Auctioneer Magazine — November 2015

FEATURE I How to sell the Non-Distressed Seller page 28

NOVEMBER 2015

Credit card chargebacks: Worth the risk? also inside: page 24

I NAA board adopts public policy agenda I 2015 designation academy: vegas riches!

I the speed of disengagement

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F R O M

T H E

P R E S I D E N T

On my mind: 2016

O

ne of the most important things that I do as your president is to lead a very talented Board of Directors that you elect. In mid-October, we met at the NAA Headquarters in Overland Park. We had several items on our agenda – most importantly, defining what NAA will be doing in 2016.

Spanky Assiter NAA President

National Auctioneers Association President Spanky Assiter, CAI, AARE, has a long history with the NAA since joining the Association in 1985. Now a life member, Assiter won the NAA IAC title in 1991 – the same year he won the Texas State Champion Auctioneer crown. His first tenure with the NAA Board of Directors, as a Director, came in 1994.

In the summer of 2007, Assiter’s global impact on the auction industry was recognized when he became one of the youngest inductees into the NAA’s Hall of Fame and TAA Hall of Fame.

He is Chairman and Founder of Assiter Auctioneers in Canyon, Texas, where he makes his home with his family.

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Auctioneer

Three years ago, we began the development of a multiple-year business plan – Pathways to 2020 – supporting NAA’s vision of ensuring NAA members are the preferred auction professional used in the marketplace. Each year, we have improved the process. This year, we reviewed recommendations not just from the Education Institute Trustees and the NAA Board, but from the Advocacy and Promotions Committee, and from the NAA staff.

We have a very bright leadership team and as a result there are many ideas that were discussed.

Unfortunately, we don’t have unlimited resources. So, it becomes important for us to identify and prioritize those ideas, projects and initiatives that will have the most impact on advancing our vision statement.

The Board is committed to demonstrating to you, the membership, that we are being successful. Therefore, the Board also discussed the identification of metrics that we could use to show you how well things are going.

From now until our conference call in December when these things will be finalized, Treasurer Devin Ford will be working with staff on developing a budget and plan that will include as many of the projects as we possibly can without going into the red. The entire Board continues to be committed to working within our existing budget, and we reiterated the need to continue to work toward having reserve funds that would fund nine months of operation if needed.

Currently, we are not quite to seven months.

To that end, the Board also adopted a policy that will require future Board of Directors to discuss potential dues increases that will be tied

www.auctioneers.org

to something tangible like the Consumer Price Index. We have not had a dues increase since 2008, and very little in the world costs the same now as it did then. Let me just say that because the Board will be required to discuss possible increases on a biannual basis, they are not required to institute that increase. We will not be increasing dues if we do not need it. But, this makes sure that the Board addresses its fiduciary responsibility of keeping the financial situation intact.

NAA continues to develop tools that help our members achieve success – the iSeries has been very successful – and if you are an NAA member, you have access to the previously recorded programs (see page 40 in this month’s Auctioneer about Facebook Lookalike Audiences). Also, each month, you are provided a free recording from a session that was offered in the last few years of Conference and Show.

And, each month, USA TODAY prints an article about a segment of our membership that is read by more than four million people. We will be providing “tear sheets” of these articles for you to add to your website that speaks to why you should hire an NAA Auction Professional!

There is a lot happening with NAA, and our commitment to you is to do a better job of communicating with you about what is happening. If you have ideas, let us know! We want to hear from you. We want to know your story because we know you can help us be better.

And, in case we haven’t said it enough lately – thank you for being an NAA member. We truly appreciate you! v

N OVEMBER 2015

VOLUM E 67

T A B L E

N UM BER 10

O F

C O N T E N T S

24 36

10

COVER: The challenge of chargebacks

Possible bigger bids can lure auction professionals into accepting credit. But, does the threat of chargebacks outweight the potential payoff? We explore it.

NETWO R K I N G

F EAT U R E S & N E WS

6

One year later

The Advocacy and Promotions Committees began 12 months ago and hit the ground running.

7

2015 NAA Designation Academy The Las Vegas event is stuffed with topics from online to expert witness tips.

24

The speed of disengagement

28

Racing to engage, are marketers calling and cutting short the life of an online sales lead?

32

NAA adopts Public Policy Agenda

The NAA Board unanimously approved the agenda as presented by the Advocacy Committee.

36

How to protect your hearing Technology advances allow auction professionals

to protect their hearing better than ever.

40

Facebook Lookalike Audiences

What they are, why you should be using them, and how to get started.

Selling the Non-distressed Seller

22 NAA Ambassadors 46 Success stories 53 In memory 54 School Showcase 58 New members 62 New designations 64 Filler words

DEPARTME N TS 63 Education calendar

How do you sell auction to someone who doesn’t need a quick sale or cash?

67 Marketplace

FAC E S OF N AA

34

Brotherhood

Former detective David Taylor sees a lot of similarity in camaraderie between his old job and his new one.

44

Time to Rook and roll

New auction professional Vinnette Ann Stayrook is a mother of 13 who plans to use her business to help develop her kids.

BU S IN ESS P RAC T IC E S

16

Livestock legalities

18

7 sins of communication

Are there any specific federal laws or rules regulating livestock auctions?

20

Beyond the chant: security The eight-letter word plays a huge role in making sure your auction runs smoothly.

Take stock and see if your communication efforts are afflicted by pride, envy, or other issues.

On the cover: When a bidder wants to pay for items with credit, the risk of a chargeback exists. Is it worth the hassle for auction professionals?

Auctioneer issue 10 NOVEMBER 2015 (ISSN 1070-0137) is published the first of every month, with the exception of combined issues in June/July and December/January, which are published in mid-June and mid-December, respectively, by the National Auctioneers Association, 8880 Ballentine St., Overland Park, KS, 66214-1900. There are 10 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 Š 2015 by the National Auctioneers Association. Materials may not be reproduced without permission.

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Auctioneer

NOVEMBER 2015

5

NEWS

One year later The Advocacy and Promotions Committees began 12 months ago, and both hit the ground running.

By NAA staff

F

rom last November’s Auctioneer came a story about two new NAA committees – Advocacy and Promotions.

The committees were appointed by 2014-15 NAA President Tom Saturley, CAI, and formed in order to better support and accomplish two new initiatives adopted by the NAA Board of Directors in 2014.

“Both of these committees support the mission and vision identified by the NAA Board,” Saturley said then. “We have three strategic initiatives: education, promotions, and advocacy. NAA’s education program is world-class and will continue receiving significant attention and resources.

“But, it is now time for NAA to begin to expand the services we offer on behalf of our members.”

That expansion took place early and often. In the 12 months since their creation, both committees have been extremely productive in their charges to put together long-term, sustainable efforts that benefit the NAA member. Some, but not all highlights from the groups’ first year include:

ADVOCACY In January 2015, the Advocacy Committee hammered out every detail imaginable in order to set the overall shape and principles to be used going forward. Those details include minutiae such as term limits, processes for accepting and deliberating information from membership, etc. – the nitty-gritty stuff that may not seem important at the time, but serves as the backbone to the committee itself as names and faces change moving forward.

NAA Day on the Hill Immediately after, a lot of attention turned to NAA Day on the Hill in Washington, D.C. After a successful smaller venture to The Hill in 2014, it was decided that NAA needed to take part in a standalone event. After months of planning and asking for member involvement, more than 20 individuals represented NAA in September as they met with state leaders and officials. This came after NAA hosted a reception the night before for two U.S. Congressmen (Billy Long: R-MO; Jeff Duncan: R-SC). The entire two-day event was viewed as a success based on: 1) the number of 6

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Auctioneer

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The Advocacy Committee goes through a morning debrief with attendees of the 2015 NAA Day on the Hill event.

meetings held built to discuss the NAA and auction industry at large; and 2) the high quality of feedback from several elected officials and staff, who remarked that NAA members were doing things right by coming to speak now before a need arose.

Public Policy Agenda With plans underway for a return to Washington, D.C., in 2016, the Advocacy Committee also had its sights set on a Public Policy Agenda (see page 33). The agenda is the result of a survey that asked NAA members’ about their most key topics and issues. The answers to that survey were deliberated by the committee before the agenda was then created. Key areas include: professional licensing; ivory regulations; court-ordered sales; firearms at auction; and government assets.

2015 Advocacy Committee: (Chair) David P. Whitley, CAI, CES; Chad Johnson, CAI, BAS; Richard T. Kiko, Jr.; Braden R. McCurdy, CAI; Charlotte Pyle; Rich Ranft, CAI, AARE, GPPA; Andrew Wilson, CAI, CES

PROMOTIONS Just like the Advocacy Committee, the Promotions Committee began 2015 with a bang. It, too, had to dig through a load of conversation and thought in order to form its guiding principles.

Once that was set, the Committee then turned its attention to

NEWS

NAA Strategic Initiatives

In order for the NAA to grow and maintain relevance, the association will focus its attention and resources in three key areas:

1. EDUCATION for its members to enhance their business goals and professional development

NAA Past President Tom Saturley (left) stands with several members of the Promotions Committee after the AuctioNOW session at Conference and Show in Addison.

identifying both short- and long-term sustainable strategies and tactics to achieve its initiative and promote the auction method of marketing and the NAA professionals. This included a list of high-priority items for 2015, which included:

2. PROMOTION of the auction method of marketing and the NAA professionals

3. ADVOCACY of the methodology and for the NAA auction professionals

NAA press release templates Quickly, conversation focused on producing tangible tools for NAA members to be able to utilize in order to aid their day-to-day promotion. One of those tools is the press release template, which is now available to all NAA members. The templates range member experiences from joining the NAA, earning a designation, sharing a personal success story, or taking part in summits, events or Conference and Show. (See an example on page 19.)

The Promotions Committee also identified an opportunity to assist NAA members with elevator speech coaching. From that meeting came 30-second speech cards – designed to provide quick talking points to auction professionals to help them explain why someone should choose the auction method of marketing and why they should choose an NAA auction professional. Those cards were first introduced during the AuctioNOW session at Conference and Show, where they were well-received from the start. The cards remain available to all NAA members.

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2015 Promotion Committee: (Chair) Tim Mast, CAI, AARE; Barbara Bonnette, CAI, AARE, GPPA; Jimmie Dean Coffey, CAI, AARE, ATS, BAS, CES, MPPA; J.J. Dower, CAI, AARE, ATS; James Devin Ford, CAI, CES; Chris Pracht, CAI, AARE, CES; Krista Shuman; David W. Taylor, CAI; Brad White, CAI.

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In addition to everything listed above, both committees also were charged with creating subpanels that would each present during a session at Conference and Show. With the entire 90-minute session moderated by Saturley, each subpanel took about 40 minutes to introduce committee to attendees, fill them in on current and future initiatives and take questions from the audience. Several hundred attendees watched and/or took part by asking questions – showing clear interest and engagement with both committees. v

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Auctioneer

NOVEMBER 2015

7

NEWS

NAA Designation Academy 2015: Vegas Riches!

With topics ranging from online to expert witness tips and more, the NAA Designation Academy is stuffed with fresh, skill-enhancing riches.

By Nancy Hull Rigdon

T

his year’s NAA Designation Academy lineup features all the traditional designation courses plus two new classes and a summit new to the annual event.

New classes for the weeklong event at Bally’s Hotel and Casino Las Vegas, Dec. 6-12, include the classes Online Auctions and Expert Witness. Aaron Traffas, CAI, ATS, CES, will teach Online Auctions – a course that NAA Director of Education Aaron Ensminger said is “designed to help auction professionals improve their listings and also help them maximize the platforms they’re already utilizing.”

Tim Luke, BAS, MPPA, will serve as instructor of the Expert Witness class, which Ensminger describes as a class for any auction professional or appraiser interested in another revenue stream as an expert appraiser in legal cases.

Also new this year is that for the first time, the NAA’s Real Estate Summit will run concurrent with Designation Academy. The twoday summit spans Dec. 10-11.

“The addition of the Real Estate Summit to Designation Academy is a new opportunity for the summit and attendees,” said Jason Winter, CAI, AARE, CES, Education Institute (EI) Trustees Chair.

“You can come in for designation courses and then stay for the Real Estate Summit. There are some excellent topics planned for the summit.”

Winter emphasized that most of the courses have been rewritten in the past two years.

“We’re offering fresh, up-to-date industry information,” Winter said.

Courses offered this year include classes for several designations,

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including Accredited Auctioneer Real Estate (AARE), Auction Technology Specialist (ATS), Benefit Auction Specialist (BAS), Certified Estate Specialist (CES) and Graduate Personal Property Appraiser (GPPA).

“Designation Academy is a great opportunity for auction professionals,” Winter said. “If you stay the whole week, you can go through two complete designation classes.”

In addition, the educational experience extends beyond the daylight hours and outside the classroom.

“There is an opportunity to not only network with your class during the day, but also in the evenings, when there are usually two to three classes,” Winter said. “And, of course, the hallway talk will prove valuable as well.”

All Designation Academy events are scheduled inside Bally’s, located in the heart of the Las Vegas strip.

“Because we’re in Vegas, there are very economical hotel rooms and flights. This is an economical way to get into a location to sit for your designation,” Winter said.

Winter also has a message for students.

“You raise the bar for all Auctioneers when you advance your education,” he said. “Like I told students when I dropped into class at the NAA Conference and Show last July, ‘Thank you for being here for the NAA, and thank you for being willing to educate yourself, because that makes us all look better.’”

For more information about the NAA Designation Academy or the NAA Real Estate Summit, visit www.auctioneers.org or call 913-563-8084. v

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F E AT U R E

The challenge of

chargebacks 10

NOVEMBER 2015

Auctioneer

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F E AT U R E

Possible bigger bids can lure auction professionals into accepting credit. But, does the threat of chargebacks outweigh the potential payoff?

By James Myers, contributor

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Auctioneer

NOVEMBER 2015

11

F E AT U R E

Visa says the main causes of chargebacks include: customer disputes; fraud, processing errors , and authorization issues.

C

onsumers are accustomed to using their credit and debit cards. It’s a courtesy they’ve come to expect just about everywhere. So, why wouldn’t they be allowed the same courtesy at an auction? It’s a question Mike Brandly, CAI, AARE, asked himself years ago.

“The reason they weren’t using credit cards is because the technology wasn’t there yet without a phone line,” said Brandly, owner of auction company Brandly & Associates Inc. “We found a solution and moved forward.”

The solution was a Verifone 330 credit card swiper, complete with a long antenna. The year was 1993, and Brandly and his company were eager to be on the cutting edge. Looking back, however, the process was far from convenient for his auction company.

The inconvenience was related mostly to the technology they used; the antenna had to be pointed in exactly the right position to get a signal, numerous cords connected several necessary components, and every transaction involved punching a dozen keys on the keypad in the right sequence.

Advancements in technology have vastly improved, which means a simple swipe of the card is all that’s required. However, credit card fraud has stepped in to cause a new form of inconvenience.

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The most common problems auction professionals face today are chargebacks and fraud related to stolen credit cards, said Brandly.

The numbers regarding credit card fraud are startling. According to the FBI’s Internet Crime Complaint Center, from June 1 to Dec. 31 2014, there were nearly 10,000 victims of fraud related to auction activity, representing more than $11 million in losses. By contrast, the FBI reported in 2014 that a total of more than $800 million in fraudulent activity related to all types of transactions.

This means auction-related fraudulent activity, even after a full year of complaints, represents a relatively small percentage of the overall monetary impact of fraudulent activity.

Regardless, Auctioneers need to protect themselves. Brandly said his company is involved in mostly live auctions. They have security cameras and require buyers to register with a valid ID. Another issue surrounding the use of credit and debit cards is related to something called chargebacks, which occur when the buyer has reversed the sales transaction. The main cause of chargebacks, according to a Visa risk management document, includes customer disputes, fraud, processing errors, and authorization issues.

Visa says the process includes subtracting the dollar amount

F E AT U R E

“You get a gut feel…”

— Mike Brandly from the cardholder’s account, which means the merchant (Auctioneer) loses the dollar amount of the transaction, but they can also incur internal costs related to fees for processing the chargeback.

Brandly said one of the best ways for Auctioneers to protect themselves from chargebacks at a live auction is to use their intuition.

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“You get a gut feel,” he said. “Maybe we should verify or investigate further or ask for more ID or match signatures. It’s often someone we don’t know. The card is said to belong to someone else, they seem nervous, it doesn’t match the driver’s license, etc.”

Online auctions don’t allow Auctioneers to use their intuition.

However, they often employ such services as Proxibid, which requires buyers to register before bidding, which can protect against chargebacks.

The fraud-related activity associated with credit and debit cards might be what is keeping some Auctioneers from setting up accounts and bringing in the technology for accepting cards. However, Auctioneers are also sometimes deterred by the inconvenience of processing fees, which can be recouped by charging that fee to the buyer. States have different laws regarding how much the seller can surcharge, which can create confusion. In fact, you can surcharge in some states but not in others.

As executive director of the Ohio Auction School, Brandly said he and the educators there advise students that Auctioneers should charge all buyers the same fees regardless of their method of payment. Furthermore, he suggests that regardless of how problematic the situation is, Auctioneers should accept credit and debit cards because as many as 80 percent of buyers at his auctions are using credit or debit cards. Furthermore, Brandly said around 70 percent of consumers have at least one credit card.

Brandly said his view is that any Auctioneer not accepting credit/debit cards is essentially not serving their seller with a full service, partly because buyers using credit cards will pay more for items at auction.

“It’s not complicated,” Brandly said of setting up the credit/ debit card process. “I think some of the resistance is because (Auctioneers) don’t want to pay the fee. It can run two to three percent. But, that’s not really the question. How much is it costing your seller by not taking credit/debit cards?” v

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Auctioneer

NOVEMBER 2015

13

NEWS

National Auctioneers Association members and partners once again surpassed the Association’s annual Auction for Hope fundraising goal when they raised $226,997.56 for Fiscal Year 2015 (July 1, 2014 – June 30, 2015) to support St. Jude Children’s Research Hospital.

The NAA is currently in its fourth year of its five-year, $500,000 commitment to support a post-doctoral research fellowship at St. Jude. In addition to those who gave at the 2015 International Auctioneers Conference and Show in Addison, Texas, last July, the NAA and St. Jude would like to thank: Musser Bros. Auctions and Real Estate Pasco, WA

Sheridan Realty & Auction Co. Mason, MI

Andy White, CAI Ashland, OH

Lance Walker, CAI, BAS, CES Memphis, TN

Ayers Auction & Real Estate LaFolette, TN

Larry Forsberg, GPPA Casper, WY

Charles Wehrly Glen Rock, PA

Larry Harb Okemos, MI

Christie King, CAI, AARE, BAS Gadsden, AL

Marvin A. Henderson Livingston, LA

O.C. Mangold, CAI, AARE, CES and Joani Mangold, CAI, CES, GPPA Wickenburg, AZ

Head Auctions Flora, MS

Massart Auctioneers Inc. Green Bay, WI

Paul C. Behr, CAI, BAS Centennial, CO

Terry Mangum, CAI, CES Salem, OR

In Honor of Spanky Assiter Canyon, TX

McCurdy Auction LLC Wichita, KS

Paul M. Metzger Joppa, MD

Texas Auction Academy Dallas, TX

Jason Winter, CAI, AARE, CES Harrisonville, MO

Mendenhall School of Auctioneering High Point, NC

Richard Garvin, CAI, ATS, CES, GPPA Scraton, KS

Tommy Weschler Washington, DC

Miedema Asset Management Group Byron Center, MI

Schur Success Auction & Appraisal Monument, CO

Jenny Gehl Dousman, WI Joe R. Wilson, CAI Hot Springs, AR John Korrey Iliff, CO

NAA-CAI Class 2 Overland Park, KS

Skylar Oglesby Lakeland, FL Susan Johnson, BAS, CES Guilford, IN Tammy A. Miller, BAS Port Matilda, PA

United Country Auction Services Kansas City, MO Western College of Auctioneering Billings, MT World Wide College of Auctioneering Mason City, IA

Justin Ochs, CAI Hendersonville, TN Kansas Auctioneers Association Wichita, KS Kentucky Auctioneers Association Bowling Green, KY Krista Shuman and Scott Shuman, CAI Eaton, CO

The St. Jude giving cycle goes from July 1 to June 30. For more information on Auction For Hope, visit stjude.org/naa or email bmcgrath@auctioneers.org.

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Auctioneer

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BUSINESS PRACTICES

Livestock legalities Kurt Bachman

Question: Are there any specific federal laws or rules regulating livestock auctions?

Attorney and licensed Auctioneer from LaGrange, Ind. He can be reached at (260) 463-4949 or krbachman@ beersmallers.com.

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.

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NOVEMBER 2015

Auctioneer

Answer: Yes, the federal government, through the Department of Agriculture, regulates livestock auctions to a certain extent. A recent case highlights some of the specific regulations and statutes that pertain to Auctioneers and livestock auctions.

A

farmer consigned his cattle for sale at a livestock auction. The auction took place.

Afterwards, the farmer alleged that the auction company purchased livestock out of the consigned cattle, although not necessarily his cattle. The Department of Agriculture enforces a regulation regarding livestock auctions which, states, “No market agency engaged in the business of selling livestock on a commission basis shall purchase livestock from consignments, and no such market agency shall permit its owners, officers, agents, employees * * * to purchase livestock consigned to such agency, without first offering the livestock for sale in an open and competitive manner to other available buyers, and then only at a price higher than the highest available bid on such livestock.” 9 C.F.R. § 201.56. This federal regulation prohibits Auctioneers who are conducting livestock auctions from purchasing the livestock being sold without following specific procedures. This was the basis of the farmer’s complaint to the Department of Agriculture.

In response to the farmer’s complaint with the Department of Agriculture, the auction company refused to sell his livestock. He then filed suit against the auction company alleging that it violated the regulation prohibiting Auctioneers from buying livestock at auctions in which they are selling livestock. In addition, the farmer made a second allegation that the auction company violated a federal statute to prevent unfair discrimination or deceptive practices. The

Packers and Stockyard Act provides, “It shall be unlawful for any stockyard owner, market agency, or dealer to engage in or use any unfair, unjustly discriminatory, or deceptive practice or devise in connection with determining whether persons should be authorized * * * [ to sell] * * * of livestock.” 7 U.S.C. § 213(a). The farmer alleged that the auction company improperly retaliated against him for filing a complaint with the Department of Agriculture by preventing him from selling his cattle at the auction company’s livestock auctions.

After filing suit against the auction company, the farmer filed a motion seeking a preliminary injunction so that the farmer could sell his cattle through the auction company’s livestock auctions. The court entered an order staying the farmer’s motion for preliminary injunction, which means that the court took no action regarding the motion. The court reasoned, “referral to the Secretary [of Agriculture] to be appropriate because of the Packers and Stockyards Act fails to define what constitutes an unfair, unjustly discriminatory, or deceptive practice and determination by the Secretary would ‘help promote the uniform definition of these terms’ * * * [referral to the Secretary would also] resolve the vast majority of the dispute.”

Parker Livestock, LLC v. Oklahoma Nat. Stock Yards Co., 590 Fed. Appx. 737 (10th Cir. 2014).

Rather than acting on farmer’s motion or the suit filed by the farmer, the court deferred to

7 U.S.C. § 201(c), A “market agency” is “any person engaged in the business of (1) buying or selling in commerce livestock on a commission basis or (2) furnishing stockyard services.” An Auctioneer selling livestock is a market agency under 9 C.F.R. § 201.56.

1

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BUSINESS PRACTICES

the Secretary to define the language of the Act as it applied to the complaint filed with the Department of Agriculture.

Congress can confer primary jurisdiction to administrative agencies for certain subject matters. “Whenever complaint is made to the Secretary [of Agriculture] by any person, or whenever the Secretary has reason to believe, that any stockyard owner, market agency, or dealer is violating the provisions of subsection (a) of this section, the Secretary after notice and full hearing may make an order that he shall cease and desist from continuing such violation to the extent that the Secretary finds that it does or will exist.” 7 U.S.C. § 213(b). When an administrative agency has been given primary jurisdiction, courts will generally respect the agencies processes and expertise on the subject matter, and rely on the agency’s findings in cases brought before the courts. Courts rely on agency opinion in order to have consistent decisions.

“Primary jurisdiction doctrine ‘allow[s] an agency to pass on issues within its particular area of expertise before returning jurisdiction to the federal district court for final resolution of the case.” Parker Livestock citing TONS Servs., Inc. v. Qwest Corp., 493 F.3d 1225, 1238 (10th Cir. 2007). The court desired to have the Department of Agriculture define the terms of regulations impacting livestock auctions.

A second reason that courts defer to federal agencies is to avoid inconsistent rulings with respect to the same regulation or statute. Suppose the court proceeded with the farmer’s suit and issued an order finding that the auction company did not violate either the regulation or the statute. Then, the Secretary of Agriculture issues a decision finding that the auction company did violate the regulation or statute. Such contrary decisions would create uncertainty, and additional litigation, which the courts and federal agencies try to avoid.

Auctioneers who participate in livestock auctions should be aware of the federal regulation prohibiting Auctioneers from the purchase of livestock being sold at auction and the federal statute prohibiting unfair, discriminatory and deceptive practices. In addition, some states have adopted rules and statutes that regulate Auctioneers selling livestock. Auctioneers should contact a licensed attorney who can advise them on any rules and regulations that may apply to the sale of livestock. v

Purchase from consignments; disclosure required. When a market agency purchases consigned livestock or sells consigned livestock to any owner, officer, employee, or any business in which such market agency, owner, officer, agent, or employee has an ownership or financial interest, the market agency shall disclose on the account of sale the name of the buyer and the nature of the relationship existing between the market agency and the buyer. 9 C.F.R. § 201.56(d).

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BUSINESS PRACTICES

7 sins of communication

By Carl Carter, APR

Carl Carter is President of NewMediaRules Communications, which has provided public relations and marketing communications services to auction companies throughout the U.S. since 1994.

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Auctioneer

One of my favorite pundits of communication was the great Theodore Bernstein, who wrote a New York Times column called “Winners & Sinners,” in which he pointed to examples of great writing while skewering others that weren’t so good.

While lousy communication may not be a mortal sin, the cultural icon of the “Seven Mortal Sins” provides a surprisingly well-rounded framework for understanding factors that can make us less effective than we should be. Let’s have a look.

Pride – It’s great to be proud of your company and its accomplishments, but it can also get you into trouble. One common way is to base your advertising on things of which you’re proud but aren’t important to your market base. If you’re still bragging about something great you did 20 years ago, you’re probably guilty of this sin. Another common “pride” error is focusing on internal accomplishments in communications that go outside the company. Nobody cares who your top agent is, or who won the “Employee of the Year” award. Save that for accomplishments outside your own walls, such as recognizing those who receive key designations such as CAI or AARE.

Wrath – “Once you get mad, you’ve lost.” My dad must have told me that a thousand times when I was growing up. (Apparently, I had a quick temper.) I assumed he was talking about fights, and telling me that anger could make me swing wildly and get beat up. It was years later before I figured out that he was actually telling me that no matter what we’re trying to accomplish, we think more clearly and make better decisions with a cool head. When there’s a dispute, or when you feel you’re being unfairly slandered, the first order of business is to cool off. Only after you get your emotions in check can you make wise decisions about whether to respond, or how.

Lust – I think we can all agree that, all things equal, it’s a good idea to avoid even innocent situations that might embarrass you or your company.

We usually think of lust in sexual terms, but the principle would apply to any bad behavior that could harm your reputation. In a world where there’s a camera on every phone and social shaming is commonplace, the dangers are greater than ever.

Avarice (Greed) – We’ve all known people in various businesses (not just the auction industry) who are determined to squeeze the last nickel out of every transaction. In doing so, they can get a reputation for being difficult to do business with.

Once this happens, it’s very difficult to cover it over with a veneer of clever writing and fancy design. So, start with a good reality, maintaining good relationships by treating employees, clients and business partners fairly. Remember: In the long run, who you are must match up to what you say.

Gluttony – Gluttony in the classic sense – eating and drinking too much – can harm your communications efforts in ways none of us cares to admit. I’ve worked with hundreds of communications professionals in all kinds of settings. And, while a few fit the stereotype of the chain-smoking writer with a fifth of Jack Daniels in his drawer, the reality is that the ones who enjoy the most success, year after year, are disciplined individuals who stay fit and practice moderation.

There’s no doubt that a sound body helps promote clear thinking. Evidence of an undisciplined lifestyle can also undermine your personal image and create unnecessary doubts in the minds of customers or would-be customers.

Envy – It’s hard to take when a competitor seems to be getting more deals and attracting more attention than you are. When this happens, it’s easy to get off our own game plan and begin trying to match what the competitor appears to be doing. It’s always healthy to keep an eye on the competition, but your best strategy is usually going to be based on your own company’s unique strengths rather than copying the other guy.

Besides, you’ll never get ahead of your competitor by following him around.

Sloth – I’ve said many times that the hardest working auction professionals I know are also the ones that make the most money. Their work ethic tends to be reflected in their communications as well. They have an exceptionally low tolerance for errors of fact or grammar, and it shows. People throughout the company pick up on the example and give their ads, brochures, web sites, email blasts and other communications products the attention it deserves. Do the hard work, and you’ll reap the dividends. v

www.auctioneers.org

Use NAA press release templates NAA member Butch Hagelstrom, of Fort Lupton, Colorado, took advantage of the NAA’s press release template he received after his first year at CAI. He filled out the information the template requested and submitted it to his local newspaper.

As a direct result of his submission, Hagelstrom not only had his release run in the paper, but he was the subject of a full feature!

NAA has press release templates for more than just CAI. If you’re a new NAA member, share it. If you have a great success story to tell, share that, too! Visit auctioneers.org/press-release-templates, download your template, fill out the information and submit it to your local media.

We want you to be the next Butch! And, make sure to email publications@auctioneers.org when you do!

[Date]

For Immediate Release

Contact: [Name] [Company] [Phone] [E-­‐Mail]

[City] auctioneer begins earning industry’s top designation [Last Name] is enrolled and thriving at the Certified Auctioneers Institute – the auction profession’s premiere education program.

[City, State] [Date] – [City] auctioneer [Name], of [Company Name], recently completed [his/her] first year of courses at the prestigious Certified Auctioneers Institute (CAI). The CAI program is the industry’s premier training program developed by the National Auctioneers Association (NAA) for auction professionals.

The three-­‐year CAI designation program provides auction professionals the opportunity to earn the auction industry’s most respected professional designation. CAI is an intensive, executive development program offering professional auctioneers instruction and coursework in business management, ethics, communication, finance, strategic planning and marketing.

The NAA conducts CAI every year in March at Indiana University in Bloomington. CAI candidates join auctioneers from across the world to learn from some of the nation’s most distinguished and respected leaders in the auction industry.

As of December 2014, there were 961 current CAI designation holders in the world.

[Include information about your business, years in industry, business specialties, designations, etc.]

[Last Name] resides in [City] with [Spouse’s Name]. To learn more about [Last Name], please call [Phone], email [Address] or visit [Business Website].

For more information on CAI, its history and its standing as the premiere training program for auction professionals, contact the NAA at (913) 541-­‐8084 or visit www.auctioneers.org.

About [Auction Company] Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text Body text body text

About the National Auctioneers Association The National Auctioneers Association represents thousands of Auctioneers from the U.S. and across the

BUSINESS PRACTICES

Beyond the chant: security

W Steve Proffitt

Steve Proffitt is general counsel of J. P. King Auction Company, Inc. (www. jpking.com). He is also an Auctioneer and instructor at Mendenhall School of Auctioneering in High Point, N.C., and Reppert School of Auctioneering in Indiana. He welcomes questions from readers about auctions and auctioneering.

Readers’ communications may be edited and revised. Proffitt will answer selected questions, but he cannot provide personal answers.

His answers do not represent legal advice or the formation of an attorney-client relationship and readers should seek advice from their own attorneys on all matters. Please submit questions to sproffitt@jpking. com or c/o J. P. King Auction Company, Inc., 108 Fountain Avenue, Gadsden, AL 35901.

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hat’s an eight-letter word seldom mentioned in Auctioneering that can play a very important role in auctions?

Obviously, the word is not “absolute.” The answer is “security” – and by that I mean engaging independent contractors trained to provide professional security services to protect people and property.

So, why might there be a need for security at an auction? Let’s consider four instances where security might be warranted.

No touching Issue: Is there reason to be concerned for the personal safety of any person?

Auctions can be emotionally-charged events for some, and this can raise issues about personal safety.

An Auctioneer friend was assaulted while conducting a sale. A fellow in the crowd watched his deceased parents’ property cross the auction block. His emotional reaction to that, coupled with a feud with his siblings, all fueled by alcohol, resulted in his becoming an out-of-control attendee.

Auctions are public events and the public is well-known for including drunks, hotheads, nuts, kooks, and other zanies. You won’t conduct many sales before you’ll experience firsthand an angry or emotional outburst from someone. All Auctioneers and longtime auction-goers have these stories.

When an auction has an increased likelihood of drawing those prone to being abusive, disruptive, emotional, threatening, or otherwise disruptive, Auctioneers needs to think about encouraging sellers to have uniformed security be present. (Note: For risk-management purposes, Auctioneers should have sellers directly contract for security services.)Feuding families, nasty divorces, acrimonious business liquidations, emotional foreclosures and other creditor sales, and matters with a history of, or propensity for, conflict all include an enhanced risk of trouble.

Nothing is more important than the personal safety of those present and accomplishing that is a small cost against the alternative.

Auctioneer

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Five fingers Issue: Is there a particular threat to the property?

To go out in public is to walk amongst thieves.

I recall an auction some years ago. The auction crew was selling the extensive inventory of a big-box store and several Auctioneers were simultaneously selling to a large crowd. There was no security for the event and the auction firm was not prepared or equipped to provide it. The result was some chaos on the ground with the goods, some buyers, and the checkout process – and all of this was complicated by the presence of that most unfortunate element which infiltrates many auctions – thieves!

At one point the chief Auctioneer said to an assistant, “The (scoundrels) are stealing the stuff right before our eyes.”

He was right. The crew made what adjustments they could with the personnel they had and that helped some, but it wasn’t a cure-all. At the end of the day, some buyers found goods they had purchased had been stolen, while some goods had been stolen before they were even auctioned.

Other auctions comparable in size and type have avoided these problems by having ample security in place. This seller had declined to authorize and pay for that.

The sad truth is that, while auctions attract a lot of good people, they attract bad ones, too, and bad folks often do bad things … like steal.

Auctioneers should always consider three aspects of protecting the property involved in an auction: (a) safeguarding the property from damage or loss before it’s sold; (b) securing the property from damage or loss from the time it’s declared sold, until the buyer takes possession; and (c) ensuring no property is removed from the site before the correct buyer pays the full purchase price. This approach protects the seller, the Auctioneer, and the buyers – which takes me to my third point.

Seller ’s interest Issue: “The boss” should be protected.

The number one stakeholder in every auction is “the boss,” otherwise known as “the seller.”

BUSINESS PRACTICES Auctioneers need to discuss with sellers the need to guard their property. Think about it. If an Auctioneer is working for a 20-percent selling commission, how much is the seller’s stake in the property at the auction? The answer is 100 and 80. Before the goods are sold, the seller’s interest in the property is for 100 percent of its value. After the property has been sold, the seller’s interest in the sale price it brought is 80 percent. Either way it’s a lot greater stake than the Auctioneer has and this underscores the importance of sellers acting to protect their interests.

in three forms – cash, checks, and bank/credit card payments.

Any business that receives much cash is going to have security procedures in place to protect it. Auctioneers need to do the same, whether they’re working in a fancy gallery, someone’s yard, on a business site, or out in a rural pasture. It doesn’t matter where cash is collected and held, it must be carefully handled and safeguarded for both the seller’s and Auctioneer’s benefit. The point above regarding the seller making an “informed decision” on the issue of security applies here.

While sellers should make auction security a priority, usually they don’t. This doesn’t terminate the issue. It emphasizes the obligation that lies with the Auctioneer to inform the seller on all aspects of the issue so the seller can make an “informed decision” on whether to hire security personnel, or forgo that expense and the protection it would afford. Auctioneers should include a provision in the auction contracts they enter into with sellers to confirm that they fully informed the sellers on the security issue and confirm the seller’s decision.

Don’t forget

King cash Issue: How much cash does the Auctioneer anticipate collecting, and how will it be secured?

A final issue for which security might be needed involves an auction’s proceeds. Auctioneers often conduct substantial sales 2013 NAA Magazine Ad_PRESS 6-15.qxp 6/12/15 3:45 PM Page 1 that include collecting purchase money for the property sold

Whether professional security will be working an auction or not, if there’s any concern about trouble, it’s always a good idea for an Auctioneer to directly contact the local sheriff or police authority and speak to the threat or concern. Law enforcement should be asked to be alert for any emergency call that might come from the auction. These departments are usually very receptive to such requests. Some departments even send officers to visit an auction while in progress.

Finally, I’m no proponent of Auctioneers and their staffs providing security services, if this might involve a confrontation or conflict. Auctioneers are not trained for this and the potential for a bad result, plus the possibility of a liability claim against the Auctioneer, is too great to justify it. This is another reason to encourage sellers to hire the security they need. v

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NOVEMBER 2015

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NETWORKING

NAA AMBASSADORS Alabama Bryan Knox, CAI, GPPA Huntsville (205) 514-8903 bryan@hortonauction.com Alaska John John Genovese, ATS, BAS Lihue, HI (808) 634-2300 col.johnjohn@malamaauctions. com

Michigan William Sheridan, CAI, AARE, GPPA Mason (517) 719-0768 bill@sheridanauctionservice.com

Idaho Rick Musick, CAI, GPPA Grangeville (208) 284-4793 rick@musicklandgroup.com

Tim Bos, CES Jackson (517) 206-6494 tim@timothybos.com

Arizona Daren Shumway, CAI Mesa (480) 258-0229 shumster3389@msn.com

Illinois Jerry Wallace, CAI, AARE, CES Fisher (217) 897-1100 sold@wallaceland.com

Arkansas Bradley W. Wooley, CAI Little Rock (501) 940-3979 bwwooley@gmail.com

Indiana TJ Freije, CAI Clayton (317) 710-5703 freijeauctioneers@tds.net

California Chris Vaughan Escondido (858) 382-6030 NationalAuctionTeam@gmail.com

Iowa Darrell Cannon, CAI, BAS, CES Center Point (319) 360-6642 cannonauction@aol.com

Colorado Dean Gunter Colorado Springs (719) 310-2656 deangunter21@gmail.com

Kansas Yve Rojas Kansas City, MO (816) 520-2454 yverojas@me.com

Butch Hagelstrom Fort Lupton (303) 827-5157 buckhornauctions@earthlink.net

Kentucky Amy Whistle, CAI Owensboro (270) 926-8553 amy@kurtzauction.com

Connecticut Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Delaware Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Florida David Bradshaw, AARE Ocala (352) 209-5555 dbradshaw@tranzon.com Georgia Sherry Spence Sylvester (229) 869-1656 sllt@bellsouth.net

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Hawaii John John Genovese, ATS, BAS Lihue (808) 634-2300 col.johnjohn@malamaauctions. com

NOVEMBER 2015

Louisiana Belinda McCullough Livingston (225) 620-8040 belinda@hendersonauctions.com Maine Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Maryland Brian Cooper, CAI, ATS, CES, GPPA Towson (443) 470-1445 brian@alexcooper.com Massachusetts Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com

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Minnesota Kristine Fladeboe-Duininck, BAS Spicer (320) 212-9379 kristine@fladeboeauctions.com Mississippi Benny Taylor, CAI, AARE Grenada (662) 226-2080 benny@taylorauction.com Ruthie Taylor, CAI Grenada (662) 226-2080 ruthie@taylorauction.com Missouri Jeff Garber Lincoln (660) 723-5272 jeffgarberauctioneer@gmail.com Montana Chris Logan, CAI, CES Clyde Park (406) 686-4728 loganauction@yahoo.com James Logan, CAI, CES, GPPA Clyde Park (406) 686-4728 loganauction@yahoo.com Nebraska Courtney Nitz-Mensik, CAI Freemont (402) 727-8800 courtney@omni-tech.net Nevada Vern Ratzlaff, BAS Las Vegas (702) 335-5024 VernRatzlaffAuctioneer@msn.com New Hampshire Michael Chambers Atkinson (603) 770-5180 chambersauctions@aol.com New Jersey Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com

New Mexico Rob Morper Angel Fire (505) 250-8315 rob@landtycoons.com Anise Golden Morper Angel Fire (505) 228-7884 anise@landtycoons.com New York Jennifer Mensler, ATS Pleasant Valley (845) 635-3169 jennifer@aarauctions.com North Carolina Walter House, CAI, AARE, CES Marshallberg (252) 725-5373 walter@houseauctioncompany. com North Dakota Jonathan Larsen, BAS Sioux Falls, SD (605) 376-7102 jonathan@larsenauctioneering. com Ohio Laura Mantle, CAI Groveport (614) 332-7335 laura@lmauctioneer.com Oklahoma Morgan Elizabeth Hopson Oklahoma City (903) 271-9933 mhopson@bufordresources.com Oregon Camille Booker, CAI, CES Eltopia, WA (509) 989-1061 camille@bookerauction.com Pennsylvania Tammy Miller, BAS Port Matilda (814) 360-4031 tammy@tammymillerauctions. com Tiffany Earnest, ATS Port Matilda (814) 571-8220 tiffany@tammymillerauctions.com Rhode Island Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com

NETWORKING

South Carolina Gwen Bryant, CAI, AARE, CES, GPPA Florence (843) 617-8449 gwen_bryant@bellsouth.net

Texas Jacquelyn Lemons-Shillingburg, CAI Tomball (281) 357-4977 jackie@lemonsauctioneers.com

South Dakota Jonathan Larsen, BAS Sioux Falls (605) 376-7102 jonathan@larsenauctioneering. com

Phillip Pierceall, CAI, BAS Plano (972) 800-6524 ppierceall@gmail.com

Tennessee Patti Baldini, CAI, CES Hermitage (615) 500-4917 patti@baldiniauction.com

Utah Ronnie Snorgrass Clearfield (801) 725-0041 snoron@msn.com Vermont Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com

Virginia Kelly Strauss King George (540) 226-1279 kd.strauss@verizon.net Washington Camille Booker, CAI, CES Eltopia (509) 989-1061 camille@bookerauction.com

Wyoming Brent Wears, CAI, AARE, ATS, CES Solon, IA (319) 624-3779 brent@wearsauctioneering.com

West Virginia Kevin Teets, CAI, CES Roanoke (304) 266-2955 kevin@yoderandfrey.com Wisconsin Damien Massart, CAI, BAS, GPPA Green Bay (920) 468-1113 damien@massartauctioneers.com

Ambassador Spotlight

Name: Jennifer Mensler, ATS Who I represent: Absolute Auctions & Realty Where I call home: Pleasant Valley, NY 12569

Q: What about your membership

in NAA do you value most?

“At the top of my list would be the network on supportive auctioneers and the education at summits, conferences, and on the Auctioneers.org website.”

www.auctioneers.org

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F E AT U R E

The

speed of disengagement In a race to engage, are marketers calling and prematurely ending the short life of an online sales lead?

By Curtis Kitchen, editor

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F E AT U R E

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speed F E AT U R E

A

young guy goes on a blind date.

He meets the young lady at a quiet, simple diner, and she’s gorgeous. They chat, and he asks a few questions. Her short answers aren’t glowing, but they aren’t negative, either. (“That’s a positive!” he thinks to himself.)

As the date progresses to the point where numbers are exchanged, the guy wonders how much time he has left as the lady excuses herself to use the restroom. The restroom door hasn’t yet closed, but because he’s afraid to lose the moment, he does what any of us wouldn’t. He calls her.

She awkwardly answers the phone, thinking something must be quite important for him to intrude at such a weird time. He explains he only wants to know how she thinks the date has gone so far and what needs to happen in order for him to close on a second date.

The lady, in fact, had been enjoying the date and was considering another. Now? More than a little weirded out at the intrusiveness of it all, she hangs up, spins around and heads straight out the front door. The guy watches her for a moment, shrugs his shoulders and fires up the blind date app that produced this lead because if it almost worked once, it’ll surely almost work again. It might even propel him to second-date greatness at some point.

Sound ludicrous? If your world involves marketing automation and cultivating online sales leads, it shouldn’t – not when many of you today are playing the role of the young guy.

Response time vs. quality time Marketing automation is a wonderful piece to today’s sales puzzle. It’s especially fascinating when it involves complex APIs that turn a company’s website into a live entity that feeds and grows on pageviews, pings, clicks and, yes, even your personal account information.* *I tried out a grocery’s home delivery service. After I registered and began shopping, I noticed the items being shown to me were all recent in-store purchases. Best I can tell, the system either matched my email, phone number or credit card information (not sure which) to those purchases. The information was matched and item images rendered within moments. I get why some may not think so, but sometimes, living on the grid is just kind of cool.

So, what’s the problem?

In 2011, Harvard Business Review published “The Short Life of Online Sales Leads,” which illustrated the frenetic footrace that marketers believed they needed to win with online consumers.

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One batch of data showed that while a very solid amount of companies tried to respond in less than five minutes, most waited more than 24 hours. The article slapped slow responders with a one-response-size-fits-all glove, saying, “Companies are making big investments in order to obtain customer queries from the internet, and they should be responding at internet speed. Why aren’t they?”

Thankfully, the response time conversation evolved by September 2014, evidenced by another piece, “New Research Reveals Average lead Response Time [Sales Data],” which appeared via HubSpot. In it, some sense of sanity came forth as the article said “not all leads require or even want a lightningquick reply.”

The good news is someone out there gets it. However, some companies have decided that despite the general U.S. culture’s growing aversion to phone calls (the use of voice calls has fallen off each year since 2007, according to an article by New York Magazine), they want to be even faster in responding via phone – sometimes within a few seconds of a website click. Fill in some information about the type of mortgage loan you may qualify for, and your phone rings or buzzes immediately (along with emails, if you provided that info). The same is true for auto quotes, along with many types of home services.

That might sound cool in theory. In reality, it feels intrusive (“Ugh. Why are the calling me? I just wanted to browse some info online.”) and/or unnerving (“How did they do that so fast?”). For many consumers, their phone has become their home’s front porch, and businesses should stay off of it.

That applies to other similar situations such as a consumer leaving an item or two in an online shopping cart, only to be harassed by phone or email as to why he or she didn’t complete the purchase.

Here’s a thought: If the consumer wanted to complete the transaction, they would have. Sometimes, it’s that easy.

For auction professionals, this could apply in areas such as someone registering to be an online bidder versus just browsing.

Or, perhaps you’ve built your site to track behaviors and have a marketing response API set to email a follow-up. Do you have a blanket message (“Thanks for coming!”), or is your system sophisticated enough to email scheduled upcoming sales to web visitors who have clicked on similar items?

This is all to say that while there is absolutely a place for marketing automation’s continued pinpoint accuracy in meeting consumers along their purchase paths, businesses need to continue to evaluate not only what kind of interaction is best, but when. Otherwise, that unsure blind date lead that came in the website door will turn around and head back out into the Internet. v

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F E AT U R E

Selling the Non-Distressed Seller How do you sell auction to someone who doesn’t need the immediate benefits of a quick sale or the money?

By NAA Staff

T

he picturesque profile of the “ideal” auction client is a tricky beast. One auction professional’s perfect clientprofile Picasso is another’s blocky mess; one’s Van Gogh is another’s linear smear to nowhere.

Hey, we all have different tastes.

However, there is a single seller quality that most, if not all, Auction Professionals agree to covet: high motivation to move an asset. Those sales and situations are the easier ones, no doubt, but what about clients who may not be distressed in any way? What if they don’t have a need to sell? How does an Auction Professional convince that seller that they are, in fact, a perfect candidate for auction?

The first step to convincing a non-distressed seller (NDS) is for the Auction Professional to first break out of his or her mental box that only distressed sellers can benefit from their service.

That’s not always an easy task.

Many Auction Professionals like to market themselves as being great at getting a sale done in quick fashion. That mindset and attitude projects outward and attracts folks who want to liquidate. These folks are usually highly motivated, which ups the probability of a sale and its commission.

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It makes sense. Who wants to waste their time with unmotivated sellers who may or may not decide they want to sell? So, round and round it goes. Because it increases their chance at landing business, Auction Professionals search out folks who want to liquidate. They find them, handle the sale professionally, and let those successes build into other similar liquidation settings. The truism comes into play: You get what you work on, and what you work on is what you get.

While that very well could and does work for some, those who have seen the opportunity that comes with approaching the NDS pool quickly understand that there are some different rules at play.

Scott King, CAI, AARE, of J.P. King Auction Co., Inc., in Gadsden, Alabama, said his company learned that a new game had to be played when it first wandered into the NDS realm.

“When we started working the non-distressed seller, which often brought higher-valued properties, we learned out typical approach to ‘signing up auctions’ actually interfered with us getting NDS-type properties,” King said. “Their needs are different so how we sold to them had to change”.

So, how do you break into that playing field?

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2016 marketing

NATIONAL AUCTIONEERS ASSOCIATION’S

CO MP ETITIO N PRESENTED IN PARTNERSHIP WITH

START GATHERING YOUR ENTRIES.

F E AT U R E

Cold calling is tough, so it is best if you can be networked into opportunities through common friends, influencers, and business associates you may have. Once in the door, the key to moving forward is to: 1) Look; 2) Listen; 3) Ask, and don’t sell, not yet anyway.

What opportunity do you see in front of you? What do you hear the prospect saying? Are there concerns? What is the prospect’s reason for sale? Once they begin seeing the benefit to being able to control the sales process and when the timing is right, ask the prospect what it is about the auction method that appeals to them. These are typically self-made individuals, so they want to be in control.

Also, King said his experience has shown that while specific profiles can vary from person to person, or entity to entity, there are several common characteristics present in a NDS’s makeup.

“They tend to be non-financial institutions, government entities, courts, or corporate liquidations,” he said. “Instead these are individuals who are going through willful lifestyle change – they simply want to close a chapter in their life. They do not have to sell, and their decision is far more often not financially motivated.

“Their real need for sale is more emotionally driven or about lifestyle.

They are brand oriented, meaning they pay close attention to personal and professional image and are very conscious about what others think about them.”

There is also another huge difference for the NDS. “Oftentimes, the urgency that auction provides (i.e. a quick sale) is not viewed as a benefit,” King said. “NDS folks simply want a result – a direct result of the NDS’s penchant for being self-made and used to accomplishing their goals. They want to move on with their life, on their own timeframe. ” While it may seem a little overwhelming to consider the different needs and desires of the NDS, it is important to remember why you, as the auction professional are there for them. In the beginning stages, your role is that of a consultant.

You are feeling out the potential client relationship as much as the prospect is doing the same. Take the necessary time and use your reasonable judgment while assessing the situation. It may be after you’ve invested significant time and money, you owe it to seller, and yourself, to break things off as soon as you can tell that it may not be a good fit for one or both sides, especially if a specific price is their primary objective, as one of the challenges with the property they own is it is hard to comp.

“In the long run, the auction professional who fills the consultant role well will earn [the NDS’s] trust,” King said. “This client profile relies on experienced professionals they trust.” v

NDS client benefits

Play your position right, and here are 10 reasons why working the NDS angle can be a good decision. The NDS: • May have properties that need a larger scope of marketing than is provided by an ordinary sales method (MLS listing, e.g.).

• Can afford more comprehensive and effective campaigns.

• Can have greater flexibility on what he or she can accept as they rarely have debt.

• Wants a result. He or she doesn’t accept a goal left unaccomplished.

• Many times will have excellent PR opportunities.

• Recognizes compensation is a motivator and wants you properly incentivized.

• Oftentimes has had a positive auction experience as a result from charity, antique and collector type auctions.

• Usually brings higher quality, higher-demand properties.

• Views auction as viable because they can help control the sales process.

• Has an unfulfilled need, and that’s where the Auction Professional comes in.

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NEWS

NAA Board adopts Public Policy Agenda - Fair regulations on the sale of items that the U.S. Fish and Wildlife Service regulate, including, but not limited to, ivory and mounts of protected species.

- The use of the auction method of marketing utilizing NAA Auction Professionals for court-ordered sales.

- For the legal sale of firearms at auctions, following regulations fairly developed and clearly communicated by the U.S. Bureau of Alcohol, Tobacco, Firearms and Explosives.

- The use of the auction method of marketing utilizing NAA Auction Professionals when selling government assets.

While the agenda may appear to be simple, it was the result of extended hard work by the Advocacy Committee, as it attempted to represent the NAA membership’s wide range of interests.

“Developing a public policy agenda for a national organization is a bigger task than some might imagine,” said David P. Whitley, CAI, CES, Advocacy Committee Chair. “The NAA represents Auction Professionals who come from different geographic locations, have varied educational backgrounds and operate different sizes and types of businesses.

“Our members are thoughtful people who all have their own political thoughts and beliefs. We, as an association, have to be cognizant of these facts when developing goals for our organization.”

David Whitley

By NAA Staff

D

uring its October meeting, the National Auctioneers Association Board of Directors discussed and unanimously approved a Public Policy Agenda.

The agenda was submitted by the NAA Advocacy Committee, which first conducted a survey of NAA members to determine key topics and issues as they affected the membership. Then, after lengthy consideration and deliberation, the agenda was presented to the Board.

In short, the NAA advocates for: - States’ rights to implement and regulate professional auctioneer licensing, including online-only auction professionals and companies.

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The result is a public policy agenda that the Advocacy Committee and Board both believe represents the members well, but its adoption does not signal that work is finished, Whitley said.

“The Advocacy Committee also believes it is important for the NAA to maintain and improve its relationship with state license law officials,” Whitley said. “The Committee also supports the revision of the NAA’s code of ethics.

“It encourages the continued education of our members on legal issues relating to the sale of items at auction. And finally, it believes, in the strongest way, that our members are our best and most effective advocates. We must work to train our members to realize the political capital they have in their local markets so that together, we can influence policy in a manner that benefits all NAA members.” v

2015-2016 Public Policy Agenda Presented by the National Auctioneers Association

The National Auctioneers Association is committed to representing members in Washington, D.C. The NAA advocates that its members be the preferred auction professionals used in the marketplace.

Professional Licensing

Firearms Auctions

The National Auctioneers Association advocates for states’ rights to implement and regulate professional auctioneer licensing, including online-only auction professionals and companies. The NAA shall provide tools to state associations to educate state legislators and regulators and will govern its members through the NAA Code of Ethics.

The NAA advocates for the legal sale of firearms at auctions, following regulations fairly developed and clearly communicated by the U.S. Bureau of Alcohol, Tobacco, Firearms and Explosives.

Ivory Regulations

Government Assets

The NAA advocates for fair regulations on the sale of items that the U.S. Fish and Wildlife Service regulate, including, but not limited to, ivory and mounts of protected species.

The National Auctioneers Association advocates for the use of the auction method of marketing utilizing NAA Auction Professionals when selling government assets.

Court-Ordered Sales The National Auctioneers Association advocates for the use of the auction method of marketing utilizing NAA Auction Professionals for court-ordered sales.

To learn more about the NAA, visit www.auctioneers.org or call (913) 541-8084.

FA C E S O F N A A

Brotherhood Former detective David Taylor, CAI, sees a lot of similarity in camaraderie between law enforcement and his auction career.

By James Myers, contributor

I

n his previous career, David Taylor, CAI, witnessed mankind at its best and worst. A homicide detective/senior investigator in the violent crime division at the Spartanburg County Sheriff ’s Department in Spartanburg, S.C., Taylor finally fulfilled his late mother’s wishes by retiring after nearly three decades on the force.

“My mother,” Taylor said, “before she passed away, she was always worried to death about me. I promised her I would get out of it (law enforcement).”

In 2009, a year before retiring, he began making plans to transition into auctioneering, and he never dreamed he’d be as busy in retirement as he is today. As an auction professional, he’s still helping people through hard times. Yet, he’s also on a mission to let the public know that auctioneering isn’t all about the “three Ds” – divorce, death and distressed property.

The idea to get into the auction industry came to Taylor when he and his wife went to an auction in 2009. Enthralled by the action, Taylor leaned over to his wife and said, “You know, I think I can do that.” He attended auction school that same year and retired from the force in 2010.

Taylor’s personality makes him a natural when it comes to working as a ring man, which is one of many jobs he will do at auctions. He was a disc jockey in his teens, working parties and various events, and he did a little bit of radio work as well.

He said he never had stage fright. In conversation, Taylor’s personality shines through with ease, and he has no problem finding the words to describe what’s going on upstairs. He’s got ideas, and that’s part of the reason why the NAA recently brought

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him on board as the newest member on the Promotions Committee.

When Taylor went to his first S.C. auctioneering competition in 2010, he expected to see banners across the street and plenty of fanfare (he competed in the rookie event and won). There was nothing of the sort.

“We have to let people know about this event,” Taylor thought to himself.

After winning the S.C. bid calling championship in 2012, Taylor said his head was “as big as Texas,” yet he was humbled by the opportunities he was getting in the industry. He continued to David taylor be perplexed by the lack of interest in the event from the media and public. He knew he needed to use the public relation skills he picked up in law enforcement to bring more attention to the auction industry in his region. He wanted to change the public’s perception of the industry while promoting auctions and competitions.

“This is what we’re going to do and this is what I’ve got planned,” Taylor said of the promotional action he took after he became a member of the board of directors for his state auction organization and an NAA ambassador for S.C. Taylor wrote news releases and offered reporters one-on-one interviews with auction professionals. He targeted specific television news anchors to contact and made it known that auction professionals were available to talk about the industry.

“We had network coverage of our S.C. Auctioneers Association Bid calling Championship Fun Auction, and our state convention,” Taylor said. “We were in local and state papers.”

Taylor can see similarities in his new career to his old one,

FA C E S O F N A A

particularly in the aspect of brotherhood. In a restaurant, Taylor can spot a cop from across the room. “Somehow, it comes out,” he says. The brotherhood in the auction industry, he quickly realized, is just as strong.

“It’s because of the support,” Taylor said of why he’s always working auctions today. In fact, he has to turn some jobs down.

“I really love that word, support. I would not be where I’m at today without that support from other members.”

For more information about what the NAA provides for public relations, go to the NAA website at www.auctioneers. org and log in to the member area. Click on “PR Toolkit” and gain access to a variety of press release templates, state media directories and other helpful tools that can assist in promoting auctions and the industry as a whole. v

Despite only five years of experience in the industry, Taylor sits on a nationwide board with people he finds awe-inspiring. He’s at the same table as NAA Hall of Famers, and he’s eager to give as much back as he’s gained from the NAA. “The Promotion Committee is in place to assist the NAA in its mission to provide critical resources to auction professionals that enhance their skills and successes,” he said. “We also assist members to be the preferred auction professionals used in the marketplace.”

The Auction Industry Software Authority For 30 Years

info@cus.com • 954.680.6545

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How to protect your hearing

Hearing loss is a real possibility for auction professionals. There are ways to protect the sense, including advanced ear plugs, or the old-school model.

A

uction professionals working live sales on a regular basis know hearing loss is a real possibility, yet they are often surprised to learn of the viable options for preventing, or at least minimizing, damage to hearing.

Thanks to technology advances, auction professionals can protect their hearing in loud environments better than ever.

By Nancy Hull Rigdon

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NAA Vice President John Nicholls, AARE, is one of these professionals.

“I’m a second-generation Auctioneer. I’m 49 and have been at a live-cry auction almost every day of my life,” said Nicholls, president of Nicholls Auction Marketing Group in Fredericksburg, Virginia. “And, everyone knows that it’s not uncommon for someone like me to have substantial hearing loss due to the loud speakers as you get up in age.”

Two years ago, Nicholls visited an ear, nose and throat doctor.

He had fluid behind his ear from swimming, and the doctor told him he had 20-percent hearing loss. The hearing loss

F E AT U R E

“When we think about noise exposure, it’s not just the volume, it’s the length of time, too.

Duration heavily influences how damaging something can be. And the louder it is, the shorter the window of safety.”

wasn’t surprising to him, considering his auction background, but what the doctor recommended surprised him.

away at lunch into a venue where it is not equally loud would be beneficial,” she said.

She explained: “When we think about noise exposure, it’s not just the volume, it’s the length of time, too. Duration heavily influences how damaging something can be. And the louder it is, the shorter the window of safety.”

The doctor referred him to a company that makes filtered custom-fit earplugs, which he purchased. Someone wearing the devices can hear well enough to carry on conversations, and at the same time, the devices lower decibel levels to protect ears from the dangers of amplified sound as well as other noises that threaten hearing.

Plus, exposure over time certainly has an impact, she said.

“I had resigned to the fact that hearing loss was an occupational hazard in my case – it is what it is, that’s what I thought. And then my doctor gave me this great alternative that I never knew existed,” Nicholls said. “I wear my earplugs at all auctions now, and I can still easily hear what I need to and go about working as usual.”

He now wants to spread the word to other auction professionals that there are indeed ways to protect against hearing loss.

“Knowledge is power, and all Auctioneers concerned about hearing loss should know that there is an alternative to losing your hearing,” Nicholls said. “The sooner Auctioneers start taking action to prevent hearing loss, the better.”

Dr. Dana Jacobson, senior audiologist and clinic manager at Associated Audiologists in Overland Park, Kansas, said wearing filtered earplugs is one of multiple actions Auctioneers can take to protect hearing.

First, she recommends that Auctioneers make efforts to limit the length of time they spend inside a live auction at once.

“If an Auctioneer has an all-day auction, rather than spending, say, eight straight hours in an auction environment, stepping

john nicholls

“Repeated exposures have additive effects,” she said. “Those incidents add on to one another to damage hearing.”

For auction professionals, protecting hearing extends outside of auctioneering, Dr. Jacobson said.

“It’s important to be cognizant of recreational exposure. If you’re running a five-hour auction on a Saturday, I wouldn’t recommend going home and using power tools,” she said. “That cumulative dose across a day is more damaging that one of those activities.”

Additionally, Dr. Jacobson recommends annual hearing tests for all professionals whose occupation involves exposure to noise, and she also recommends Auctioneers explore the possibility of filtered earplugs or the inexpensive, foam earplugs.

She emphasized the importance of working to protect hearing before it’s too late.

“You can never restore hearing back to normal,” she said. “While hearing aids do work very well, a normal ear will always be superior to hearing loss. Anything and everything someone can do to preserve hearing loss will help them in the future.” v

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FIND CAI CES MPPA

BAS

YOU

ATS GPPA

AARE

WWW.AUCTIONEERS.ORG/FIND-AUCTIONEER LOG ONTO AUCTIONEERS.ORG TO CUSTOMIZE YOUR PROFILE WITH:

ARTWORK

ADD YOUR PHOTO OR LOGO

BIOGRAPHY

CONTACT INFO

TELL OTHERS ABOUT YOUR BUSINESS

UPDATE IN THE PROFILE PICTURE TAB

UPDATE IN THE YOUR BIO TAB

Put your best face forward with your personal photo or company logo.

Let potential clients and other auction professionals learn a little about you with the click of a button.

In business, your brand is everything, and this customized option allows you to make your Find an Auction Professional profile part of your marketing toolkit.

Customize your bio to include your professional background, the history of your company, insight into your education and much more.

SEARCH BY SPECIALTY OR DESIGNATION

HELP CLIENTS GET IN TOUCH

UPDATE IN THE SPECIALTIES TAB

UPDATE IN THE PERSONAL INFORMATION TAB

From real estate to benefits to heavy machinery, users can find auction professionals by the services they offer.

Our Find an Auction Professional allows users to find you by name, company, location, designation and more.

Professional designation search options also allow potential clients to learn about what these programs mean and to discover the auction professionals that hold them.

Log onto your profile to make sure that we have the most current contact information so that clients can find and contact you with ease.

(9 1 3) 5 41 - 8 0 8 4

suppor t@auc tioneer s .org

What makes a good bio?

Address:

Use a physical address. You want people to find you.

Using a post office box can make your bio feel distant or non-accessible.

Also make sure your email and website addresses are current.

Profile picture:

Increasingly, we are becoming a visual marketplace. A great photo can say a lot in zero words, so make this the best image you can. And remember, smile! This is an easy way to make a winning impression.

Specialties:

How will people know to use you if they don’t know your areas of expertise?

List them out.

This allows for you to show up in searches by specialty and stand out ahead of your competitors.

Resume/Bio:

A good bio has more than the bare minimum for information. This is your chance to really shine and tell a prospective client who you are and why you’re the one for the job! Following a simple format like this one is a great place to start: 1) Who are you? Who is your company? What should I know right off the bat?

2) Personal history – Education, training, networking … what do you do to show your craft dedication?

3) Contact information – Yes, it is listed elsewhere, but having it more than once never hurts.

F E AT U R E

Facebook Lookalike Audiences What they are, why you should be using them, and how to get started.

By Curtis Kitchen, editor

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In its October iSeries webinar, NAA took a hard look at how to use Lookalike Audiences. NAA members can access the archived presentation at auctioneers.org. For steps on building your own list, see page 42.

Q

uietly tucked under “Tools” and a couple of additional clicks, Facebook’s Lookalike Audience generator is wholly unassuming in its appearance.

It is also criminally understated in its importance for auction professionals, and marketers in general, who are desperate to better connect with Facebook’s massive and daily-growing user pool.

Simply put, the Lookalike Audience tool may just permanently change how you market to new and old buyers and sellers alike.

Why? It eliminates the 100-percent “new” element in your quest for new clients and customers. How? Facebook allows you to build new target lists and groups that are based on similar or “lookalike” information that your current clients and customers have already submitted in their very own profiles.

The Lookalike theory is that if Person A is a customer of yours, and Person B has similar profile characteristics to Person A, then the chance increases that Person B would also be interested in your product or business because both people have exhibited similar interests.

Now, think about how many hundreds or thousands of people you know currently use or visit your business. Think about how massively awesome it is that you could build an entire new target group based on what you know about your buyers and sellers – what they like, how much they spend, what kinds of sales are the most popular, etc. Think how exponentially big that list could grow to in a short time based on common interests?

Pretty cool, isn’t it?

iSeries The National Auctioneers Association caught wind of this handy feature awhile back, and it was lucky enough to have a current member – John Schultz, ATS – who took the full Lookalike plunge more than a year ago.

Schultz and Grafe Auction, in Chatfield, Minnesota, decided to go all-in with Facebook advertising (dropping print ad strategies along the way) in 2014. The results were astounding and far better than expected. Website traffic – up. Auction participation – up. Sales – up. All because the company found a way to build off of its current buyers and supporters and expand their extremely targeted base instead of hoping a complete faceless public happened to drop semi-interested parties into their laps.

As part of its popular, free, 30-minute iSeries webinar program, NAA dedicated a session in October (members can download the replay at auctioneers.org/ to having Schultz walk through how to set up a Lookalike Audience. Before that, however, NAA decided to put the Lookalike product to a bare-bones test.

Instead of relying on regular marketing vehicles, the decision was made to build custom audiences on Facebook. An ad about Schultz and encouraging registration to the upcoming iSeries would be served to two Lookalike groups built from the custom audiences.

It was decided that one Lookalike group would be built from Facebook users who like and follow the NAA Facebook page. The other group was built based on current NAA members.

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Each group was targeted for 9 days, at $5 per group per day.

The result? More than 400 clicks took interested users to the iSeries registration page, and the campaigns had a total reach (how many people saw the NAA/iSeries ad in their Facebook feed) of 24,464. The larger result was a new record number of registrations for iSeries, with more than 300.

The NAA brand and iSeries program was seen more than 24,000

times with more than 400 clicks. It was all done for a scant $95.23 – or about $10 per day. (Yes, all of that is a good thing.)

While there are some specific nuances that help further ensure a successful Lookalike campaign, the bottom line is that auction professionals now have a way to drill down in their buyer and seller lists – leveraging them into a wider group that has never been so targeted. v

How to build your custom Facebook audience 1. At your Facebook profile page, go to the top-right corner and click the small downward-facing triangle. In the dropdown menu, select “Manage Ads.”

2. At the top of the page, click “Tools” and then click “Audiences”.

3. Click the blue box labeled “Create Audience.” From here, you can upload emails, phone numbers, Facebook IDs, etc., or use other listed ways to create your audience.

4. Once your custom audience is built, click that same “Create

Audience” blue button and this time select “Lookalike Audience”.

You’ll add some parameters for your list (including budget, size of list, etc.) at this step.

5. Facebook will create your list and notify you when the Lookalike Audience is ready.

6. On the “Audience” page, at the top right corner is a green “Create

Ad” button. Click it to build your Facebook ad, or use one you have already.

7. Target your ad using your newly created Lookalike Audience.

8. Repeat as often as you would like to upload a new list, create a

new segment, have a new ad for an old group… you can create as many lists as you like!

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Now available at Auctioneers.org/iSeries ...

As an auction industry professional, you spend most of your time helping others reach their goals.

Now, it’s your turn. With skill-sharpening webinars and whitepapers touching on a mix of general and industry-specific marketing topics, NAA is your support. Make sure to check out the iSeries archive as well as plan for the year ahead!

SEPT. 2, 2015� Benefit Auctions

OCT. 7, 2015�

Auction Marketing

NOV. 4, 2015�

Whitepaper: Social Marketing�

DEC. 2, 2015� Future Auction Industry Trends� FEB. 3, 2016� Auction Business Structure� MAR. 7, 2016� Whitepaper: Advocacy

APR. 6, 2016� Bid Calling Tips JUNE 1, 2016� Your Elevator Speech

FA C E S O F N A A

Time to Rook and roll New auction professional Vinnette Ann Stayrook is a mother of 13 who plans to use her business to help develop her kids.

By Sarah Bahari, contributor

V

innette Ann Stayrook is a natural saleswoman.

The St. Paris, Ohio woman has worked as a human resources representative, software trainer, telecommunications agent and sales associate. She now has a new title: Auctioneer.

“I love people, and I love digging through people’s treasures,” she said. “I love old letters and random knick-knacks. It’s the best when you find a gem, something of value, in the middle of someone’s belongings.”

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“I loved it. It was wonderful,” she said. “We participated in a live-market auction, and if that does not get you excited about this business, nothing will. Being up on stage in front of everyone is thrilling.”

Earlier this year, Stayrook obtained her auction and real estate licenses and joined the National Auctioneers Association to network and learn from industry veterans, she said.

Stayrook grew up attending auctions of her uncle, Alex Grennan Sr., helping with behind-the-scenes jobs, but she never particularly felt drawn to auctions.

Since then, she has conducted a few estate and benefit auctions and worked at a couple auction houses to gain some experience. Once a month, she runs a practice auction at a local nursing home, where she hands out small items like diabetes-friendly treats, pens and paper.

Recently, that changed when she and her cousin, Paulette, decided to attend Reppert School of Auctioneering in Indiana.

With help from her husband, Scott, she plans to open an auction house next year. She has found a building and is

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FA C E S O F N A A

“We thought starting an auction house would be a great way for our kids to get some work and job experience. I am the only Auctioneer, but this will be a family business.”

The Auction Business School Educating Auctioneers Since 1921

working with a local small business association to finalize a business plan.

“Starting a business is a lot of work, from finding a facility to figuring out the marketing,” she said. “But I’m learning so much along the way, and the NAA has already been a great resource.”

The business will undoubtedly be a family affair.

Stayrook and her husband have 13 children, nine of which are adopted, ranging in age from 5 to 26. Five of their children have special needs and are having trouble finding employment.

“We thought starting an auction house would be a great way for our kids to get some work and job experience,” Stayrook said. “I am the only Auctioneer, but this will be a family business.”

Already, Stayrook’s children are helping her perfect her bid calling. “My chant is a work-in-progress,” she said. “People tell me they like it because I’m easy to understand, but I’m working on it every day. My kids love practicing with me.”

Breaking into the business has been challenging, she said, but she is slowly making progress.

“Competition is very, very strong,” she said. ““We hope having our own auction house will open some doors and help us build a strong support network.” v

Classes held in Indianapolis, Indiana

www.ReppertSchool.com 317.300.1075 Budgets Internet Social Media Radio Billboards Mail Pieces TV Newspaper Statistics Media Planner Design Placement Billing

With Over 20 Years in Business We Understand the Auction Industry

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S U C C E S S

NETWORKING

S T O R I E S

NAA members helping Royals Take the Crown!

NAA members Lenny Mullin (left) and Kevin Borger (right), with Kansas City Royals General Manager Dayton Moore, sell a bottle of champagne that escaped the Royals clubhouse after the team won an American League Championship in 2014.

OVERLAND PARK, Kan. – With NAA’s national office located in Overland Park, it’s been impossible not to get swept up in Kansas City Royals fever in this area.

It has been a two-year stretch of great baseball and increased interest for the Royals in the local community, and wouldn’t you know it, NAA members were there earlier this year to help one of those events smack results out of the park!

Heritage Christian Academy is a local private K-12 education center in the Overland Park area. Like many similar schools, it uses an auction event each year to raise scholarship dollars used to financially assist families that want their children to attend.

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Without hesitation, Mullin and 2009 NAA International Auctioneer Champion Kevin Borger worked the additional items into their plans as it was determined that the already scheduled items would be sold in the front part of the auction, followed by a fund-a-need that carried a crucial “You don’t want to leave because we have a surprise for you!” message.

The lights in the room turned blue. A giant Kansas City Royals logo appeared, and the Royals General Manager was introduced and entered from backstage. After he shared some stories about the 2014 Royals, he sat between Mullin and Borger as the expert sellers built anticipation about each Royals item through storytelling and the role that each lot played.

NAA member Lenny Mullin, BAS, said his company, Legacy Auction Professionals, LLC, in Shawnee, Kansas, spent a year planning for the auction that took place back in the first quarter of 2015. That planning didn’t include a call Mullin took about a week prior to the event.

After the evening’s baseball dust settled, more than $300,000 had been raised – all going to scholarships.

He was informed that Royals General Manager Dayton Moore is a friend of the school and that Moore had items from the 2014 American League Championship Series that he wanted to include as auction lots.

And like the Royals returned this year to the World Series, Mullin said his company is set to work (and already has begun planning) the event again in 2016. v

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“If someone wants to go, [the school] will find a way to make it work for that family,” Mullin said.

S U C C E S S

S T O R I E S

NETWORKING

Auction nearly triples sales price in Kentucky BRECKINRIDGE Co., Ky. – Owners of a Kentucky farm were the benefactors of the auction method of marketing when their original quote to a family friend was proven to be one-third of the final auction price.

Timber on the land sold separately for $945,000. The total sale price for the real estate and timber was $1,625,800 or $3,291 per acre. Prior to deciding to auction the farm, the owners priced the farm to a family friend for $650,000. v

Auction professionals Mark Barr; Stephen Barr, CAI, CES; Jamie Barr, Chris Barr, Bobby Carwile, and Dennie Armes, with Barr Realty & Auction Co, Inc., and Auctioneer Bruce Thomason, recently sold a 494-acre, nearly completely wooded farm for a Louisville trust.

Bidders Battle for Art in Maine THOMASTON, Maine: Works by Andrew Wyeth (PA/ME, 1917-2009), James Taylor Harwood (UT/ CA, 1860-1940), William Trost Richards (PA/RI, 1833-1905), and many other artists fueled frenzied bidding Thomaston Place Auction Galleries Summer Fine Art & Antique Auction, Aug. 29-30.

$138,000

The Wyeth painting, a watercolor and ink work entitled “Bert’s Cabin” consigned from a Maine estate and estimated at $40,000 to $60,000, brought $138,000 after heated competition from phone, internet and floor bidders. Two wonderful paintings by Utah artist James Taylor Harwood generated bidding battles that ended at $60,375 for one entitled “Webs of the Morning, My Home”, and $44,850 for a work depicting a Harwood family outing in Lake Garda, Italy.

A lovely William Trost Richards painting depicting a seascape with sailboats and steamer was discovered earlier this year at a Maine yard sale. Aggressive bidding drove the final selling price of this work to $49,450.

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Owner and NAA member Kaja Veilleux said: “This one of our best summer sales ever, and the great art drove the strong bidding. The preview was packed, we had standing room only at the auction, and the phones and internet were buzzing throughout the sale. It was a great opportunity for people from Maine and around the world to acquire great items for their collections!”

Other hotly contested artworks included: “The New Shoes”, an oil painting by William Arber Brown Kirkpatrick (MA/ ME/UK, 1880- ?) that sold for $34,500; a graceful marble sculpture entitled “Pansy” by Ferdinando Vichi (Italy, 18751945) that brought $29,900; an oil on canvas allegorical

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painting depicting Victory by French artist Jules Joseph Lefebvre (1836-1911) that reached $19,550; “The Artist’s Drawing Room”, a study attributed to John Singer Sargent (MA/UK, 1856-1925) that achieved $14,950; and a harbor scene painting by Russian artist Ivan Constantinovich Aivazofsky (1817-1900), that brought $14,950.

Works by contemporary Maine artists also attracted strong bidder interest. Leading the pack was an oil painting, “Marsh Shadow”,

by Neil Welliver (1929-2005) that fetched $24,150. Other strong performing contemporary offerings included: “East Machias” by Joseph Fiore (NY/MA/ME, 1925-2008) that brought $11,500; “Yellow Curtain”, a 1996 watercolor by David Dewy that sold for $9,775; “Meredith in Maine”, a 1997 painting by Stephen Pace (NY/MEMI/Mexico, 1918-2010) that reached $8,625; “Evening Tide” by Michael Karas (ME/SC/MA, 1954- ) that achieved $7,475; “Swamp Maple I”, a 1970 serigraph by Alex Katz (MY/ME, 1927- ) that brought $7,475; and “Two Nudes, One Straw Hat” by Lois Dodd reached $5,750.

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a circa 1910 English vitrine with painted floral decoration that brought $12,650, a pair of French Louis XV period fauteuil armchairs that reached $10,350, and a French 1880s rosewood collector’s cabinet with overall Japanese Maki lacquer decoration that achieved $8,050.

There was also fierce bidding competition for two full-body copper and zinc weathervanes. One, in the form of a merino ram, sold for $31,625, and the other, in the form of a bull brought $10,350.

Other noteworthy auction items included: a mid to late 15th Century polychrome carved wooden figure of the Virgin, that sold for $18,400; an Edward S. Curtis signed orotone photograph, “Canon del Muerto” that brought $13,800; a Davidson Laboratory water tank test model for the Olin James Stephens designed racing yacht “Intrepid” that fetched $11,500; and an 18K gold, diamond and ruby lobster brooch with articulated body that reached $8,625. v

Several furniture lots generated robust bidding and results well above expectations. These included a rosewood New York circa 1830 Classical Revival drop leaf work stand that sold for $46,000,

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Massachusetts luxury estates find new owners via auction

Two New England estates have new, excited owners after successful auctions – another example that the auction method of marketing works.

NEW YORK – Two New England estates located in varying upscale Massachusetts neighborhoods have proud new owners following recent live auctions held by Concierge Auctions.

The auction of 38 Masconomo Street, located in Manchester-ByThe-Sea in Cape Ann, attracted seven qualified bidders, and the winning bidder came from Manchester-By-The-Sea. 51 Gunning Point Avenue, located in the town of Falmouth in Cape Cod, saw six bidders vie to own this property, and the winning buyer is from Falmouth.

"These back-to-back Massachusetts sales, located in areas on the East Coast ripe with luxury inventory, showcase our expertise when it comes to the successful sale of high-end real estate," said Mike Russo, vice president of client services for Concierge Auctions. "Both sellers were pleased with our company efforts and execution, and both properties sold to exhilarated bidders who can't wait to move in. It's the perfect end result and proof that our platform works, period."

Concierge Auctions' expansive marketing campaign for 38 Masconomo Street drew over 4,125 website views from 57 states/regions (led by Massachusetts, Virginia and the District of Columbia) and 19 countries (led by the United States, United Kingdom and Jamaica). The video portraying 38 Masconomo Street and its lifestyle was played more than 1,700 times.

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51 Gunning Point Ave.

38 Masconomo St.

Offering Atlantic Ocean views from every vantage point, 38 Masconomo is a quintessential oceanfront estate located on four acres of manicured grounds and wetlands abutting a private beach cove. The property features seven bedrooms, six-and-ahalf bathrooms and approximately 10,173 square feet. A lavish deck stretches the full length of the back facade, and rugged stone walls edge both sides of the property and more than 180

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feet of coastline. The home is a short walk to the town center and 40 minutes from downtown Boston.

"Rarely does a coveted locale like this, located on a private cove, become available," said managing broker Alyson O'Hara, of Coldwell Banker Residential Brokerage. "Working with Concierge Auctions — which facilitated the first auction in this area — allowed for buyers globally to get involved in this unique opportunity, and ultimately presented a win-win for everyone involved. We look forward to working with their team again in the near future."

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"51 Gunning Point Avenue is a spectacular seaside estate delivering some of the most beautiful coastline in all of Cape Cod, which resonated strongly with bidders who were passionate and competitive on auction day," said Sotheby’s International Realty listing agent John Weyand. "It was a unique experience executed by a talented team of professionals who know real estate. I would definitely collaborate with Concierge Auctions again." v

The marketing campaign for 51 Gunning Point Avenue drew over 2,150 website views from 107 states/regions (led by Massachusetts, New York and California) and 40 countries (led by the United States, Canada and Brazil).

Located at the tip of premier Gunning Point Village in the Falmouth town of picturesque Cape Cod, 51 Gunning Point Avenue is a contemporary home overlooking Buzzards Bay comprised of approximately 3,297 square feet. The three bedroom, two-and-a-half bathroom seaside residence — built

by Cataldo custom builders — features an open-concept living space and high-end finishes, with water views from every room. The expansive master suite includes a gas fireplace and a private, second-level balcony. Deeded rights to the property allow for use of Sippewissett Beach just 300 yards away — exclusive to Gunning Point residents and just an hour outside of Boston.

TEACHING TOMORROW’S CHAMPIONS...TODAY! Learn Auctioneering From America’s Top Industry Leaders and Champion Auctioneers

Do you have a success story or press release to share?

HAVE FUN WHILE LEARNING THE ART OF AUCTIONEERING.

Texas

Auction Academy

sm

Send it to: publications@auctioneers.org.

In Association with United Country®Auction Services

School Director, Mike Jones; School Vice President & Administrator, Lori Jones Texas Workforce Commission Approved

Bid Calling The Auctioneer Ringwork & B Chant id Spotting Improve Your Presentation S kills Business Pract ices ● Fundam en tals Public Speak Professionalis ing m & Ethics

info@texasauctionacademy.com 972-387-4200 │ TexasAuctionAcademy.com

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…the NAA Facebook page!

Be a part of your Association’s daily conversation, and share NAA with your industry contacts and clients!

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“North Dakota’s Flying Auctioneer,” NAA Life Member, passes away

H

arold E. Ellingson, 93, passed away October 9, 2015.

Harold was born May 24, 1922 the son of Elmer and Sadie (Tomlin) Ellingson on a farm two miles south of Edgeley, North Dakota. He attended rural elementary school and graduated from Edgeley High School in 1940.

After high school, he worked for Farmers Union Oil in Edgeley for a year. He then farmed with his dad. In 1945, he married Erna Rudolph, and over the next few years, they had four children – Diane, David, Denise, and Dana.

Shortly after they were married, Harold started working in the Edgeley auction barn as a ring man. He became interested in the auction chant, and practiced it while working on the tractor or driving pickup. He soon began helping the local Auctioneer.

After mastering the chant, he went into the auction business full scale in 1950.

In the late 1950’s Harold took flying lessons and purchased a Cessna airplane to assist in his auction business. For years he was known as “North Dakota’s Flying Auctioneer.” Any gravel road could become a runway, and it was common for him to taxi into a farmer’s yard to talk about a sale.

Throughout the years Harold sold weekly livestock sales at Edgeley, Ellendale, Jamestown, Valley City, Napoleon, Linton,

Hankinson, and Mandan, North Dakota, and Eureka, Leola, and Herreid, South Dakota. Harold was North Dakota State Champion Livestock Auctioneer in 1968.

Harold was involved as the secretary/treasurer of the ND Auctioneer’s Association for three years, a director of the National Auctioneers Association for three years, an active member of Edgeley’s Volunteer Fire Department for 16 years, served on Edgeley’s Credit Union Board for 25 years, was a member of the United Methodist Church and served on the administrative board and as finance chairman, member of Men’s Quartet and Methodist choir for many years, and a member of the Edgeley County Club.

For the last four years, Harold lived in Manor St. Joseph, in Edgeley. He loved it there and received excellent care! The staff and residents were his second family.

Harold was preceded in death by his wife, Erna; his parents; two sisters, Frances Sherbondy and Barbara Hird; and a son-in-law, Allan Greiman.

He is survived by his children, Diane Greiman of Edgeley, N.D.; David (Vickie) Ellingson of Kellyville, Oklahoma, Denise (Kent) Simonsen of Spiritwood Lake, N.D., and Dana (Jennifer) Ellingson of El Paso, Texas; seven grandchildren; and three great-grandchildren. v

Texas A&M graduate operated family business for decades

R

oland Harris Reese, 81, of Robinson, Texas, passed away Oct. 20, 2015. Born Feb. 8, 1934, to Evans and Kate Reese, Roland and his wife, Shirley, lived in the Waco area for 58 years, where they operated the family owned auction service.

Roland and Shirley were married for 59 years and were blessed with a daughter; two sons; and two grandchildren.

He was a graduate of Texas A&M and served in both the United States Army Reserves and Texas National Guard. Roland was a Mason and a longtime member of the First United Methodist Church of Waco. v

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Auctioneers & Appraisers Academy The school was formed to help bolster the number of quality auction professionals in the Southwest.

By Sarah Bahari, contributor

Students receive training at the Auctioneers & Appraisers Academy.

F

CAI, founder and CEO of the American Auction Company, formerly the Auction Systems Auctioneers & Appraisers; Daren Shumway, CAI; Jacque Weiner, GPPA; 2009 NAA IAC finalist Letitia Frye; and others.

So, the company developed an internal solution. Four years ago, it formed the Auctioneers & Appraisers Academy.

Not content on just letting its students walk away after graduation, the school also provides the Advanced Auctioneer Academy – which provides some additional ongoing training to both former students and other auction professionals.

or years, American Auction Company in Phoenix, Arizona dealt with an Auctioneer shortage.

Too many Auctioneers were unprepared. Some had developed solid chants but lacked business acumen. Others exceled at the business end but sounded terrible.

“The Southwest United States has one of the lowest concentrations of Auctioneers in the country, and we were struggling to find quality people,” said Paul Ramirez, who runs the school. “We set out to develop well-rounded, polished Auctioneers ourselves.”

Instructors at the school include: Ramirez; Deb Weidenhamer, 54

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“After a few years in the business, we are all at risk of becoming complacent,” Ramirez said. “But the best way to stay competitive is to keep learning and growing, and that is exactly what we offer here.”

For more information, visit www.auctioneersacademy.com. v

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Western College of Auctioneering

The October 2015 WCA class consisted of 23 students from eight states and two Canadian provinces, including: California, Colorado, Montana, North Dakota, Oregon, South Dakota, Utah, Washington, Alberta (CAN), and British Columbia (CAN).

The school is based in Billings, Montana.

AUCTION SCHOOLS! Send your class graduation high-resolution photos and cutline information (class size, graduation dates, states represented and names) to: publications@auctioneers.org.

Note: Cutline information will be included only as space provides.

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NEWS

Inherited gene variation linked to increased risk of the most common childhood cancer

Jun J. Yang, Ph.D., associate member of the St. Jude Department of Pharmaceutical Sciences

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how the variation may promote cancer. Evidence from this study suggests that the ETV6 variations alone are not sufficient to cause cancer, but may play a significant role in inherited predisposition to childhood leukemia.

The magnitude of the risk must still be determined as well as

Researchers discovered the association between ETV6 and childhood ALL by sequencing the whole exome of a family in which the mother and two of three children have a history of pediatric ALL. All were treated at St. Jude and are cancer free.

esearchers studying two generations of a family affected by pediatric acute lymphoblastic leukemia (ALL) have identified an inherited variation in the ETV6 gene that is associated with an increased risk of developing the disease. St. Jude Children’s Research Hospital investigators led the study, which appears in the October 28 issue of the journal Lancet Oncology.

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NEWS

The exome is the part of the genome that carries instructions for assembling the proteins that do the work of cells.

The mother and her children, including a daughter who does not have a cancer diagnosis, have an alteration in one of the two copies of ETV6. The alteration is predicted to result in the production of a shortened ETV6 protein that cannot fulfill its normal function of binding to DNA and regulating the expression of other genes. The father does not have the variant.

Researchers checked an additional 4,405 children with ALL and found 31 ETV6 variations that are potentially related to leukemia risk in 35 patients, or almost 1 percent of the patients screened.

The variations were unique to ALL patients or extremely rare in the general population. The patients were enrolled in clinical trials sponsored by St. Jude or the Children’s Oncology Group, an international clinical trials group focused exclusively on pediatric cancer.

“This is the latest example of the important role that genetic variation and inheritance plays in ALL risk,” said corresponding author Jun J. Yang, Ph.D., an associate member of the St. Jude Department of Pharmaceutical Sciences. “That has clear clinical implications and will help us understand the biology driving this cancer.”

ALL is identified in about 3,000 individuals each year aged 19 or younger in the U.S., making it the most common childhood cancer. While the cause remains largely unknown, only a small fraction of childhood leukemia is believed to involve an inherited genetic predisposition. Findings from this and other studies suggest the inherited risk for ALL may be much greater than what is thought previously, Yang said.

Additional research is needed to understand the biological effects of the ETV6 variants and to develop recommendations for monitoring and treatment, said co-first author Monika Metzger, M.D., a member of the St. Jude Department of Oncology.

The other first authors are Takaya Moriyama, M.D., Ph.D., a postdoctoral fellow in Yang’s laboratory, and Gang Wu, Ph.D., of the St. Jude Department of Computational Biology.

Patients with the variant tended to be older when their cancer was identified and more likely to have extra chromosomes. The variants, however, were not associated with a particular ethnicity or outcome of ALL therapy.

The family in this study has received genetic counseling through the St. Jude Cancer Predisposition Program to understand the risk and the need for continued monitoring, particularly of the currently cancer-free child with theETV6 variation. No additional blood cancers have been reported in the extended family.

“Identification of these variations has helped the family to better

understand why their children developed cancer and to plan for the future,” said co-author Kim Nichols, M.D., a member of the St. Jude Oncology department and director of the St. Jude Cancer Predisposition Division. Added Metzger: “In this case, the mother has been through the disease, knows the signs and symptoms and when to call.”

ETV6 plays an important role in the blood system, particularly production of the platelets that help prevent bleeding. The gene works by binding to DNA and regulating the expression of other genes. An abnormal gene created by the fusion of ETV6 and the RUNX1 gene is one of the most common alterations in childhood ALL and is found in the leukemic cells of 20 to 25 percent of pediatric ALL. This research builds on previous work from St. Jude and others that reported an association between inheritedETV6 variations and a rare inherited platelet deficiency in families with a susceptibility to blood cancers like ALL. This study further solidifies the association between ETV6 and pediatric ALL. Almost half of the ETV6 variants identified in this study occurred in the region of the gene responsible for binding to DNA. “That suggests the loss or alteration of this DNA-binding function of ETV6 may be critical to cancer promotion,” Yang said.

The other authors are Rina Nishii, Maoxiang Qian, Wenjian Yang, Cheng Cheng, Xueyuan Cao, Emily Quinn, Susana Raimondi, Shuoguo Wang, Michael Edmonson, Ching-Hon Pui, Charles Mullighan, William Evans, Jinghui Zhang and Mary Relling, all of St. Jude; Meenakshi Devidas, University of Florida, Gainesville; Julie Gastier-Foster, Ohio State University, Columbus, Ohio; Elizabeth Raetz, both of Huntsman Cancer Institute, University of Utah, Salt Lake City; Eric Larsen, Maine Children’s Cancer Program, Scarborough; Paul Martin, Duke University, Durham, N.C.; W. Paul Bowman, Cook Children’s Medical Center, Ft. Worth; Naomi Winick, University of Texas Southwestern Medical Center, Dallas; Yoshihiro Komada, Mie University Graduate School of Medicine, Mie, Japan; Heng Xu, Sichuan University, Chengdu, China; Elaine Mardis and Robert Fulton, Washington University School of Medicine, St. Louis; Stephen Hunger, Children’s Hospital of Philadelphia and University of Pennsylvania School of Medicine; and Mignon Loh, University of California at San Francisco.

The research was supported by grants (CA21765, CA98543, CA114766, CA98413, CA180886, CA180899, GM92666, GM115279, GM097119) from the National Institutes of Health; the American Society of Hematology, the Order of St. Francis Foundation, the Mie Prefecture, Japan; and ALSAC. v

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NETWORKING

N A T I O N A L

M E M B E R S

A U C T I O N E E R S

A S S O C I A T I O N

EDUCATION CALENDAR

State Classes

Auctioneers Magazine Apr 4:Layout 1

4/6/2012

12:15 PM

Page 1

Auction Technology Specialist New York - TBA - January 15-17, 2016

Benefit auctioneer specialist Certified Estate Specialist Louisville, Kentucky - Crowne Plaza - February 2-4, 2016

Denver, Colorado • Westin Hotel • October 5-7, 2015 For a complete list of upcoming education events, see page 63!

Turning Bidders Into Buyers for more than 45 Years!

We invite you to partner with us! Call now to discuss co-brokering opportunies.

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Atlanta

Dallas

HudsonMarshall.com

HudsonAndMarshall.com

800.841.9400

800.441.9401

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Florida Rich Schici Darfler Benefit Auctions & Consulting 5918 Parkset Dr Lithia, FL 33547 www.dbac1990.com rschici@yahoo.com (773) 910-1314 Jamie David Watts PO Box 954 San Mateo, FL 32187 flyingwatts@gmail.com (386) 385-5305

Indiana Jo Soard 6967 Rutherford Dr Indianapolis, IN 46237 USA jlsoard@gmail.com (703) 850-4744

Massachusetts Philip Pan Empire Auction House 166 Lincoln St. Boston, MA 02111 www.empireauctioninc.com empireauction@yahoo.com (617) 710-0592

North Carolina Robert L. Barmore, Jr. Coldwell Banker Advantage 190 Turner St Southern Pines, NC 28387 USA rbarmore@gmail.com (910) 528-9536 Dale Bird PO Box 1349 Flat Rock, NC 28731 bird@dukesayssold.com (828) 808-2610

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Ryan Linn Davis 4 Ginny Lane Thomasville, NC 27360 USA ryandavisantiques@gmail.com (336) 804-2390 Donald Kerr PO Box 5674 High Point, NC 27262 USA kerrdonj@gmail.com (336) 906-4844 Karmen R. Pendleton 1649 Cool Springs Rd Ernul, NC 28527 USA karmenpendleton@live.com (252) 414-5833

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Wisconsin Todd A. Miller Bailey’s Honor Auction/estate 1448 North Breezeland Dr Oconomowoc, WI 53066 USA www.baileyshonor.com todd.miller@baileyshonor.com (262) 569-8687

Wyoming Gia Desimoni Musser Bros 1131 13th Street Suite 101 Cody, WY 82414 semusser@mbauction.com (307) 272-8951

Renferd Ray Scott PO Box 275 Pembroke, NC 28372 USA scottrenferd@gmail.com (910) 740-3104

Oklahoma Jessica K’Leigh Heard Heard Auction & Real Estate LLC 309 E Huber Weatherford, OK 73096 jessica.heard@swosu.edu (580) 214-0970

Texas Michael G. Giles PO Box 37 Claude, TX 79019 USA mike_giles@windstream.net (806) 226-6453

Wes Cowan

Cowan’s Auctions joined the NAA to gain a broader understanding of our industry.

With the rapid pace of change we all face, we want to learn how fellow Auctioneers are changing their businesses to stay viable.”

Wes Cowan Cincinnati, Ohio

Virginia Carlos Jason Hubbard 178 Antioch Ridge Dr Scottsville, VA 24590 jasonhubbard25@gmail.com (434) 286-4467

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MeMbership ApplicAtion Please complete all four sections of this form.

1

To apply for membership in the NAA, choose one of these application methods:  Complete this form with credit card information and fax to (913) 894-5281  Complete this form and return with payment to: NAA Membership, 8880 Ballentine, Overland Park, KS 66214

PLEASE CHECK ONE. Membership in NAA is open to individuals, not companies.

MEMBERSHIP TYPES An active auction professional that subscribes to the NAA Code of Ethics and embraces the NAA Mission and Vision.

RECEIVE PRINTED MAGAZINE.

MEMBER

 $300 (1 Year)  $535 (2 Year)  $725 (3 Year)  $275 (1 Year)  $490 (2 Year)  $660 (3 Year)

RECEIVE DIGITAL MAGAZINE ONLY. An active member can add his/her significant other for an additional fee. Spouse members subscribe to the  SPOUSE

NAA Code of Ethics and embrace the NAA Mission and Vision. (Includes Auxiliary membership for spouse for one year.) Spouse’s Name (Required): ____________________________________________________

$150

OPTIONAL FEES  NATIONAL AUCTIONEERS FOUNDATION DONATION

The National Auctioneers Foundation is the fundraising partner of the NAA. Funds promote the auction profession and industry. Donations are tax deductible.

$50 donation

 MEMBERSHIP NAA AUXILIARY*

The Auxiliary is a source for the promotion and advancement of the auction team. Membership is open to all NAA members and spouses. One year membership per person.  Self  Spouse *Auxiliary Member’s Name (Must Complete): ______________________________________________________

$25 per member

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TOTAL AMOUNT DUE

MEMBERSHIP INFORMATION (Please Print)

___________________________________________________________________ First Middle Last ___________________________________________________________________ Nickname ___________________________________________________________________ Company Name ___________________________________________________________________ Address ___________________________________________________________________ City State Zip ___________________________________________________________________ Phone Fax ___________________________________________________________________ E-Mail ___________________________________________________________________ Website  Check here if you are a previous NAA member.

 Male

 Female

Number of Years in Industry _______________ Year of Birth _________________ ___________________________________________________________________ Highest Level of Education Completed ___________________________________________________________________ Name of auction school attended (if applicable) ___________________________________________________________________ How did you hear about the NAA?

(US DOLLARS)

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$

METHOD OF PAYMENT

(PLEASE CHECK ONE; MUST BE PAID IN $USD)

Payment in Full (One Payment Total):  Check 

Credit

Payment Plan (Three Payments Total - See Reverse):  Check 

Credit

________________________________________________________________ Credit Card # Exp. Date (MM/YYYY) ________________________________________________________________ Card Holder Name (Print) Card Sec. Code (CVV) ________________________________________________________________ Signature

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AUCTION SPECIALITIES

It is recommended that you indicate your specialities. This information is available on the NAA web site where the public can search by speciality. You may choose up to FIVE.

 Antiques & Collectibles  Appraisals  Art & Galleries  Auto & Motorcycles  Bankruptcy  Benefit & Charity  Boats & Water Sports  Business Liquidations & Office Equipment  Coins  Collector Cars & Vintage Equipment  Estate & Personal Property  Farm, Ranch & Livestock

 Firearms  Govt. Surplus Property & Seizures  Heavy Equipment & Construction Machinery  Industrial & Manufacturing Equip.  Intellectual Property  Jewelry  Real Estate, Commercial/Industrial  Real Estate, Land  Real Estate, Residential  Off-Road & Recreational Vehicles  Restaurant, Food & Spirits  Trucks, Trailers & Transportation

By completing and submitting this form, I hereby make application for membership in the National Auctioneers Association. If accepted, I will abide by its laws, support its bylaws, support its objectives, comply with the NAA’s code of ethics and pay the established dues. — Contributions or gifts to National Auctioneers Association are not tax deductible as charitable contributions for income tax purposes. Upon submitting application, member agrees to abide by NAA Code of Ethics.

The NAA’s programs and benefits are designed to help you – the auction professional – promote and grow your company. Here’s how we can help: Want to learn more about the auction business and take yours to the next level?

The NAA has the continuing education that can help make your company successful. From member pricing on any of the NAA’s seven designation courses to free iSeries webinars on an array of industry topics to archived sessions from past education events at NAAeducation.org, we’re dedicated to providing the best professional development opportunities for the auction industry.

Maybe you’re looking for new ways to market your company and auctions!

Our online PR Toolkit at auctioneers.org includes access to the NAA Media Guide, state media directories, the NAA logo and customizable PowerPoint presentations. You can also customize your profile on the Find an Auctioneer online directory, where consumers can search for auction professionals by company, specialty, location and more! Add another resource to your marketing toolbox when you promote your clients’ auctions at no cost on the exclusive NAA Auction Calendar.

Want to stay up-to-date on the issues and trends impacting the auction industry?

The NAA has all the resources you need to stay tuned to the latest in auction information. Through content available exclusively in Auctioneer magazine, Auction E-News and online through Auctioneers.org, you’ll have award-winning news on legal issues, marketing, business trends, technology and more right at your fingertips.

And of course, everyone wants to keep the costs down and the bottom line low.

We offer members exclusive discounts on credit card processing with the NAA Credit Card Program; e-marketing solutions with Constant Contact; and regional and national advertising in publications including USA Today, Investor’s Buss Daily, The Wall Street Journal and the Network of City Business Journals.

For a complete list of NAA benefits and programs, visit us online at www.auctioneers.org. For more information, contact Member Services at (913) 541-8084 or memberservices@auctioneers.org.

NAA Payment Plan Be part of the National Auctioneers Association and stay on a budget when you choose the NAA Payment Plan, which allows you to spread your membership dues over three consecutive months.

Membership - Printed Magazine ($300) $100/month for three consecutive months Membership - Digital Magazine ($275) $92 for first and second months; $91 for third month Member and Spouse Membership ($450) $150/month for three consecutive months Installment Payments by Credit Card: I understand the terms and conditions of the payment plan and authorize the NAA to automatically apply payment to my credit card on the 25th of each month (three consecutive months).

Installment Payments By Check: All payments by check must be received by the 25th of each month (three consecutive months). *PLEASE NOTE: FAILURE TO MAKE THREE CONSECUTIVE MONTHLY PAYMENTS WILL RESULT IN THE CANCELLATION OF YOUR NAA MEMBERSHIP. Return completed form to the National Auctioneers Association by email to accounting@auctioneers.org, fax to (913) 894-5281 or mail to 8880 Ballentine, Overland Park, KS 66214.

Mission

The National Auctioneers Association exists to provide critical resources to auction professionals that will enhance their skills and success.

Vision

National Auctioneers Association members will be the preferred auction professionals used in the marketplace.

Code of Ethics

The NAA Code of Ethics and its accompanying Standards of Practice guide members in the performance of their professional responsibilities and duties. Read the complete Code of Ethics at auctioneers.org.

N E W

NETWORKING

D E S I G N A T I O N S

CONGRATULATIONS! NAA Designations earned: September 2015 AARE

Corky Heard, CES

ATS

Sara Adams, GPPA • Lorraine Sachs Garcia, CAI, CES • Ryan George

BAS

Suzanne Martin • Julia Sparks • Gregory Johnson

GPPA

Renee Coffey • Russ Hilk, ATS

MASTER PERSONAL PROPERTY APPRAISER

EARN YOUR DESIGNATION!

Uniform Standards of Professional Appraisal Practice

Check out the Education Calendar for upcoming NAA education opportunities. You can also visit the full education calendar on the NAA website at www.auctioneers.org/ education-calendar.

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N A T I O N A L

A U C T I O N E E R S

A S S O C I A T I O N

EDUCATION CALENDAR Designation Academy Las Vegas, Nevada • Bally's Hotel & Casino • December 6-12, 2015 AARE (December 6-8) ATS (December 7-9) BAS (December 10-12) CES (December 10-12)

GPPA (December 6-10) Interpersonal Communications For Auction Professionals (December 8-9)

Expert Witness (December 6-7) Online Auction Methods (December 6) USPAP (December 11-12)

Real Estate Auctions in 2016 Summit Las Vegas, Nevada • Bally's Hotel & Casino • December 10-11, 2015

Auction Technology Specialist

Benefit Auctioneer Specialist

Watkins Glen, New York •Harbor Hotel• January 15-17 2016

Boise, Idaho • Oxford Suites • January 10-12, 2016

Accredited Auctioneer Real Estate

Certified Estate Specialist

Dublin, Ohio • Mariott Northwest • November 22-24, 2015

Louisville, Kentucky • TBD• February 2-4, 2016

Certified Auctioneer Institute Bloomington, IN • Indiana University • March 20-24, 2016

CAI NEXT Bloomington, IN • Indiana University • March 22-24, 2016 ( (available for current CAI holders only)

Conference and Show Grand Rapids, Michigan • DeVos Place Convention Center • July 19-23, 2016 Pre-Conference Designation Classes • July 17-19, 2016 Please note that the information above is subject to change as events approach. This calendar will be updated as information becomes available.

www.auctioneers.org

F I L L E R

NETWORKING

W O R D S

IN THE RING PAG E

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“I think some of the resistance is because (Auctioneers) don’t want to pay the fee.

It can run two to three percent. But, that’s not really the question. How much is it costing your seller by not taking credit/debit cards?”

Mike Brandly, CAI, AARE Mike Brandly Auctioneer / The Ohio Auction School Groveport, Ohio

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“Oftentimes, the urgency that auction provides (i.e. a quick sale) is not viewed as a benefit [to non-distressed sellers]. NDS folks simply want a result – a direct result of the NDS’s penchant for being self-made and used to accomplishing their goals. They want to move on with their life, on their own timeframe. ” Scott King, CAI, AARE J.P. King Auction Co., Inc. Gadsden, Alabama

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“Starting a business is a lot of work, from finding a facility to figuring out the marketing. But, I’m learning so much along the way, and the NAA has already been a great resource.”

Vinnette Ann Stayrook New NAA member Saint Paris, Ohio

AROUND

the

BLOCK • Susan Rogers-Holder, CAI, president of Rogers Realty & Auction Co. Inc., in Mt. Airy, North Carolina, was recently appointed to the North Carolina Auctioneers Licensing Board by Gov. Pat McCrory.

The statewide commission is comprised of five members appointed to the board by Rogers-Holder, CAI the governor. The board is responsible for the administration and enforcement of the state auctioneers law, which establishes specific standards of conduct that serve to protect the public; affords a means of redress of grievances of any person suffering damage by reason of misconduct relating to sales at auction, and provides a means of monetary restitution for loss suffered.

• Joe Wilson, CAI, President of Wilson Real Estate Auctioneers, Inc., in Hot Springs, Arkansas, donated his company’s $40,000 commission to the Arkansas Game and Fish Commission last month, during an fundraising auction event for the AGFC. Specifically, the money will go toward the new 64

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Northwest Arkansas Youth Education facility.

• In Colorado, the Tri-Lakes Chamber of Commerce has appointed business leader Rich Schur to its Board of Directors. Rich co-owns United Country - Schur Success Realty & Auction with his wife Shannon. Rich is a licensed real estate broker, champion auctioneer, and master asset appraiser.

Schur is a past-president of both the Colorado Auctioneers Association, and the Pikes Peak Chapter of the American Society for Training & Development. Also, he has served on the Board of the National Auctioneers Association.

• Sara Rose Bytnar, CAI, of Beth Rose Real Estate and Auctions, in Naples, Florida, recently extolled the virtues of the auction method of marketing in the Sunshine State’s real estate market.

The subject of a lengthy feature in the Business Observer, the 29-year-old explained to readers that when it comes to auctioning real estate in the area, residential, specifically, “You’re selling a story.”

F I L L E R

W O R D S

NETWORKING

MEMBERS‘ CORNER

Brand (new) Loyalty!

Being the savvy marketers that auction professionals are, they understand the importance of cultivating and maintaining brand loyalty. Well… check out these future auction professionals decked out in their NAA gear!

The smile to light up a room … the magnetism to draw immediate interest with their charm … the ability to speak

entire sentences in their own language without the public catching on to what they’re saying … it doesn’t get any more auction professional than that!

Children really are the future, for all of us. And, if these little ones have any say in it, NAA’s future looks pretty great!

Hannah Trent (daughter of Andrew and Caitlin Trent (shown with Hannah) – and granddaughter of NAA CEO Hannes Combest)

Victoria Imholte (daughter of Andy and Jessica Imholte)

Evvie Lilly (daughter of Will and Robin Lilly)

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NAA STAFF Administration Hannes Combest, CAE (913) 563-5423 hcombest@auctioneers.org Conference and Show Manager Joyce Peterson (913) 563-5439 jpeterson@auctioneers.org Administrative Assistant/ Project Manager Susan Geren (913) 563-5438 sgeren@auctioneers.org

Accounting Director of Finance & Administrative Services Rhonda Truitt (913) 563-5422 rtruitt@auctioneers.org Accounting Associate Ruth Richardson (913) 563-5435 rrichardson@auctioneers.org Accounting Associate Cherie Ashton (913) 563-5434 cashton@auctioneers.org

Membership Membership Specialist Beverly Mann (913) 563-5425 bmann@auctioneers.org Membership Projects Specialist Brandi McGrath Kong (913) 563-5429 bmcgrath@auctioneers.org

Education Director of Education Aaron Ensminger (913) 563-5426 aensminger@auctioneers.org NAF Administrator & NAA Education Program Specialist Lois Zielinski (913) 563-5428 lzielinski@auctioneers.org Education Coordinator Kerry Boydstun (913) 563-5432 kboydstun@auctioneers.org

Publications Director of Publications & Trade Show Curtis Kitchen (913) 563-5424 ckitchen@auctioneers.org Marketing & Sales Coordinator Kari Duncan (913) 563-5421 kduncan@auctioneers.org

N AT I O N A L A U C T I O N E E R S A S S O C I AT I O N I N D E X NAA Board of Directors 2015-2016

National Auctioneers Foundation Board of Trustees 2015-2016

Officers President Spanky Assiter, CAI, AARE Assiter Auctioneers (806) 681-9211 spanky@assiter.com

Officers President Larry Theurer, CAI, GPPA (620) 326-7315 larry@theurer.net

Vice President John S. Nicholls, AARE (540) 220-8848 john@nichollsauction.com Treasurer James Devin Ford, CAI, CES (606) 682-0587 devin@fordbrothersinc.com Chair of Education Institute Trustees Jason Winter, CAI, AARE, CES (816) 309-6126 jasonbwinter@me.com Past President Tom Saturley, CAI (207) 831-9300 tsaturley@tranzon.com Chief Executive Officer Hannes Combest, CAE (785) 393-1364 hcombest@auctioneers.org Foundation Representative Mike Jones, CAI, BAS, GPPA 214-906-5265 mikejones@unitedcountry.com Directors Term expiring 2016 Joseph M. Mast, CAI (330) 763-4411 mast@reshowcase.com Scott H. Shuman, CAI (970) 631-7009 Scott@HallandHall.com Directors Term expiring 2017 Tim Mast, CAI, AARE (731) 610-5436 tmast@tranzon.com David P. Whitley, CAI, CES (970) 539-1269 david@whitleyauction.com Directors Term expiring 2018 Matt Corso, CAI, CES (217) 820-0164 mattc@marknetalliance.com Will McLemore, CAI (615) 636-9602 will@mclemoreauction.com

Vice President Mike Jones, CAI, BAS, GPPA (214) 906-5265 mikejones@unitedcountry.com Chairman of the Board Thomas Rowell, CAI, AARE (229) 985-8388 trowell@rowellauctions.com Finance Chair William L. Sheridan, CAI, AARE, GPPA (517) 676-9800 bill@sheridanauctionservice.com Trustees Terms expiring 2016 Barbara Bonnette, CAI, AARE, GPPA (318) 443-6614 barbara@bonnetteauctions.com J.J. Dower, CAI, AARE, ATS, CES (423) 569-7922 jjdower@ayersauctionrealty.com David W. Huisman, CAI (209) 745-4390 david@huismanauction.com Trustees Terms expiring 2017 Marvin Henderson (225) 686-2252 belinda@hendersonauctions.com Homer Nicholson, CAI, AARE, CES (580) 767-1236 nicholsonauction@cableone.net Jay D. Nitz CAI, GPPA (402) 727-8800 jaynitz@omni-tech.net

NAA Auxiliary Board of Trustees 2015-2016

NAA Education Institute Trustees 2015-2016

Officers Chair Angela Johnson (352) 672-2038

Officers Chair Jason Winter CAI, AARE, CES (816) 380-5847 jasonbwinter@me.com

Vice Chair Debra Brock (316) 641-0748 djbrock2@cox.net Past Chair Traci Ayers-Dower, CAI, AARE (423) 912-1122 Past Past Chair Kim Ward, CAI, BAS, CES (630) 740-5860 kim@wardauction.net Trustees Hannes Combest, CAE (913) 541-8084 ext 13 hcombest@auctioneers.org Sandy Bauermeister (260) 493-9206 bauermeister@earthlink.net Krista Shuman (970) 716-2120 krista@hallandhall.com

Vice Chair Peter D. Gehres, CAI, CES (614) 306-1435 petergehres@gmail.com Trustees Through July 2016 Robert S. Weiman, CAI, AARE, BAS CES, GPPA (314) 680-8598 rob@moundcityauctions.com Trustees Through July 2017

Janine Huisman, CAI, ATS, BAS, GPPA (209) 745-4390 janine@huismanauction.com Andy Imholte, ATS, BAS (612) 799-7471 andy@solditatauction.com

Executive Secretary Lucinda Terrel (816) 830-7001 lrterrel@hotmail.com

Trustees Through July 2018 Jimmie Dean Coffey, CAI, AARE, ATS, BAS, CES, MPPA (812) 822-3200 jcoffey@unitedcountryin.com Thomas C. Jordan, CAI, AARE, ATS, CES, MPPA (919) 832-8005 bid007@nc.rr.com

Secretary Annette McCurdy (316) 683-0612 amccurdy@mccurdyauction.com

NAA Representative John S. Nicholls, AARE (540) 220-8848 john@nichollsauction.com

Trustee At Large Cindy Soltis-Stroud, CAI, BAS (210) 380-1587

Trustees Terms expiring 2018 John Dixon, CAI

(770) 425-1141 john@johndixon.com Lonny McCurdy, AARE (316) 683-0612 lmccurdy@mccurdyauction.com Scott Steffes, CAI, CES (701) 237-9173 scott.steffes@steffesgroup.com

NAA Board Representative NAA Past President Thomas W. Saturley, CAI (207) 775-4300 tsaturley@tranzon.com

Foundation Staff Hannes Combest, CAE, Executive Director (913) 563-5413 hcombest@auctioneers.org Lois Zielinski, Administrator (913) 563-5427 lzielinski@auctioneers.org

8880 Ballentine St. Overland Park, KS 66214-1900 Phone: (913) 541-8084 Fax: (913) 894-5281 www.auctioneers.org

NAA advertising notice to readers Auctioneer accepts advertisements from a variety of sources but makes no independent investigation or verification of any claim or statement contained in the advertisements. Inclusion of advertisements should not be interpreted as an endorsement by the National Auctioneers Association or Auctioneer of any product or service Auctioneer encourage you to investigate companies before doing business with them. Furthermore, Auctioneer is designed to provide information of general interest to Auctioneers. The reader’s use of any information in this publication is voluntary and within the control and discretion of the reader. Finally, the NAA does not mediate disagreements that may arise between buyers and advertisers

Mailer Design & Direct Mail Newspaper Art & Placement Billing D E5PEnding A R Statistics TMENTS

M A R K E T P L A C E

C L ASSIF I EDS

thank you

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Coming up in December/January…

The National Auctioneers Association again had the amazing opportunity to conduct the Children’s Toy Auction at St. Jude Children’s Research Hospital in early November. We’ll bring you images from that event – showing how impactful these types of events continue to be.

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