The Colorado Auctioneer 4th Quarter 2015

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Fourth Quarter • 2015

The The Quarterly Quarterly Newsletter Newsletter of of the the Colorado Colorado Auctioneers Auctioneers Association Association

How to Protect Your Hearing By Nancy Hull Rigdon Thanks to technology advances, auction professionals can protect their hearing in loud environments better than ever.

First, she recommends that Auctioneers Auction professionals working live sales on a regular basis make efforts to know hearing loss is a real possibility, yet they are often limit the length surprised to learn of the viable options for preventing, or at of time they least minimizing, damage to hearing. spend inside NAA Vice President John Nicholls, AARE, is one of these a live auction professionals. “I’m a second-generation Auctioneer. I’m 49 at once. “If and have been at a live-cry auction almost every day of my an Auctioneer life,” said Nicholls, President of Nicholls Auction Marketing has an allGroup in Fredericksburg, Virginia. “And, everyone knows that day auction, it’s not uncommon for someone like me to have substantial rather than spending, say, eight straight hours in an auction hearing loss due to the loud speakers as you get up in age.” environment, stepping away at lunch into a venue where it is Two years ago, Nicholls visited an ear, nose and throat doctor. not equally loud would be beneficial,” she said. He had fluid behind his ear from swimming and the doctor She explained: “When we think about noise exposure, it’s not told him he had 20-percent hearing loss. The hearing loss just the volume, it’s the length of time, too. Duration heavily wasn’t surprising to him, considering his auction background, influences how damaging something can be. And the louder it but what the doctor recommended surprised him. is, the shorter the window of safety.” Plus, exposure over time 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.

“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.”

certainly has an impact, she said. “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 fivehour 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.”

This material first appeared in the November 2015 of Auctioneer, the official publication of the National Auctioneers Association and was approved for reprint. FOURTH QUARTER • 2015


From the Desk of The President By O.J. Pratt, CAI

During my 30 plus years in business I have been involved in many organizations and been the president of several. I can’t think of any that had a better group of volunteers as board members. You can rest assured that the current board of directors is doing an exceptional job of protecting our organization’s past while working to build it’s future. It has been a privilege and honor to serve as the President with this great group.

December is always a great time to reflect on the past year and look forward to the new one. “When all is said and done, usually, more has been said than done.” This happens in many volunteer organizations, but not this one. As auction professionals we make things happen. When you harness the auctioneer’s spirit of “let’s get it done with some goals for the organization” good things happen. A long time goal has been to create a CAA Foundation. The background to do so was laid by several previous boards and this year, it came to fruition. Many thanks are to Chris Gundlikson, Holland and Hart, Boulder for their donation of legal services ($25,000 worth!) to create and file the necessary documents. The CAA Foundation is official! We are approved by the IRS as a 501-C-3 entity. This allows us to receive tax deductible donations. If you or a family member desires more information contact Doug Carpenter, Foundation President, at 970-623-6999. All CAA members are automatically members of the CAA Foundation. The foundation has education as a primary goal. To that end, the Foundation funded and was host to the NAA’s Benefit Auction Specialist (BAS) class in October at the Westin Hotel. There were 12 fully paid attendees as well as another 10 or so who were there to audit the course. Instructor’s, JillMarie Wiles and Trisha Brauer were fantastic. The NAA only allows us one designation class per year. If you have a class you are hoping to attend let us know and we’ll pick the most popular for CAA members. Other board successes for the year have included revised mission and vision statements that more accurately reflect our short and long term goals: Mission: CAA exists to educate auction professionals, to promote CAA members and to monitor legislation in Colorado for the auction industry. Our vision is to have all auction professionals desire to be members of the CAA. Under the guidance of Director Cissy Tabor, our well-executed newsletter has been sent to all Public Administrators and Bankruptcy Trustees in Colorado to cement the thought that they should be hiring CAA professional auctioneers. Modeled after the NAA’s program, Director Dean Gunter has worked to create a CAA Ambassador Program. If you would like to be involved in this program, please contact Dean. Through all the efforts of the CAA Board, the organization is in the best financial position I can recall. (continued on page 3) 2

BOARD OF DIRECTORS PRESIDENT: O.J. Pratt, CAI Pacific Auction Companies 1330 Main Street • Longmont, CO 80501 303-772-7676 • Cell: 303-598-8585 1st VICE PRESIDENT: Butch Hagelstrom Buckhorn Auction Services P. O. Box 306 • Fort Lupton, CO 80621 303-827-5157 • 2nd VICE PRESIDENT: Eric Arrington The Auction Team 1610 Hwy. 505 • Grand Junction, CO 81503 970-245-1185 • Cell: 970-623-9161 • CHAIRMAN OF THE BOARD: John Schaffner Schaffner Auctions 36470 CR Z • Wray, CO 80758 970-332-5196 • Cell: 970-630-3402 • TREASURER/ DIRECTOR: Walt Partridge, BAS Partridge Auctions • 6577 N. Windfield Ave. Parker, CO 80134 • 303-840-7573 Cell 303-881-2632 • Sean Allen 9920 City View Dr. • Morrison, CO 80465 303-888-2722 • Dean Gunter Rocky Mtn. Auctioneers 1480 Ainsworth St. • Colorado Springs, CO 80915 719-570-7800 • Cell: 719-650-8184 • Sammy Hamblen - Sammy Hamblen Auctioneers 15926 W. CR 86 • Pierce, CO 80650 970-834-9528 • Cell: 970-215-0157 • Josh Larson 310 N. Wayne • Haxton, CO 80731 970-520-2946 • Michael Nichols - Odle-Cumberlin Auctioneers 22300 CR 9 • Flagler, CO 80815 719-350-0126 • Emily Wears, BAS, ATS 1826 Mehaffey Bridge Rd NE • Solon, IA 52333 435 Wapiti Trail • Cheyenne, WY 82007 319-331-1888 • Cissy Tabor - Auction Country, LLC 951 21 Rd, Unit B • Fruita, CO 81521 970-985-8228 • David P. Whitley, CAI, CES, BAS - Rocky Mtn. Estate Brokers, Inc. 24 Oak Ave. • Eaton, CO 80615 970-454-1010 • Cell: 970-539-1269 • Diana Raven • Association Administrator 8757 W. Cornell Ave., #9 • Lakewood, CO 80227 720-242-7971 • Cell: 303-618-1162 •

First Time Convention Attendees Breakfast


Charles Nicholls Bid Calling Session, Scavenger Hunt and Bid Calling Contest

he Colorado Auctioneers Association would like to extend an invitation to all auctioneers to attend our annual convention on January 1-3 of 2016. This year’s convention has some extra sessions and time set-aside just for our First Time Auctioneers.

of Fame and auction legend, Charles Nicholls. This limited participant session is by request from Mr. Nicholls so he may personalize this training session and depending on the number of new auctioneers who attend, there may be openings for other participants.

On the morning of January 1st there will be a Welcome Breakfast for our First Time CAA Auctioneers. Open registration and fellowship will start shortly after the breakfast.

That evening the new auctioneers will be able to compete in the Annual First Timers Competition. All of the contestants must have had their auction school or training within the last 12 months. The auctioneers will be competing for the coveted Troil Welton Memorial Award; that is awarded to the best of the best of the First Timer Auctioneers.

The First Timers will also be given a scavenger hunt, which entails meeting and visiting with many veteran auctioneers. The CAA Board of Directors would like to encourage the veteran auctioneers to mentor these newcomers and perhaps even give them a chance to help you at an auction. Please contact Mike Nichols to let him know if you will be attending the First Time Convention Attendees Welcome Breakfast. (

Immediately following the First Timers Competition will be the annual fundraiser, Fun Auction. I want to encourage all of the new auctioneers to take advantage of the opportunities that are available to them at the 2016 CAA Convention.

On the afternoon of January 1st new auctioneers will be given a great opportunity to be part of a limited participant session on bid calling taught by Virginia’s Hall

From the President

(continued from page 2)

A few things started but still in process include our Vision 2020 project to set goals for the next 5 years. Also, a new undertaking is to hire what I like to call the “Official Bragger of the CAA.” This person would receive any and all positive stories about our auctioneer members and then promote them through both traditional media outlets and social media on a weekly basis. We continue to look for any and all methods to promote CAA auctioneers. Looking to the future we are in good hands. Butch Hagelstrom has done a great job in preparation to be the next president. He has attended the NAA State Leadership Training the past two years and will do an excellent job as our next leader. Butch has also done a great job on the 2016 Convention. A great line up of speakers and vendors… you will be sorry if you don’t attend. The convention will also continue our newly minted tradition of the Jr. Championship and the “Kids” Auction. Check out the schedule in this magazine and plan to attend. We start on January 1, a great way to begin the year. I’ll look forward to seeing you all at the convention.

The Colorado Auctioneer is published by the Colorado Auctioneers Association, Inc. 1685 S. Colorado Blvd., Unit S-160 Denver, CO 80222 303-729-1195 The Colorado Auctioneer Newsletter is published quarterly, to serve as a communication tool between association meetings. Please contact: Cissy Tabor (970) 985-8228 •

O.J Pratt, CAI 2015 CAA President FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer





CAA Board Members go to Washington

By Cissy Tabor AA Board Members, David Whitley and Dean Gunter, attended the National Auctioneer’s Day in Washington at the Capitol. It was definitely an experience that they would never forget.

In talking with them, they shared how impressed they were with how eager each of the representatives were in speaking with them and the humility and caring attitude that each representative shared during their time together. Feedback from The Day On The Hill showed how well received this annual event is and the representatives that met attendees throughout this event expressed their gratitude of getting to know the auctioneers and in building relationships with them. It was apparent to the representatives that the auctioneers were there to become better acquainted with their state leaders / representatives and NOT for any personal gain or requesting anything other from them than their time. It was apparent to David and Dean how interested each office / representative when they shared about the fundraisers that are being done and the impact that they have on the lives involved; whether it be the recipients, the organizations, the staff members, all the way down to the donors. They all expressed a genuine interest in being invited to the events and have requested information to be included for upcoming events… So, what does that say to us, as an organization, as auctioneers and consultants? Don’t forget your State Representatives! Send out an invitation! Inform them and help them be a larger part of the communities… In addition, both David and Dean took the opportunity to visit the rich history that is abundant in the area. David was blessed to take his daughter, Dani, on the trip and despite all the walking involved, it was a great experience and both enjoyed sharing this together. For Dean, it was a very moving experience in seeing the names of men that he grew up with on the wall of the Vietnam Memorial….

A Colorado Auction Company

Contract for Hire Cissy Tabor

H.L. (Butch) Hagelstrom, Jr. 140 Denver Ave., Ste. F Ft. Lupton, CO 80621 4

Office: 303-857-2399 Mobile: 303-827-5157

Auctioneer / Professional Ringman / Clerk (970) 985-8228


NAA Spotlight By Hannes Combest


or the last three years, NAA has been developing Pathways to 2020 – a multiple year business plan that strives to achieve the association’s vision of making NAA members the preferred auction professionals used in the market place. The Board identified three strategic imperatives – or paths – for us to use: education, advocacy and promotions. Education is the foundation upon which NAA was born. Recently, the designation programs have been rewritten and all are current and relevant to the auction industry. Emphasis has been placed on the conference programs to elevate the level required by the conference attendees, and the summits offered by NAA have exceeded attendance projects and quality ratings for the last several years. What about the strategic imperatives of promotions and advocacy? Emphasis is now being placed on these two areas. We are creating a sustainable effort, using our greatest strength: our members. We have almost 4,000 members across the United States, and those members have networks of colleagues and bidders. If we can tap into those numbers, our impact is strong. Let’s show how this works with advocacy. In September, we had more than two-dozen people who gathered in Washington, D.C. NAA sponsored a reception for two Congressmen: Representative Billy Long from Missouri and Representative Jeff Duncan from South Carolina. Both are long-time NAA members, and both are committed to help us with any issues facing the industry. Congressman Duncan has already worked with us to reduce the negative impact of potential increased regulations on the sale of ivory. The impact these two individuals have in the Capitol is outstanding, and NAA is lucky to have these people, not only as members, but as advocates for the auction industry. This year, instead of paying a lobbying firm, we asked participants to use their own connections to make their appointments with their congressmen and senators. Most of the individuals were successful, and if they could not meet with those individuals, they met with the most relevant staff member. The success was amazing. The message of why auctions are successful (because they are fast, fun and transparent) was consistently applied in every visit. This year we had more than 24 participants – and next year we hope to grow that number. Also next year, we will ask participants to bring in the total number of bidders in their database – think about that. Don’t you know that if your Congressman knows you have a thousand bidders in

your database that he/she is going to be interested in you? The influence you have with that individual is huge! NAA will build our advocacy efforts, slowly and methodically. We will make sure that connections are made and built. We are fortunate that right now we don’t have a specific issue that negatively impacts our industry. But we could – we probably will. And when that issue hits us – we will be ready. On the local front, we are asking people to get to know their own elected officials. Invite your local officials to one of your auctions or invite them to coffee to explain how an online auction works. You are building connections – you are building influence. It doesn’t have to be hard; it doesn’t have to be a big effort. Just having a one-on-one conversation makes a big impact. What do you talk about? Your business and the impact you are making on your community, how you can help them be more successful. Every politician likes both of those topics. This is how relationships are built; this is how NAA will be successful with our own advocacy efforts. Our success depends on you! FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer



Member Spotlight

(continued from page 6)

Learning from the Legends By Cookie Lockhart


e mostly learn from PAST experiences, so, in the interest of what might be more beneficial to you by the lessons of my past experiences. Let me tell you about an auction last spring, well, it lasted all year, at least from May to Dec. Most everything that could go wrong or be flawed, in fact, WAS and DID. In May, I met with the son who has POA, who lives in Virginia and had relocated his mother last October leaving the house vacant all winter. She had lived in the house alone since her husband; a retired Col. from the Pentagon, had passed 7 years before. The house sits on a rather remote highway 2 miles from a small ski area. It looked from the outside like a hotel, by far the best looking house in the otherwise poor or summer cabin type area. I familiarized myself with the town, the property, researched records at the courthouse etc. I could not find a survey, however, the seller assured me had one and would look through his papers. FIRST MISTAKE, Never take a property to sell if it has a metes and bounds description without insisting on a survey. Do more than insist. I leaned on a couple friends who went back with me for a 2 week stay. We cleaned windows, pulled weeds, put up signs, threw out trash, etc. The lady who had lived there was an artist, a writer, an avid book reader with estimated 3,000 books. She lived in the 2000 sq. ft. open upstairs space filled to the brim with everything imaginable, even after son had loaded semi. There was no Internet service and part of the time no cell phone but I could always receive a text, therefore, I placed ads, made contacts of all sorts via text as seller and I believed we could get Internet service at some point, NOT SO, NEVER. I arranged to go to the ski lodge after their office closed at 6 and work till 10 when the last employee left and closed the store. It was the old dial up internet service & took 3 hours to get half hour of work done. I had a surveyed map which I thought was the property but it just wasn’t right. It was the map of when developer first subdivided a few parcels of property. I ordered a title commitment. In this state, they call it an abstract research and commit to nothing, as I later found out. The title company, to my surprise, was not cooperative. I went to the title company several times, it was never ready, the man I first spoke to was not there or they needed more information. I produced what they asked for each time only for further delays. The title company was always apprehensive, as they had, had previous bad luck with an auction. Finally they agreed to handle the 6

Member Spotlight

closing only to later back out saying they could not without a survey. The owner/lady had been very meticulous keeping track of each thing that happened in her life from inside of each book dated when she read it to the diagrams of when they remodeled. The last remodel was 1989. Yes, I organized, arranged and prepared PIP Packages full of information from when subdivision was first made to the title company research to all of the diagrams of each property improvement. I made this trip 5 different times. I stayed at the house, alone for the most part, and put up an OPEN sign before and after the auction. It wasn’t bad; I had the solace of waking up in the middle of the national forest and the challenge of finding a buyer with very little communication. The sign, which eventually was the selling point, seemed all along to be the greatest attraction, so I had to keep putting it up whenever I was there. I kept track of every visitor. Many were trying to figure out how to turn it into a Bed and Breakfast. I pushed hard to get Pre-Bids and am most always successful, this time was no exception. I like to sell personal property for an hour or so then offer the real estate, turn the mic. over to another auctioneer who keeps selling the personal property while I talk to each qualified bidder on the real property. A man who had been there numerous times showing interest in a B & B. was the high bidder before the intermission. He was sure he had it bought and was being congratulated by all the neighbors. However, when I reopened the real estate a different party, Diane, became the high bidder. We went to the dining room to sign the contract but she wanted to wait until after the auction as she was still buying things she wanted to keep for a B&B and her own use. So no problem, or so I thought “no problem.” Now, the auction is over, people are loading out, we sat down at the dining room table to sign the contract and 2 neighbors show up who stated, “Do you know the 2 ft. brick tree flower wall line sticks out into the easement we drive and we are afraid a car will slide into it.” The buyer now wants 48 hours to check with the Forest Service. Lo and behold, Buck, a strange looking fellow who had bought several tools and items during the auction and claimed to be a developer less than 100 miles from this site. He overheard some of this conversation and states, “Wait a minute, is this not an auction, it was sold as-is, where-is, right? He says I’ll take it just like it is.” Diane goes into shock and later going to sue us, but that is another story. Buck writes a check, now remember he wasn’t qualified so did not have the certified funds required but when you’re desperate, you’re like the undertaker, you’ll take anything. Tuesday morning he calls and says the bank had frozen his account and the check he gave would not clear. I’ve lost the other 2 bidders and Buck, #3 checks won’t clear. Back to

attempting to negotiate with the first high bidder who the seller had agreed to carry the paper but that could be a whole seminar…Back to putting up the OPEN HOUSE sign, staying down there a week or two at a time and contacting everyone who had showed an interest. Remember the survey I told the seller I needed all along? Well, now I really need it. The title company won’t close without it, I can’t sell it and we NEED A SURVEY. Finally I convince the seller we have to have a survey. From auction day, I thought the flower rock garden was the encroachment. I had proceeded to get estimates to tear it out. Calling around checking with surveyors I find it will be 6 weeks before we can hire an actual surveyor. Way into this, at one point the forest service said they thought the building encroached into the air space. Yep! When they remodeled in 1989 the top floor stuck out into the forest service air. Upstairs stuck out probably 8 ft to the back of the building. The forest service had been cooperative with me, however would not render a final decision until there was an actual survey of the property itself, to compare to their own. Finally we get the survey. Turns out after numerous letters and meetings with the forest service, the entire building, foundation and garage itself encroached several feet onto the forest right of way, not just the entire upper story but all the back foundation from the remodel would have to be taken out. The seller was sure to the close and beyond he could negotiate with the forest service, finally saying he would fight

them to his dying day. LEARNED: DO NOT TAKE TO MUCH HEED IN WHAT SELLER SAYS. About November a couple driving by see the sign, while I am in Oklahoma preparing for another auction. I met them in Missouri; they gave a full price offer inspection unneeded. I wrote a LETTER OF INTENT, got earnest money. I gave them my key; they went to Taos, met with all the people I had been dealing with, the lawyers, the title company, the surveyor and the forest service. They then called, saying they could not go through with their offer and made a lessor offer far below the selling price and much further below what I originally thought the property would bring but the seller was sick of it all and he said, “Take it.” I could have negotiated more from them; there was certain personal property with more value as it got left over from that first buyer. The seller gave new buyer everything left. Remember the lady at the auction bought many items she never paid for which I could have sold, several thousand dollars’ worth including Roll Top Desk, etc. . LEARNED and I already knew: DO NOT GIVE SELLER CLIENTS CONTACT INFORMATION. LEARNED: Add travel into your contract. You cannot be TOO PREPARED, something will happen you never thought of no matter how well you think you cover the bases. Maybe ITS NOT ALL ABOUT THE BASE or maybe IN FACT, IT IS!

2015 NEW MEMBERS • Ali Rodgers, Corrales, NM • C Beth Aeby, Espanola, NM • Cody D. Johnson, Yuma, CO • Dan Schalek, Canon City, CO • Geffery Richards - Richards & Co., Inc., Parker, CO • Jeff Richards - Richards & Co., Inc., Parker, CO • Karleen Talbott - Talbott Auctions Estate Sales & Consignments, LLC., Corrales, NM • Kevin Murphy, Colorado Springs, CO • Matt Read - Loveland Auto Auction, Johnstown, CO • Rachelle R Repine - The Mountains R Calling Auctions Services, Estes Park, CO FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer



CAA Foundation

CAA Foundation Update By Doug Carpenter


erry Christmas to all CAA/CAF Members and Friends! What a glorious time of year and what an awesome reason to celebrate this season! Since we are in the giving spirit, let me fill you in on how your Foundation is giving back. Our Foundation account has approximately $6,000.00 in it and we hope to grow that number greatly this coming year. The main focus of your Foundation at this time is to provide educational scholarships and opportunities to members and children/grand children of members. In early October, your Foundation sponsored the Benefit Auction Specialist (BAS) course, conducted at the Westin Hotel in Westminster. There were 19 who registered for the course, which was a great response to our invitation. We had participants from Colorado, Montana, Oklahoma, Texas and Kansas. I would say that was a huge success! We are committed to providing educational opportunities for both you as members as well as for your children and grand children. We will be giving away up to two scholarships at the 2016 CAA Convention and you still have time to apply. See the Scholarship Eligibility Requirements to see if you or one of your children or grandchildren qualifies. If you, or they, qualify, do not pass up free money! Apply on or before December 15 to be eligible for an educational scholarship. Also, as we are approaching the end of the year, if you want to give to your tax deductible Colorado Auctioneer’s Foundation, please contact Doug Carpenter at 970-623-6999 or email me at I would love to visit with you about how you can do that.

What to Wear at an Auctioneering Competition

By JillMarie Wiles hat I am about to say is not sexist but just an observation as a past competitor, winner and judge. Your subliminal mind and your body language play a large role in your stage presence. For stages that are elevated, the judges are about eye level with your upper leg. Now, if you are a guy make sure your shoes are shined and your pants aren’t hemmed with duct tape. Ladies, pants might make you feel more comfortable but most certainly a very short skirt might unconsciously make you feel nervous. Some stages are heavily lit with bright lights so sheer clothing is not always wise. Women feel confident, some more than others, when they are wearing great shoes. They walk different, especially across a stage. (Shoes have magical powers, just ask Dorothy...) Bottom line, whatever you choose to wear in a competition, be sure to practice in the outfit to see if it moves comfortably when you are selling. As far as accessories, be who you are (Right Cookie?). Ladies, don’t wear big clanking bangle bracelets as they take away from hearing your chant. Guys, socks are not considered an accessory but please wear them. A tie is considered professional. A cowboy hat is regional and is up to the person wearing it. Color falls under the category of “be who you are”. When I competed I dressed as though I was meeting, with contract in hand, with high-end clients who were decision makers. My dress communicated I was ready to conduct the job they were asking of me, and of course, I wore my best heels. What to wear? Wear what makes you feel good, what you can move in and what communicates that you are prepared as a professional. Not sure? For women or men, a business suit worn with a shirt that has color along with subtle accessories is always safe. Shine your shoes as you would shine your trophy, with care and pride!



Auto Industry

CIADA Changes Lives By Cissy Tabor

In the beginning of 2014, Colorado Independent Automobile Dealers Association (CIADA) held their 1st Annual Charity Gala to raise money to benefit the Used Card Dealers Charity and multiple organizations throughout the surrounding Denver community that makes a difference in their lives. Last year, at this Inaugural Ball CIADA, with the assistance of Dean Gunter, auctioneer, raised more than $100,000 through the combined efforts of many talented individuals, volunteers and giving attendees! The CIADA has donated money to more than 10 organizations such as the Genesis Project in Greeley, Center for Diabetes, Food Bank of the Rockies and to a very surprised volunteer, Kim McCarthy whose donations will go to a much needed insulin pump for her daughter, Kielee. Kim’s story / need is one of an unsung hero that was never requested...but as she worked with CIADA and as everyone got to know her better, the story of her daughter’s need for an insulin pump “just became known” and it was immediately

proposed to add her to the recipient list. Upon receiving the donation, Kim’s surprise was evident through her grateful and sobbing tears in which she stated “this would change their lives forever!” Additionally, CIADA gave money for scholarships to various individuals that will now have the opportunity to go onto college and further their education. These scholarships looked at the applicants, not based on grades / GPA’s, but on other values and possible hardships that had been faced and overcome. The Colorado Independent Automobile Dealers Association has a vision to continue growing their footprint in the Colorado community and in making a difference with other organizations / individuals that make a difference in our community and will continue to do so. With the help of Dean Gunter, a fellow CAA Board Director and auctioneer, this annual event has the potential to grow exponentially!

Todd O’Connell and Dean Gunter with the Used Car Charity Fund presenting much needed monies to the Barbara Davis Center for Diabetes. Receiving the funds are Dr. Georgeanna Klingensmith and Dr. Paul Wadwa

Tim Gaylord and Dean Gunter (Auctioneer), Directors for Colorado Independent Auto Dealers Association, present on behalf of the Used Car Charity Fund a check to Food Bank of the Rockies that provides 119,000 meals daily to those in need in Colorado and Wyoming

Presenting a check to Jan Bartram with Genesis Project of Northern Colorado on behalf of CIADA Used Car Charity Fund. A great organization offering hope, counseling and solid bible teaching in Greeley, Colorado.

Used Car Charity Fund presented Kim McCarthy a much needed check for $3200.00 to purchase a insiline pump for her daughter, Kielee. In tears, sobbing & hugging everyone in the room Kim shared that “This check would change their lives forever!” FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer



Hall of Fame

A Legacy Auctioneer

Photographer at Convention SATURDAY, JANUARY 2, 2016 The CAA Board of Directors would like to announce the addition of a professional photographer to this year’s convention to provide you with a Corporate Head Shot. Bring your attire for this membership benefit that is being offered to you FREE by the Colorado Auctioneer’s Association! You will receive a complimentary digital file. Charles House Images of Englewood, serving Colorado since 2003, specializing in Corporate Head Shots, Personal and Family portraiture. Charles will be available to take photos of you, your family or company / staff for a small fee… to be worked out individually.

Charles House Images (303) 332-5635 10

By Eric Arrington


Ring In The New Year! You are cordially invited to join in the fun and festivities of the CAA New Years Eve get-together at the Westin Hotel on December 31st 2015, the night before the start of our 2016 convention! The festivities will start at 6:00pm. We will have snacks, beverages, and music, plus a chance to visit with one another. Most of our speakers will be in attendance and you’ll have a great opportunity to get to know each other! The CAA has negotiated the same room rate, as our convention rate of $85.00, and will be a great way to kick off the New Year and our convention on the 1st.

Make your room reservations today! Make your reservations by December 25th and receive the group rate of $85! Let them know that you are with the CAA. Westin Hotel 303.410.5000 or 888.627.8448

Come join us!

ave Welton, a legacy auctioneer, learned the trade from his father, Troil. Dave recalls selling chattel as a ten year old, so needless to say that Dave grew up around the auction business. A Certified Mechanic of Engineering degree does not seem to fit into the auction field, but as many know, you have to wear many hats in the this business. Working as a contract auctioneer “part time” as he put in his hours at work, such as Samsonite, until he retired and depended upon the auction business full time. Dave worked with various other auctioneers including Latham, Radcliff, McCray, Roller and Bohn. Dave has some advise for the new and young auctioneers… “Your reputation is everything in the auction business. Keep your reputation clean as a trustworthy auctioneer and keep in mind the words of wisdom from his father, ‘Work for the seller with respect to the buyer.’” In closing a reminder is given, your signed and dated bid cards are contracts for the protection of all parties and set your bid increments as it is your right to do so.

Early Registration! PLEASE send in your Convention Registration EARLY even IF you are unable to pay at this time….. This will assist Diana in having your paperwork / registration complete for you at check-in and will assist the process time so you won’t miss out on anything. Thank you for your assistance and consideration.

CAA Annoucements • We have a new printer for CAA! Make sure to check out Steve’s ad on the back page. • Please take note of the Marketing Contest Changes / Additions • Websites will be online / live for judging competition • NEW Addition: Facebook has been added • Hotel reservations deadline date has been changed to December 25th! Rates have been extended to include December 31st! Westin Hotel 888.627.8448 FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer



Ambassador Program Mission of Ambassador Program The mission of the Colorado Auctioneers Association Ambassadors Program is to have the opportunity to serve on various committees and help recruit and retain members in our profession to serve, drawing in more CAA members and allowing a wider, more diversified range of involvement from our association. This program is not solely for new members, but for everyone, serving to help us continue to be stronger and more, well-informed professionals Ambassadors are representatives of good will, performing duties that communicate the importance of and relevance of the Colorado Auctioneers Association.

Ambassador Expectations New Members • Each quarter, Ambassadors will be sent a list of members that joined the association • Ambassadors are expected to communicate with the new members and welcome them to the CAA • Ambassadors should build relationships and share CAA services and benefit opportunities with the new member • Ambassadors report the results of their contacts to the Membership Coordinator of the CAA Member Renewals • Ambassadors will be emailed a list of members that will be lapsing and are expected to communicate with the member regarding their membership status and see what assistance can be done to regain / retain membership status • Contacts can be made via email, phone, social media, visiting and/or speaking with them • Ambassadors are encouraged to build relationships and discover why the member renews or does not renew Other Duties • Ambassadors serve as a source of information and communications. All opportunities to promote the CAA are appreciated • Ambassadors assist the CAA to recruit new members per inquiries, auctions schools and national/state conventions • Ambassadors advise CAA Board of Directors on the relevance of CAA services / benefits; and are encouraged to suggest valuable new services and benefits • Ambassadors may also be called upon by the CAA for other membership needs • The following committees are areas that Ambassadors 12

will be called upon to assist serving to help promote strong growth and success for the CAA

• • • • • •

Acquisition Committee Sponsorship Committee Mentoring Committee Membership Outreach Committee. Entertainment Committee Convention Support Committee

What Does Success Look Like? • Success will be achieved when Ambassadors contact

their assigned members each month and report to the CAA Board of Directors • Long term success would be if the average retention rate reaches 85%

Are you in need of a graphic designer?

Look no further! Brochures • Business Cards • Website Maintenance And much more! 10 years of experience in design!

Sarah Krautschun 970.590.3235 •


How Much is too Much for Your Live and Silent Auction By Greater Giving

How many items are too many for live and silent auction? Consider going digital for excess items. For a long time the conventional wisdom has been that more auction items equals more auction dollars. But trimming the fat off your auction can not only raise you more money in the long haul by focusing on better-performing items, but with fewer—and more targeted—silent auction items, you’ll save time and overhead. The key is picking those high performance items out of the crowd of donations. But don’t fret about anything that you can’t include! Simply extend your event to a next-day online auction, to sell everything that didn’t fit into your live event, and offer the opportunity to participate to bidders who couldn’t attend your live function. Ask yourself the following questions as you start procurement, and the answer for the right number of auction items is just a matter of arithmetic. What performed well last year? Look over your auction item performance from previous years. If you’ve been using Greater Giving, running the SUM-08: Sales Totals by Item Category report will: • Identify your high-performance item categories • Calculate your ROI (percentage of profit over value) for each item Use the ROI of those items that performed well to forecast how much you might expect to make on the same or similar items. Target your solicitations on businesses and donors that can make donations in your heavy lifter categories. How many people are you expecting? Your live auction should remain fairly static—between 7 and 14 items is a good number—but your silent auction will vary depending on how many people you expect at your event. The wisdom on the “ideal” number of silent auction items varies from one item per attendee, to one item for every four attendees. But really, the number of items depends a lot on your individual auction’s value spread. There are no hard rules! When deciding exactly how many items to offer in your silent auction, start by considering the space you have to work with. How much you can fit in your venue space while still giving guests plenty of room to move around? Remember, anything that was donated that you don’t have room for can still be auctioned off after the event in a followup, online auction.

Live Auction Tips • Size down! A live auction that goes on too long fatigues your audience, and you want to save some gusto for your mid-point paddle raise. • If you’ve hired a professional auctioneer to run your live event (we highly recommend working with a professional to make the most money possible in your live auction), see if the auctioneer can also consult on the size and arrangement of your silent auction. What’s your budget? How many items you carry in your auction should reflect your fundraising goal for your event. Once you have a target, it’ll be easier to break down your goal amount into individual packages and figure out what you need to solicit—and what you don’t. Look at how much revenue came from each of your item categories in previous years, and use that as a guide. How many items do you need in that category to meet your fundraising goal? Base the number of items you accept into your auction on how much you need in order to meet your fundraising goals. Then direct your committee’s efforts on fewer, more exciting packages. You won’t need any conventional wisdom to tell you how to create a fantastic silent auction, because it’ll just be a matter of arithmetic!

Partridge Auction Services Walt Partridge Partridge Walt 2005 Colorado Champion Auctioneer Over 15 years experience as a Contract Auctioneer Phone: 303-881-2632 • Fax: 303-840-2058




Mike Heitmann

Mike Heitmann Mike Heitmann

Office • (719) 683-7235 Office • (719) 683-7235 • (719) 683-7235 Cell • Office (406) 450-2051 • (406) 450-2051 Cell Cell • (406) 450-2051 FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer














CONVENTION REGISTRATION FORM Please complete a separate form for each person attending. NAME __________________________________________________Designations_______________________________ COMPANY ________________________________________________________________________________________ MAILING ADDRESS__________________________________________________________________________________ CITY _________________________ STATE_____ ZIP___________EMAIL ______________________________________ PHONE (home/work) __________________________ (cell) ________________________________________________ SPOUSE’S NAME (if attending) ________________________________________________________________________ REGISTRATION FEES - January 1 - 3, 2016


ACTIVE, ASSOCIATE, & HOF MEMBERS (includes all provided meals*) after 12/20/2015 $220.00/ea ____________ ~ discounted price for registration received by 12/20/2015 $200.00/ea ____________ Non-Members (includes all provided meals*) $265.00/ea ____________ Guest or Spouse - 1 per paid member (includes all provided meals*) or (not including meals) Auction Staff—Friday Registration (does not include meals) Additional Meal Tickets: Fri:

Dinner Sat:



$150.00/ea ____________ $ 65.00/ea ____________ Complimentary _____-0-_____


H.O.F. Lunch

$ 30.00/ea ____________

Champion Auctioneer Contest—Sat. (include Champion Auctioneer Contest Registration Form)

$100.00/ea ____________

2016 Active Member dues which include posting auctions on CAA website

$100.00/ea ____________

2016 Associate Member dues (if not previously paid)

$ 35.00/ea ____________

(if not previously paid)

Qualified Discount: (please list) _____________________________________ * provided meals include Friday dinner, Saturday lunch and dinner

(___________) TOTAL

$ _____________

PAYMENT METHOD Amount $_____________

Check # ________________

Credit Card: ____ MC _____ VISA _____ Discover _____ AMEX

Credit Card # ___________________________________________ Exp Date (mm/yyyy) _______________ CSV _______ Cardholder Name (please print) _________________________________________________________________________ Card Billing Address: (include zip code) ___________________________________________________________________ Billing address is same as registration address _____ YES _____ NO Please make your hotel reservations before 12/15/2015 to get the CAA standard room rate of $85 ~ reference: Colorado Auctioneers Assoc. 2016 Convention ~ Contact the Westin Hotel at 303-410-5000 or toll free 888-627-8448 Additional information The convention begins Friday, January 1, 2016 at 10:30 a.m. for registration, first seminar starts at 1:00 p.m. Early registration is encouraged for quick pickup of conference materials and your own convenience. Please type or carefully print the information requested exactly as it should appear on all conference materials and directory. Send completed registration form and fees payable to: Colorado Auctioneers Association 1685 South Colorado Blvd., Unit S #160, Denver, CO 80222 ~ or email to ~ fax 303-729-1195 Fees cover convention functions and do not include hotel accommodations. Hotel Reservations: Westin Hotel ~ 10600 Westminster Blvd., Westminster, CO 80020 ~ 303-410-5000 or toll free 888-627-8448 ~ or on the web at ~ reference: CAA2016 Convention For additional information contact CAA at or by phone 303-729-1195 FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 14 thecoloradoauctioneer thecoloradoauctioneer 15 8 Rev 10/30/2015

2016 CAA Convention Schedule FRIDAY JANUARY 1, 2016 10:00 First Timers Breakfast 10:30 - 12:30

Registration & Fellowship

12:45 Opening Comments

1:00 - 2:30

2:30 - 3:00

“How to Take it to the Next Level, and Maybe Help Your Auction Business Along the Way” Presenter: John Nicholls A look at three key elements in all of our lives and how we are to handle them. We will focus on our current actions and attitudes, and see if we all can do better....and maybe help our business along the way. Break with Vendors

3:00 - 4:30 “The Ins & Outs of the Non-Auctioneer Professional” Presenter: Rob Hart First Timers & 2nd Year Bid Calling Workshop Presenter: Charles Nicholls 5:00 - 6:00 6:15 - 6:30

Dinner Entertainment: Barbershop Quartet

6:30 - 7:00 KIDS Auction to benefit the CAA Foundation Toys are donated- Children 12 and under are invited to sell. CAA Foundation to MC 7:00 - 7:30

First Timers Bid Calling Championship Contest

7:30 - 10:00 Fun “Fundraising” Auction Experience an evening of fun and entertainment as we showcase our talent and hone our skills. Come and participate as a buyer, seller, or both. All members, regardless of experience or ability are invited to bring and sell items to benefit the CAA. 10:00 - 12:00

Karaoke...Come make a fool out of yourself!

SATURDAY JANUARY 2, 2016 7:45 - 8:30

Registration, Coffee & Fellowship

8:30 - 8:45

Opening Comments

8:45 - 10:15 “TEAM WORK: Building a Team and Being a Good Team Member” Presenter: John Nicholls We will discuss tried and true principles of effective and productive teamwork, qualities of a leader, and what to look for when building a championship team. 10:15 - 10:30

Break with Vendors

10:30 - 12:00 Auction Verdicts - the cases that changed the auction industry Presenter: Mike Brandly We cover the three (3) United States Supreme Court Cases involving auctioneers, and other key cases. Advanced Bid Calling Workshop Presenter: Charles Nicholls 12:00 - 1:15


2016 CAA Convention Schedule 1:15 - 2:45 “Women in the World of Auctions” Presenter: Shannon Mays From 1950 when Emma Bailey sold her first auction to 2015 with Cookie Lockhart as the only woman auctioneer in the NAA Hall of Fame, women continue working to position themselves in the auction world. This presentation will cover issues that women face in the auction industry and how to address them. “Internet Auctions” Presented by Wavebid “Real Estate Auction Roundtable Discussion” Scott Shuman, John Nicholls, Mike Brandly, Charles Nicholls, Moderated by David Whitley 2:45 - 3:00

Break with Vendors

3:00 - 4:30 UCC 2-328 Presenter: Mike Brandly The most misunderstood 254 words in the [auctioneer] language. We take attendees through all nine (9) sentences in a lighthearted enjoyable trip through auction law. Ring Man/Woman Workshop Presenters: Paul C. Behr, Scott Goodhue & Sean Allen 4:30 - 5:30

Hall of Fame Committee Meeting

5:30 - 6:30


6:30 - 7:00

Entertainment by Barry Ward

7:00 - 1st Round - 2016 State Championship

TBD Junior Bid Calling Championship TBD Interview and Final Round - 2016 State Championship


8:00 - 9:00

Church Service with Barry Ward

9:00 - 11:30

Annual Meeting and Elections

12:00 - 1:30

Hall of Fame Banquet & Awards Presentation

2:00 - 4:00

2016 Board of Directors Meeting

BRING YOUR STAFF TO CONVENTION ON FRIDAY! Auction staff members are welcome to attend ALL Friday education sessions for FREE with a Convention-registered CAA member. On Friday, January 1st, at 3:00 pm…..Rob Hart, of Hall & Hall Real Estate, will speak on Auction Operations that is surely to be informative and thought provoking for the auction staff services your company provides. Invite them to stay for the 2nd Annual Kids Auction that is surely to entertain, First Timer’s Championship and the Fun Auction!

It’s sure to be an informative day for business, FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer

education and fun! thecoloradoauctioneer

2016 SPEAKERS Shannon Mays, CAI, AARE, BAS (Shannon & Associates Real Estate & Auctions, LLC.)

Shannon Mays, CAI, AARE, BAS- holds the title of 1995 International Auctioneer Champion – Women’s Division. She is the owner, auctioneer and broker of Shannon & Associates Real Estate and Auctions in El Dorado Springs, Mo. The auction division conducts of variety of auctions including real estate, commercial, farm and personal property auctions as well as benefit auctions. Clients include the American Heart Association, American Cancer Society, several private schools as well as wildlife conservation groups. Along with her own auction company, Mays is a contract auctioneer for various companies including Hudson and Marshall of Dallas, TX traveling nationwide selling foreclosed properties for national lenders. Along with conducting auctions, Shannon & Associates provides personal property appraisals and professional testimony services for both individuals and companies. Mays graduated from Worldwide College of Auctioneering, where she also serves as an instructor, and has been selling for almost 30 years. She also serves as an instructor for the Professional Ringmen’s Institute with Brian Rigby. She graduated from Missouri State University with a bachelor’s degree in Agriculture Communications. Mays is a lifetime member of the National Auctioneer’s Association and a member of the Missouri Professional Auctioneer’s Association, Missouri and National Association of Realtors and the Five County Board of Realtors. She is a past member of the Board of Directors of the Missouri Professional Auctioneers Association and is very active in the El Dorado Springs Chamber of Commerce.

Barry Ward (Barry Ward Music)

Barry Ward’s songs come from his deep roots in the heart of rural America. As a 4th generation Kansas farmer and rancher, he writes and sings of the men and women whose lives are entwined with the seasons, the land, and the will of God. His song, “Harvest in the Fall” is featured in the Mid-America Regional EMMY® Award Winning documentary, The Great American Wheat Harvest. Ward has performed in 29 different states and 3 foreign countries, including on stage at the world-famous Carnegie Hall in New York City, to the jungles of Camaroon, Africa. Barry was honored to be inducted into the Kansas Cowboy Hall of Fame, and has previously won Male Performer of the Year with the Academy of Western Artists, the Western Music Association, and the Country Gospel Music Association.

Russ Hilk, ATS

Russ is a founder at Wavebid, a software company helping auctioneers be more productive and successful. Trained as a live auctioneer at Worldwide College of auctioneers Mr. Hilk has managed auction sales of over $50 million dollars of equipment and personal property. Prior to starting Wavebid, Russ was Vice President of Hoff-Hilk Auction Services, an industrial auction company based in Minneapolis, MN. He is a 10 year member of the NAA.

Scott Goodhue

Many consider World Champion Auto Auctioneer Scott Goodhue to be at the top of the industry. What some may not know, however, is that it took over 20 years of hard work to get there. A Graduate of CU, Scott started his auction career selling cattle for three major sale barns in Colorado, as well as farm and estate sales, antique sales, and working charity events for organizations such as John Elway, Children’s Hospital, Junior Achievement, Denver Orchestra, Denver Nuggets, Colorado Rockies, and the Colorado Avalanche. Scott’s competitive career began in 1998 when he participated in the Colorado Auctioneers Association competition, attaining runner-up. The following year, 1999, he achieved the “Colorado State Champion Auctioneer” title. In 2005, he expanded to the broader stage of the World Championship contest, reaching “Runner-Up” status. The very next year, 2006, was the golden year, as Scott took home the “World Champion Automobile Auctioneer” trophy, as well as making it to the finals in the team competition. Scott has sold at the World Championship for three World Champion Ringmen, including Johnny McGuire-2005, Vaughn Long2007, and Sean Allen-2015. Scott and Sean also won “World Champion Auctioneer Team” in 2015. FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer thecoloradoauctioneer



Board of Directors


Of Visitors

Board of Directors Meeting Summary

our CAA Board of Directors met on November 3, 2015 at the Westin Hotel in Westminster where we will once again hold the annual CAA Convention for 2016. Treasurer Walt Partridge gave his report detailing how our organization is in a promising position this year in comparison to years’ prior that will provide us with a positive outlook into the future. Our financial status is due to the large success due to last year’s planning / quality donations by the board association and member’s alike. Reports by the nine standing committees were heard and approved. The discussion after the committee reports focused on finalizing the plans for the upcoming annual convention & schedule. Board members whose term expires this year were identified. Dean Gunter agreed to be nominated for 2nd Vice President and Mike Nicholls agreed to run for a second term. Sammy Hamblin has decided to not run again. Nominations are being sought for open seats.









D E .C


2016 JUNIOR CHAMPION AUCTIONEER CONTEST ENTRY FORM Contest is Saturday, January 2, 2016 NAME _________________________________________________________ ADDRESS __________________________

AGE ___



CITY / STATE / ZIP _________________________________________________ PHONE___________________________ EMAIL ADDRESS





PARENT SIGNATURE (authorizes the use of contestants name and photo for promoting the Colorado Auctioneers Association)


Rules for participation in the Colorado Auctioneers Association Champion Auctioneer Contest:  All participates are between the ages of 13 and 18 at time of the contest.  All auction items will be provided by the Colorado Auctioneers Association.  Contestants must sign up by 5:00 p.m. on Saturday of the convention.  Competing order will be determined prior to the event.  The Junior Bid Calling Championship contest will be held in the designated ballroom at the convention site prior to the first round of the State Bid Calling Championship contest.  Questions: Dean Gunter - cell: 719-650-8184 ~ email:


AS $1










20 FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer




Visit for more information.


Visit for more information.

* Price is 25¢ per unique bid not to exceed the max bidding fee per auction. Fees for the optional credit card authentication registration service are separate.

Screenshots above are customized with your logo, colors, etc.

works on iphone, ipad, android, windows mobile, windows, mac, chromebook, and more. · Accept internet bids before your live auction · Higher starting bid amounts speed up live auction · No setup + $25 max bidding fee per auction*

· Live Catalog provides real-time info; no refreshing · Soft-Close extends bidding per lot; prevents sniping · Linked Soft-Close - link multiple lots together · No setup + $75 max bidding fee per auction*

Internet-Only Auctions

Internet Absentee Bidding

use your wi-fi, no internet required.

Integrated Shipping center

Integrated credit card processing FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer



Catalog →

~ Cissy Tabor

← Live catalog

Lastly, the Board of Directors unanimously voted earlier in this year to expand our receivership of the newsletter in which we now send out our newsletter to each Colorado county in addition to Bankruptcy / Liquidation / Trustees. With that being said….Contact Me! Let’s get you advertised and get yourself out in the forefront of our readers!

Webcast →

I’ve made it a goal this year to have constant foundation of categories and have created a vision for the newsletter to make it more than just a convention recap and getting ready for the convention update. This year, we have created the following sections for you to look forward to in each newsletter; Member Spotlight, NAA Spotlight, Hall Of Fame (CAA Hall Of Fame members highlighted in each issue through an interview), Government (We are working on a goal of having our legislation representative to provide us with an article whenever possible), Board of Directors Update and CAA Foundation. As we finalize this year, I’ve been able to add the Auto Industry, Benefit / Fundraising Industry and hope to continue the expansion into the Livestock and Real Estate Industry. Any other areas I should add to our newsletter?

Internet Auctions

As an individual that strives to be a perfectionist and people pleaser…. this conundrum leaves me in a quandary. Since I still consider myself as a “newbie auctioneer” I could investigate all my questions and simply write articles on what I discover and simply share it with you. Or, do I continue to ask / prod… Ok, beg for article suggestions? I simply can’t believe that our members “know everything” and have no curiosity / need to learn more, share triumphs and give advice or the like. I firmly believe that education and learning is a continual thing for us to have and I do firmly believe that our newsletter is the ideal opportunity for that to happen throughout the year. Otherwise, wouldn’t our newsletter become superfluous?


I have had the honor and privilege of being the editor of our CAA newsletter for almost a year now. If you count that this is the last newsletter being produced for 2015, you could say that technically, I have been. But what does it have to do with “what’s for dinner?” Throughout the year I have asked many individuals privately and have even placed “Wanted Posters” in the newsletter and inquiring questions on Facebook in an attempt to find out what our CAA members are wanting to be educated on, learn more about, or to just expand our industry sections within the newsletter. I have come to learn that I am among the majority of other CAA newsletter editors in this search for quality material and also, most importantly, wanting to receive it in a before my deadline date. Time for a big ‘ol Santa chuckle there! However, my requests primarily have also gone unanswered / don’t care / don’t know.

catalog, clerk, and more on your tablet & smartphone

So….what does this story have to do with auctions, auctioneers and our newsletter? Glad you asked! Lol!!!

· Includes prebidding prior to lot going live · Simplified bidding interface increases participation · Audio/video broadcasting included · $25 setup + $125 max bidding fee per auction*

We would end up making a game of this to some degree. In the latter half of my daughter’s lives at home, if their answer to my question ended up with a response of “I don’t care…” well, they met with the answer of….”Great! Fingers and toes for dinner!!!!” What did that mean? Well, it was a push to help me figure out what to make for dinner or you’d get to fend for yourself of what’s in the fridge and cupboard and make your own dinner.

Webcast Live Bidding

This is a question each and every one of us has heard a million times or, perhaps, even said it ourselves? Growing up in my home, the tradition was you either ate what was placed on the table or you went without. There were many times that my Mom would ask us, and for the life of me, I can’t really recall on whether or not we would answer her and tell her what we were interested in eating. I do recall, however, that as a single parent, I would ask my daughters this question many more times than not! I wasn’t a great cook for “every day cooking” and I would easily run out of ideas. Thank God for the casserole and simple cooking mini magazines at the grocery store check-out counter! We didn’t have Pinterest back then.

Auction Software

What’s For Dinner?


By Cissy Tabor


From the Editor


From the Editor





(SUBMIT SEPARATE FORM FOR EACH ENTRY) NAME _______________________________________________________________________________________________ COMPANY NAME______________________________________________________________________________________ ADDRESS _____________________________________________________________________________________________ CITY _______________________________________________ STATE ____________________ ZIP_____________________ PHONE _____________________________ EMAIL___________________________________________________________ CONTEST CATEGORIES

Contest is Saturday, January 2, 2016 NAME _______________________________________________________________________________________________ COMPANY NAME ______________________________________________________________________________________ ADDRESS _____________________________________________________________________________________________ CITY / STATE / ZIP ______________________________________________________________________________________

Please provide a short biography and picture with entry form. This information will be used by CAA to write a news release promoting your participation in this year’s Champion Auctioneer Contest.

Please Indicate the appropriate category for your entry. Category 1 Four Color Brochure *

A. Real Estate B. Farm and/or Ranch (Machinery and/or Equipment) C. Commercial and/or Industrial Machinery & Equipment D. Antiques/Collectibles/Estate/General Household E. Benefit Auctions

Category 2

Business Promotion

A. Company Brochure, Letterhead, Envelope, Business Card, and/or Stationery* B. Company Promotional Item (Keychain, pens, magnet, hats, etc.)* C. Company Apparel (hats, coats, shirts) (no CAA logo required) D. Internet Web Page: www: _________________________________ E. Vehicle Graphics (no CAA logo required)** F. Facebook

* Please provide two (2) samples of each item entered. For Apparel, provide one (1) of each item. ** Submit one (1) color photo of your vehicle. The photo should be at least 5 x 8 and no more than 9 x 12. You may enter more that one vehicle. Submit separate entry form for each vehicle.


Rules for participation in the Colorado Auctioneers Association Champion Auctioneer Contest:  Each contestant should dress appropriately for a professional presentation.  Contestants shall be current, active (paid) members of Colorado Auctioneers Association at the time of the entry deadline.  Contestants must pay the $100.00 entry fee by 3:00 p.m. on Saturday of the convention.  Contestants must provide three (3) items that should sell for $50 or more each by 3:00 p.m. on the day of the sale.  Each of the three items provided by the contestant must have the contestant’s business card or name firmly attached to the item, and if he/she wishes to specify the order of selling those items, each should be clearly indicated as #1, #2, or #3.

 Past CAA champions are not eligible to compete in future CAA competitions.  Competing order will be determined prior to the event by drawing conducted by the Contest Chairperson during the mandatory contestant Roll Call and Orientation Meeting.

 All contestants must attend the Contestant Roll Call and Orientation Meeting at 6:15 p.m. Saturday. Roll Call will be taken at the start of the meeting promptly

at 6:15 p.m. In the event a contestant is not present during the initial roll call, his/her name will be called two additional times at 10-minute intervals. In the event a contestant is not present when his/her name is called the third and final time, he/she will be disqualified from the contest, without return of entry fee.

 The CAA Bid Calling Championship contest will be held in the designated ballroom at the convention site. The sound systems will be preset and will not be adjusted during the contest. All contestants will have the opportunity to test the sound system prior to the start of the competition.

1. 2.

All current members of the CAA are eligible to enter, regardless of past wins. Entries must display the CAA logo, or indicate membership in the CAA. Promotional items (key chains, pens, magnets, hats, etc.) do not have to display the CAA logo. Category 2-A must include the CAA logo or the words “Member of the Colorado Auctioneers Association”. 1. More that one entry per category is allowed. There is no entry fee for any entry. Submit separate form for each entry. 2. Entries for Categories 1 must promote an auction held Jan 1, 2015—Dec. 31, 2015. 3. Entries hand delivered to the CAA convention must be submitted by 11:00 a.m. Friday, January 1, 2016. 4. Mailed entries must be postmarked no later than Monday, December 21, 2015, and mailed to: Colorado Auctioneers Association, 1685 S Colo. Blvd., Unit S #160, Denver, CO 80222 5. Winners will be announced during the Hall of Fame dinner on Sunday. 6. Contest guidelines and rules are reviewed annually and approved by the CAA Board of Directors. 7. Each Entry must be accompanied by an official entry form with the entry category clearly labeled. 8. Each entry in category 2A must include, at a minimum, letterhead, envelope and a business card. 9. Website designs will be judged live as shown on computer. However, you must submit an entry form to enter your web site. 10. Facebook account will be judged live as shown on computer. However, you must submit an entry form to enter facebook page

 There will be at least three judges. The judges may be either Auctioneers or members of the community.  Contestants shall be introduced in both the preliminaries and finals. If the contestant is not present when called to the podium, he or she will be disqualified.  Each contestant sells three items consecutively in both the preliminaries and in the finals. In the preliminaries, each contestant will sell items he/she provides for the contest. In the finals each contestant will sell items provided by the CAA with a value equal to other contestants’ items.

 On the scorecard used for the bid-calling segments, the total possible points in each category will be as follows: Presentation—20 points; Chant/Voice— 45 points; Effective Auctioneering—35 points

 On the scorecard used for the interview segment, the total possible points in each for the categories will be: Presentation—25 points; Response—50 points; Ambassador—25 points

 If there are 4 or fewer judges, all scores will be tallied. If there are 5 or more judges, the lowest score for each contestant shall be eliminated. If there are 6 or more judges the highest score will also be eliminated, after which all remaining scores shall be averaged to determine each contestant’s final score.

 Final scores are determined by combining the interview score with the bid-calling final score. The interview score will count for 40 percent and the bid-calling score will count for 60 percent of the total.

 If a tie score occurs in the preliminary portion of the competition, the contestant with the highest score in the Chant/Voice category will be selected.  The scores from the preliminaries determine who enters the finals. Contestants with the top five scores will enter the finals.  Finalists will be announced after the conclusion and the scoring of the preliminary competition. Each finalist will be asked to report to an isolated room for instruction on the interview portion of the competition.

 Finalists in the interview portion of the contest shall be isolated in a room until it is his/her turn to be interviewed. The interview portion is the only part of


the contest with the isolation restriction.

The Marketing Contest will be judged by independent professional judges, who have expertise in the media and advertising field. As an Auctioneer, advertising and marketing expertise are the keys to the success of your business. The quality of your advertising, whether it be signage, business cards, letterhead, newspaper, magazine ads, or the Internet are often the general public’s first exposure to your business. Advertising creates awareness and promotes the auction method of marketing as well as the professionalism of your organization. This contest is designed to be your opportunity to show off your skills and see how others present themselves in various forms of media. To enter the contests use this entry form. One form must accompany each entry. You may photocopy the entry application for use with more than one entry.

   

The interview portion of the contest is conducted only for the finalists. Contestants will not be asked to chant during the interviews. The scores from the preliminaries will be used as the tie-breaker in the finals. The following prizes will be awarded: First Runner Up— First Runner Up Trophy/plaque Champion—Belt buckle and the Chuck Cumberlin Traveling Trophy. In addition, the Champion will be reimbursed up to $1000 if he/she represents Colorado at the N.A.A. International Auctioneer Championship (IAC) contest in July 2016.

 Contestants will not be given the exact order of finish. Scorecards will be available following the competition and can be picked up from the Contest FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer Rev 11/19/2015

thecoloradoauctioneer Rev 11/1/2015

Guest Article

The Hardest Item to Sell at the CAA: “The 7th Item”


mazingly, the hardest item to sell at the CAA, most contestants never prepare for. The hardest item to sell is “The 7th Item”, which is the first item you sell after being announced “Colorado State Champion”. There are 3 items in the Prelims and 3 items in the Finals. Then, there is the often forgotten “7th item”. Why is this item so hard to sell? Bid calling is made even more difficult with a pounding chest and a dry mouth. When your name is called, there is a sense of light headedness that is hard to explain. Your emotions are evident in a crowded ballroom as well as being broadcast live over the internet. Add deafening applause, photographers, videographers and an acceptance speech. In the blur of winning, you’re asked to sell your first item as Champion. There’s no preview, only a brief description and a room full of excited bidders. This experience is compounded by a long, event filled and stressful, 12-hour day. 2001 IAC Scott Musser, CAI, BAS sums up the IAC Competition best by adding; “It’s about getting your butterflies to fly in formation.” So, how does a CAA competitor prepare to get to “The 7th Item”? Begin first by walking through the entire competition. Just as Olympic athletes, mountain climbers and motivational speakers would prepare mentally, CAA competitors can visualize the order of the day. The more you can make the event real in your mind, the more prepared you’ll be to compete. Practice for the Prelims. Introduce yourself, intro your items, sell 3 Prelim items, give a concluding comment. A short, personable introduction that is to the point will showcase command and poise. The judges will appreciate a professional introduction over a long winded, unprepared rambling statement. This applies to adding selling points to your items and concluding comments as well. The Prelims have a heavy focus on bid calling. In the Prelim’s, the judges are looking for a chant and a glimmer of who you’d be as an industry ambassador. The judges determine in the Prelims those contestants with chants they like best, advancing those they want to hear more from in the interview. Looking at the scorecard, there are points given for having a balance of clarity, speed, rhythm and salesmanship. Review the scorecard prior, looking for your opportunity to maximize points. Practice with moving your body to incorporate stage presence and body language, which will punctuate your chant. Nervousness can make you stiff and uncomfortable. Have fun. It’s a real auction. Most importantly, practicing will remove fear, allowing you to be yourself naturally. 2015 IAC Tami Tisland is a great example of how being prepared allowed her to be herself, despite pressure. Her championship Prelim set the precursor for the rest of the day. Next, Prepare for the Interview. Visualize introducing yourself, while standing and answering 3 questions, with a concluding comment. How will you use your eye contact, body language, facial expressions and hands to communicate as well as connect with the audience? For contestants going on to the Finals, the interview is used as a leveler. The majority of points on the interview scorecard are for “Substance of Answers” and if the “Contestant Would Make a Good CAA Ambassador”. Beyond having a champion chant you need to be a well-rounded professional who knows the industry and is passionate about representing the auction profession. The judges want to see if you can handle the media, be well spoken at industry appearances and serve as a speaker for the State Association. The interview flushes out who is prepared. 2011-2013 IAC Chairperson and 2006 IAC John Nicholls advises, “Contestants need to pay attention to all the happenings in the auction world throughout the year. Talk to past champions and heed their advice.” Being informed about the association you’re representing and being confident with public speaking is what it takes to do well in the interview. Next, Practice the Finals. Introduce yourself, intro your items, sell 3 items and give a concluding comment. In the Finals, the judges have narrowed down who has the combination of chant and ambassador that they are looking for and they want to see one more final run of stage presence, body language, command and chant. Even though adrenaline is high, can you stay poised, engage the crowd without going overboard? Let your microphone do the work for you. Be smooth and engage the crowd without shouting. The amount of exuberance and enthusiasm you give in your salesmanship in the Finals is up to you. 1992 IAC Shane Ratliff was a great example of feeling the pressure but not letting it get the best of him. His “champion state of mind” showed through to the judges in all his non-verbal communication, enhancing his already dynamic and crowd pleasing chant. Practice Your Acceptance Speech. As 1991 IAC Spanky Assiter, CAI, AARE would say, “Why wouldn’t ya?” Spanky gives the advice of “It is better to be prepared for an opportunity and not have one, than it is to have an opportunity and not be 26

prepared.” Having an acceptance speech prepared doesn’t mean you’re arrogant, but rather, is another way to be prepared, to tell your brain you’re confident, ready to win. Visualize How You Will Sell “The 7th Item”. The best way to prepare to sell The 7th Item is to arrive a champion and go home a champion regardless of what the judges say on one day. Compete with the mindset that you’re competing to make the day a great competition. A true champion competes to test their personal best and learn in the process. With that outlook combined with visualization, preparation and practice, when your name is called as the CAA Champion, you’ll be ready to sell “The 7th Item”. ________________________________________________________________________ By: 2001 IAC JillMarie Wiles, CAI, BAS JillMarie Wiles has been an auctioneer since 1994. She holds the title of 2001 IAC Women’s Division and has served on the IAC Committee for many years, serving twice as an IAC Judge. JillMarie has conducted auction industry seminars nationwide and is an instructor for the Benefit Auction Specialist (BAS) designation. She served as 2002-05 National Auctioneers Foundation Trustee, a 2011-15 NAA Education Institute Trustee (NAAEI) and is an instructor with World Wide College of Auctioneering.

Acquisition Team Working Hard for Fun Auction Donations We are starting to get items for our Fun Auction this year, I am encouraging all to consider asking people in your network to donate items that would bring some good money. LoveLand Auto Auction is donating a Shot Gun auctioned by one of their auctioneers. John Korrey is donating a private Bid Calling Session We have several rifles, a whole Lamb processed, bid calling sessions and more!! Please contact Dean Gunter (719-6508184) if you can help, I have a group of ambassadors for the CAA working on it. Thank you! FOURTH QUARTER • 2015 FOURTH QUARTER • 2015 thecoloradoauctioneer



FIRST CLASS U.S. POSTAGE PAID Permit No. 56 Parker, Colorado

Colorado Auctioneers Association, Inc. 1685 S. Colorado Blvd., Unit S-160 Denver, CO 80222 • 303-729-1195

CALENDAR December 6-12, 2015

NAA Designation Academy Las Vegas, NV

December 10-11, 2015

Real Estate Summit Las Vegas, NV

December 15, 2015

CAA Scholarship Deadline Contact Doug Carpenter

December 31, 2015

New Year’s Eve Party @ The Westin Westminister, CO

January 1-3, 2016

2016 CAA Annual Convention Westminister, CO

January 4-9, 2016

WY Auctioneers Assoc. Convention

January 10-12, 2016

Benefit Auction Specialist Boise, ID

Steve Potkonjak 970.622.9941

Proud to introduce our new printer! Steve has competitively beat out the other printers with a great price and quality! For any of your printing needs, please call Steve for a quote!

10 FOURTH QUARTER • 2015 thecoloradoauctioneer