{"id":531,"date":"2016-04-09T19:48:40","date_gmt":"2016-04-10T01:48:40","guid":{"rendered":"http:\/\/estatesales.org\/university\/?p=531"},"modified":"2017-04-28T15:08:18","modified_gmt":"2017-04-28T21:08:18","slug":"estate-sale-tips-for-hard-to-sell-items","status":"publish","type":"post","link":"https:\/\/estatesales.org\/university\/estate-sale-tips-for-hard-to-sell-items\/","title":{"rendered":"Estate Sale Tips for Hard to Sell Items"},"content":{"rendered":"<p class=\"p2\"><span class=\"s1\">Some estate sale items are harder to\u00a0sell than others. <a href=\"http:\/\/estatesales.org\/thegoods\/want-to-sell-vintage-shop-estate-sales\">Selling vintage<\/a> can be fickle. Location matters, depending on the region, city, or even\u00a0neighborhood you\u2019re in\u2014because what\u2019s hot in one area might be uncool\u00a0in another. <\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">But times have also changed, and what used to be considered rare or valuable might not fetch\u00a0the same price it once did. <\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">For example, good luck selling the following hard to sell estate sale items:<\/span><\/p>\n<ul>\n<li class=\"p3\"><span class=\"s1\">China<\/span><\/li>\n<li class=\"p3\"><span class=\"s1\">China cabinets<\/span><\/li>\n<li class=\"p3\"><span class=\"s1\">Crystal <\/span><\/li>\n<li class=\"p3\"><span class=\"s1\">Decorative glass<\/span><\/li>\n<li class=\"p3\"><span class=\"s1\">Stemware<\/span><\/li>\n<li class=\"p3\"><span class=\"s1\">Upright pianos &amp; organs<\/span><\/li>\n<li class=\"p3\"><span class=\"s1\">\u201cBrown\u201d furniture<\/span><\/li>\n<li class=\"p3\"><span class=\"s1\">Collectible figurines like Hummels, Precious Moments, or Lladros<\/span><\/li>\n<\/ul>\n<p class=\"p2\"><span class=\"s1\">There are several reasons why a lot of stuff has lost its value, but one thing is clear: Millennials don\u2019t want it. Times have changed, and younger people live differently than Baby Boomers and the Great Generation once did. First of all, technology has made everyone more mobile\u2014people are changing jobs and locations more, instead of staying close to home. As a result, they don\u2019t want to accumulate a bunch of things they&#8217;ll have to haul around. They&#8217;re more likely to spend money on experiences rather than trinkets they can display\u00a0in a c<\/span>hina cabinet.<\/p>\n<h2 class=\"p2\"><span class=\"s1\">China and Vintage Dishware<\/span><\/h2>\n<p class=\"p2\"><span class=\"s1\">Younger generations also entertain differently than their parents and grandparents did. Often, they\u2019d rather go out, and if they do entertain at home they\u2019re not likely\u00a0to serve a multi-course dinner on delicate china. When they do settle down, they\u2019re starting smaller families, and have no need for enormous services with ten+<span class=\"Apple-converted-space\">\u00a0 <\/span>place settings. The fact that vintage dishes can\u2019t be microwaved or put in the dishwasher also factors into convenience. (This goes for stemware, too).<\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">The floral designs found on a lot of the china we see at estate sales just doesn\u2019t appeal to the Millennial who prefers a more minimalist aesthetic, like the styles from\u00a0IKEA or West Elm. Meaning: Grandma\u2019s floral pattern dishware is no longer cool.<span class=\"Apple-converted-space\">\u00a0<\/span>(The upside is vintage is making a big comeback, and if your client has any high end or designer dishware, these are still likely to sell quickly.)<\/span><\/p>\n<h2 class=\"p2\"><span class=\"s1\">Brown Furniture<\/span><\/h2>\n<p class=\"p2\"><span class=\"s1\">IKEA and other online design stores have also made brown furniture obsolete. We\u2019re not talking about the midcentury Danish teak that\u2019s all the rage. Rather, &#8220;brown furniture&#8221; is the stuff we see at almost every estate sale: well-crafted, solid wood furniture\u2014as opposed to the the DIY plywood creations that get passed off as furniture today. Good luck getting market price, or even half price, on most run-of-the-mill estate sale furniture, unless you get ahold of designer or <a href=\"http:\/\/estatesales.org\/thegoods\/7-midcentury-modern-brands-to-find-at-estate-sales\">midcentury modern brands<\/a>. <\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">While it might be frustrating to see the younger generation pass up these solid pieces in favor of furniture that won\u2019t last, at the end of the day, something is better than nothing. Your job is to get rid of it, so plan to get well below what your client paid for it.<\/span><\/p>\n<h2 class=\"p2\"><span class=\"s1\"><b>Solutions for Hard-to-sell Items<\/b><\/span><\/h2>\n<p class=\"p2\"><span class=\"s1\">Since your goal is to make the most money possible for your client, don\u2019t plan for dumpster pick-up just yet! We heard from\u00a0<a href=\"https:\/\/estatesales.org\/companies\">estate sale companies<\/a> around the country to find out how they handle hard-to-sell items at their sales.\u00a0<\/span><\/p>\n<h3 class=\"p2\"><span class=\"s1\"><b>Show Proof<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">Arm your client with literature from reputable sources, so they don\u2019t think you\u2019re not trying hard enough to sell their things. This topic is very real, so there are many articles about how collectibles and antiques are losing value as the new generations are coming up. Here are a few:<\/span><\/p>\n<ul>\n<li class=\"p5\"><span class=\"s1\"><a href=\"https:\/\/www.washingtonpost.com\/local\/boomers-unwanted-inheritance\/2015\/03\/27\/0e75ff6e-45c4-11e4-b437-1a7368204804_story.html\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"broken_link\">Stuff It: Millennials Nix Parents\u2019 Treasures<\/a><\/span><\/li>\n<li class=\"p5\"><a href=\"http:\/\/www.wsj.com\/articles\/why-the-market-for-heirloom-and-secondhand-furniture-has-disappeared-1404256129\" target=\"_blank\" rel=\"noopener noreferrer\">Why the Market for Heirloom and Secondhand Furniture has Disappeared<\/a><\/li>\n<li class=\"p5\"><a href=\"http:\/\/www.aselonline.com\/institute\/consumer-tips-resources\/articles-for-consumers\/for-consumers-what-fair-market-value-is-not\/\" target=\"_blank\" rel=\"noopener noreferrer\">What Fair Market Value is Not<\/a><\/li>\n<\/ul>\n<h3 class=\"p2\"><span class=\"s1\"><b>Explain Differences<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">You\u2019re the professional, so you understand what the differences between retail, appraisal, and replacement costs are\u2014but your client may not. Now\u2019s the time for you to educate your client about the likely value of what they\u2019re holding, so you can avoid any surprises in the end.<\/span><\/p>\n<h3 class=\"p2\"><span class=\"s1\"><b>Shoot Low<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">If your client expects the worst, any profit will be appreciated. That is one way to run your business\u2014and it might be better than shooting high and your client ending up disappointed. Explain what market value really means, how the economy affects prices, and of course, those darn millennials. That way when your client ends up with a nice chunk of change anyway, they\u2019ll be pleasantly surprised.<\/span><\/p>\n<h3 class=\"p2\"><span class=\"s1\"><b>Think Small<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">The little things, known in the business as \u201csmalls,\u201d can start to add up and can in fact offset the value of the bigger items you weren\u2019t able to sell. <\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">What\u00a0can make up for all that brown furniture? Anything related to celebrities, militaria, <a href=\"http:\/\/estatesales.org\/thegoods\/jadeite-jadite-jade-ite-guide\">jadeite<\/a>, antique toys and games, <a href=\"http:\/\/estatesales.org\/thegoods\/vintage-pyrex-101\">vintage Pyrex<\/a>, and even certain ephemera. One way to prove this is true is to document, document, document. Keeping good records means you can use it as proof when you sell yourself to your next client.<\/span><\/p>\n<h3 class=\"p2\"><span class=\"s1\"><b>Use Comparisons<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">Sometimes people just need\u00a0external\u00a0proof to be able to face the reality of the situation. Just like a real estate agent might show you comparable houses in a neighborhood to illustrate value, you can always show your client comparisons, or \u201ccomps\u201d of items and how they sold, including auction results, eBay, and numerous other sites on the internet to provide multiple examples of what items sell for currently.<\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">The <a href=\"http:\/\/estatesales.org\/university\/guide-to-estate-sale-appraisal-and-pricing\">Estate Sale Pricing Guide<\/a> is a great online resource for comps.<\/span><\/p>\n<p class=\"p2\">You might also compare buying goods to buying a car. Just like a car loses value the minute you drive it off the lot, some items lose value over time. (This is why people invest in gold or real estate instead of collectibles.)<\/p>\n<h3 class=\"p2\"><span class=\"s1\"><b>Lend a Shoulder<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">As an estate sale company, you know your clients often aren\u2019t at their best. It\u2019s a bum deal to have to hold an estate sale in the first place\u2014since it\u2019s usually for one of the 4 Ds: downsizing, debt, divorce or death. Not getting top dollar for a lifetime of stuff only adds to the heartache.<\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">Be there for your client. Julie Hall, executive director of <a href=\"http:\/\/www.aselonline.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">ASEL<\/a>\u00a0has said she\u2019ll sit there and cry with her client, because she understands what it means to be human. Sometimes all you can do is lend support and show your client you understand how they feel. A little empathy goes a long way.<\/span><\/p>\n<h3 class=\"p2\"><span class=\"s1\"><b>Be Charitable<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">Of course, in the end, if items don\u2019t sell, you can always donate them (especially the brown furniture) to places like your local church or nonprofit thrift shop\u2014or even the bigger guys like Goodwill or Habitat for Humanity. You\u2019ll be giving it to someone who really needs it, and your client will enjoy a nice tax write-off.<\/span><\/p>\n<h3 class=\"p2\"><span class=\"s1\"><b>Upcycle It<\/b><\/span><\/h3>\n<p class=\"p2\"><span class=\"s1\">Turn those teacups into candles, transform that brown furniture into something bright, modern, and new with some sanding and a fresh coat of paint. The options are endless and you can find many <a href=\"https:\/\/www.pinterest.com\/search\/pins\/?q=DIY\" target=\"_blank\" rel=\"noopener noreferrer\">DIY ideas\u00a0on Pinterest<\/a> that will inspire you or your client to get creative. Don\u2019t have time to do it yourself? Bring photos and inspire shoppers about the items\u2019 potential if they&#8217;re willing to put in a little TLC. Many estate salers are.<\/span><\/p>\n<p class=\"p2\"><span class=\"s1\">Just remember, you didn\u2019t get into the estate sale business because you like to do things like everyone else. So if you\u2019re serious about selling that outdated dresser, roll your sleeves up and channel your inner HGTV host.<\/span><\/p>\n<h3 class=\"p5\"><span class=\"s1\"><b>Offer Delivery<\/b><\/span><\/h3>\n<p class=\"p5\"><span class=\"s1\">For hard-to-get-rid-of furniture, consider offering delivery service. Often times, someone won\u2019t <\/span><span class=\"s1\">buy a bigger item because they have no way to get it home. If you can\u2019t offer delivery,\u00a0<\/span><span class=\"s1\">allow for delayed pickup times, so buyers can find a way to haul items. If you\u00a0have a\u00a0<\/span><span class=\"s1\">truck available, you can charge extra for labor and gas.<\/span><\/p>\n<h3 class=\"p5\"><span class=\"s1\"><b>Slash Prices<\/b><\/span><\/h3>\n<p class=\"p5\"><span class=\"s1\">No one likes to cut prices, but in the case of hard-to-sell estate sale items, <\/span><span class=\"s1\">sometimes <a href=\"http:\/\/estatesales.org\/university\/estate-sale-discounts\">offering discounts<\/a>\u00a0is\u00a0inevitable. If it\u2019s the second or third day and things still aren\u2019t moving,\u00a0<\/span><span class=\"s1\">lowering prices to 35-50% off can really help spur shoppers to take action. Somewhere between garage sale prices and <\/span><span class=\"s1\">retail prices is the sweet spot you want to hit. Consider the neighborhood you\u2019re in and <\/span><span class=\"s1\">how popular the style is, rather than\u00a0its actual value. <\/span><\/p>\n<p class=\"p5\"><span class=\"s1\">Pricing takes time to thoroughly research each piece, so be sure to do your due diligence.<br \/>\n<\/span><\/p>\n<h3 class=\"p5\"><span class=\"s1\">Take Good Photos\u00a0<\/span><\/h3>\n<p class=\"p5\"><span class=\"s1\">We mean<a href=\"http:\/\/estatesales.org\/university\/take-good-estate-sale-photos\"> take\u00a0<em>really good<\/em>\u00a0estate sale photos<\/a>. If you can hire a professional photographer, even better.\u00a0<\/span><span class=\"s1\">Photos bring people to your sales, and furniture can look especially snazzy if staged well. \u00a0<\/span><span class=\"s1\">When it comes to furniture, best luck is had when surfaces are clean. Don\u2019t use hutches <\/span><span class=\"s1\">to display other items for sale, in other words. Show off the furniture, instead of hiding it!<\/span><\/p>\n<h3 class=\"p5\"><span class=\"s1\"><b>Remind\u00a0Clients\u00a0What&#8217;s Really Important<\/b><\/span><\/h3>\n<p class=\"p5\"><span class=\"s1\">When it comes down to it, your client enjoyed the time he or she had with her stuff, <\/span><span class=\"s1\">whether it was time spent researching items, the trips taken to\u00a0acquire their things,\u00a0<\/span><span class=\"s1\">or just being surrounded by things that they love. In the end, this is what really matters and <\/span><span class=\"s1\">reminding your client of all the sentimental value they\u2019ve enjoyed, rather than the\u00a0<\/span><span class=\"s1\">financial loss, may be the best way for them to move forward, regardless of what <\/span><span class=\"s1\">happens at the estate sale.<br \/>\n<\/span><\/p>\n<p class=\"p5\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-591\" src=\"https:\/\/eso-wordpress.s3.us-west-2.amazonaws.com\/university\/wp-content\/uploads\/2016\/04\/21151640\/Pinterest-Estate-Sale-Tips-for-Hard-to-Sell-Items-2.jpg\" alt=\"Estate Sale Tips for Hard-to-Sell Items \" width=\"300\" height=\"450\" srcset=\"https:\/\/eso-wordpress.s3.us-west-2.amazonaws.com\/university\/wp-content\/uploads\/2016\/04\/21151640\/Pinterest-Estate-Sale-Tips-for-Hard-to-Sell-Items-2.jpg 735w, https:\/\/eso-wordpress.s3.us-west-2.amazonaws.com\/university\/wp-content\/uploads\/2016\/04\/21151640\/Pinterest-Estate-Sale-Tips-for-Hard-to-Sell-Items-2-200x300.jpg 200w, https:\/\/eso-wordpress.s3.us-west-2.amazonaws.com\/university\/wp-content\/uploads\/2016\/04\/21151640\/Pinterest-Estate-Sale-Tips-for-Hard-to-Sell-Items-2-683x1024.jpg 683w\" sizes=\"(max-width: 300px) 85vw, 300px\" \/><\/p>\n<p class=\"p5\"><em>Which items have you\u00a0had a hard time selling at estate sales\u2014and how did you finally get rid of\u00a0them?<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Some estate sale items are harder to\u00a0sell than others. Selling vintage can be fickle. Location matters, depending on the region, city, or even\u00a0neighborhood you\u2019re in\u2014because what\u2019s hot in one area might be uncool\u00a0in another. But times have also changed, and what used to be considered rare or valuable might not fetch\u00a0the same price it once\u2026<a class=\"more-link\" href=\"https:\/\/estatesales.org\/university\/estate-sale-tips-for-hard-to-sell-items\/\">Read More<\/a><\/p>\n","protected":false},"author":11,"featured_media":583,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false,"footnotes":""},"categories":[9,11],"tags":[63,65,35],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.2 (Yoast SEO v19.6) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Tips for Hard-to-Sell Items | Estate Sale Company Blog<\/title>\n<meta name=\"description\" content=\"Brown furniture and vintage dishware can be hard to sell at estate sales. 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