COVER I Familiar faces that are leading or have led industry associations are also NAA members. pg. 14 FEBRUARY 2019 The official publication of the National Auctioneers Association MEMBERSHIP MULTIPLIED Industry leaders have one thing in common — the NAA FROM THE PRESIDENT Kick off 2019 by celebrating your auction family his issue is about leadership. Each year, we produce a licensing guide for our members that delineates whether a license is needed within that state and whom to call to find T out what the requirements are. You can find this in This issue is about NAA’s role within the auction the Members Area at auctioneers.org. industry. All of these issues are important to the industry – Tim W. Mast, CAI, AARE But, this issue is not about NAA. It is about how regardless of the asset that is sold. NAA President you are an important part of the NAA and what we are doing to help position you within the auction There is an old expression that says the rising tide National Auctioneers industry. lifts all ships. It’s true! When a tide comes in, it President Tim W. Mast, doesn’t pick and choose the boats it lifts. It lifts a CAI, AARE, is executive The individuals who are featured in this issue are cargo ship in the same way it does a speed boat or a vice president at Tranzon the past president and the executive director of fishing boat. And that’s NAA. Asset Advisors. A lifelong the National Auto Auction Association (NAAA). resident of southwestern We also talked to the president of the World We aren’t celebrating these leaders just because Tennessee, Tim works and Automobile Auction Professionals Association, they are leaders; we are celebrating them because resides in Selmer with the immediate past president of the Industrial they know and understand the value of NAA his wife, Ruth Anne, and Auctioneers Association, and the past president of membership. We are celebrating them because their four children. He is the Livestock Marketing Association. they are part of the NAA family – and that’s what a World Wide College of Auctioneering graduate. families do when something good happens. We Tim has served as NAA We approached each one of these individuals celebrate! Ambassador for Tennessee because they are members of the NAA – just like and was elected to the you. They are industry leaders, but the one thing Look through this issue to find out what is NAA Board in 2014. In 2013, they have in common is that they believe – as happening in the auction industry. Celebrate Tim was inducted into the you are likely to believe – that NAA is important that your auction family is taking what they have Tennessee Auctioneers because it is the only auction association that learned from you and your colleagues and applying Association Hall of Fame represents the entire auction industry regardless of it to their careers. Our influence runs deep in this – the youngest person the assets that are sold. And that is important. industry ever to receive that honor. In 2008, he was elected For the last several months, we have been working You help create that influence, and we are grateful president-elect and sworn in as TAA president in with the ramifications of the June decision made for your contributions. 2009. He also previously by the Supreme Court of the United States in the served on the TAA case South Dakota vs. Wayfair. Each week, staff Best wishes for a healthy and successful 2019! education committee. works with a group of members to talk about how we can provide tools to help NAA members Fluent in three languages, comply with the state laws that are being passed Tim has used his natural as a result of that decision. Check out the South skill for negotiating and a Dakota vs. Wayfair page in the Advocacy section at commitment to continuing auctioneers.org for the latest information. education to become exceptionally successful For the last several months, we have also been with large, complicated real estate transactions working with the legal team at Zillow and Trulia spanning approximately 30 to rectify issues related to how auctions are states and three countries. erroneously listed as foreclosures on the websites belonging to these companies. The October issue of Auctioneer – on page 22 – went into detail on this. www.auctioneers.org Auctioneer FEBRUARY 2019 5 FEBRUARY 2019 VOLUME 71 NUMBER 2 TABLE OF CONTENTS NAA brings back the The show must go FEATURES/NEWS Internet Only Auction on Summit Outdoor auctions endure FEBRUARY 2019 Event aims to keep despite bad weather professionals ahead of the curve 30 8 How to avoid photo rights issues Why your business Images boost marketing – needs CRM but know the rules The business process is key to the modern-day auction company 36 10 Industry leaders see value in NAA membership If there's one thing leaders of industry associations have in common, it's a 26 membership to the NAA. ALSO SEE ... 34 iSeries Schedule 14 7 State Watch 35 NAA Education 9 How to Choose your Events NAA Community of 48 50 years later BUSINESS PRACTICES Practice 49 Schools Cryptocurrency: What it means for your business 16 2018 State Licensing 50 In Memory Guide 52 Success Stories 12 17 NAA leadership 57 2019 Conference & requirements Show FACES OF NAA 20 Auctioneers look 58 New Members Meet the next Growth through to Google Ads as a 62 Member Designations generation collaboration business growth tool 63 NAA Auction Ty Smith breaks auction MarkNet delivers the 22 Auction contracts: Adventures record at 8 years old benefits of a large auction Avoiding conflict with 65 Scholarships 40 company to all auctioneers clarity Available 44 25 NAA Marketing Competition DEPARTMENTS 26 Establishing your 66 Marketplace Auctioneer issue 2 FEBRUARY 2019 (ISSN 1070-0137) is published the first of every month, with the exception of combined issues benefit auction base 67 Index in June/July and December/January, which are published in mid-June and mid-December, respectively, by the National Auctioneers Association, 8880 Ballentine St., Overland Park, KS, 66214-1900. There are 10 issues printed annually. Auctioneer is a means of 28 National Auctioneers exchanging ideas that will serve to promote the auction professional and the auction method of marketing. The views expressed by columnists do not necessarily reflect the opinions of the National Auctioneers Association. Periodicals postage paid at Kansas Week Schedule City, MO, and additional mailing offices (USPS 019-504). POSTMASTER: Send address changes to Auctioneer magazine (NAA), 8880 Ballentine St., Overland Park, KS 66214-1900. Copyright © 2018 by the National Auctioneers Association. Materials may not be reproduced without permission. 6 FEBRUARY 2019 Auctioneer www.auctioneers.org NEWS State watch PENNSYLVANIA The members of the Pennsylvania Auctioneers Association (PAA), one of the largest auctioneer associations in the U.S., gathered in Harrisburg, Penn., Jan. 8-11 to meet, greet and grow their businesses for the 71st year. On Jan. 11, Tim Keller passed the Presidential gavel to Jeffery Pennington of New Castle, Penn. Pennington, of Jeff Pennington Auction Service, was the chairperson of the 2019 annual conference. In attendance were hundreds of auction professionals including auctioneers, apprentices, auction students, support personnel, vendors and presenters. All had access to many educational seminars during the course of the event that will allow them to better serve their buyers, sellers and the industry as a whole. Continuing education points were available to the many auctioneers who maintain advanced 2019 Officers L to R - Kim Douglass, Bob Ensmiger, auctioneer certifications or auctioneer licenses held in other states Matt Hostetter, Dan Reeder, Jeff Pennington requiring education. v Are You Interested In Becoming An Auctioneer? If So, This Is Your Opportunity! Your Income Potential In The Auction Business Is Unlimited... Mendenhall School Of Auctioneering Teaches You The Skills You Need. • Open Your Own Auction Co. • Be A Contract Auctioneer • Establish A Family Business • Work For A Established Auction Co. The Choice Is Yours! 14 Of America’s Top Auctioneers & Instructors The Best Training Facility In America Enroll Today For The Class Date Of Your 2019 Choice. SCHEDULE Classes Fill FEB. 2 - 10 Rapidly. You JUNE 1 - 9 Could Save OCT. 5 - 13 $100.00 Call For Information Since 1962 PO Box 7344 High Point, NC 27264 Phone: (336) 887-1165 Fax: (336) 887-1107 www.MendenhallSchool.com www.auctioneers.org Auctioneer FEBRUARY 2019 7 NEWS NAA brings back the Internet Only Auction Summit Event aims to keep professionals ahead of the curve By Kora Cameron, NAA Content Developer hen you think of auctions, do you think of the NAA Director of Education Aaron Ensminger says the Internet internet? Well, maybe you should. Only Auction Summit addresses this question and the many components that come with it. WThe Internet Only Auction Summit coming up this month is giving auction professionals the tools to be successful in this fast- The internet has become a significant factor to consider for paced and ever-changing side of the industry. auctioneers, Ensminger says, especially in the past several years. According to Tech Crunch, 79 percent of Americans shop online. With this summit, auction professionals of all levels of experience Consumers are finding online buying easier, faster and more with internet auctions can walk away with an understanding of convenient than the traditional buying ways. But what does this how to run internet only auctions better. mean for the auction industry? 8 FEBRUARY 2019 Auctioneer www.auctioneers.org NEWS In accordance with the title of the summit, the Internet Only Auction Summit covers topics relevant to auctions conducted How to choose your NAA only through internet – not live simulcast auctions, which are Community of Practice! conducted both online and in person.