How to Become an Estate Sales Manager

Estate sale merchandise often includes antiques and collectibles.

Estate sales managers work with family members or estate executors to plan and coordinate a public sale of a deceased person's personal property. Estate sale merchandise commonly includes furniture and home furnishings, china, glassware and antiques. An estate sales manager begins managing the sale when she meets with the family to determine the merchandise to be sold. She prices items realistically, handles the sale's advertising and staffing, and executes the sale in a professional manner. After the sale, the manager resolves remaining items in accordance with the estate sale agreement.

Things You'll Need

• Antique guide or online information source
• Professional resume
• Antique appraisal certifications or relevant course certificates
• Written information about your services and fees
• List of regional law firms
• List of regional banks
• List of regional certified public accountants
• Written information for marketing brochure
• Estate sales policies and procedures
• Ad rates and copy for newspaper classified section ad
• Ad rates and copy for newspaper display ad

Instructions

1. Complete antique identification training. Gain a working knowledge of antiques and collectibles valuation through an online home study course conducted by recognized antiques experts. Such a course is designed to prepare participants for careers as antique dealers and appraisers. Obtain antiques and collectibles price information from an online database that reflects real sale prices for varied items. View the item's photo, description and year of sale; this data enables you to track price trends. Access this collector's database via a free registration process.

2. Complete your business registration process. Visit your city or county clerk's office to obtain a business license and ask about required local permits. Ask if you must secure a bond to operate your estate sales business in that jurisdiction. Consult with a commercial insurance agent about business and professional liability coverage, as well as a required bond if necessary. Contact your state Department of Revenue to determine if sales taxes are due on your estate sales business.

3. List your estate sales management competitors. Identify other estate sales managers within your region. Visit the businesses' websites or request brochures that describe each firm's services and list its rates. Determine if you can offer a new service or lower-cost service, or otherwise find an estate sales market niche.

4. Generate your estate sales documentation. Prepare at least three information-packed documents addressing varied aspects of your estate sales services. Generate a sheet that includes your professional resume, along with related credentials such as antique appraisal certification or completed courses. Prepare a detailed, clearly written list of services you provide to clients; along with standard service fees. For example, discuss your presale preparation and the functions you perform during and after the sale. Detail how you dispose of unsold items and note whether you straighten and sweep the house clean when you have completed your work. Generate a list of answers to frequently asked client questions.

5. Visit businesses that service estates. Contact law firms, banks and certified public accountants to inform the firms of your estate sales management services. Distribute a marketing package that includes a tastefully prepared brochure, your professional resume and a copy of your sale policies and procedures. Meet with a principal or the office manager to answer questions and ask about potential business prospects. Maintain communication to keep your business's name at the front of prospects' minds.

6. Place regional estate sales manager ads. Work with a graphic designer to create a professional-looking ad for your local newspaper's Estate Sales classified section. Place a larger ad in weekly community newspapers with a longer shelf life, as readers sometimes view these publications as a community resource. Place similar ads in newspapers or magazines that service retirement communities.

References

• Bonnie Rose Appraisal Service, Inc.: Estate Sales
• Fine Estate Liquidation, Inc.: Estate Sale Questions

Resources

• Asheford Institute of Antiques: Antique Home Study Course and Distance Learning Program
• Kovels.com: Collector's Price Guide
• IRS.gov: Government Sites: State Revenue Sites
• Estate Sales.org: Find Estate Sale Companies by State