THE VIRGINIA AUCTIONEER · the Live Auction Generation. They knew how to bid at a live auction, now we must teach our regular customers how to bid again, when they can come preview,

The Virginia Auctioneer/Summer 2017 Page 1

Volume 35, Number 2 | Summer 2017

THE

VIRGINIA AUCTIONEER

Page 2 The Virginia Auctioneer/Summer 2017

PRESIDENT Ike Swart

906 Tuscarora Dr. SW, Leesburg, VA 20175 703 401-7085 ● [email protected]

PRESIDENT-ELECT Brian P. Damewood

20318 James Monroe Hwy., Leesburg, VA 20175 540-454-2326 ● [email protected]

VICE PRESIDENT Tony Wilson

27388 Mine Run Road, Rhoadesville, VA 22542 540-748-1359 ● [email protected]

TREASURER Glenn Graves

7116 Don Road, Mineral, VA 23117 540-842-3498 [email protected]

CHAIRMAN OF THE BOARD Ben Yoder

1263 Cold Springs Rd., Stuarts Draft, VA 24477 540-337-3446 ● [email protected]

EXECUTIVE DIRECTOR Elaine Christian

PO Box 41368 Raleigh, NC 27629 888-878-0601 (toll-free inside Virginia only)

or 919-878-0601 (outside Virginia) Fax: 919-878-7413

Email us at [email protected] or [email protected]

Terms End January 2018

Billy Dixon

2118 Dragonfly Lane, Richmond, VA 23235 804-272-1557 ● [email protected]

Clyde F. “Fred” Wilson

95 Seabee Point, Hampton, VA 23669 757-328-0499 ● [email protected]


Kathy Woodcock

29138 Mary Violet Lane, Rhoadesville, VA 22542 [email protected]

Josh Puffenbarger

1056 Mt. Solon Road, Mt. Solon, VA 22843 [email protected]


Chip Jones

8250 Cadys Mill Road, Hanover, VA 23069 [email protected]

Anne Nouri

35661 Glencoe Ct., Round Hill, VA 20141 [email protected]

Kelly Strauss

10362 Ridgeway Drive, King George, VA 22485 [email protected]

2017 Officers

2017 Directors

2017 Committees Auctioneer Contest Mark Mast – Chair Josh Puffenbarger Charles Nicholls Shields Jones Kelly Strauss Audit Glenn Graves – Chair Kathy Woodcock Wimpy Isgett Tony Wilson Awards Jerome Clark – Chair Fred Reger Harold Entsminger Kelly Strauss By Laws & Policy Josh Puffenbarger – Chair George Daniel Tony Wilson John Nicholls Chaplain Scott Marshall Convention 2018 Brian Damewood – Chair Kathy Woodcock Fred Wilson Anne Grindstaff Fund Auction Cody Manspile – Chair Josh Puffenbarger Kervin Yoder Fred Wilson Jordan Estes Linford Berry

Public Relations Carla Harris – Chair Wendy Grimm Anne Nouri Anne Grindstaff Seminar Brian Damewood – Chair John Nicholls Chris Rasmus Anne Nouri Standard Forms Craig Damewood - Chair Tony Wilson Glenn Graves Brad Austin Study Committee Josh Puffenbarger - Chair Shields Jones Rebecca Cline David Staples Technology Tim Peters – Chair Chris Rasmus Anne Nouri William A. Austin Shields Jones Visionary Taskforce Josh Puffenbarger – Chair Brian Damewood Jarrod Hines Chip Jones Ways and Means Fred Wilson – Chair David Duddleson Anne Grindstaff Linford Berry

Grievance Buddy Updike – Chair Dubby Isgett Craig Damewood George Daniel Historian Joe Joyner – Chair Shields Jones Carla Harris Richard Wright Legislative Shields Jones – Chair Rebecca Cline Fred Reger Dick Linde Chip Jones Membership Tony Wilson – Chair Chip Jones Kathy Woodcock Josh Puffenbarger Wed Hudson Mid-Year Brian Damewood – Chair Kathy Woodcock Wed Hudson Billy Dixon Morris Fannon Scholarship Dubby Isgett – Chair Craig Damewood Glenn Graves Jordan Estes Parliamentarian Josh Puffenbarger

On The Cover

Entries from the 2017 photo contest.

Virginia Auctioneers Association, Inc.

PO Box 41368 • Raleigh, NC 27629 • 888-878-0601 (toll free inside Virginia only) Or 919-878-0601 (outside Virginia) • Fax: 919-878-7413

Email us at [email protected] or [email protected]

Save The Dates!

VAA Mid Year Conference

August 5, 2017

Virginia State Champion Auctioneer Contest

October 5, 2017


President’s Message

Kelly Strauss King George, VA

President’s Message...…...……………..………...…………...……….……...3 From the Board Room………... ……….….…...……..……..………………..4 At an Auction, Who’s Not the Seller?...............................................................5 VAA Boosters……….……………………………………..............................6 G. Ray Boone…………………………………………………………………6 2017 Mid-Year Seminar Registration Form………………………….……….7 VA State Champion Auctioneer Contest Registration Form…………………8 VA State Champion Auctioneer Contest Sponsor Registration Form…..……9 Morris Fannon Scholarship...…………………………………………….10-11 A Note From Hannes Combest……..……..………………...…….……..12 Absentee Ballot…………...……...………..…..…………………………….13 Auction Marketing Management…………………………………………….13 Tom Hanks, Sales and Credibility………………………...……………..14-15 Legislative Committee Report……………………………………………….15 Reciprocal States…………………………………………....…......………...16 Welcome New Members…………………………...………………………..17 Order Form……….……………………….………………………….……...21 Advertise With VAA & Membership Application………..………..……22-23

Summer is right around the corner and it’s hard to believe that we are almost half way through 2017. Our Spring seminar was held on May 1st in Waynes-boro, VA. We had a good attendance and a lot of great education and infor-mation was gained by all. I would like to thank our instructors Robin Green, Greg Magnus, Ken Farmer, Fred Reger and Fred Wilson for their time and ex-pertise.

Mark Mast, our current Virginia State Champion, was also there to speak about our upcoming auctioneer contest which will be held at the State Fair of Virgin-ia on October 5, 2017. We are looking for sponsors for this event. If you are interested in being a sponsor or participating as a contestant, please contact Mark Mast or the VAA office. (See pages 8 & 9) By this time, all committee chairs should have met with their committees and followed up on their projects. If you have nominations for our annual awards, please contact Jerome Clark or the awards committee. The VAA officers and directors have been working on a NAA designation class for the January 2018 convention in Richmond. More information about this class will be forthcoming. (See page 13) I hope to see many of you at the VAA Mid-Year Seminar in Glen Allen, VA on August 5, 2017. As always, if I can be of assistance please do not hesitate to contact me at [email protected] or 703-401-7085. Ike Swart VAA President

What’s Inside... The Virginia Auctioneer is the official publication of the Virginia Auctioneers Association. Published four times annually, The Virginia Auctioneer is a means of exchanging ideas and information, which will promote the auction method. Members are en-couraged to submit articles of interest. We reserve the right to edit materials submitted in order to meet space requirements. Publication deadlines for arti-cles, regional reports or ads are: February 15, May 15, August 15 and November 1. Products or ser-vices advertised in The Virginia Auctioneer are not directly or impliedly endorsed by the VAA. The statements and materials represented in the advertis-ing are the responsibility of the advertiser. Articles and information on advertising may be sent to:

The Virginia Auctioneer P.O. Box 41368 • Raleigh, NC 27629

Phone within Virginia toll-free: 888-878-0601 Outside of Virginia: 919-878-0601

Fax: 919-878-7413

Ike Swart Leesburg, VA

The VAA will be celebrating it’s 60th Anniversary in 2018. Make plans to attend the annual convention January 12 - 14, 2018 to be a part of all the festivities!


From the Board Room

Billy Dixon Richmond, VA

Change is Not Just For Auctioneers

If you grew up in the auction industry like I did, I’m sure you are familiar with weekly auctions. Over time you begin to get a regular crowd that is loy-al and will follow you to all your auc-tions. You begin to know what your customers are there to buy. You also begin to get to know your weekly cus-tomers on a more personal level. From first names, to children, who’s graduat-ing, who’s getting married, etc. Over time your auctions turn into a big so-cial event for people to come and con-versate with one another. This was great, we loved interacting with our customers this way, but after a while the crowds would start to fade away at live auctions, naturally people are busy and don’t really have time to attend live auctions anymore. Each week the crowd would thin out earlier and earlier into the live auction, we still had our loyal regular customers that would come in and buy, but it wasn’t necessarily enough. So, we made the change. Beginning of January 2015, we jumped head first into the Online Auction In-dustries. We switched our whole busi-ness model from a weekly live in-

house auction company that reached local buyers to multiple online only auctions a week that reach clients glob-ally at a finger’s touch. If you were like me and have decided to go the online only auction route, you were bogged down with a lot of deci-sions. What is the best software to use? What camera should I buy for photo-graphs? How should I go about de-scribing each item? These are just a few examples of the many questions you must ask yourself when running an online auction company. While embracing this change, we must not forget one important thing. The change also effects our regular custom-ers. Online bidding is relatively new to the Live Auction Generation. They knew how to bid at a live auction, now we must teach our regular customers how to bid again, when they can come preview, when they must pick up their purchased items and the list goes on and on. From demonstrating the new online process, to one on one training and phone support, have an open friendly

atmosphere to preview an upcoming sale & answer questions. Providing a level of customer service that encour-ages customers to participate online & still feel the individual connection with the auction company, while trying to maintain our personal commitment & customer support to our loyal base. Just remember, not only does change affect us as auctioneers and our staff, it also affects our customers. So while you are changing the way you do busi-ness, don’t forget to educate your cus-tomers as well so that they may change with you. Billy Dixon

VAA Award Nominations It is time once again to begin thinking of someone who is worthy of the “Auctioneer of the Year” award, the “Jake Horney Memorial Award” and the “Hall of Fame”! The deadline for the committee to receive the nominations is September 1, 2017. For more information on what these awards stand for or to nominate someone you feel deserves to receive one of these awards, please contact Jerome Clark or some-one from the awards committee or call the VAA office at 888-878-0601 or email [email protected]. Thank you and we look forward to seeing everyone in January!


At an Auction, Who’s Not the Seller? By Mike Brandly

At an Estate Auction held in Nebraska a few years ago, an auctioneer stood up and addressed the crowd,

“Ladies and gentlemen, thank you for attending our auction for the Estate of Edward McAdams; we have a nice inventory of items today, so hold those cards up high so I can see them! Now, this is an absolute auction … everything sells to the highest bidder with-out a reserve of any kind. Now, let’s get started …”

The auction was underway, and after about 30 minutes, a fair-ly regular buyer known by the auctioneer interrupted the auc-tion with this announcement,

“Hey, Edward’s kids and grandchildren are bidding on this stuff here today, and they can’t do that! This is an absolute auction, so the seller can’t bid!”

The auctioneers stopped the auction and told the children and other family members of the late Mr. McAdams that this bid-der was right — they could not bid as they were beneficiaries of the Estate, and receiving part of the proceeds of the auc-tion. The auction continued uneventfully, but it raised the question: Was this auctioneer right to prohibit the family of Mr. McAd-ams from bidding? Is it material that they were named in the will as beneficiaries, or not? Is the family bidding the same as the seller bidding? Most all auctioneers know that the seller can’t bid, unless at forced sale, at a without reserve (absolute) auction. Yet, in this case of this being an Estate auction, Mr. McAdams was certainly not bidding, and nor was the Estate of Edward McAdams bidding — who was bidding were his children, and grandchilden. Are Mr. McAdam’s children, grandchildren, or any other rela-tives for that matter, considered the seller? The answer is “No.” Are Mr. McAdam’s children, grandchildren, or any other rela-tives for that matter, considered the seller if they are receiving part of the proceeds as beneficiaries? The answer is still, “No.” At an auction, the seller is just that — the person having cur-rent title to the property for auction; not anyone who had prior title (a previous owner), nor anyone having an interest in the

future distribution of proceeds of the auction. Someone does not become a seller because they will receive benefit from the auction. As we noted in our commentary on attorney Kurt Bachman’s perspective that the auctioneer cannot bid at an absolute auc-tion because he is an agent for the seller, or he is “essentially” the seller, we note here that the auctioneer typically doesn’t have any title to the property being sold, so the auctioneer typically isn’t the seller. Lastly, there are cases where a married couple or business partners are involved in an auction, where more than one per-son would have a partial interest (title) in the property being sold at auction. In the case of an absolute auction, could either the husband or wife bid? Could either of the business partners bid? While a few older court cases have concluded that in these types of situations, both the husband and wife are the seller, or both business partners are the seller, so none could bid at an absolute auction, unless a forced sale, most contemporary court cases view the marriage or business as an entity differ-ent from each individual or partner. Black’s Law Dictionary (Black’s) cites in part the seller as: “A person who sells or contracts to sell goods; a vendor; gen-erally, a person who sells anything; the transferor of property in a contract of sale.” Further, Black’s cites a transferor as: “One who conveys an interest in property.” As such, courts commonly refer to the seller as the Estate, rather then even the Executor, Administrator or other fiduciary — where the fiduciary (who has no interest to convey) is necessarily sign-ing for the seller who’s conveying. At an auction, who’s not the seller? Anyone who doesn’t have complete title to the property being sold. Who can bid at an absolute auction? Anyone who doesn’t have complete title to the property being sold. Mike Brandly, Auctioneer, CAI, AARE has been an auctioneer and certified appraiser for over 30 years. His company’s auc-tions are located at: Mike Brandly, Auctioneer, RES Auction Services and Goodwill Columbus Car Auction. He serves as Distinguished Faculty at Hondros College of Business, Exec-utive Director of The Ohio Auction School and Faculty at the Certified Auctioneers Institute held at Indiana University.


2017 VAA Boosters

Joseph Bahhur Betty Bennett Kendall Bennett G. Ray Boone David Clark Jerome Clark Paul Coleman Edward Corbin Charles Cox Roger Craig Craig Damewood George Daniel

Ed Dixon Ben Fannon David Fannon Glenn Graves Wendy Grimm Richard Todd Hamric William W. Harlowe Kyle T. Hause Jr. Dick Heatwole II Ronnie Horton Wimpy Isgett Joe Jackson

Stanley King Jr. Val Knight Brian Kurdziolek Brian Lacy H. Daniel Lanier David Leonard Larry Linkous Leon Linkous George McConnell Larry Meares Roger Miller Jeffery Mullins

Charles Nicholls John Nicholls Dan Pegelow Josh Puffenbarger Fred Reger Peter Richardson Fred Smith Grayson Smith Ronald Spiggle Ben Svonavec Justin Swisher Bill Tillett

Michael Torrence Sherry Truhlar Buddy Updike Tom Weaver Charlie Whetzel Fred Wilson Tony Wilson Ray Wine Kathy Woodcock Richard Wright

G. Ray is home now and can have visitors. He has enjoyed the cards that he has received from everyone. He is currently taking physical and speech therapy 3 times a week and it seems to be helping. His ability to carry on a conversation is still limited. He is using his walker more and wheel chair less, which is progress, but he is still not all that sturdy when he walks. Thank you to everyone for the thoughts and prayers during this recovery period. Update provided by Todd Boone.

G. Ray Boone

“IaskforyourvoteattheConferenceandShowinColumbusorthrough

absenteevoting”

Darron Meares


2017 Mid-Year Seminar

August 5, 9:00 AM Hilton Garden Inn, Richmond/Innsbrook

4050 Cox Road, Glen Allen, VA 23060

Call today for reservations! (804) 521-2900 Identify yourself as part of the VAA for guaranteed Room Rate of $99.00. Hotel Cutoff Date - July 14, 2017

Registration $50.00 for all Virginia Auctioneers Association Members! Must register prior to July 29. Seating will be limited.

$100.00 per person for non-members.

Another wonderful opportunity for you to meet fellow auctioneers, learn more about your profession, and enjoy the fellowship and fun of your VAA family. Complete the registration information below and send it in today!

Schedule: 9:00 am - 4:00pm

Six Hours of Continuing Education

Seminars TBD

Registration Name/License #________________________________________________________________________________ Additional names/License #s______________________________________________________________________ Address ______________________________________________________________________________________ Phone ____________________________ Email: _____________________________________________________ Current member of VAA? _____ Yes _____ No

PAYMENT METHOD _____Check Enclosed ______MC ______VISA _____DISC

Card # __________________________________________

Expiration Date __________________________________

Signature _______________________________________

____ VAA Member - $50.00 $ _ ____ Spouse of a VAA-Member @ $25.00 per person ______ ____ Non-member @ $100.00 per person ______ ____Yes, list me in the program as a ______ Seminar Sponsor for $25.00 TOTAL ENCLOSED ______

Remember - You must register in advance!

Mail Registration Form to: VAA, P. O. Box 41368, Raleigh, NC 27629 Fax Registration Form to (919) 878-7413 Email Registration Form to [email protected]


40th Annual

Virginia’s finest auctioneers will compete before a live public auction selling various useful and unique items while competing for the title of

2017-2018 Virginia State Champion Auctioneer

This is another great opportunity for you to promote the auction industry,

your Association, and demonstrate your capabilities as you compete with Virginia’s best for the title and

coveted Championship Ring.

DEADLINE FOR ENTRY - SEPT. 22, 2017 Must be a current VAA member in good standing as of February 28, 2017, a Virginia Licensed Auctioneer, and a resident of Virginia to be eligible for competition. There is not an entry fee into the contest, however

Each contestant will be responsible for bringing 3 items valued between $60 and $150 combined retail value to be auctioned at the contest. The proceeds of the auctioned items go to the VAA.

Each contestant will also be responsible for their gate admission into the fair. Previous winners are not eligible. Only first 30 entries will be accepted. Return this form to:

Virginia Auctioneers Association • P. O. Box 41368 • Raleigh, NC 27629

888-878-0601 (toll free from VA) • 919-878-0601 (from outside VA) • Fax 919-878-7413

Name _________________________________________________Phone__________________________

Address_______________________________________________ License #________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

Directions to the State Fair of Virginia: Meadow Event Park From I-95 take Exit 98 (Doswell) and travel 1.5 miles East on State Route 30

Virginia State Champion Auctioneer Contest

Thursday, October 5, 2017 - 6:00 PM State Fair of Virginia: Meadow Event Park

Doswell, Virginia

Mark Mast


Virginia’s finest auctioneers will compete before a live public auction selling various useful and unique items while competing for the title of

2017-2018 Virginia State Champion Auctioneer

The Virginia Auctioneers Association is asking and inviting you and your company to be a sponsor of this year’s Virginia State Champion Auctioneer Contest.

DEADLINE FOR BEING A SPONSOR AND HAVING YOUR NAME/LOGO DISPLAYED ON OUR BANNER IS SEPT. 8, 2017.

(WE WILL GLADLY ACCEPT SPONSORSHIPS AFTER THAT DATE, BUT NO GUARANTEE ON HAVING YOUR NAME/LOGO ON THE BANNER.)

SPONSORSHIP LEVELS Platinum - $300 - Large logo at the top of the banner, 4 admission passes to the fair & bid cards used during the contest.*

Gold - $200 - Medium logo on the banner, 2 admission passes to the fair & bid cards used during the contest.*

Silver - $100 - Smaller logo towards the lower portion of the banner & bid cards used during the contest.*

* Each sponsor will need to provide 25 bid cards to the VAA office by Sept. 8. The cards will be shuffled up and handed out to the crowd for the contest.

Return this form and bid cards to:

Virginia Auctioneers Association • P. O. Box 41368 • Raleigh, NC 27629 888-878-0601 (toll free from VA) • 919-878-0601 (from outside VA) • Fax 919-878-7413

Company __________________________________________________Phone__________________________

Address___________________________________________________________________________________

Email________________________________________Sponsorship Level______________________________

----------------------------------------------------------------------------------------------------------------------------------------- Payment Method: _____Check enclosed/ ____MC ____VISA _____DISC

Card # _______________________________________________________ Expiration Date: ______________

Signature:______________________________________________

Please email your company logo to [email protected]. (Directions to the State Fair of Virginia: Meadow Event Park -

From I-95 take Exit 98 (Doswell) and travel 1.5 miles East on State Route 30. We will have signs along the route.)

Virginia State Champion Auctioneer Contest Sponsor

Thursday, October 5th, 2017 - 6:00 PM State Fair of Virginia: Meadow Event Park


Newsletter Title

MORRIS FANNON SCHOLARSHIP

Who is eligible? Any Virginia resident that is a graduate of an accepta-ble auction school that has recently obtained a Virginia auctioneer’s license.

What does the scholarship cover? This is a tuition refund scholarship – up to $1,200 of auction school tuition.

When & where will the scholarship be presented? This scholarship will be awarded at the Virginia Auctioneers Association Educational Convention to be held January 12-14, 2018 in Richmond, VA. Visit the website, vaa.org, for more information.

How can I apply? Get an application from your auction school, or directly from the VAA Executive Office by calling 888-878-0601 or use the application on the following page.

Virginia Auctioneers Association PO Box 41368 Raleigh, NC 27629

888-878-0601 919-878-0601


APPLICATION FOR THE VIRGINIA AUCTIONEERS ASSOCIATION “MORRIS FANNON” AUCTION SCHOOL SCHOLARSHIP

[This is a tuition refund scholarship to be presented annually at the Virginia Auctioneers Association Educational Convention]

Please complete all requested information and include a 2” x 2” head and shoulders photo and a copy of your Virginia Auctioneers License.

This application must be complete in order for it to be processed. Deadline December 16.

Name: __________________________________________________________________________________________________________ (Last) (Middle) (First)

Mailing Address: _________________________________________________________________________________________________ (Street, Apartment #, etc.)

_________________________________________________________________________________________________ (Town, State, and Zip Code)

Contact Information: ______________________________________________________________________________________________ (Work Phone) (Home Phone) (Cell Phone)

Email Address: _____________________________________________________________________________ Date of Birth: ___/___/___

U. S. Citizen? Yes No

PART 1: EDUCATION

Highest Level of Education: _______________________

Please give a brief summary of your work experience: ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Name of Auction School that you attended: ___________________________________________________Date: ____________________

PART 2: FINANCIAL INFORMATION

Check the level of your last year’s income as stated in your income tax returns. Less than $10,000 $40,000 - $49,999 greater than - $70,000 $20,000 - $29,999 $50,000 - $59,999 $30,000 - $39,999 $60,000 - $69,999

How many dependents did you claim on your last year’s income tax return? ____________

PART 3: AUCTION BACKGROUND

Do you have any family member(s) that is/are currently a licensed auctioneer OR has been a licensed auctioneer in the state of Virginia? Name Relationship ________________________________________________________ ____________________________________________ ________________________________________________________ ____________________________________________ ________________________________________________________ ____________________________________________

Please attach an endorsement from a currently active member of the Virginia Auctioneer Association.

Please attach an endorsement from the auction school you attended.

In fifty words or less explain why you became an Auctioneer:

____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ VAA Scholarship Application Form Revised September 10, 2008


A Note From Hannes Combest Last month, I returned from Bloomington, Indiana, where I spent a week at Indiana University learning from various industry leaders in the auction industry through the Certified Auctioneer Institute (CAI). This was my ninth time to participate in clas-ses, and I continue to learn about this fascinating industry. CAI is the cornerstone of NAA Education. It is a three-year program designed to introduce students to best practices in the auction industry, ensuring that when auction professionals leave Bloomington after their third year, they have the tools they need to grow their business or make them more effective. CAI candidates are exposed to subjects like negotiation, prospect-ing for sellers, operational efficiencies, online auction successes, business planning, and much more. During their three years off campus (the program is one week a year in March), students work on developing proposals to ob-tain clients for their business and developing a business plan designed specifically for their business. So why am I talking about it now? Two reasons: 1) It is not too early to think about attending CAI in 2018. The dates for the class are March 18-22, 2018 held at the Memori-al Union on the Indiana University campus. For more information about the curriculum and entrance criteria, go to auc-tioneers.org/education. 2) This year, we introduced a new course on building success as an auction professional. This class, taught by past president Tom Saturley, CAI (President of Tranzon Properties), was designed to help CAI candidates understand the importance of ethi-cal business practices. Last fall, NAA introduced a newly revised Code of Ethics (auctioneers.org/ethics) and Mr. Saturley discussed why the Code is important. NAA’s public relations efforts focus on the fact that NAA Auction Professionals are committed to continuing edu-cation and to the Code of Ethics. Yet, one of the complaints we get from non-members is that they know an NAA member who does not conduct his/her business ethically. And often, we receive complaints that NAA does not govern members’ be-havior according to the Code. It is my belief that most people try to do their business ethically but we all make mistakes. The allegation that NAA does not take these instances seriously is erroneous. The Grievance Committee investigates each and every complaint that is made in order to determine whether it falls within Code of Ethics parameters. Many complaints do not qualify as they demonstrate a difference in business practice opinion as opposed to a question of ethics. This is an important distinction because our commit-ment is to have our members conduct business ethically, not tell them how to conduct their business. Our goal is to educate our members to continuously do better, and we do that privately. That is why the Grievance Committee delivers sanctions, but rarely do we make that public. Make no mistake, however, the NAA Code of Ethics is one of the most important documents we have in this organization. We encourage members to follow it and to use it to show clients that they are committed to do the best job possible for the seller AND the buyer. Action must follow with that commitment. Many of the state associations have a Code of Ethics as well – or have voted to follow the one set out by the NAA. Check your state to see what your Code of Ethics says, or check out NAA’s Code. Do you have questions about it? Email me, and I’ll be glad to bring it up to the Grievance Committee. And remember, put CAI on your calendar for next year. We think you will be glad you did! Submitted by Hannes Combest


Absentee Ballot Make plans to attend the 2017 International Auctioneer Conference and Show

being held on July 11 - 15, 2017 in Columbus, Ohio.

If you are unable to attend, make sure you go to the NAA website, auctioneers.org, for absentee ballot information.

You must go to the members' only area - 2017 NAA election. Absentee ballots must be received in the building by 4 p.m. on Monday, July 3.

Auction Marketing Management (AMM) January 9 - 11, 2018

The VAA will be hosting the NAA Designation class Auction Marketing Management (AMM) January 9-11, 2018 at the Hilton Richmond Hotel & Spa/Short Pump, Richmond, Va. A professional designation awarded by the NAA Education Institute to help professional auctioneers un-derstand today’s marketing, both technology-based and traditional. To attain the AMM designation, auc-tioneer-scholars are required to complete 24 classroom hours, complete a custom auction summary re-port based on knowledge from the designation course, and 24 hours of continuing education every three years. More information and registration information will be coming.

Come Celebrate 60 years of the Virginia Auctioneers Association at the Annual Convention!

January 12 -14, 2018

Hilton Richmond Hotel & Spa/Short Pump 12042 West Broad Street

Richmond, VA 23233 804-364-3600

Hotel Reservations $129.00 Reservation Deadline - December 21, 2017


Describe a film as a “Tom Hanks movie” and everyone knows what to expect: A highly likable, regular guy who gets caught in extraordinary circumstances but rises to the top due to his true good character. It’s this credibility that has landed Tom Hanks at the top of the list of the “Most Trustworthy People in America,” according to Readers Digest and Forbes. The credibility of the Tom Hanks brand translates to big bucks for the actor and the projects he’s associated with. Sales credi-bility and the power of your personal brand translates into dollars for you and your organization as well. So it’s good to do a gut check and ask yourself: “How is my sales credibility?” Credibility is incredibly important but can be difficult to quickly gain in sales. When trust is low, as it is at the beginning of most salesperson-buyer relationships, your every statement is subject to scrutiny and skepticism. So how do you turn around that inherent lack of trust so that you and your product or service have a fair shot? Like Tom Hanks, you can make credibility your personal brand by leveraging the following tips: 1. Sprinkle in accomplishments. Since you’re likely not an A-list celebrity, you may need to include your experience or credentials in a sales call or meet-ing. But avoid the urge to unload a laundry list of qualifications on your prospect, especially early on. Instead of building credibility, thumping on your chest too soon often has the opposite effect on skeptical prospects who have heard too much of the same. Take some time to think about what qualities or achievements matter most to your customer and sprinkle them in where relevant and in a conversational way. If possible, enlist the aid of a third-party to introduce you. Don’t be shy about telling them what qualifications you’d like them to point out in the introduction either. Or send your prospect an introduction prior to your call to set the stage accordingly. Show congruency. A pudgy castaway? Audiences never would have bought it. Tom Hanks lost 50 pounds to give a credible portrayal of a man stranded on a desert island for four years in Castaway. Your body, your voice, and your words must support who you are and what you are saying if you want to be perceived as credible. For example, saying, “I welcome all questions,” or “Let’s make this more of a conversation,” while you non-stop talk sends a mixed message. Talk their talk. Actors have a script which gives them the precise words to be credible in their role, whether they’re portraying a softball coach, a pilot or a ping-pong champion. While you don’t necessarily use a script, you may be partial to using your own “industry-speak” – acronyms and buzz words that can confuse or distance you from customers. Don’t try and teach your cus-tomers your language. Do the homework of incorporating the language of the customer in your conversation. Putting in the effort to speak in your customer’s terms will enhance your connection and help them understand your message better. Walk the talk. Having sales credibility ultimately means doing what you say you’re going to do. When Hanks’ Captain Miller in Saving Pri-vate Ryan says “I am willing to lay down my life and the lives of my men…” no one doubts him. Build credibility by sticking to even the smallest implied agreements with your customer, whether it’s starting and ending your call or meeting on time, or following up promptly to all requests. Nothing gives people greater confidence in you than seeing you walk the talk. Take nothing for granted. Co-workers of Tom Hanks will tell you he is extremely focused and doesn’t take his success for granted. He obviously knows his craft but he still shows up on the set prepared to make each film the absolute best possible. Even if you’ve presented the same basic content to many customers, many times over, don’t take anything for granted either. No two customers are identi-cal. Make sure you have all the information you need to tailor your message to each unique audience. Doing your due dili-gence with each opportunity will allow you the freedom to show up and be of service to your customer.

Tom Hanks, Sales and Credibility By Julie Hansen


Be yourself, but don’t limit yourself. Those who have met Tom Hanks say he is incredibly down to earth. He knows who he is, but he also continues to push his range. For years he played the nice guy next door before progressing on to astronaut, boat captain, scientist, and AIDS activ-ist. With each role, he still made it his own. Tom Hanks’ repertoire has expanded over the years and so can yours. Be authen-tic, but continue to grow and evolve. If you know you have more inside of you to offer as a salesperson, enlist the help you need to express that. Talk to your manager. Take a class. Hire a coach. Don’t limit yourself with a “that’s just how I am” attitude. Reprinted with permission of Julie Hansen President of Performance Sales and Training, Author of Sales Presentations for Dummies www.PerformanceSalesandTraining.com

Tom Hanks, Sales and Credibility, Cont’d

Virginia Auctioneers Association Legislative Committee Report

2018 General Assembly Each session, The General Assembly will consider many bills (Delegates and Senators are already planning to pre-file bills for the 2018 session) that may contain the words auction or auctioneer in a number of forms. Generally, the legislative action does not directly involve auctions or auctioneers. However, we need to be alert for legislation that may impact you and your business. It is important that each of us keep an eye and ear towards Richmond so that we will not be surprised. With the state elections on the horizon this November, it is a great time to get to know the candidates and subsequently the winners of the election for time in the future when we will need to contact them.

Shields Jones Stafford, VA

Do You Know Someone?

Do you know a new licensee? Do you know someone who has been an auctioneer for several years now but has not joined the association yet? Please contact this person and encourage him or her to join the VAA. An application is included in this magazine or you can call or email the VAA office and ask us to forward an application to someone. 888-878-0601 (toll free inside Virginia only) 919-878-0601 (outside Virginia) Email us at [email protected] or [email protected]


Legislative Resources (1) The Virginia Regulatory Town Hall (www.townhall.virginia.gov). This Web site is a comprehensive source of infor-mation about regulatory changes under consideration in Virginia. The Town Hall allows you to find regulations and track proposed changes, as well as to submit on-line comments about regulatory changes. This will keep you informed of the actions of the Auctioneers Board. (2) The General Assembly Citizen Legislative Tracking Service at (http://www.virginia.gov/liab/citizen.htm). In partner-ship with the General Assembly's Division of Legislative Automated Systems, DLAS, the Virginia.gov, is offering a free legislative tracking service. The new service allows users to track up to five bills in their profile. The new legislative track-ing service is based on the popular Lobbyist-In-A-Box service which has been widely used by professional lobbyists and public entities for several years. (3) The General Assembly Legislative Information System (LIS) (http://leg1.state.va.us/lis.htm). Users will find a wide array of legislative information contained at this site. Included is general information about the legislative process and its participants as well as the full text, summaries, status history of bills and resolutions and schedules of activity. Full text searching is also available for the Code of Virginia, Virginia Administrative Code, Rules of the Supreme Court, Bills and Resolutions, and House and Senate Documents. Several legislative agencies provide information about their organizations and topics of interest related to their function. Links to other state legislative information systems on the Internet are also available.

STATES WITH APPROVED RECIPROCAL AGREEMENTS

Alabama Alabama State Board of Auctioneers 610 S McDonough Street Montgomery, Alabama 36104 334-269-9990 FAX 334-263-6115 North Carolina N.C. Auctioneer Licensing Board 108 Ber Creek Dr Fuquay-Varina, North Carolina 27526 919-567-2844 FAX 919-567-2865 Florida Board for Auctioneers 1940 North Monroe Street Tallahassee, Florida 32399-0750 904-488-5189 Ohio Ohio Department of Agriculture 8995 E. Main Street Reynoldsburg, Ohio 43266-0544 614-728-6240 Georgia Georgia Auctioneers Commission 166 Pryor Street, SW Atlanta, Georgia 30303 404-656-3900

Tennessee Tennessee Auctioneer Commission 500 James Robertson Parkway Nashville, Tennessee 37243-1152 615-741-3236 Louisiana Louisiana Auctioneers Licensing Board 8017 Jefferson Highway, Suite B-3 Baton Rouge, Louisiana 70809 504-925-3921 Texas Texas Dept. of Lic. & Regulation P.O. Box 12157 Austin, Texas 78711 512-463-6599 West Virginia West Virginia Dept. of Agriculture 1900 Kanawha Boulevard, East State Capitol, Room E-28 Charleston, West Virginia 25305 304-558-2201 Mississippi Mississippi Auctioneer Commission P.O. Box 5088 Jackson, Mississippi 39296 601-364-2384

Pennsylvania State Board of Examiners P.O. Box 2649 Harrisburg, Pennsylvania 17105 717-783-3397 Indiana Indiana Professional Licensing Agency IGCS 302 West Washington Street Room E034 Indianapolis, Indiana 46204 317-232-3999 South Carolina South Carolina Auctioneering Commission Dept. of Labor, Licensing & Reg. 3600 Forest Drive, Suite 101 Columbia, South Carolina 29204 803-734-4233 Kentucky Kentucky Board of Auctioneers 9112 Leesgate Road, Suite 5 Louisville, Kentucky 40222 502-339-9453


National Auction Supply House

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VIRGINIA AUCTIONEERS BOND $10,000 Bond — Members two-year Rate — Now $88.00

Contact: Judy Tucker Email: [email protected]

Beskin-Divers Insurance Group, Inc. 1200 Battlefield Blvd. N. Suite 102 Chesapeake, VA 23320

(757) 497-1041 Ext. 277 www.beskindivers.com

Do you have something you would like to submit for an

upcoming magazine? Send it to the VAA office at

PO Box 41368, Raleigh, NC 27629

or email it to [email protected].

We welcome all contribu ons!

Use That Smart Phone!

Scan this QR Code to access the VAA website!

Southeastern School of Auctioneering “A Professional Auctioneering School of Distinction” since 1983

1-800-689-5654 www.SSAuctioneering.info

Email: [email protected] 315 Eastview Road, Pelzer, SC 29669

8 Days! (Georgia – 10 Days)

CALL NOW!

Three exciting, motivational terms per year—taught by the experts!

Dynamic auctioneer training at its best! Approved in most states!


Order Form

Promotional Items - Must be a current member of VAA to order!

Item Description Price Each Qty. Total

VAA Hats…… mesh tan with blue imprint…….. 6.00 ____ ________

Embroidered Patches navy and gold ………………. 2.50 ____ ________

black and white……………… 1.25 ____ ________

Lapel Pin ……………………………………. 5.00 ____ ________

Car Decal……………………………………. 1.00 ____ ________

Bumper Stickers ……………………………. 2.00 ____ ________

Subtotal _________

Shipping * $ 5.00

Promotional Item Total _______

VAA Forms - Must be a current member of VAA to order!

All forms are three-part NCR, legal size and are sold in sets of 25

Price

Form Description Per Set Qty. Total

VAA 1 Contract for Auction of Personal Property………………….$ 21.50 ____ _________

VAA 1-A Addendum A - Listing Personal Property to be Sold………. 12.00 ____ _________

VAA 2 Auction Settlement Statement ……………………………… 12.00 ____ _________

VAA 3 Contract for Auction Real Property ………………………… 21.50 ____ _________

VAA 4 Contract to Purchase Real Estate at Auction ……………….. 12.00 ____ _________

SUBTOTAL _________

VA Sales Tax (5.3%) _________

Shipping/Handling* $10.00

Form Order TOTAL $________

*Note: Large orders or overnight requests that are more

than $10.00 to ship will be charged actual shipping.

Name ___________________________________ Address _________________________________ City _______________ State ___ Zip ________ Phone _________________________ Payment: ___ Check enclosed ____ MC ___ VISA ___ DISC Credit Card # ____________________________ Exp. ________ Signature ______________________

Mail to: Virginia Auctioneers Association PO Box 41368, Raleigh, NC 27629 Email to: [email protected] Or fax to: 919-878-7413


Advertising! The best way to sell!

Increase your sales by Advertising in the VAA Classifieds!

Need to sell used PA equipment, office furniture, car? Looking for a clerk, a used tent, or a camper? Do you sell or rent tents, computers, insurance?

No matter what the need the VAA Classifieds is the place for you. Targeted to Auction Professionals, The Virginia Auctioneer will give your product or service the attention you need.

Rates are low, and ads can be run as long as you desire.

DEADLINES Spring Issue - Feb. 15 Summer Issue - May 15 Fall Issue - August 15 Convention/Winter Issue - November 1 ________Please place the enclosed ad in The Virginia Auctioneer. ________Please use the same ad that you have been running.

Issue/s ____Spring _____Summer _____Fall _______Convention/Winter Size ___Block Ad ___1/8 pg. ___1/4 pg. ___1/2 pg. ___Full Page ___Inside Front/Back Cover ___Back Cover Name________________________________________________________________________ Company _____________________________________________________________________ Address ______________________________________________________________________ City ____________________________ State _______ Zip Code ________________________ Phone ______________________Authorizing Signature________________________________ ______Bill Me ______Payment Enclosed ____Charge ____MC ____VISA _____DISC

Card # _____________________________________________ Expiration Date: ______ Signature: _______________________

Virginia Auctioneers Association, Inc., P. O. Box 41368, Raleigh, NC 27629 888 878-0601 • 919 878-0601 • FAX 919 878-7413 • www.vaa.org • [email protected]

ADVERTISING RATES Per Issue Yearly (4 issues) Block Ad (2 3/4 x 2”) $10 $35 1/8 pg. (Business Card) 15 55 1/4 pg. 30 100 1/2 pg. 60 200 Full Page 100 325 Inside Front or Back 150 450 Back Cover 300 There will be a set up charge for 1/8 pg. and larger that are not camera ready.


MEMBERSHIP APPLICATION I hereby apply for membership in the Virginia Auctioneers Association, enclosing my check in the amount of $75.00 which is to be returned to me in the event of non-election. I agree to abide by the Code of Ethics of the Virginia Auctioneers Association, including the obligation to arbitrate any future disputes with an-other member in accordance with the By-Laws. I also agree to abide by the Constitution, By-Laws, Rules and Regulations. Virginia Auctioneers Association through its membership committee or otherwise, may invite and receive information and comments about me from any member or other person, and I further agree that any information and comments furnished to the Virginia Auctioneers Association by any person in response to the invitation shall be conclusively deemed to be privileged and not form the basis of any action by me for slander, libel, or defamation of character. Name as shown on License_________________________________________ Nickname____________________________________ Address____________________________________________________ Home Phone______________________________________ City______________________________________ St. __________ Zip _____________ County______________________________ Virginia Auctioneers License No.___________________ Date of Birth______________ Spouse’s Name_________________________ Member of NAA: ___Yes ___No Designations (please circle): CAI AARE GPPA Other:_____ Membership Type: Reg___ Assoc ____ Name of Firm ______________________________________________________Office Phone _______________________________ Firm Address _______________________________________________________FAX No. __________________________________ City ________________________________ St.________________ Zip ____________E-Mail ________________________________ Do you prefer your mailing address to be the home address or the business address? __________ Home ___________Business Check whether _____Individual _____DBA _____Partnership _____Corporation Web Address _____________________________ The following legal resident of Virginia may be referred to for a character reference. ________________________________________________________________________________________________________________________ Name Address Phone

Business Data

1. How many years have you been an auctioneer? _____ 2. Name of Auction School Attended ________________________________

3. Types of auctions you conduct _________________________________________________________________________________

4. Are you a real estate ______ Broker _______Salesperson 5. Are you a member of the Board of Realtors _____Yes_____No

6. Name of real estate firm licensed with (if other than own) ___________________________________________________________

7. Have you ever been refused membership in this association or any other Auctioneers Association? ______Yes ______No

If yes, specify ______________________________________________________________________________________________

8. Do you hold. or have you ever held, an auctioneers license in any other state? Yes_______ No _________

If yes, specify _____________________________________________________________________________________________

9. Has your auctioneers license, in this or any other state been suspended or revoked? ______Yes ______No

If yes, specify the place(s) and date(s) of such action, and detail the circumstances relating thereto* _________________________

__________________________________________________________________________________________________________

10. Are there now, or have there been within the past five years, any complaints against you or the firm with which you have been associated before any state

Auctioneers Regulatory Agency or any other agency of government? _____Yes _____No

If yes give details ___________________________________________________________________________________________

11. Have you ever been convicted of a felony? _____Yes _____No If yes give details*

_______________________________________________________________________________________________________________ I hereby certify that the foregoing information furnished by me is true and correct, and I agree that failure to provide complete and accurate information as re-quested or any misstatements of fact, shall be grounds for revocation of my membership if granted. I solemnly swear (or affirm) that I shall faithfully conform to the Articles of Incorporation, Bylaws, and Code of Conduct of the Virginia Auctioneers Association, as the same may be amended from time to time. My agree-ment to be so bound is made in consideration of my membership and includes, without limitation, all of the association's rules, terms, requirements, duties, grievance procedures, binding arbitration, and all other obligations applying to members. * Attach separate sheet(s) as required Applicant's signature ________________________________ Payment method: _____Check enclosed/ ____MC ___VISA ___DSC Recommended by _______________________________________ Card # _________________________________________________ current VAA Member*: Member’s Name (Signature required) Expiration Date _______________

*If you do not have someone to Address recommend you for membership, please contact the VAA office. Phone

Virginia Auctioneers Association, Inc.

Personal Business Data

Complete form and return with membership fees to: Virginia Auctioneers Association www.vaa.org PO Box 41368 | Raleigh, NC 27629

919-878-0601 | 888-878-0601 FAX: 919-878-7413


PO Box 41368 Raleigh, NC 27629

Plan Ahead! Mark you calendars now for the following events:

Convention Mid-Year Seminar 2017 August 5 2018 January 12-14 August 4

Next VAA magazine deadline: August 15, 2017

Send items to: VAA, P. O. Box 41368

Raleigh, NC 27629

Join Us For Breakfast

Former Members of the VAA Auxiliary /Wives/Daughters/ Friends of VA Auctioneers

JOIN US FOR BREAKFAST!

When: Annual Convention - January 12-14, 2018

Location: Hilton Richmond Hotel & Spa/Short Pump Exact time still to be determined

For more information call or email Marilyn Smith

804-749-3399, [email protected]

We look forward to seeing everyone there!