Collectibles Advising: How Does it Work?
Spirit & Space frequently sells items our clients aren’t keeping. “Collectibles” is a loose term; the items we sell don’t always have high value. We’ve sold everything from vintage home decor, clothes, and dishware to silver, jewelry, art and collections. As a collectibles advisor, my goal is to get an item into the right hands and make the most money for my client.
Selling options for specific items include local dealers, auctions, national partners, Facebook Marketplace, and targeted solutions for unique items. Currently we sell to about 40 local dealers; we’re always looking for more buyers. As a member of The Keys Guild, a national association of collectibles advisors, I have partnerships across the country, as well as training, guidance, and mentoring for my collectibles practice.
Our organizers have an eye for what could be sold and partner with me on that. I’m the team member who identifies best selling options, develops relationships with dealers, manages the communication, and coordinates deliveries. During collectibles consultations and decluttering sessions, I frequently text pictures of items to dealers, seeking buyers. With so many people downsizing these days, the market is flooded with inventory. Sometimes we have to break the news that an item isn’t as valuable as the client thinks it is, and won’t garner much on the secondary market.
Here’s a peek into a recent Saturday when we were making deliveries to local vintage dealers. With a car full of items from decluttering sessions, we first picked up coins and vintage toys from a client. Then we had three stops to deliver items that dealers had agreed to buy.
Dealers have to turn things around for a profit; they can’t pay more than 40-50% of what they hope to get for an item. When negotiating the amount they’ll pay for something, we frequently discuss what price they’re likely to put on the item in their shop. For a group of multiple items, we negotiate an appropriate lot price.
The best part of selling to local dealers? Contributing to the local economy! The client, the dealer, and Spirit & Space all make some money, and the item lands in the hands of someone who will love it and give it new life!
