Our most affluent clients are having their collections re-appraised to stay protected.

As I’ve noted many times, high net worth clients are investing in hard assets.

Will Gompertz, Arts editor at BBC News states:
“The reason for the record-breaking auction price achieved by The Scream is a simple case of market economics in an age of global capitalism: demand for Grade A art far outstrips supply.

In a world of jittery stock markets and double-dip recessions, top-end artworks have become a reliable and highly desirable investment for the world’s super-rich.

There are five factors at play in dictating an artwork’s value: rarity, reputation of the artist, confidence in the market, condition of the artwork, and competition for the piece.
It is this last factor that has powered the continued rise in prices. A few years ago Sotheby’s would have had bidders from three or four countries, now it’s 20 or 30: that’s globalisation for you.”

Leverage this trend and you will generate more appraisal engagements.

The topic was Business Teamwork and Collaboration — Thought I would share with you four key points of my presentation.

The key to business success is collaboration — It is not to fight for a larger piece of the pie – It is to work collaboratively to make the pie bigger. Successful business communities work together to increase the size of the market, instead taking market share from each other. The only sustainable strategy is to grow the entire market, not just your share of it.

Four points: Goal – Roles – Practice – Action

Goals: Positive movement to economic success and sustainability starts by identifying the goal. Determine what market you wish to grow. Identify who will be part of the change.

Roles: Once you know who is on the team, determine what each business will do contribute to the successful achievement of the goal.

Practice: Success does not come without practice. Test your plan. Test it again. Modify the plan and reassign roles if needed. Design the perfect plan. As Vince Lombardi said: “Practice does not make perfect – Perfect practice makes perfect.”

Action: In our office we have a five-foot cutout of a Dilbert character that reminds us: “Nothing happens until somebody sells something.” Once your plan is in place (and agreed upon) and each business knows its role, then it is time to act. Go for it – and stay at until your team reaches its goal.

This brilliant point is exactly what we do as appraisers. We truly are ‘service professionals.’ We do tackle big problems. These are not our problems, but are the problems of our prospects and clients. Clients and prospects have many problems that we can solve, all of which may be related to value, identification, authentication, finances, or curiosity.

Their ‘problem’ might be establishing estate tax liability, or how to protect a valuable asset with insurance, or splitting up their valuables fairly and evenly, or helping out their local hospital with a donation of their art collection. For each of the problems (gee — do they sound a little like purposes??), they need a solution. As a professional appraiser, you can tackle their problem and solve it for them — and in turn, create a ‘revenue opportunity’ for you and your company.

In order to create the ‘revenue opportunities’ for your appraisal business, you must first identify the most common problems your clients and prospects face.

If you’ve been following my proven systems to providing appraisal services, in our Appraiser Success Newsletter, then you know that his ‘Appraisal Depot’ approach provides clients and prospects with a variety of solutions to their problems. The products in your ‘appraisal depot’ must be designed to solve the problems of your clients.

The key to creating more ‘revenue opportunities’ for your business is to identify the ‘problems’ your clients face.

You must be very specific. Make a list of your target market and then identify their ‘problems’ or perceived problems.

The best way to find out what ‘problems’ your clients face is to ask. Here are six ways to ask:

1) Call them, visit them, or ask them while they are in your office or shop. Make sure you provide them with a follow-up gift to thank them for their time and input. Offer a small gift, a copy of your book, or tickets to an art show or local event.

2) Create a written survey. Make certain you have a special gift for those who complete it and return it to you.

3) Create a ‘client appreciation breakfast’ – set it up at a restaurant or diner. Send written invitations and explain that you value your client’s opinion.

4) Set up the standard six-step marketing campaign ‘what’s your problem’ contest to gather data and then offer the results to all those who participated.

5) Write a newsletter and tell your subscribers how you solved one of your client’s problems with one of your services.

6) Better yet, let the client whose problem you solved write the article. – Now you have a “performance testimonial” that will cause more clients to share their problems.

The most common response I hear about ‘asking’ is: “If we ‘ask,’ we will sound ignorant.” Actually, the result is just the opposite. Asking your clients what they need, or want, shows them that you are wise enough to seek advice. It also shows you appreciate their opinions.

So get started today. Use one of the ways described to find out what ‘problems’ your clients face. Then and only then will you know what products and services to offer.

Brian Kathenes is the Managing Partner of National Appraisal Consultants, a firm specializing in appraisal practice business development.

Brian is the past Chairman of the ISA Ethics Committee, and was an expert witness on: Richard Nixon vs. The USA — The Watergate Papers Case. Brian has been the keynote speaker at the Library of Congress, and the science fiction & technology appraiser for Discovery Channel’s POP NATION: America’s Coolest Stuff. He is the co-author of Betcha Didn’t Know That – 101 Antique and Collectibles Trivia Tips.

Brian offers a free report, 10 Easy Ways to Boost Your Appraisal Sales & Increase Your Client Base in Less Than 30 Days, at http://www.AppraiserSuccess.com

He has appraised the Batmobile, the Back to the Future Car, and memorabilia from the movie Titanic. He has appraised items that have been on the Moon and appraised (and played) Elvis’ guitar. He’s an Eagle Scout, so you know he’ll always tell you the truth.

Brian Kathenes and Leon Castner have created the Ultimate Appraisal Marketing System – learn more at: http://www.ProfitableAppraising.com

Before you spend a penny on marketing, advertising, or promotion, you must answer these critical questions.  Once you know your market and their needs, THEN and ONLY THEN can you begin to make them your clients.

Do your homework – Create your plan — then put it into action.

This is our booth at the Warren County Senior Expo.  We did four radio promotions prior to the event.  I presented a one-hour seminar on the Subject:  “Are Your Giving Away The Family Fortune to the Junkman?”  200 people visited our booth and 100 attended the seminar.  We’ll follow up with a radio campaign and display ads in the lcaol weeklies

Lackland Center at Centenary College: Home of "ValueThis! With Brian and Leon"

You’re invited to a free (yes – free), two-day seminar  just for you, because you’re an NAC Inner Circle Member and a subscriber to the NAC Marketing Newsletter

NOT A MEMBER?  NO PROBLEM — See the special offer at the bottom

It’s Our Special Gift to You

We want YOU at our special October seminar designed just for Inner Circle Members.

We’ve put together an amazing program that will leave you breathless!

It’s just us – and your fellow Inner Circle Members.

There is no better place to network.

There is no better time to grow your business.

And there is no place on the planet where you will get this priceless information.

The two-day program will provide you with the most up-to-date appraisal business development systems. You’ll also participate in a hands-on experience on personal property appraising product knowledge, and the latest in professional development.

NOT A MEMBER?  NO PROBLEM — See the special offer at the bottom

It all starts Monday morning, October 3rd (all day and into the evening)

We’ll have breakfast waiting for you in the President’s Dining Room (our private meeting room for the day) in the new Lackland Performing Arts Center, on the campus of Centenary College.

Monday is jam-packed with a mini-series of business development sessions including:

•   Ten Deadly Networking Mistakes and How to Avoid Them
•   How to Set-up Your Own Radio and TV interviews
•   Secrets of a Great Radio or TV Interview Revealed
•   Leveraging Your Publicity
•   How to Be a Trusted Media Resource

And – We’ll buy you lunch in new Lackland Dining Center.

PLUS – You’ll be interviewed and recorded in our WNTI professional radio studio.

You’ll receive a reproducible audio CD of your interview that you can use to promote your practice.

•   Use it on your website.
•   Add it to your music on hold.
•   Add it to your marketing packet.
•   Distribute it to your local radio stations.
•   And use it to promote your practice.
•   Post it on YouTube and Facebook.

Our guest speakers are radio professionals, publicity experts, and advertising specialists from radio, TV, and internet media. Naturally, Brian and Leon will take their turn at the lectern as well.

Dinner in the Country

Monday evening you’ll join Brian and Leon at a special members-only cocktail hour and dinner party at the home of Brian and Nancy Kathenes. Enjoy a drink on the deck, practice your networking skills, and enjoy an evening in the country.

Marilyn Hankins, NAC’s Office Manager will join you along with a few special guests.

Tuesday, October 4th — Product Knowledge Day; Hands-on Piano & Stringed Instrument Identification, Evaluation, and Appraisal

Tuesday will be a half-day product knowledge program related to pianos and stringed instruments. Piano expert David Estey – Estey Piano Service will provide a hands-on morning session of piano identification, piano inspection, valuation techniques, and resources.

We’ll also have a professional luthier (a stringed instrument repair dude) join us to discuss the identification, inspection and the appraisal of stringed instruments. We’ll cover violins, guitars, cellos, and banjos, etc.

We’ll wrap-up it up mid afternoon, so you can head back home on Tuesday.

There’s more info to follow, but make sure you lock it in now. We’re limiting the event to the first twenty Inner Circle Members.

Call our office now and let Marilyn know you will be attending, so she can save you a spot. (908) 459-5996.

NOT A MEMBER?  NO PROBLEM —

If you ever bought anything from Brian and Leon, you can join us at 50% off the regular seminar value. 

Did you attend one of our bootcamps? 
Did you buy one of our marketing manuals?   
Did you ever subscribe to our paid hardcopy newsletter?
Have you ever purchased our appraisal consulting services?

Well then, you qualify for 50% off.  That means you join and your fellow appraisers for only $239.00

Space is limited to just 20 professional appraisers, so get on board now!

Go to:   http://tinyurl.com/3cuhx3a

See you in October!!

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Logistics

Primary Event Location: Hackettstown, NJ 07840
Monday: Centenary College, Hackettstown, NJ
Monday: (evening) the home of Brian and Nancy Kathenes – Hope, NJ

Dates and overview

Sunday, October 2, 2011
Arrive: Check into your local hotel or inn.

Monday, October 3, 2011 (all day and into the evening)

(day) Lackland Performing Arts Center, on the campus of Centenary College.
- Breakfast
- Mini-series of business development sessions
- Lunch
- Interview and CD creation

(evening) Brian and Nancy’s home – Hope, NJ  – cocktail hour and dinner

Tuesday, October 4, 2011 (9:00AM -1:00PM)

Centenary College Studio and Gallery: Hackettstown, NJ
- Continental Breakfast
- Dave Estey: Piano Expert, piano appraisal
- Luthier: stringed instruments appraisal

Wrap up and close

Head home

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Transportation:

Local airports:
Newark-Liberty Airport (EWR), Newark, NJ
Lehigh Valley Airport (ABE), Allentown, NJ

Ground Transportation
We’ll do our best to get you from the airports to your hotel and to our event locations.

Hotels and Inns
We’ll provide you with some local lodging ideas shortly.

This brilliant point is exactly what we do as appraisers. We truly are ‘service professionals.’ We do tackle big problems. These are not our problems, but are the problems of our prospects and clients. Clients and prospects have many problems that we can solve, all of which may be related to value, identification, authentication, finances, or curiosity.

Their ‘problem’ might be establishing estate tax liability, or how to protect a valuable asset with insurance, or splitting up their valuables fairly and evenly, or helping out their local hospital with a donation of their art collection. For each of the problems (gee — do they sound a little like purposes??), they need a solution. As a professional appraiser, you can tackle their problem and solve it for them — and in turn, create a ‘revenue opportunity’ for you and your company.

In order to create the ‘revenue opportunities’ for your appraisal business, you must first identify the most common problems your clients and prospects face.

If you’ve been following my proven systems to providing appraisal services, in our Appraiser Success Newsletter, then you know that his ‘Appraisal Depot’ approach provides clients and prospects with a variety of solutions to their problems. The products in your ‘appraisal depot’ must be designed to solve the problems of your clients.

The key to creating more ‘revenue opportunities’ for your business is to identify the ‘problems’ your clients face.

You must be very specific. Make a list of your target market and then identify their ‘problems’ or perceived problems.

The best way to find out what ‘problems’ your clients face is to ask. Here are six ways to ask:

1) Call them, visit them, or ask them while they are in your office or shop. Make sure you provide them with a follow-up gift to thank them for their time and input. Offer a small gift, a copy of your book, or tickets to an art show or local event.

2) Create a written survey. Make certain you have a special gift for those who complete it and return it to you.

3) Create a ‘client appreciation breakfast’ – set it up at a restaurant or diner. Send written invitations and explain that you value your client’s opinion.

4) Set up the standard six-step marketing campaign ‘what’s your problem’ contest to gather data and then offer the results to all those who participated.

5) Write a newsletter and tell your subscribers how you solved one of your client’s problems with one of your services.

6) Better yet, let the client whose problem you solved write the article. – Now you have a “performance testimonial” that will cause more clients to share their problems.

The most common response I hear about ‘asking’ is: “If we ‘ask,’ we will sound ignorant.” Actually, the result is just the opposite. Asking your clients what they need, or want, shows them that you are wise enough to seek advice. It also shows you appreciate their opinions.

So get started today. Use one of the ways described to find out what ‘problems’ your clients face. Then and only then will you know what products and services to offer.

Brian Kathenes is the Managing Partner of National Appraisal Consultants, a firm specializing in appraisal practice business development.

Brian is the past Chairman of the ISA Ethics Committee, and was an expert witness on: Richard Nixon vs. The USA — The Watergate Papers Case. Brian has been the keynote speaker at the Library of Congress, and the science fiction & technology appraiser for Discovery Channel’s POP NATION: America’s Coolest Stuff. He is the co-author of Betcha Didn’t Know That – 101 Antique and Collectibles Trivia Tips.

Brian offers a free report, 10 Easy Ways to Boost Your Appraisal Sales & Increase Your Client Base in Less Than 30 Days, at http://www.AppraiserSuccess.com

He has appraised the Batmobile, the Back to the Future Car, and memorabilia from the movie Titanic. He has appraised items that have been on the Moon and appraised (and played) Elvis’ guitar. He’s an Eagle Scout, so you know he’ll always tell you the truth.

Brian Kathenes and Leon Castner have created the Ultimate Appraisal Marketing System – learn more at: http://www.ProfitableAppraising.com