The Auctioneer October/November 2023

the

auctioneer

October/November 2023

The official publication of the National Auction Association

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MARKETING PSYCHOLOGY GAMEFICATION IN BENEFIT AUCTIONS

FROM THE PRESIDENT

To Designate or Not To Designate?

That Is The Question.

L

ance Walker here with another installment of "Prez Says!"

It is the time of the year when many auctioneers are contemplating completing a designation course. Designation Academy is just around the corner. It will be held December 4–8 in Las Vegas. Some of you have made plans to go and others of you are thinking about it. I want to give you several reasons why you should complete a designation and do it now!

Top 10 Reasons to complete a NAA designation.

1) It increases your profits. Each designation that I have completed has made me much more than the cost.

2) You will gain a great amount of knowledge in a short period of time.

3) You will experience one of the best networking opportunities in your lifetime.

4) You will have a better nationwide perspective of what are the best practices in your particular field of auctioneering.

5) Completing a designation course increases your worth to people who want to hire you such as brokers, attorneys, accountants, executors, CEO’s. Directors of Development, etc.

6) For the few days that you are taking the designation course you will be surrounded by auction industry professionals who are seeking the same thing as you. It will be a great time for sharing and learning new ideas.

7) It is productive for you to leave your home and go to a “foreign land” so that you can immerse yourself without distractions at home and focus on the specialty you choose.

8) You will get to spend quality time with NAA staff members, NAA Board of Directors, and active NAA members to get a better perspective of what NAA is all about.

9) There is a good chance that you will come away with at least one nugget that will change the way you do business. Oftentimes one new idea applied in your work will pay for the course.

10) You will return to work invigorated, excited, and ready to put your new ideas to work.

I have had the fortune of being on both sides of a designation course. Many years ago, I was asked by the NAA to work with benefit auctioneers Jill Marie Wiles and Kip Toner to write the Benefit Auction Specialist Course. We were flown to an undisclosed location (somewhere near the state of Washington), locked in a room by auctioneer Jack Christy of Indiana

and told not to come out until we had written a course that would help auctioneers learn the basics of how to best conduct a benefit auction. We were to write a designation course that would be most profitable to charities and aspiring benefit auctioneers. I am proud to say that BAS course has helped 1000+ auctioneers become successful benefit auctioneers. That can be said from any instructor of the other designation courses.

People in the auction industry enjoy sharing their success and knowledge and that is what happens at each designation offering.

Don’t just roll the dice. Make plans to attend either the Accredited Auctioneer of Real Estate, Auction Marketing Management, AMM Next, Benefit Auction Specialist, Certified Estate Specialist, Graduate Personal Property Appraiser, or Uniform Standards of Professional Appraisal Practice. The result will be increased knowledge in your field of auctioneering and increased profits to your business. v

Lance Walker, CAI, BAS, CES NAA President Lance Walker is the founder of Walker Auctions. He is a previous NAA Board of Directors member, he has served as President of the Missouri Auctioneers Association and Vice President of the Tennessee Auctioneer Association. He was named to the Tennessee and Missouri Auctioneer’s Hall of Fame.

He co-wrote the Benefit Auction Specialist curriculum for benefit auctioneers and taught the course to hundreds of auctioneers through the National Auction Association.

OCTOBER/NOVEMBER 2023

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auctioneer

OFFICIAL PUBLICATION

OCTOBER/NOVEMBER 2023 VOLUME 75 ISSUE 6

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FEATURES 26 Champions Q&A with this year's IJAC & IAC winners 38 Faces of NAA Reggie Rivers

COMMUNITIES OF PRACTICE 22 Marketing & Management Get psyched about marketing 24 Benefit Auctioneers The benefits of gaming

“

18 Business Practices Soliciting Bids With Vague Terms

needs a

DEPARTMENTS

A champion motivation above and beyond

AUCTIONEERS.ORG

03 President’s Column 07 NAA Planner 08 Association at Work 10 NAA News 11 State News

winning.

42 New Members

—

44 Auction Schools

Pat Riley

4

INSIGHTS

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43 Ad Index 46 Board 48 In Memory 50 50 Years Later

m

JOIN THE COMMUNITY

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October/November 2023

The official publication of the National Auction Associatio

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MARKETING PSYCHOLOGY GAMEFICATION IN BENEFIT AUCTIONS

youtube.com/naaauctioneers National Auction Association

8880 Ballentine St. Overland Park, KS 66214-1900 P: (913) 541-8084 | F: (913) 894-5281

DIGITAL EDITION AVAILABLE!

Chief Executive Officer Aaron Ensminger, CAE aensminger@auctioneers.org (913) 563-5423 Director of Finance & Administrative Services Jordan Crupper | jcrupper@auctioneers.org Administrative Assistant National Auction Foundation Administrator Rebekah Ferguson | rferguson@auctioneers.org Director of Education Kristina Franz, CAE | kfranz@auctioneers.org Sales & Trade Show Manager Adam Kenne | akenne@auctioneers.org Director of Membership & Marketing Janice Martin | jmartin@auctioneers.org Marketing Specialist Arturo Mendoza | amendoza@auctioneers.org Accounting Coordinator Genny O’Niones | goniones@auctioneers.org

Apply for NAA education scholarships all year long!

Through generous donations from people like you, the National Auction Foundation funds scholarships for NAA educational events. The application process has changed, as mentioned in the last issue of The Auctioneer. Now, there is one easy-to-use form to apply for any available scholarship throughout the year. This means no more missing the application window. Apply at any time for any event. Find the updated application form now at auctioneersfoundation.org/about-scholarships.

Meetings Manager Joyce Peterson | jpeterson@auctioneers.org Membership Coordinator Courtney Teel | cteel@auctioneers.org Education Specialist Brooke Thomsen | bthomsen@auctioneers.org Programs Administrator Jennifer Vossman, CMP | jvossman@auctioneers.org

The Auctioneer (ISSN 1070-0137), Copyright © 2023 by the National Auction Association is published Bi-monthly Dec/Jan, Feb/Mar, Apr/May, Jun/Jul, Aug/Sep, Oct/Nov by the National Auction Association, 8880 Ballentine St., Overland Park, KS, 66214-1900. Periodicals postage paid at Kansas City, MO, and additional mailing offices. POSTMASTER: Send address changes to The Auctioneer Magazine (NAA), 8880 Ballentine St., Overland Park, KS 66214-1900. Materials may not be reproduced without permission.

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AUCTIONEERS.ORG

Communications Coordinator Taven Wohlford | twohlford@auctioneers.org

2023–2024

EVENTS & CONVERSATIONS

October 2023

January 2024

NAA PLANNER

• iSERIES

• GPPA (virtual)

• Community Conversations

• USPAP 15 Hour Update (virtual)

» Personal & Commercial Assets

• Executive Winter Symposium

» Designation Academy Q&A

• Community Conversations

» First Generation in the Industry

» Contract Auctions

» Firearms/Ghost Guns

» Women in the Industry

» Government Surplus Property

» Benefit & Charity

November 2023 • Women's Forum

» Intellectual Property » Artificial Intelligence » Online Auctions

• USPAP 7 Hour Update (virtual) • Community Conversations

February 2024

»

Veterans in the Industry

• Digital Marketing Summit

»

Marketing

• Community Conversations

»

Past Presidents (invitation only)

» Auctions Run in the Family

»

Heavy Equipment & Construction Machinery

» Appraisals

December 2023 • iSERIES • Designation Academy • Community Conversations »

Industrial & Manufacturing Equipment

»

New Members (invitation only)

»

Digital Marketing Summit Q&A

»

State Association Leadership (invitation only)

»

Auction Schools (invitation only)

» CAI Q&A » Past Presidents (invitation only) » Estates & Personal Property

March 2024 • Certified Auctioneers Institute • Community Conversations » Livestock » New Members (invitation only) » State Association Leadership (invitation only) » Auction Schools (invitation only)

Find additional event details at auctioneers.org/events & Community Conversation details at auctioneers.org/community OCTOBER/NOVEMBER 2023

7

News

Your Association at Work 2023–2024 Speakers Bureau The NAA Speakers Bureau program hosts a select group of NAAapproved speakers, offering state auctioneer associations the opportunity to choose a subject expert for their annual meeting or conference.

NOTE: In 2022 the NAA Board of Directors voted to change the speaker request/confirmation process but the biggest change was to increase the potential reimbursement amount up to $600 for use toward the cost of travel for the speaker! A real benefit as the cost of travel continues to increase. To qualify for travel reimbursement, all requests for a speaker and the speaker's availability must go through NAA staff rather than directly between a speaker and a state association.

Lance Walker, CAI, BAS, CES

Mike Fisher, CAI, AARE, AMM, BAS, CES, GPPA

Jay Cash, BAS, CES

Addison Russell

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AUCTIONEERS.ORG

John Schultz, AMM

• Lance Walker, President • John Schultz, Vice President • Sherm Hostetter, Chairman • Ailie Byers, Treasurer • Mike Fisher, Jay Cash, Morgan Hopson, Joff Van Reenen, T. Kyle Swicegood—Board Members • Addison Russell, Presidential Appointee • Brian Damewood, 2023 Men's IAC Champ • Halie Behr, 2023 Woman's IAC Champ • Ruth Ludwig-Lind, Foundation Representative

Sherm Hostetter, CAI, AARE, BAS, CES, GPPA

Morgan Hopson, CAI

Brian Damewood

Ailie Byers, CAI, AMM, BAS

Joff Van Reenen, CAI, AARE

Halie Behr, BAS

T. Kyle Swicegood, CAI, AARE, BAS, GPPA

Ruth Ludwig-Lind, CAI, AARE, BAS, GPPA

Promotions

Education

John John Genovese, CAI, AMM, BAS (Chair 2024)

Erik Rasmus, CAI, AMM (Chair 2024)

Braden R. McCurdy, CAI, AARE, AMM (Vice Chair 2024)

Sara Rose Bytnar, CAI, AARE, AMM, BAS (Vice Chair 2024)

Ailie Byers, CAI, AMM, BAS (EC Liaison 2024)

John Schultz, AMM (EC Liaison 2024)

Daniel Pruitt, CAI (2024)

Trey Morris, CAI, BAS, CAS (2024)

Shane McCarrell, CES (2025)

Carol Miller, CAI, BAS (2025)

Jennie Wolff, CAI, AMM (2025)

Billie Jo Schultz, CAI, AMM (2025)

Brooke Gillespie, AMM (2026)

Cammy Theurer McComb, CAI, AMM (2026)

Abigail McLagan, AMM (2026)

Matt Ford, CAI, AMM (2026)

2023–2024 NAA Cornerstone Committees Wade Baer, CAI, AMM (Chair 2024) Jay Cash, BAS, CES (Vice Chair 2024) Sherm Hostetter, CAI, AARE, BAS, CES, GPPA (EC Liaison 2024) Isaac Schultz (2024) Isaac Stoller, CAI (2024) Stephen LaRaviere (2025) Jeff Morris, CAI, AARE (2025) Jennifer Gableman, CAI, ATS (2026) Terri Walker, CAI, BAS, CES (2026)

Advocacy

Beth Rose, CAI, AARE, AMM (Chair 2024) Naomi Lewis, BAS (Vice Chair 2024) Lance Walker, CAI, BAS, CES (EC Liaison 2024) Russ Hilk, CAI, AMM, GPPA (2024) Dan Newman, AMM, BAS (2024) Shawn Hagler (2025) Freddie Silveria, CAI, BAS (2025) Darron Meares, CAI, BAS, MPPA (2026) Tammy Miller, CAI, AARE, BAS (2026)

Community OCTOBER/NOVEMBER 2023

9

News

Meet the new NAA staff: Membership & Marketing

Courtney Teel Membership Coordinator How long have you been at the NAA? 6 months

How long have you been at the NAA? 4 months

What hobbies do you like to do in your spare time?

I enjoy playing volleyball, reading, and hanging out with my two year old baby girl, McKenna Rose! We like to go on walks, enjoy different parks, and LOVE going to the zoo.

What hobbies do you like to do in your spare time?

Watching and then reviewing movies. I have over 750 written reviews on my Letterboxd. I also cook, partake in mixology, play soccer, and love to spend time with my partner Ayla and our cat, Leo.

What’s a fun fact about you?

I'm completely obsessed with Dolly Parton. She has a wonderful outlook on life. I was lucky enough to see her in concert a few years ago, she’s a hoot!

What’s a fun fact about you?

I have done stand-up comedy a dozen or so times. Also, this isn’t a fun fact about me but the greatest movie of all time is Ratatouille and now that is a published fact. Simply not a matter of opinion, now it is a fact.

What would you like members to know about what you do?

I have been in the Association world for 6 wonderful years. They say when you love your job it doesn’t feel like work, it sure doesn’t!

Welcoming professionals to the NAA and guiding them through their journey to accomplish their goals is so rewarding!

What would you like members to know about what you do?

I am an extrovert who loves to learn stories of others. I am able to do that here at NAA by crafting our magazine, hosting our podcast and curating our bi-weekly newsletter.

What do you love about auctions?

My favorite memories as a child were always going to auctions and getting food at the food trucks! You never know what you'll end up coming home with.

What do you love about working with NAA members?

Everyone is down to earth and willing to lend a hand to help others out. By far the best group of members I have worked with!

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Taven Wohlford Communications Coordinator

AUCTIONEERS.ORG

What do you love about auctions?

I love watching how different auctioneers control a crowd. From expansive knowledge on an asset, to using comedy to bring life back into an auction, and everything in between.

What do you love about working with NAA members?

I have no idea how, but every single NAA member I have met and talked to has been so friendly and welcoming to the new member of the team, me. Your energy keeps me energized.

State Watch Alabama The Alabama Auctioneers Association Convention & Contests took place on August 27–28, 2023.

Rookie, ringman and grand champion auctioneer were all crowned at the Island Hotel in Orange Beach, Alabama. Convention speakers included Lance Swigert, CAI; Lance Walker, CAI, BAS, CES; and Jason Deel, CAI, GPPA. New Board President: DeWayne McClendon Vice President: Christie King, CAI, AMM, BAS Treasurer: Nathaniel Frederick, GPPA Directors: Daniel Culps, CAI; Mike Fisher, CAI, AARE, AMM, BAS, CES, GPPA; Kevin Brooks Chairman of the Board: Chip Pearce, AARE, ATS, CES, GPPA

Rookie Contest Results First Runner Up: Mathew Beard Reserve Champion: Blake Walker Champion: Will Jordan Ringman Contest Results First Runner Up: William Gray Reserve Champion: Justin Godwin Champion: Blake Walker Grand Champion Contest Results First Runner Up: Jason Sasser Reserve Champion: Alex Caudle Champion: Will Gregory

Colorado The Colorado Auctioneers Association went to the Legislative Day at the Capital on May 1, 2023. There was food, laughter, and networking with fellow members at the annual summer picnic in the park at Windsor Park, Colorado.

OCTOBER/NOVEMBER 2023

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News News Kansas The KAA held their Kansas Auctioneer Championship at the Kansas State Fair in Hutchinson, KS on September 13, 2023.

Champion Contest Results 5th Place: Wayne Morris 4th Place: Neil Bouray 3rd Place: Alex Miller 2nd Place: Matt Becker Champion: JB Robison Jr.

North Carolina The Auctioneers Association of North Carolina met on August 6–7, 2023 in Angier, North Carolina for their Summer Summit Education Event and Day at the General Assembly.

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AUCTIONEERS.ORG

Kentucky The Kentucky Auctioneers Association held the Battle of the Bluegrass Bid Calling & Ringman Championship at the Kentucky State Fair on August 19, 2023 in Louisville, KY. Champion Contest Results 5th Place: Jeremy Garber 4th Place: Joshua Houston 3rd Place: Troy Robinett Reserve Champion: Will Gregory Bid Calling Champion: Jason Miller Ringman Contest Results Runner-Up: Joshua Houston Champion: Taylor Osborn Youth Bid-Calling Contest Results Runner-Up: Ty Wood Champion: Brandon Mendoza

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OCTOBER/NOVEMBER 2023

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News New Jersey The New Jersey State Society of Auctioneers (NJSSA) is pleased to announce the appointment of Joe Bodnar as its new President. With an extensive background in the auction industry and a passion for promoting professionalism and excellence in the field, Bodnar is wellpositioned to lead the NJSSA into a new era of growth and success.

The new board consists of several generational auction companies and 3 women including Vice President Max Spann Jr., Secretary/Treasurer Dana Balsamo, and board members Robert Babington, Lisa Babington, Maureen Bodnar, Harry Byrnes, and Earl Steeves.

Joe Bodnar brings over two decades of experience as an auctioneer, appraiser, and estate liquidation specialist to his role as President of the NJSSA. Having served on the NJSSA board for several years, Bodnar has demonstrated his commitment to advancing the interests of auctioneers across the state and upholding the highest standards of integrity and ethical conduct.

"I am honored to assume the role of President for the New Jersey State Society of Auctioneers," said Joe Bodnar. "Auctions play a vital role in our economy, and I am committed to supporting our members, promoting education and professional development, and fostering a thriving auction industry in New Jersey."

Under Bodnar's leadership, the NJSSA plans to focus on several key initiatives aimed at enhancing the reputation and influence of auctioneers in the state. These include: 1. Promoting Professionalism: Joe Bodnar aims to strengthen the professionalism of auctioneers by encouraging adherence to a strict code of ethics, fostering transparency in transactions, and advocating for fair business practices.

2. Education and Training: The NJSSA will expand its educational programs and resources to provide auctioneers with the knowledge and skills necessary to excel in their profession. Bodnar plans to collaborate with industry experts, organize meetings with speakers, and programs to elevate the expertise of auctioneers statewide.

3. Advocacy and Outreach: Bodnar recognizes the importance of representing the interests of auctioneers and engaging with key stakeholders including government entities, trade associations, and the general public. He aims to enhance the visibility of the auction industry and its positive impact on the local economy.

"I am excited about the opportunities that lie ahead for the NJSSA," added Bodnar. "By working together and leveraging our collective

expertise, we can strengthen the auction industry in New Jersey and create a supportive environment for auctioneers to thrive."

About the New Jersey State Society of Auctioneers (NJSSA): The New Jersey State Society of Auctioneers is a professional association representing auctioneers, appraisers, and other professionals in the auction industry throughout the state of New Jersey. The NJSSA is committed to promoting ethical standards, providing educational resources, and fostering collaboration among its members.

For more information, please visit www.njssa.com.

Submit state news and events!

We love seeing auctioneers gather together. Send us your state event news at auctioneers.org/statenews.

You can also submit your events for our state calendar to twohlford@auctioneers.org.

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AUCTIONEERS.ORG

Oklahoma The Oklahoma State Auctioneers Summer Conference took place on August 4–5, 2023 in Stillwater, OK. OAS Contest Results 2nd Runner Up: Katy Jo Brown 1st Runner Up: Nathan Gooch Champion: Jennifer Queen Team Contest Results 2nd Runner Up: Alex Miller & Jacob Burley 1st Runner Up: Jacob Burley & Jennifer Queen Champion: Greg Highsmith & Brannan Vail Junior Contest Results Runner-Up: Brooklyn Gadberry Champion: Ryder Wallis

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OCTOBER/NOVEMBER 2023

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Are you the missing piece to our puzzle?

Lead the discussion in our magazine, blog, or virtual gatherings!

Magazine Authors

Community Conversations

Auctions Work Blog

We want to showcase how our auction community does business by introducing the “Work Smarter, Not Harder” section of The Auctioneer magazine. We encourage you to consider becoming a valuable contributor to our magazine. By sharing your knowledge, you not only enhance your professional profile but also contribute to the growth and development of our entire community.

We believe that your presence as a Zoom host for our upcoming virtual gatherings will greatly enhance the event's quality and effectiveness. Your ability to connect with fellow members on a personal level, share valuable insights, and facilitate engaging discussions will create a sense of unity and belonging.

Looking to share some industry insights? Join our rotation of authors for our Auctions Work blog! Your unique perspective and expertise hold tremendous value, not only for our community but for the broader industry as well.

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For more information contact communications@auctioneers.org

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OCTOBER/NOVEMBER 2023

17

INSIGHTS

Business Practices

Soliciting Bids With Vague Terms Question: Can soliciting bids from two individuals with vague terms be considered an absolute auction requiring the seller to convey the property to the highest bidder?

Kurt Bachman Attorney and licensed auctioneer from LaGrange, Indiana

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AUCTIONEERS.ORG

T

he Supreme Court of South Dakota recently considered this issue in the case Nelson v.

Campbell (May 15, 2023). This case involved years of litigation over two parcels of land totaling about 53 acres (the “property”). After the real estate owner died in 2017, the Estate started taking steps to sell the land. It began soliciting bids from two individuals who were interested in the property – John Nelson and Jared Capp.

The facts of the case are relatively complex, but below is an abbreviated summary.

Initial bids: The Estate initially asked both individuals to submit bids. Both of them submitted bids for the purchase of the property. After evaluating the bids, the Estate sent a letter informing the bidders that it was rejecting their first offers.

Second bids: The letter rejecting the initial bids also stated that the Estate was “beginning a new round of bidding to end on February 21, with an asking price of $283,000.00 and a provision that ‘[i]f the high bidder’s deal falls through for any reason, the second highest bid will be accepted if: it meets the above conditions, is above appraised price and within $100/acre of the winning bid.’” The letter to the prospective bidders also indicated that the Estate reserved the right to sell the property to the general public if an agreement could not be reached. The Estate received an offer of $301,000.00 from Nelson and an offer of $284,000.00 from Capp.

Third bids: The Estate sent another letter on March 26 informing both parties that it would take offers for a final time. The letter notified the parties that this process was “not an auction.” It stated that the Estate “reserve[d] its unequivocal right to sell this property to whomever it chooses, and in any manner of offering it chooses.” Nelson did not make another offer, but Capp made a third offer of $400,000.00. The Estate accepted Capp’s third offer.

When the Estate sought to transfer the property to Capp, Nelson filed a lawsuit. He sought specific performance – an order from the Court forcing the Estate to sell the property to him. This began litigation that the Court described as “a profusion of counterclaims, cross-claims, and third- and fourthparty claims[.]” Nelson argued that he had a binding contract with the Estate to purchase the property.

His position was that he purchased the property after the second round of bids. He argued that the Estate offered to sell the land through a bidding process. He asserts that whoever submitted the highest bid would be deemed to have accepted the Estate’s offer. Nelson contended that he submitted the highest bid, thereby accepting the Estate’s offer, which he argues created a valid contract requiring the Estate to sell him the property. The Estate responded that it never made an offer to sell the property, but rather, it merely solicited bids. The Estate further asserted that the bids made by Nelson and Capp were only offers to purchase the land.

Because the Estate never accepted Nelson’s offers, the Estate asserted there was no contract between Nelson and the Estate.

The Supreme Court of South Dakota agreed with the Estate and ruled in its favor. It initially found that there was no contract between the Estate and Nelson.

The Court stated: “The Estate’s communications with Nelson could not have been properly construed as an offer that whoever submits the highest bid would be entitled to have the property sold to him or her.

Rather, the Estate only made solicitations for offers in the form of bids.” The Court pointed out that the correspondence requested “offers” from “prospective bidders.” The Court also explained: “Nelson understood his communication with the Estate was an offer to purchase the property at a certain price, as opposed to an acceptance. His letter to the Estate provides, ‘Please consider my offer of $301,000[.]’”

Nelson argued that the second round of bidding should be considered an absolute auction. The Court did not accept the argument that the sale was an auction. But, it said that even if it were an auction, it would have been a reserve auction—not an absolute auction. The Court cited UCC 2-328, and other cases for the proposition “[a]n auction is presumed to be held ‘with reserve’ unless there is an express announcement or advertisement to the contrary before the auction takes place.” The Court concluded: “Here, there was no indication that the auction was one without reserve, so if it was an auction, it was an auction with reserve and the Estate was not required to accept any of the bids. The Estate never informed Nelson that it was accepting his offer to purchase the property at his stated price, so there was never a

contract to sell Nelson the land.” The Court found: “Because the Estate did not accept Nelson’s offer, there was no consent between the parties and no enforceable contract between Nelson and the Estate.”

There was confusion in this case about who was making the offer and who had the authority to accept the offer. This confusion led to expensive and protracted litigation. To be clear, it is very important for auctioneers to thoroughly understand and know how to work within the following somewhat subtle legal distinction properly. In reserve auctions, auctioneers are generally considered to be soliciting offers (inviting bids), and the bidders are making the offers. That means the seller and the auctioneer, as the seller’s agent, have the authority to accept or reject the offers. However, in an absolute auction (without reserve), the roles are reversed; the auctioneer makes the offer to sell, and the bidders have the authority to accept the offer through their bids.

The lesson from this case is the importance of being clear about the terms of the sale and, who is making the offer and who has the authority to accept the offer.

If the solicitation had a different language, such as more explicit terms that the property would be sold to the highest bidder, the Supreme Court of South

Dakota may have ruled the other way. To reduce the risk of years of costly litigation, auctioneers need to appreciate this legal distinction, exercise caution, and avoid confusion. v

Kurt R. Bachman and Beers Mallers Backs & Salin, LLP appreciate the opportunity to review and answer legal questions that will be of interest to Auctioneers.

The answers to these questions are designed to provide information of general interest to the public and are not intended to offer legal advice about specific situations or problems. Kurt R. Bachman and Beers Mallers Backs & Salin, LLP do not intend to create an attorney-client relationship by offering this information, and anyone’s review of the information shall not be deemed to create such a relationship.

You should consult a lawyer if you have a legal matter requiring attention.

Kurt R. Bachman and Beers Mallers Backs & Salin, LLP also advise that any information you send to Auctioneer shall not be deemed secure or confidential. Please visit one of our offices to ensure complete confidentiality.

Contact Kurt Bachman: (260) 463-4949, krbachman@ beersmallers.com

OCTOBER/NOVEMBER 2023

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years assisting non-profits

Learn more at auctionpackages.com

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Get psyched about marketing

Knowing some basics about psychology can give your marketing content a boost in engagement with consigners and bidders

By James Myers

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cott Thomas’s marketing background with household brands, like Coca-Cola, Ray Ban, and Cartoon Network, helped him amass an impressive knowledge base about a variety of consumers and how to reach them with marketing content. His recent work with Kelley Blue Book, Autotrader, and now as senior vice present with WorthPoint, a company that works directly with auction houses, makes him a go-to expert to address marketing tactics auctioneers can use.

If there is one thing he wants to impart to auctioneers, it’s that the human element is the key to success in marketing their brand.

“Audiences are humans,” Thomas said, “and humans are affected by psychology. No matter who they are, we’re all people and we’re all talking to people and that’s something I think we should keep in mind as we’re building our message, building our brand and trying to connect with the audience. If you can understand people, that’s when you can create really powerful messages.”

Skilled marketers know that no matter what industry they’re in, the only way to connect with the target audience is to be aware of their unique wants and needs. While plenty of psychological concepts are tied to creating marketing content that speaks to those wants and needs, Thomas noted, “you don’t have to be a psychologist” to generate more interest in your auctions. “You just have to be a human being and be able to put yourself in someone else’s shoes,” he said. Part of wearing someone else’s shoes is knowing what motivates individuals to spend money. Discerning buyers will tout how they spend hours researching a product or service before making a purchase.

Still, it’s estimated that as much as 95 percent of purchases are emotion-based, which is why understanding your customers’ motivations is the key. Auctioneers get the best results out of their marketing efforts when they consider the emotions of bidders and buyers.

Psychology 101 For auctioneers seeking new consigners, Thomas offered a situation he experienced with an auctioneer who had already established herself in the industry but wanted to branch out into a 22

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specific geographic area where she knew there were opportunities to pull in consigners with bigger ticket items. The problem was getting those potential clients to recognize her as someone they could trust to sell their goods. This is where, he said, psychology kicks in. To make an impression, you must establish “unity,” a feeling of kinship and community.

“Think about them and how you can connect with them organically,” Thomas began, adding that something as simple as sponsoring a little league team in that neighborhood or getting involved in a local charity could get her company name out there. “Suddenly, your auction house is present in that neighborhood and people say, ‘gee, you are part of my community.’ The psychological thing that is happening is ‘unity.’”

Another psychological concept auctioneers should be familiar with is “authority.” In marketing jargon, this concept is closely related to “thought leadership.” For example, an auctioneer with extensive experience dealing with antique bottles should put themselves out there as an authority by writing blogs, speaking at conferences – anything that puts your knowledge about bottles on a platform. This will impress upon potential clients that your position as an authority means they will get the best possible price for items they sell with you. This also works on bidders. “Bidders can trust that what comes up at an auction is what it really is,” he said.

Marketing the event The scarcity of an item can be a big motivator for potential buyers.

Thomas points to a prime example of this concerning the onset of the pandemic and various products that became scarce. Remember the toilet

paper aisles being bare at the supermarket?

“You were reacting to the fact that you thought it wouldn’t be there when you needed it, so you took action now,” he said. “We want the same thing for auctions.” Thomas said a way to market the scarcity concept is to impress upon potential bidders how few seats remain in a live or online auction or that an item or lot going up for bid is rare. This auction could be their last chance to make such an acquisition. “Showing scarcity creates action and immediate action,” he said. “Expressing that an item is scarce can create an emotional action and drive someone to what you want them to do – you’re pulling them in so they get what they want or need.”

Finally, don’t risk turning off potential bidders by creating an image that’s not entirely accurate. Thomas said the psychological concept of “anchoring” involves the lead image you use in your marketing efforts and the message it sends. For example, an estate sale’s marketing content features a picture of a large and costly diamond, which is just one of many items up for auction but happens to be the most luxurious. While this might appeal to a percentage of potential bidders, it can turn off many more who believe there will be nothing in their price range and they won’t even show up.

“People will use that image as a reference,” Thomas said. “If you put a milk bottle up but the rest of your auction is about other stuff, people will think about that lead image. The point is – think about what it is you’re trying to do when you choose that lead image.” v This article is based on a session from the NAA's 2022 Conference & Show. Watch it now on The Auction Institute®.

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COMMUNITIES OF PRACTICE

The benefits of gaming

Benefit auctioneer utilizes gamification strategies to boost engagement and giving

By James Myers

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enefit auctioneers are experts at creating a fun atmosphere where donors are engaged, excited, feel a sense of urgency, and ultimately are motivated to give to a good cause and have a blast doing it. If you’re a benefit auctioneer who has yet to include gamification in your strategy, take it from someone who has done it many times and reaped the benefits.

Freddie Silveria, CAS, BAS; owner of FSA Auctions, has conducted over 250 auctions, fundraising over $30 million. He partners with big names like Make-A-Wish Sacramento, Habitat for Humanity Sacramento, and many other well-known organizations to provide strategic planning consultations and create stellar events. He’s a huge proponent of using games at auctions to inject even more excitement while boosting funds for the client.

In most games, there are winners, and there are losers. However, adding value to a benefit auction includes games where every participating donor gets something. For example, Silveria has employed a game called “balloon pop,” where donors buy balloons containing prizes inside them, but only one of which includes a grand prize.

“This one is not the easiest, but it is fun and engaging,” he said, adding that it can take some planning to track.

Silveria has partnered with a jeweler who put up a $4,000 pair of earrings for the balloon pop game. Donors bought a balloon for $100, but each contained a $100 gift certificate they could redeem on an item at the jeweler’s store. Once all 100 balloons are sold, the donors pop them simultaneously, revealing the big winner.

“Many jewelers want to be part of your event,” Silveria says of his experience, adding that the cost per balloon and size of the prize can be customized based on the auction/number of donors.

One of Silveria’s “go-to” games is called “lucky card draw,” where donors buy a poker card, of which there are 52 in a deck, and can be sold for whatever is appropriate for the auction. When all the cards are sold, the donors are asked to stand. At this point, the auctioneer will ask for anyone with a specific suit, color, or number to remain standing, and everyone else sits. By the end of the

game, the final four donors will be on the stage with their card, and the auctioneer will continue the elimination process until the person with the lucky card wins the grand prize. Silveria says he’s pulled in more than $10,000 using this game.

Creating a sense of urgency is crucial in all types of auctions. Still, the limited number of opportunities presented in various games creates a sense of urgency. For example, there are only 52 cards in a deck, or the balloon game is limited to 100 or fewer balloons. Another Silveria has used at auction is the “champagne and diamond” raffle, where he limits the number of champagne glasses donors can purchase. Each glass will have a number on the bottom, one of which will be assigned to a grand prize. The drink can be customized per event. For example, a benefit auction that coincides with Cinco de Mayo could use tequila shots instead of champagne.

“It’s a simple game, but you’re bringing value to the client,” he says.

For organizations struggling to find live auction items to include in their events, Silveria said utilizing games is a great way around that problem and can even solve the issue for the organization at the following year’s benefit. Something he learned from Danny Hooper, a benefit auctioneer who wrote a book about benefit auctions called “Easy Money,” is using a game where 3x5 inch index cards are placed at each table. Donors are asked to write down something they would like to donate, which in Silveria’s experience has been everything from dinner with a famous athlete to a whiskey tasting for a party of a dozen to a trip to Mexico. Silveria and his team will review the index cards and select two to use in a live auction.

Silveria says while this can generate funds out of thin air, getting the person who has offered the item to sign an agreement is essential, ensuring they will honor their gift when it sells. Furthermore, the items not auctioned can be a good starting point for the organization’s next

For organizations struggling to find live auction items to include in their events, utilizing games is a great way around the problem.

auction, alleviating the worries associated with finding items to include.

“It’s absolutely gold,” Silveria says. “If you utilize this, it will do more than pay for your fee as a consultant.”

Silveria has been rather prolific in creating content related to his profession, including blogs on the NAA website and information on his website. He’s also created a YouTube channel that puts his talents as a benefit auctioneer on a pedestal, but it’s not a vanity project. Instead, these videos help him gain clients and prep his audience for future auctions. He said he offers these videos to his clients, who can send them to their list of attendees. For games he knows he will be utilizing at the auction, the videos will give the attendees information about how they are played.

“By giving them these videos,” he said, “they get more familiar with me and promote the event…it’s also a promo (for the donors)—know before you go video.” v

This article is based on a session from the NAA's 2022 Conference & Show. Watch it now on The Auction Institute®.

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417 W. Stanton Ave. • Fergus Falls, MN 56537

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How long have you been competing in IJAC? I competed in 2018, 2019, 2022, and 2023.

Why did you enter this year?

Falling short of holding the champion trophy by half a point in 2018, having strep throat in 2019, and competing anyway. Then, not making finals the year before. That's what lit my fire. On the flight home, I told myself I would never show up unprepared for something that takes such dedication to win. A couple of months later, I started selling more than ever. I had an offer from my uncle to work in the oilfield, and the numbers he showed me drew my attention. A week after graduating high school, I was on a 14-hour night shift, 4 hours away from home.

Still constantly practicing that month and a half away is what made my entirely new chant. I did not mention this after receiving my award, but my parents were the only people who had ever heard that chant until preliminary day. Being convinced I would still be out of town working and unable to attend Conference & Show in my home state broke my heart. God's timing is perfect every time. We were told we could return home for a week. Tuesday of Conference week rolled around, and I started thinking about whether I should attend IJAC anyway due to how busy we were. I finally made up my mind after finishing the night very late. Being prepared, having practiced, and smoothly being able to sell and transition from English to Spanish so quickly made me have confidence standing on a stage so big. I will always respect the high level of talent that my competition offered me.

contest. Even after my year as ambassador is through, I am going to give back to this industry. It is a pleasure to represent the NAA. I promise to do everything possible to attract more young professionals interested in our association.

What are you most excited to do as an IJAC champion and NAA ambassador?

I am blessed to be able to promote my beloved association. I am most excited to excite the future and next generation of the National Auction Association. I've promised myself and the association to do this to the best of my ability, even after my ambassador year is over.

What has competing done for your career/networking?

It's been a blessing to even step foot on that stage. Winning is just a bonus, and it's given me so many connections, and the friendships that have come from it are priceless. This great honor has put me in a position to be offered by several companies I've admired growing up.

What would you say to someone considering competing for the first or the tenth time?

To anyone considering competing at any level, trust me, DO IT. Win or lose, the friendships are worth it alone. The wisdom and advice I've received after every contest and convention are why I'm here today!

Why is the IJAC important for the auction industry?

The IJAC is the future of our auction industry. My duty as the 2023 IJAC champion and ambassador is to bring more interest to this fantastic OCTOBER/NOVEMBER 2023

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How long have you been competing in the IAC? My first year competing in the IAC was in 2018 in Jacksonville, FL. From then on, I competed in 2019, 2021, and this year, 2023, so four years total.

areas of life—“Proper Planning Prevents Poor Performance.” You radiate confidence when you are prepared and feel ready for any challenge.

Whether it is your first time competing or your tenth, know the protocol and come ready to give it your all!

Why did you enter this year?

The auction industry is everything to me. It is my very heart and soul.

Like all the other years, I entered because I love what I do and the thrill of competition. Competition breeds excellence, allowing you to sharpen your skills and better yourself. I strive for excellence in all that I do. To me, my uncle Paul is the absolute best— just tops in all that he does. I look up to him a lot and have always wanted to follow in his footsteps and make him proud as a champion auctioneer and as a person of integrity. The IAC is the world’s most significant auction stage, and it allows contestants the opportunity to not only enhance their craft but to network, form relationships, and showcase their abilities in their profession to the world.

Why is the IAC important to the auction industry?

Preserving our traditional chant heritage and the profession we know and love is essential, and the IAC does just that. All contestants can promote the championships on the day of on social media or with IAC live, etc. It comes down to the champion’s platform for promoting this profession to the public through media like news outlets, public radio, podcasts, and written articles. This promotion is critical to the longevity of our industry and profession. The IAC is our greatest asset in positively promoting this industry to the public, informing them on what we do, and keeping our profession alive and well for generations to come!

What has competing done for your career/networking?

Competition has made me into the person that I am today. It has helped me to improve my auction skill set, stage presence, and confidence.

Competing has allowed me to meet many incredible people. It has afforded me the connection to lifechanging mentors like Lynne Zink, Dave Webb, John Nicholls, and Kristine Fladeboe-Duinick. The friendships are what fill my heart!

What would you say to someone considering competing for the first or the tenth time?

DO IT! Sometimes, we have to go off the cuff and act on the fly, but if you can help it, try to prepare for as much of this championship as possible. I attribute much of my success to the 5 P’s, which I use in all

What are you most excited to do as an IAC champion and NAA ambassador?

The auction future is brighter than ever. There are so many opportunities that I am unbelievably grateful for that have already happened, like working an auction event for Jeff Martin and being asked to speak at various state associations.

I look forward to meeting new people in the auction industry, connecting with old friends, and helping auction professionals in any way possible. I aim to help others, serve, and make people feel good. It is not always the easiest getting started in this business, especially if you are a first-generation auctioneer, so if there is a way I can help, whether it be to provide advice, make a connection, or mentor, I am happy to do so as I was fortunate enough to have my uncle and wonderful mentors do that for me. Life is short, and it all goes by too quickly, so it is essential to be kind and genuine, smile, and help others whenever you can.

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How long have you been competing in IAC? I started competing in the IAC in Orlando back in 2011. Several auctioneers encouraged me to join the competition, even though I had only been out of auction school for a year. I was fortunate enough to make the finals, which pushed me to work harder. This year in Oklahoma City marked the 7th time I competed in the IAC. Why did you enter this year?

I entered this year's contest because it's just fun to compete. By my nature, I'm a competitive person. I couldn't imagine going to a Conference and Show and not giving it a shot.

What has competing done for your career/networking?

I'll be the first to tell any auctioneer I've made a lot of money not winning auction contests. I say "not winning" because you're not a loser if you take something away from a contest. It might be learning something about how you present yourself. It could be a business contact. Other auctioneers have hired me because of how I've been able to showcase my talents through the IAC. Some of my closest friends in the NAA have come from the IAC. Over the years, we've started families and grown in our careers, and it's enjoyable to have that be a part of my life.

What would you say to someone considering competing for the first or the tenth time?

Your only regret will be if you don't compete. I've competed in the Virginia State Championship, the World Automobile Auctioneer Championship, and the IAC. In my opinion, the NAA is the ultimate crucible for testing an auctioneer. Not only do you have to sell in front of a 600+ person crowd of your professional peers, but you are tested in the interview just as if a potential auction client were considering you for

an auction. It's a great way to test your abilities against some of the best auctioneers around.

Why is the IAC important for the auction industry?

When I went to auction school, I went because I wanted to make a career as an auctioneer. Specifically, a live-cry auctioneer. The IAC is a proving ground for auctioneers from all over to test their abilities against other great auctioneers and grow and develop. This contest pushes auctioneers to improve and get better at their craft. Whether it's charismatic bid-calling or a polished presence on the auction block or stage, the IAC demonstrates so many qualities the public thinks of when they hear "auctioneer."

Additionally, because of the hard work of the IAC Committee, the production quality of the entire competition has been elevated from when I started competing. People all across the United States and around the world can watch. This exposure is excellent for maintaining the live cry auction part of our business.

What are you most excited to do as an IAC champion and NAA ambassador?

Over the years, I've been able to listen to a lot of great speakers from the NAA at state association conventions. Being invited to give of myself as a presenter and share what knowledge and success I've had in my career with other auctioneers is a gratifying endeavor.

The opportunity to represent the auction profession on a national level on behalf of the NAA is humbling.

Our industry deserves the best. This association has done so much for the auction profession. Being one of its representatives is a great honor.

Plus, continuing to support the IAC, which has done a lot for my career, is exciting. I'm looking forward to being a part of this fraternity of champions who want to keep this competition around for future generations.

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This year, the Benefit Auction Summit was a soldout event in Charleston, SC. With comments like, "It was the best I have ever experienced out of all of the prior years over the past decade!" "The education value alone was well worth the trip." "The unselfish sharing of ideas and techniques from industry leaders was fabulous!"—it was the place to be before the autumnal benefit auction season took off. If you missed it, Summit recordings are available for purchase in The Auction Institute®, NAA's online education center!

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FACES OF NAA

Q&A Reggie Rivers

What sparked your interest in becoming an auction professional?

I’d been a professional emcee for years, doing fundraising galas, beauty pageants, business conferences, etc. At the galas, I always enjoyed watching the Benefit Auctioneers. They are very talented and exciting and had a unique role to play in the event – they raised money! I was always intrigued by the work they did.

What road did you take to get there?

I got into auctioneering quite by accident. About 17 years ago, I was emceeing a charity fundraiser, and the auctioneer had a family emergency and couldn’t attend. In a panic, the charity asked me, the emcee, if I would step in and auction off the four items. I said yes, and that was how I ended up doing my first auction event. I loved it right away.

Were there any challenges you faced?

My biggest challenge/weakness was that I was utterly ignorant. I knew very little about auctioneering, very little about nonprofit fundraising in general, and very little about galas. As an emcee, I was never involved in the planning process. I would show up, they’d hand me a script, and off I went. So, not knowing anything was a real weakness. But on the flip side, my greatest strength during those early years was that I didn’t know what it was “supposed” to be like, so I was very encouraged by tiny bits of progress, where others might have been demoralized by making the same mistakes I made. Now, I can look back and see everything I did wrong. But back then, I was like an infant, just starting to walk. If I took two steps forward, I was ecstatic. It didn’t bother me that I’d fallen down after two steps.

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Has your perception of the auction industry changed since you started? If so, how?

Yes, my perception has changed. Initially, I didn’t think of myself as an auctioneer because I didn’t do an auctioneering chant, hadn’t been to auctioneering school, and didn’t sell cars or cattle or storage units or estate items. I just thought of myself as an emcee who did this one extra thing at charity fundraisers.

But over time, I recognized that I’m every bit as much an auctioneer as the big-time cattle and car guys. The Benefit Auctioneering world has allowed me to grow a business and significantly impact my community.

Why do you love what you do?

I love making a difference. I love helping others. I love that my job is to raise money for nonprofits. I love that I started a company by myself in 2013 and did 13 events that year, and now, in 2023, we’re a team of 25 people doing 152 events. Everyone who works for my company was doing something outside of the Benefit Auctioneering and nonprofit world before they joined our team. I love that I’ve introduced so many new people to this industry.

We currently have 8 Benefit Auctioneers on our team. Before joining The Gala Team, they were all media personalities, stand-up comedians, stage performers, presenters, etc.. They’ve all fallen in love with the work we do and the impact that we have.

What do you think is the most significant thing (or things) auction professionals can do to stay relevant?

To stay relevant, you have to always be learning. The minute you decide that you know everything there is to know and nothing further

things he wasn’t good at – like a climbing competition, a bike race, or running a 10k.

I recognized that the prominent auctioneers didn’t have time to court small nonprofits, so I focused on small nonprofits. The big auctioneers were so busy that they couldn’t spend much time with their mid-sized nonprofits, so I would visit the nonprofit’s facility. I would sit in on event planning meetings. I would give the charities what I had in abundance (time), but the big auctioneers didn’t have much of it.

Small businesses should focus on the advantages of being small, nimble, and attentive.

to learn is the minute you begin to decline. We have to maintain our curiosity, embrace new technology, embrace new approaches, and always be learning.

The biggest challenge that we’ve faced thus far was COVID-19. Within 5 days of losing our first two events to COVID, we launched a new website called virtualgalateam. com. We started doing something that we’d never done and never thought of before – virtual galas. We ended up doing 130 virtual galas during the pandemic and it saved our company.

That was a case of us not sitting back and saying, “We’re going to wait for COVID to be over.” Instead, we said, “How can we continue forward despite this pandemic?” That led to a whole lot of creative innovation on our part.

What is tougher? Averaging 4 yards per carry in the NFL or raising over $1 million in a benefit auction?

LOL! Rushing in the NFL is more challenging because you’ve got 11 trained killers coming after you. They hit you so hard that it feels personal – like you’ve done something to them. But the reality is that they’re not actually trying to hurt you – they’re just indifferent to your health.

Please put me in a room to raise $1 million in a benefit auction any time. Keep me away from those NFL bullies.

How has the NAA helped you become a better auction professional?

The best part of NAA for me is the Benefit Auctioneer Specialist designation and the annual BAS Summit. It’s amazing to spend time with my fellow Benefit Auctioneers and, learn from them and be inspired by them.

What do you find most rewarding about this point in your career?

I get the greatest rewards from teaching others and helping them develop their skills and find their passions. I love being on stage as a speaker, emcee, or auctioneer, but I love seeing someone new to the industry take the stage and start to fulfill their dreams even more. For the past three years, I’ve been actively reducing the number of events I do and handing more and more off to my teammates. It’s been fantastic to see their growth and impact.

What advantages can small business owners find that corporations cannot?

When I started as a Benefit Auctioneer, I always kept in mind one thing: Don’t get into a wrestling match with a Sumo Wrestler. That’s what it feels like when you’re a little guy going up against a big guy.

So my approach was to challenge the Sumo Wrestler to OCTOBER/NOVEMBER 2023

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Members

National Auto Auction Association Inducts Charlotte Pyle into Hall of Fame Charlotte Pyle, CAI, AARE, was inducted into the National Auto Auction Association’s Hall of Fame and received the Ed Bobit Industry Icon Award during the 2023 NAAA World Remarketing Convention in Chicago.

The NAAA Hall of Fame, established in 1968, recognizes individuals whose long-term service to the auto auction industry and NAAA has contributed improvements to remarketing, and who have worked with the trade organization to benefit its members and have consistently followed the high standards of the association’s Code of Ethics.

NAAA represents more than 340 auction members and 140 associate members in North America.

NAAA and the International Automotive Remarketers Alliance jointly created the annual Ed Bobit Industry Icon award in 2015 for members of the automotive industry who most exemplify his leadership, dedication, service and devotion to excellence.

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Charlotte Pyle is the 10th recipient of the Ed Bobit Industry Icon Award and is the first woman to receive the award.

Pyle and her husband Joe, owners of Mountain State and Capital City Auto Auctions in West Virginia, have been part of the auction business since 1987. She is a past president of NAAA, and a member of NAAA’s Executive, Legislative, Membership and Governance committees. She also serves as NAAA’s Southern Chapter secretary/treasurer and has also been co-chair of the Independent Auction Group for more than two decades.

In addition to an auction owner, Pyle is a licensed real estate agent and broker, and a licensed auctioneer. In 2016, she earned the prestigious Certified Auctioneer Institute designation.

Most recently, Pyle and her team at Capital City Auto Auction hosted the World Automobile Auctioneers Championship in May — the inaugural WAAC under NAAA ownership.

Wisconsin Two-Day Farmland Auction Brings More Than $46 Million in Schrader Auction Farmland in six Wisconsin counties sold for a total of $46,194 million August 23–24, with Schrader Real Estate and Auction Company marketing the property and conducting the auction. It included 7,428 acres in Barron, Dunn, Polk, Chippewa, Marathon and Clark counties.

“We had a very good outcome on both days, with bidders from eight states. We had 153 bidders on the first day and 83 bidders on the second.

The sellers said they were delighted with the results and pleased to see much of the land go to local operators,” said R.D. Schrader, president of the auction company.

Buyers of the tillable land will be able to farm it for the 2024 crop season.

“Investors were actively bidding and purchased about half the land.

However, most of the bidders were local operators, most buying just one

or two tracts. We also had some bidders seeking recreational tracts,” It was a very competitive local market. The organization selling the land had practiced good stewardship over the years and had implemented ESG practices,” said Luke Schrader, one of the auction managers.

The event on Aug. 23 included land in Barron, Dunn, Polk, Chippewa counties. The second day’s bidding included land in Marathon and Clark counties.

As always, prices per acre varied according to land quality and location.

Schrader Real Estate and Auction Company, based in Columbia City, Indiana, is a leading auctioneer of farmland, ranch land, and equipment throughout the United States.

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Members

New Members Justin K. Arnold Keller Bros Auto Auction Lebanon, PA

Jeremy Delgado K-Bid Maple Plain, MN

Carson Helminiak Helminiak Real Estate & Auction Whitehouse, OH

Melinda Aumiller Augie & Bear Estate Sales Peyton, CO

Cletus Ray Detweiler Holmesville, OH

Adrian Jacob Westmore Auctions The Woodlands, TX

Bryan T. Ayers Apex Realty & Auctions, LLC Pleasant View, TN Janaina Basilio WinBids Auctions Miami, FL Joshua Bennetch Double A Auction and Realty Richmond, VA Craig Alan Buchanan Redstone Auctions Madison, AL Brian Calkins Roller Auction Denver, CO Noelle Carvey Phoenix, AZ Matthew Cashin Prestige Memorabilia Syosset, NY Marshall Cline M3 Auctions, LLC Kansas City, MO Payton Conger The Weeks Group, LLC Moultrie, GA Alana F. Croker Alana Croker Realtor League City, TX Cleve Crook Halls, TN Shannon Crutchfield APRA House Auctions Cincinnati, OH Donald D. Curtis Curtis Auctioneering LLC. Mitchell, SD

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Cody Duckwall Duckwall & Co., Inc. Tulsa, OK Tonya Ehlert Higher Calling Auctions Saint Charles, MO Tim Elliott, AARE Atterberry Auction & Realty Company Columbia, MO Carolyn Extine Walnut Hill Auctions Moon, VA Anna Frederick Soldx3 Auctions Guntersville, AL Zane R. Gansemer Nehawka, NE Douglas A. Garner, AMM, CES Northern Kentucky Auction, LLC Independence, KY Victor (Trey) Earl Garrett, III Garrett Realty & Auction Harper, TX Holt Wesley Geistweidt Doss, TX Jason J. Gentry Jason Gentry Auctioneer Washington Court House, OH Stauros Gibson Vet2Vet Center Carlton, OR Laini Gillett Green Springs, OH Thomas Paul Graham, Sr. Eight Mile, AL Russell Harmeyer, CAI, AARE, AMM, CAS Harmeyer Auction & Appraisal Co. Richmond, IN

Mark B. James Rolla, MO Charles E. Jett, III Florence, TX Taylor Grace Kellner Bryan, TX Keith Dean Killam, GPPA Hansen Auction Group Prairie Farm, WI Lacey Suzanne Kleeman Willard, MO Craig B. Kravit Hyde Park, NY Alessandra Krusciel De Moraes Toledo Antione Defiance, OH Jake Stephens LaFevers BHG Real Estate Kansas City Homes Overland Park, KS Jeff Lang Lang Auctions & Appraisals Chandler, AZ Josh Larson Larson Family Auction LLC Haxtun, CO Shannon Livingston Naples, FL William K. Lovelace Atwood, TN Justina M. Rector United Country Real Estate Country Living Specialists LLC Liberty, KY Stephen R. McConnell Penguin Estate Sales of Vermont West Rutland, VT

Sid Miedema, Jr., CAI Miedema Asset Management Group Byron Center, MI

Reggie Rivers, BAS Corporate Kickoff Denver, CO

Troy D. Watts Little Bull Auction & Sale Co. Augusta, KS

Robert Milligan, Jr. Milligan Auction Co. Basking Ridge, NJ

Chipper Trace Shell American Auctioneers LLC Piedmont, AL

Jay White Agee & Johnson Realty & Auction Lebanon, TN

Jacqueline Minns The Swicegood Group, Inc. Mocksville, NC

Nicolas F. Smock, CAI, AARE, AMM, GPPA Don Smock Auction Co., Inc. Pendleton, IN

Mike Winton Mike Winton Realty & Auction LLC Tullahoma, TN

Lydia Rea Mortimer Benton City, WA

Christopher S. Steele Blackwell Reality & Auction Carthage, TN

Jason Edward Mundy Mundy Family Auctions Fostoria, OH

Wyatt James Surman Chelsea, IA

Bridgett Marie Mundy Mundy Family Auctions Fostoria, OH

Kurt Swanson Grants Pass, OR

Jennifer Overstreet One Stop Realty & Auction Cottontown, TN Al S. Reynolds Champion Advisors LLC Los Angeles, CA

Mark Caleb Tauber Dayton, TX Joni M. Troyer Millersburg, OH

Cynthia Wootten Henagar, AL William Yingling New Port Richey, FL Ivan R. Zavala Reality Realty / ProSubasta San Juan – Santurce, Puerto Rico

New members that joined between August 1– September 30, 2023.

Advertiser Index 1-800-The-Sign ..........................................................................................................................13 Auction Adventures ..................................................................................................................51 Auction Packages.......................................................................................................................20 Basinger Audio Systems............................................................................................................13 E.R. Munro and Company..........................................................................................................15 Greater Giving...........................................................................................................................25 Inspirato.....................................................................................................................................17 Kiefer..........................................................................................................................................25 Lampi..........................................................................................................................................23 Life Event Staffing......................................................................................................................23 One Cause..................................................................................................................................17 United Country Auction Services..............................................................................................BC To advertise: Contact Adam Kenne (913) 563-5421 akenne@auctioneers.org OCTOBER/NOVEMBER 2023

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Auction School Graduates Florida Auctioneer Academy

From left to right (Row 1 Sitting); Milton Taylor Jr., Atlanta, GA; Jesus Najera, Dallas, TX; Lisa Santos, San Antonio, TX; Lacy Johnson, Rosenberg, TX; Adelaida Magdaleno, Brownsvillle, TX; Rolando Carrizales, Dallas, TX; Michael Hall, Jr. Cedar Park, TX; (Row 2) Mike Jones, School President/Director, McKinney, TX; Edward Ramos, Morton, TX; Casey Roumell, Chico, TX; John Strachan, Forney, TX; Matt Maher, Bryan, TX; Hank Duncan, Houston, TX; Scott Carter, Port Neches, TX; Kevin McIntyre, Copperas Cove, TX; Rich Schur, Instructor, Monument, CO; Lori Jones, School VP/Administrator, Dallas, TX; (Row 3) Billey Barr, Bonham, TX; Justin Culwell, Amarillo, TX; Zane Thrash, Ropesville, TX; Jacob Wallis, Jenks, OK; T.C. Morrow, Rosharon, TX; Landon Boland, Denton, TX; Curt Webb, Canton, TX

Submit graduation classes

Jesse Shapiro, Janaina De Oliveira Basilio, Mark Nadeau, Chrystal Camacho, Elizabeth Wade d'Anjou, Shannon Livingston, Chris A. Pappas, Logan Vine

America's Auction Academy

Graduation classes may be submitted to communications@auctioneers.org. Submissions may be edited for length.

Hi-resolution photos and information about NAA and industry involvement appreciated. Editors will do their best to locate photos if none are submitted.

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AUCTIONEERS.ORG

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Association Index

NAA BOARD OF DIRECTORS

NAA CORNERSTONE COMMITTEES

OFFICERS

EDUCATION INSTITUTE TRUSTEES

PROMOTIONS COMMITTEE

Chair Erik Rasmus, CAI, AMM (703) 768-9000 erikrasmus@rasmus.com

Chair John John Genovese, CAI, AMM, BAS (808) 634-2300 col.johnjohn@ malamaauctions.com

President Lance Walker, CAI, BAS, CES (901) 322-2139 lance@walkerauctions.com Vice President John Schultz, AMM (612) 432-4015 john@grafeauction.com

Joff Van Reenen, CAI, AARE +27 82 802 1366 joff@chantlab.com

Treasurer Ailie Byers, CAI, AMM, BAS (603) 356-5765 ailie@alpenglowbenefits.com

Term expiring 2026 Wade Baer, CAI, AMM (330) 424-2705 wade@baerauctions.com

Board Chair Sherman Hostetter, CAI, AARE, BAS, CES, GPPA (724) 847-1887 sherm@sherm.biz

T. Kyle Swicegood, CAI, AARE, BAS, GPPA (336) 751-4444 tkyleswicegood@gmail.com

Chief Executive Officer Aaron Ensminger, CAE (913) 563-5423 aensminger@auctioneers.org

DIRECTORS

Term expiring 2024 Jay Cash, BAS, CES (615) 785-8982 jaycash@me.com Morgan Hopson, CAI (903) 271-9933 mhopson@buford resources.com

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Term expiring 2025 Mike Fisher, CAI, AARE, AMM, BAS, CES, GPPA (256) 413-0555 mikefisher@redfieldgroup.com

AUCTIONEERS.ORG

Chair of Education Institute Trustees Erik Rasmus, CAI, AMM (703) 768-9000 erikrasmus@rasmus.com Foundation Representative Ruth Ludwig Lind, CAI, AARE, BAS, GPPA (207) 751-4520 moxielady@me.com Presidential Appointee Addison Russell (615) 254-3060 addison.russell@ rfrsgovrelations.com

Vice Chair Sara Rose Bytnar, CAI, AARE, AMM, BAS (239) 213-8685 sara@bethroseauction.com EC Liaison John Schultz, AMM (612) 432-4015 john@grafeauction.com

COMMUNITY COMMITTEE Chair Beth Rose, CAI, AARE, AMM (419) 534-6223 beth@bethroseauction.com Vice Chair Naomi Lewis, BAS (757) 870-3871 naomi.t.lewis@gmail.com EC Liaison Lance Walker, CAI, BAS, CES (901) 322-2139 lance@walkerauctions.com

Vice Chair Braden McCurdy, CAI, AARE, AMM (316) 867-3600 bmccurdy@mccurdy auction.com EC Liaison Ailie Byers, CAI, AMM, BAS (603) 356-5765 ailie@alpenglowbenefits.com

ADVOCACY COMMITTEE Chair Wade Baer, CAI, AMM (330) 424-2705 wade@baerauctions.com EC Liaison Sherman Hostetter, CAI, AARE, BAS, CES, GPPA (724) 847-1887 sherm@sherm.biz

St. Jude patient Riku

Members

FOUNDATION BOARD OF TRUSTEES OFFICERS

TRUSTEES

Vice President Ruth Ludwig Lind, CAI, AARE, BAS, GPPA (207) 751-1430 moxielady@me.com

Bracky Mark Rogers, CAI, AARE, AMM (336) 789-2926 x109 bmrogers@rogersrealty.com

President Scott Mihalic, CAI (440) 796-4739 scottmihalic@gmail.com

Immediate Past President Sid Miedema, Jr., CAI (616) 538-0367 sid@1800lastbid.com Treasurer David Hart, CAI, AARE (229) 985-8388 dhart@rowellauctions.com

NAA BOARD REPRESENTATIVE Sherman Hostetter, CAI, AARE, BAS, CES, GPPA (724) 847-1887 sherm@sherm.biz

EXECUTIVE DIRECTOR

Aaron Ensminger, CAE (913) 563-5423 aensminger@auctioneers.org

FOUNDATION ADMINISTRATOR Rebekah Ferguson (913) 563-5431 rferguson@auctioneers.org

Terms expiring 2024 Judd Grafe (800) 328-5920 judd@grafeauction.com

Michael Upp (866) 540-4993 mupp@mitchstuart.com Terms expiring 2025 Barrett Bray, CAI, AMM, BAS (405) 888-5366 barrett@bidbray.com Tim Mast, CAI, AARE (731) 610-5436 tmast@tranzon.com Terri Walker, CAI, BAS, CES (901) 322-2139 terri@walkerauctions.com Terms expiring 2026 Hannes Combest (785) 393-1364 hcombest@gmail.com Laura Mantle, CAI, CAS (614) 332-7335 laura@lmauctioneer.com

Bring your passion to our mission.

Join us in our lifesaving mission: Finding cures.

Saving children.® Volunteer or create a fundraiser for kids like Riku at stjude.org/naa.

Jason Winter, CAI, AARE, AMM, CES (816) 884-1987 jason.winter@ westcentralauctionco.com

©2019 ALSAC/St. Jude Children’s Research Hospital (42267)

OCTOBER/NOVEMBER 2023

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Members

In Memory Charles Bohn Charles “Chuck” Franklin Bohn, 86, passed away surrounded by family at the Denver Hospice, on August 28, 2023. Chuck was born on October 25, 1936, to Louis and Alice Bohn in Florida, Ohio. In 1958, he married the love of his life Judith DeLucenay and they were married for 65 wonderful years. He was in the Air Force during the Korean War, and later worked for the Federal Aviation Administration in Michigan, Colorado and South Dakota. Chuck went to college and earned his Bachelor’s of Science degree from UNC and completed post-graduate work from CU. After retiring from the FAA he became an auctioneer in Pierre, South Dakota and Denver, Colorado. He enjoyed conducting numerous charity auctions. He was a Master Mason, a member of the BPOE, a boys baseball and basketball coach and a boys basketball official for Pierre High School, and he was active in community theater in Longmont and Pierre. He was very athletic and participated in a variety of sports, including softball, fishing, hunting, basketball and golf during most of his life. In addition, Chuck was instrumental in establishing the Town of Foxfield, Colorado. Chuck and Judy loved to travel and explored many exciting locations. They spent many happy days at their condo in Frisco, Colorado, with their family and friends. He supported his grandchildren in all of their ventures and would routinely attend and support their activities: softball, mock trial, lacrosse, cross country, band, tennis, dance, football, golf, theater, and soccer.

Source: https://www.horancares.com/obituaries/charles-chuck-bohn

Tomi Ayers Tomi Sue Housley Ayers passed this life peacefully on September 13, 2023 at her “Happy Place” in Ft. Myers, FL. She was the wife of Haskel “Hack” Ayers, and mother to 3 daughters, Debra Nelson (Jerry Lawson), Traci Dower (JJ Dower), and Codi Provins (Paul Provins). She was known as “T-Tom” to her grandchildren, Nikki Nelson Bumgardner, Joshua Nelson, Addison Dower Russell, Ali Dower Miracle, Rusty Provins, Preston Provins, and Trace Provins. She was known as “Noona” by the 10 great-grandchildren. She is preceded in death by her husband, Haskel “Hack” Ayers, their infant son John Wesley, her sisters, Una (Tootsie) Housley, Relda “Dean” Campbell, Bobbie Joe Poe, Millie Jane Queener Morgan, and Hazel Lou Patterson, brother, Ulyses James Housley, and her parents, J.W. “Jim” and LouVerne Housley. She will be missed by her brother-inlaw, R.L. Ayers, and an abundance of nieces and nephews. Tomi lived in a unique time of being able to be a wife, the perfect hostess, mother, artist, career woman, and a community leader. Tomi’s talents were many. She was a founding member and partner of Ayers LP, the parent company of Ayers Auction and Realty. She was the first woman on the Lafollette Planning Commission, a member of the LaFollette Church of God, and a Rotarian. She was inducted into the National Auctioneers Auxiliary Hall of Fame for her work and commitment to the industry. Source: https:// www.cross-smithfuneralhome.com/obituaries/Tomi-Sue-Housley-Ayers?obId=29078299 48

AUCTIONEERS.ORG

Lennie Milano Lennie Milano, age 69, of Minerva, Ohio passed away September 2, 2022. He was born September 10, 1952, in Canton, Ohio to Leonard and Carol (Uhrich) Milano, Lennie was the first of four children. He attended St. Thomas Aquinas High School, where he met Bertha Kiko. The two married Feb. 5, 1972. Early in his career, Lennie was a Stark County sheriff deputy. He then graduated from auctioneer school and worked with KIKO Realtors, Auctioneers & Advisors for more than 40 years. Auctioneer was the perfect job for Lennie, who was known for his quick tongue and teasing jokes – under all of which was his big heart. He enjoyed hunting trips with his sons, going to Mountaineer with friends and Can-Am rides with his grandkids. He was a member of St. Gabriel's Catholic Church in Minerva. He is survived by his wife, Bertha; six children: Rebecca (Jamie) Miller; Melissa (Mason) Boldizar; Jessica (Greg) Yeager; Elizabeth Milano; Joseph (Casey) Milano; and Douglas (Lindsay) Milano; 16 grandchildren; brother Stephen (Dawn) Milano; sister Marilu King; and dozens of nieces and nephews. He is preceded in death by his parents and brother, Mike. Source: https://www.gotschallfuneralhome.com/obituary/lennie-milano

Submit obituaries

Obituaries may be submitted to communications@auctioneers.org. Submissions may be edited for length.

Hi-resolution photos and information about NAA and industry involvement appreciated. Editors will do their best to locate photos if none are submitted.

STATEMENT OF OWNERSHIP, MANAGEMENT, AND CIRCULATION

OCTOBER/NOVEMBER 2023

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NAA HISTORY

50 years later

Pennsylvania Reaches Its Silver Anniversary 50 years ago the Association of Auctioneers for Pennsylvania celebrated its 25th anniversary as an association. This year marks their diamond anniversary. The auction industry has changed so much in these last 75 years for every state in the union but the great news is that all 50 states are represented and the future looks bright.

AUCTIONEERS.ORG 50 AUCTIONEERS.ORG

OCTOBER/NOVEMBER 2023

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