Faces of NAA: Q&A with Josh Loewensteiner, CAI

What sparked your interest in becoming an auction professional?

I grew up in a farming family and occasionally went to the sale barn with my Dad, as well as equipment and real estate auctions with him. The rhythm of the auction chant and how people participated in the auction fascinated me as a kid!

What road did you take to get there?

In 2012, my wife and I didn’t think we would have a family, and we looked hard at the work we were doing then. We both decided that we wanted to work “as if money didn’t matter.” My passion is in fine sporting arms. I left my career in the financial services world and worked for a specialty auction company in Central Maine! A big change!

Were there any challenges you faced?

The auction industry is filled with both opportunities and challenges! Using the sales skills I learned in my financial services career and parlaying them to sell the auction method of marketing was fun and challenging at the same time. I had to learn how to find the best prospects for the services we were offering and how to close those sales. It was a very different conversation than selling a life insurance policy!

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

YES! I thought the potential for opportunities to make a living in the business was vast when I started, but by joining my state association (Auctioneer’s Association of North Carolina) and the NAA, my eyes have been opened to just how vast the playing field is. There is no limit to what an auctioneer can accomplish if they are determined to do so! I would also say that I am most impressed with the levels of honesty and care my peers in the association bring to their clients - both buyers and sellers alike!

Why do you love what you do?

Every day in the field of antiques is like a treasure hunt. Tom Hanks, who starred in Castaway, said it best: “Who knows what the tide could bring!” I also love the people! We have the most interesting and fascinating clients spanning all facets of this industry.

What do you think is the most significant thing (or things) auction professions can do to stay relevant?

It’s all about education! I once had a sales training with USC Football Head Coach Lou Holtz. Coach Holtz told me and my teammates that we needed to think of our sales careers just like a plant - he said that our “sales careers are just like a plant. We are either growing or dying. There is no in-between.” In this business, staying up to speed with the changes in the profession keeps us relevant. It helps us continue to grow and prosper. I’ve also found my peers at the NAA to help me look at myself and reflect on how I can be a better dad and husband, so it’s not just auction education - it is life education!

How has the NAA and your CAI designation helped you become a better auction professional?

The NAA is made up of the best and brightest in the auction world. The members are interesting, caring, and professional. Their willingness to share is unlike anything in any other industry. CAI is more than just the letters behind your name - it’s almost like a fraternity of top-tier auction professionals who want to grow and learn indefinitely! With the connections from NAA and CAI, I’ve been able to call bids in many places. Still, beyond that, I’ve grown a stronger, more independent auction partnership and business.

What do you find most rewarding about this point in your career?

The auction profession is a means of being a problem solver to help both buyers and sellers solve problems. We work with clients across any asset class and help them solve problems. The issues we are presented to assist with are sometimes easy to solve and sometimes very complex. Learning about the client and helping them solve their challenge is incredibly rewarding.

What is the most unexpected place that auctioneering has taken you?

During COVID, Portugal changed its firearms laws so no individual could own more than 25 firearms at a time. We received a call from a client who had more than 300 collectible guns, and he needed to sell them to pacify his local police and comply with the new laws. I flew to Portugal with a detailed proposal, ready to make a deal! Fortunately, we struck a deal, and I could safely fly home. The travel was hectic with lots of red tape due to COVID restrictions, but at the same time, it was so rewarding to see another part of the world!

Your family and you participated in a “Pajama Walk” this past year; what is that, and how can more people get involved?

Philanthropy is essential to my wife and me, and we love to support local causes where we can see or feel the impact of our support. Our son, Nate, is on the autism spectrum, and my wife is an incredible advocate and rock star in his day-to-day care. Pajama Walk is an event-based fundraiser for a program my son is involved in called “Friendship Circle.” Pajama Walk is a sensory-friendly walk at a local park where everyone is encouraged to wear their pajamas! It’s incredible to see hundreds of kids and adults alike in pajamas celebrating the Friendship Circle Program, which brings neurotypical teens together with neurodivergent friends!