How to Sell your Antiques to a Dealer

by Johanne Yakula
 

Whether you’re downsizing, moving or dealing with someone’s estate, there comes a time for many of us where it becomes necessary to sell our possessions.

Having to do this sits outside most people’s comfort zones – especially when they don’t know what items are worth. Programs, such as the perennially popular “Antiques Road Show” with their high appraisals, make people wary about what they are being offered for an item even if it is realistic and fair price. You can spend the time doing research and sell your antiques yourself or you can contact a dealer.

“Forewarned is Forearmed” is an old saying that suits this situation perfectly. Occasionally sellers take a somewhat adversarial role when selling their goods. They expect to be taken advantage of by unscrupulous dealers. While this does happen, most dealers are honest and just want to make a living. They want to be able to pay for their overhead and other expenses and have a bit left over for their efforts. However, a little knowledge keeps everyone honest.

Here are five tips on how to sell your antiques to a dealer:

1. Do an Inventory of Your Goods:

Everyone is busy, and if you tell potential dealers you have “an old couch”, this will not excite them enough to come to your home to see any of your goods for sale. To the best of your knowledge, identify each item based on unusual characteristics, approximate age, colour, condition, number of items, etc. The old couch could be thus described as “a sofa that I believe was purchased when my grandparents were married in 1925. The beige upholstery is original and in good condition. The front of the arms and across the apron of the chair has beautiful show wood – also in good condition”. Which sofa would you rather see?

2. Get recommendations from friends or family or call dealers that advertise appraisal services. Ask what they would charge per hour to go to your home and give you a realistic idea of what you could hope to get for your goods if you were interested in selling them at some point. Make sure you clearly state that you are paying for their knowledge and that you will not be selling your goods at that time. You want an objective, realistic opinion about what you could expect to net – and you are paying them for their time.

It is very frustrating when a dealer is called to a home to "buy” goods when all that the person wanted was a free appraisal. A verbal appraisal is fine – write down all the information they tell you. You do not need written appraisals and you do not need insurance replacement values (see “The Truth about Insurance Appraisals” on my web site).

3. Clean and Display Your Goods.

Put everything out in a place that is easy for the dealer to access. Make sure the silver is polished and the glass articles have been washed. Use a dental preparation used for false teeth to safely rid glass ware of mineral deposits caused by water.

Place any items that have a chip or slight damage to the side. Condition is an important factor in value. Tell the dealer or appraiser that you are aware there is damage. If there is no value to these chipped pieces get rid of them before buyers come.

4. Contact dealers.

Once the appraisal is complete, and you have a written list of the prices and descriptions of your goods, call dealers to come to your home. Make appointments and keep everything out until they come to see you (if possible). Do not play games. If the dealer offers you what you know to be a realistic price (based on your appraisal), then sell it to them. Do not hold off waiting to see what the other dealer(s) may offer you. You must sell when there is a serious offer. If you wait, it is quite possible the dealer will have reconsidered and you may not get to sell it – at any price.

Remember, it’s a small world. Dealers usually know each other in most communities so word gets around if you are being evasive. Be prepared to negotiate. Consider in advance what the lowest price is that you would accept for an item – base this on how badly you want to sell it.

5. Have Packing Materials and boxes available.

This could mean the difference between a buyer taking that last item or leaving it behind because the dealer did not bring enough packing materials. Having a strong back available in the case of moving furniture is a bonus too. This is especially beneficial if you decide to go the consignment route rather than outright selling – but that’s an article for the next newsletter!

Written by Johanne Yakula

From Times Past

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