness and they leaned on me.

What are you looking forward to in 2021?

Being out and about with clients, customers, and colleagues. Expanding our company’s offerings to enable us to assist more clients more efficiently. Being in person at the NAA Conference & Show and attending auctions in person. v

Learn more about Susan at susansauctions.com.

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New Members Jed David Acker 330-749-6248 jed.acker@gmail.com Shreve, OH Brian A. Avelar Avelar Auction Company (208) 420-4192 brian@avelarauctionco.com avelarauctionco.com Buhl, ID Jason Michael Bambeck jason.bambeck@gmail.com New Philadelphia, OH

Frank Giannuzzi Bidhaus (866) 243-4287 info@bidhaus.com New York, NY

Kristen Allyse Queen (434) 547-9906 kristen.queen2013@ gmail.com Buckingham, VA

David Gorder (701) 739-1292 david@ the-farm-agency.com the-farm-agency.com Grand Forks, ND

James K. Roberts WNY Metro Roberts Realty (719) 844-8591 jimrobertsmetro@gmail.com metrorobertsauctions.com West Seneca, NY

Anthony C. Bristow (910) 331-6765 anthony@ ironhorseauction.com Rockingham, NC

Andrew Heard Fowler Auction & Real Estate Service, Inc. 931-638-5499 andrew@ fowlerauction.com fowlerauction.com Toney, AL

Drew P. Busch 573-6994085 buschss01@gmail.com Saint James, MO

Emilee Holman (850) 266-8044 emileelholman@gmail.com Vero Beach, FL

David F. Carver Machine Barn (833) 500-0030 david@machinebarn.com West Milford, NJ

Christian Holsombach Auction Ready (909) 583-1027 chris@auction-ready.com Yucaipa, CA

Chris Collins ccollins@ collinsauctions.com Athens, OH

Ross Landes Integrity Sales and Auction LLC (715) 574-2082 ross@integritysales.com Merrill, WI

Fred Durnbaugh Auction Spear LLC (817) 690-7317 admin@auctionspear.com auctionspearllc.com Austin, TX Jimmy Fitzpatrick Weeks Auction Group (229) 890-2437 Jimmy@BidWeeks.com Moultrie, GA

Nancy A. Manning cashmanning2008@ yahoo.com Quinlan, TX Lester L. Plank (812) 787-3862 bythelakeshore95@ gmail.com Montgomery, IN

Luke Schrader Schrader Real Estate & Auction Co., Inc. (260) 244-7606 luke@schraderauction.com schraderauction.com Columbia City, IN Mark Anthony Schultz Schultz Auctions and Services LLC (605) 460-0934 Mark@schultzauctions.com Tulare, SD Greg Shoemaker ARCA (716) 359-4536 gregshoemaker777@ gmail.com Buffalo, NY

“I decided to join the NAA because of the broad possibilities of networking the organization offers.

I also believe in surrounding yourself with those within your industry that will challenge you to be a better professional, and there is no doubt there are numerous great leaders and career influencers within the NAA.” Luke Schrader Columbia City, IN

Michael E. Solomon JIJ Auction House/ELYSIUM Auctions (917) 470-4829 info@elysiumauctions.com jijauctionhouse.com Saugerties, NY Lucas Stricker Florida Estate Sales Inc (850) 303-2727 lstricker1@gmail.com Tallahassee, FL

“I joined the NAA to grow my experience with others.”

Mark Schultz Tulare, SD

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Members Michael Symer (267) 949-6415 msymer@yahoo.com Quakertown, PA Tammy Ward (406) 951-3907 tammyward1212@ gmail.com Fallon, MT Alton Warren Warren Liquidation Auction Resale LLC (817) 881-3136 Warrenliquidation@ yahoo.com Arlington, TX

Janeene D. WhangerFoster (304) 541-3186 vipsauctionsvendor@ gmail.com Charleston, WV

InMemory

Lori Wilk 2Auctioneers, LLC (702) 823-6460 info@cashnowauctions.com Delray Beach, FL Tyler L. Wilson 217-827-7161 appaloosarauch92@ gmail.com Moweaqua, IL

Jeremy Weeks Weeks Auction Company Jeremy@weeksauction.com Ocala, FL

Connect with other NAA members by joining the NAA Auction Professionals group on Facebook!

Also, follow along with the NAA: facebook.com/naaauctioneers facebook.com/auctionswork instagram.com/naaauctioneers twitter.com/naaauctioneers youtube.com/naaauctioneers National Auctioneers Association

Roger Diehm

Roger Allan Diehm, age 54, of rural Kendallville, IN, died unexpectedly March 20, 2021, at his home. Roger was born at McCray Hospital in Kendallville on March 14, 1967, to Wayne Edward and Lois Lenor (Hess) Diehm. He graduated from East Noble High School in 1986 and married Shelly Lynn Pranger 32.5 years ago on Oct. 20, 1989, at Calvary Chapel, Auburn.

The heart of a king and a man of vision always improving. He was a legendary family man and entrepreneur with many ventures such as Diehm Construction, Schrader Real Estate, Heartland Organics and organic farming. He was a member of Life Bridge Church in Fort Wayne. He adored his family and was passionate about restoring old things, farming, building people and businesses.

He always believed the best of all people, a champion of the underdog, he inspired those around him daily. Strong in his faith, Roger knew the goodness of God and the power of prayer. It was the core of his heart to share it with others.

Survivors include his wife, Shelly Diehm, Kendallville; mother, Lois Diehm; sons, Levi Diehm and his partner Deanna Richmond, and Samuel Diehm; daughters, Lynn (Bryce) Shively, and Bekah Diehm; sisters, Darlene (Tom) Gisel, Elizabeth Pfafman, Karen (Mike) Albaugh, Barbara (Eric) Wolf, and Janice Bradley; brothers Wayne Jr. (Jennifer) Diehm, and John (Angel) Diehm; and two grandchildren, Claire Elizabeth Burns-Diehm and Fletching Shively.

Roger was preceded in death by his father, Wayne Diehm in 2016 and his brother-in-law, Gary Pfafman in 2015.

Memorial donations may be made to Shelly Diehm. Arrangements entrusted to Hite Funeral Home.

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Members Members

InMemory

Thomas Joseph Tarpley Hall of Fame member “Going once, going twice ... SOLD!” magic words for a lifetime auctioneer. As a Georgia Auctioneers Hall of Fame inductee in 1988 and National Auctioneers Hall of Fame inductee in 1999, as well as the 1991 Georgia State Champion Auctioneer, Joe Tarpley witnessed the transformation of his profession from road signs and plastic banners to computer generated flyers and internet only auctions, being flexible and nimble with each change, remaining active with John Dixon and Associates until his recent diagnosis of pancreatic cancer.

The only child of Rachel and Joseph C. “Buster” Tarpley, Joe spent his growing up years playing with cousins, Tom and Jim Ford, on their farm, surrounded by aunts and uncles. As a young man, Joe gained a lifelong love of quail and dove hunting, thanks to his grandfather Thomas Wall and uncle Gaston Wall and he developed into quite a sharpshooter. He was also a Life Sponsor of Ducks Unlimited.

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Joe and his wife of 62 years, June, have three children, Joe Jr., Susan and Chris. They enjoyed each other so much, especially as Joe planned great vacations, which included going out West, spending time at the beach and introducing the kids to Washington D.C. for the first time.

Joe was affiliated with the J.L. Todd Auction Company for over 42 years. He managed sales from the east to west coast including Puerto Rico and Canada. He held real estate licenses in Georgia, North Carolina, Texas, Tennessee, Mississippi, Arkansas and Florida.

He had a wide professional experience, which led him to receive Realtor of the Year as well as a Humanitarian Service Award from the Greater Rome Board of Realtors. Joe even taught at Berry College and facilitated continuing education events through the Georgia Association of Realtors.

Joe loved his job—from the prep for the sale to the thrill calling the auction to the closing gavel. Voted “Most Likely to Succeed” by his Rome High School Class of 1957, Joe was very successful and accomplished in his profession.

Auctioneering was something that gave him meaning, joy and purpose. From all the travels throughout the country for auction sales, Joe was a barbecue aficionado, introducing colleagues to the best BBQ joints wherever they traveled to a sale.

Joe’s leadership in the auctioneering world was matched with his involvement and commitment to God through Trinity United Methodist Church in Rome. His organizational skills, his teaching and leadership in the Fellowship Sunday School

Class to the Board of Trustees and Staff Parish committee and especially managing numerous successful pledge campaigns have been an invaluable part of Trinity Church’s health and growth. His leadership and commitment on the local church level proved effective on the Rome-Carrollton District level as well. He chaired the District Council on Ministries and the Church Building and Relocation Committee. He was a very skilled lay speaker who rounded and addressed many Methodist Circuits throughout West Georgia.

The lifelong friends Joe and June developed through their church created a community of faith that has supported each other through the full cycle of life: marriages, children, grand-children and medical diagnoses and problems inherent with aging.

Recently, June and Joe’s daughter, Susan was out for a morning walk around Redmond Hospital. She ran across a brick with her Dad’s name on it: “JOE TARPLEY 2001.” That brick was to acknowledge Joe’s receipt of the Award of Honor for being “Heart of the Community.”

We can’t help but express that “Happy Joe,” as the grandkids know him, was not only the heart of Roman Community, he’s the heart of our family. His exact loading and unloading of the dishwasher, the circle of ketchup he intentionally drew from the center of the burger to its edge, his love of a good story and his full throated, raucous laugh will be sorely missed.

Joe leaves behind his wife, June, three dedicated and caring children, Thomas Joseph (Veranita) Tarpley, Jr., of Reidsville, NC, Susan (Dwight) Stout of Rome and Chris (Emily) Tarpley of Calhoun. Mimi and Happy Joe have seven grand-children: Katie (Kevin) StoreyPitts, Sidney (Conner) Klein, Caroline Tarpley, Olivia Tarpley, Blake Garland, Brett Garland and Ivan Tarpley.

The family asks in lieu of flowers, please send donations to Trinity UMC and to National Auctioneers Foundation, 8880 Ballentine St., Overland Park, KS 66214.

R.M. “Pete” Stewart

Ralph Miller “Pete” Stewart, 100, of Brush Valley, PA, passed away peacefully April 26, 2021, at his home. A son of Blaine I. and Vergie Lucinda (Miller) Stewart, he was born July 11, 1920, in Brush Valley.

Pete proudly served his country in the U.S.

James R. Cash James R. Cash, “The Selling Machine” passed away Easter Sunday, April 4, 2021, at the age of 74.

An NAA member since 1978, James R. Cash shaped the agriculture community in Western Kentucky, Southern Illinois, Southeast Missouri and West Tennessee, primarily selling farmland and farm machinery. He lived for and loved his family and conducting auctions, while his talents inspired countless people over the past 40+ years in business.

United States Senate Minority Leader Mitch McConnell (R-KY)released a statement, saying James R. Cash was a “dear friend” to the senator and his wife, former Transportation Secretary Elaine Chao. In full, McConnell’s statement reads: “James R. Cash earned people’s trust the old-fashioned way. He and Cindy built their business through unparalleled professionalism as they helped write the next chapter of West

Army during World War II at Fort Knox, where he guarded German prisoners. He attended the Armagh United Methodist Church. He owned and operated a Quaker State service station. Since 1952, he had been a licensed auctioneer in the state of Pennsylvania, acquiring many accolades over the years. These include: Pennsylvania Auctioneers Association Auctioneer of the Year in 1977, inducted into the Pennsylvania Auctioneer Hall of Fame in 1994 and for 25 years he served on the board of Auctioneer Examiners. His last auction was a home he sold on Walnut Street in Indiana at the age of 99.

Additionally, he was a member of the Jaffa Shrine in Altoona and the Acacia Masonic Lodge 355 in Blairsville. Pete was the last charter member of the Armagh East Wheatfield Fire Company.

Over the years, Pete donated many hours to help raise money for charity.

He is survived by three children, Judy Lenhardt, Charlie (Barb) Stewart, and Linda (Doug) Matthews; seven grandchildren, Bill Lenhardt, Brad Stewart, Erin (Chris) Cunningham, Matthew (Alyssia) Stewart, Doug (Carrie Jo) Matthews, Becky (Matt) Elchin, and Ben Matthews and girlfriend Alexa Northcraft; six great-grandchildren, Travis and Tyler Lenhardt, Jake and Lizzy Matthews and Noah and Ella Elchin.

In addition to his parents, he was preceded in death by his wife, Ann (Hutchison) Stewart; two brothers, William Roy Stewart and Robert E. Stewart; a sister, Edna (Stewart) Deyarmin; and a son-in-law, Roger Lenhardt.

The family would like to extend a special thank you to Pete’s caregivers: Trudy, Shani, Margaret, Kim, Sara, Nancy, Danielle, Rose, Sonya, Karol and Joy. In lieu of flowers, the family kindly suggests memorial contributions be made to Armagh United Methodist Church, 570 W. Philadelphia Street, Armagh, PA 15920 or the Armagh East Wheatfield Volunteer Fire Company, Indiana Street, Armagh, PA 15920.

Kentucky’s agricultural heritage. Decades later, they could be found at the center of the region’s most consequential transactions. Along the way, he instilled in his children the drive and the values to reach the top of their fields serving their customers and our Commonwealth.

“James R. was a dear friend to Elaine and me. Over the years, he and Cindy welcomed us into their home during the famous Fancy Farm picnic. On a day of jeers and bareknuckle politics, I always appreciated James R.’s unassuming kindness and their warm hospitality.

“We were shocked by this sudden loss that will be felt across West Kentucky. Our deepest condolences are with Cindy, their family, and James R.’s many friends.”

For a man who made his living with a microphone, he was quiet and private otherwise. Yet so many people knew him.

While no one will ever replace “The Selling Machine,” his Auction Style tradition will continue on with the entire James R. Cash Auction Family.

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Association Index NAA Board of Directors

Foundation Board of Trustees

Officers President Terri Walker, CAI, BAS, CES (901) 685-9090 terri@walkerauctions.com

Officers President Christie King, CAI, AMM, BAS (256) 467-6414 cking@ ckingbenefits.com

Joseph Mast, CAI (608) 293-4662 joseph@resauctions.com

Vice President Jennifer A. Gableman, CAI, ATS (845) 635-3169 x102 jennifer@aarauctions.com

Terms expiring 2023 Merle D. Booker, CAI, GPPA (509) 297-9292 merle@ bookerauction.com

Vice President Beth Rose, CAI, AARE, AMM (419) 534-6223 beth@ bethroseauction.com Treasurer J. Craig King, CAI, AARE (256) 439-0173 cking@jpking.com Chairman of the Board Jason Winter, CAI, AARE, AMM, CES (816) 884-1987 jasonbwinter@me.com Chief Executive Officer Hannes Combest, FASAE, CAE (913) 563-5423 hcombest@ auctioneers.org Directors Term expiring 2021 Ailie Byers, CAI, AMM, BAS (603) 356-5765 ailie@alpenglow benefits.com Kelly Strauss, CAI (540) 226-1279 Kdsauctioneers@ gmail.com

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Term expiring 2022 Peter Gehres, CAI, CAS, CES (614) 306-1435 petergehres@gmail.com John Schultz, AMM (612) 432-4015 john@grafeauction.com Term expiring 2023 Trisha Brauer, CAI, BAS (913) 481-8280 trisha@takingbidsbenefitauctions.com Philip Gableman, CAI, AMM, GPPA (845) 635-3169 philipg103@gmail.com Chair of Education Institute Trustees Sherman Hostetter, CAI, AARE, BAS, CES, GPPA (724) 847-1887 sherm@sherm.biz Foundation Representative Jennifer A. Gableman, CAI, ATS (845) 635-3169 x102 jennifer@aarauctions.com Presidential Appointee Devin Ford (606) 878-7111 devin@fordbrothersinc. com

Immediate Past President Jay D. Nitz CAI, MPPA (402) 727-8800 jaynitz@nitzauctions.com Treasurer William L. Sheridan, CAI, AARE, GPPA (517) 676-9800 bill@sheridanauction service.com Trustees Terms expiring 2021 Scott Steffes, CAI, CES (701) 237-9173 scott.steffes@ steffesgroup.com Sid Miedema, Jr., CAI (616) 538-0367 sid@1800lastbid.com Terms expiring 2022 Damien Massart, CAI, AMM, BAS, GPPA (920) 468-1113 damien@ massartauctioneers. com

Scott Mihalic, CAI (440) 796-4739 scottmihalic@gmail.com

Ruth Lind, CAI, AARE, BAS, GPPA (207) 751-1430 moxielady@me.com Megan McCurdy Niedens, CAI, BAS (316) 683-0612 megan@mccurdyauction.com NAA Board Representative NAA Chairman of the Board Jason Winter, CAI, AARE, AMM, CES (816) 884-1987 jasonbwinter@me.com Executive Director Hannes Combest, FASAE, CAE (913) 563-5413 hcombest@ auctioneers.org Legacy Youth Scholarship Committee Representative Krista Shuman, AMM (970) 978-5928 krista@hallandhall.com

Education Institute Trustees Officers Chair Sherman Hostetter, CAI, AARE, BAS, CES, GPPA (724) 847-1887 sherm@sherm.biz Vice Chair Mike Fisher, CAI, AARE, ATS, BAS (256) 413-0555 mikefisher@redfieldgroup.com Trustees Terms expiring July 2021 T. Kyle Swicegood, CAI, BAS, GPPA (336) 751-4444 tkyleswicegood@gmail.com

Terms expiring July 2022 Kathy Packard, CAI (715) 610-7999 kathy@northcentralsales.com Lynne Zink, CAI, BAS, CES (410) 852-6925 lynne@lynnezink.com

NAA Representative NAA Vice President Beth Rose, CAI, AARE, AMM (419) 534-6223 beth@bethroseauction.com

Terms expiring July 2023 Anne Nouri, CAI, AARE, BAS, GPPA (703) 889-8949 Anne@PrimeAuctionSolutions.com Erik Rasmus, CAI, AMM (703) 768-9000 erikrasmus@rasmus.com

Advertiser Index

1-800-The-Sign ..........................................................................................................................13 Auction Flex............................................................................................................................. IFC AuctionTime.................................................................................................................................4 Basinger Audio Systems............................................................................................................35 Bidpath.......................................................................................................................................37 Ailie Byers..................................................................................................................................15 Jay Cash...............................................................................................................................17, 37 Charity Booster..........................................................................................................................31 E.R. Munro and Company..........................................................................................................19 EquipmentFacts...........................................................................................................................4 Matt Ford.............................................................................................................................13, 35 Gavel Buddy.................................................................................................................................3 Hi-Bid ...........................................................................................................................................3 Kentucky Auctioneers Association............................................................................................41 Kiefer Auction Supply................................................................................................................41 Lampi..........................................................................................................................................31 Jeff Martin....................................................................................................................................9 Harold Musser............................................................................................................................33 Reppert School of Auctioneering..............................................................................................39 Tennessee Auctioneers Association..........................................................................................39 United Country Auction Services..............................................................................................BC To advertise: Contact Adam Kenne (913) 563-5421 akenne@auctioneers.org

JUNE / JULY 2021

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NAA HISTORY

50 years later

Auctioneering’s highest award

Fifty years ago, the NAA published a Souvenir Issue of Auctioneer magazine including an article about the NAA Hall of Fame 10 years after its first awards were given.

The NAA Hall of Fame came about when the 1960 NAA Board approved a plan to honor two NAA members each year.

Honorees were to be selected on the basis of the contribution they had made to the profession of auctioneering and to the national professional organization representing the profession.

According to the article, those who initiated the project meant for it to be “Auctioneering’s Highest Award.”

Since then, the NAA has continued the tradition of the Hall of Fame and currently recognizes 164 auction professionals who showed that they improved the auction profession by their active participation. The Hall of Fame is physically housed in the auctioneers museum at the NAA headquarters in Overland Park, Kansas.

Today, Hall of Fame inductees are no longer limited to only two per year.

In recent years, the Hall of Fame Committee has chosen to induct up to four worthy members and is planning to induct three more this coming Conference & Show in July.

Do you know of an auction professional who has made a notable impact on the industry and you think should be inducted into the Hall of Fame? Fill out a nomination form at auctioneers.org/HOF and send it to the Hall of Fame Committee for their review! Hall of Fame nominations for 2021 are currently closed, but forms are accepted throughout the year.

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