Did You Say “Cockroaches?”

July 16, 2014 | Julie Hall

The voice on the phone was very shaky and distressed. Through her tears, I heard her say, “Doing business with people in your industry is like doing business with cockroaches.” A knife to my gut would have hurt less. Those words were truly cutting and very upsetting to those of us in the industry who put our hearts and souls into assisting our clients.

This woman called my office to complain about an estate sale company, one which was completely unfamiliar. I own and direct The American Society of Estate Liquidators® and complaints regarding our members, who uphold a Code of Ethics, are minimal. When a complaint is made on our members, usually it is easily remedied, like replacing a widget that was accidentally sold.

Phone calls like this woman’s are starting to come in at an alarming rate, and the complaints are serious. So serious, some of them are criminal in nature, and law enforcement and the court system become involved.

For someone like me who has done my best to pave the way for ethics, integrity, and high standards in the estate sale business, this is a massive black eye. It hurts personally. Some of the customer complaints include not getting paid after a sale is completed. Liquidator complaints include clients who pull items from a sale, during the sale, when they see how low the prices are and don’t want to pay the liquidator’s imposed fees.

I could never defend estate sale professionals who run an unethical business and cause these people to fall to pieces emotionally. This is not why the “good ones” went into the business.

We went into business to make a positive difference in the lives of our clients. We strive to uplift them and their emotional turmoil.

However, I will defend the good estate sale professionals who work from a thorough contract, have explained everything to the client with the client’s agreement, and simply do their best to get the highest proceeds from the sale.

The estate sale professional has the right to earn a good living; the work is back-breaking, disassembling a lifetime of accumulation in just a few short days. In some cases, the clients expect far too much. They have not yet awakened to the fact that our economy is weak, despite what the news is promising.

The estate sale professional has the right to charge a fees or commission for items clients give away, take or remove from the sale, even though the clients have signed a contract that they will not do so. This is taking income from the professional. This leaves them with egg on their face when the public arrives and screams at them because advertised items are gone. This is simply not fair.

Courtesy goes both ways!

When searching for an estate sale professional, or any professional service, the responsibility falls on the consumer to research them thoroughly and interview several.

Ask associates and business owners, such as estate planning attorneys and realtors, in your community. Check Angie’s List and BBB. Check professional organizations, if they belong to them. Check references. Do your due diligence. Then you will select an estate sale professional who will do a wonderful job for you … not a “cockroach.”

Julie Hall, The Estate Lady®, is the foremost national expert on personal property in estates, including liquidating, advising, and appraising. http://www.TheEstateLady.com She is also the Director of American Society of Estate Liquidators®, the national educational and resource organization for estate liquidation. http://www.aselonline.com.

No part of The Estate Lady® blogs, whole or partial, may be used without Julie Hall’s written consent. Email her at Julie@TheEstateLady.com

Don’t Let Your Dentist Operate On Your Knee

July 10, 2014 | Julie Hall

Our house is starting to need some work. There is exterior trim that needs to be painted, the siding needs power washing, and the gutters need to be cleaned out. I would love to have some new landscaping in the front island and three light fixtures I would like replaced because they are old; the house needs an overall facelift.

Then there’s me. I could use a little sprucing up too. My lower back feels like it was thrown in a wood chipper and spit out, probably from all my years of estate work. I have arthritis in my neck and hands, and a little bone in my foot that is protruding slightly (arthritis from pointy high-heeled shoes I just had to have way back when). My hair needs the gray roots covered over and a few more highlights added, but I haven’t had the time yet.

I’m not complaining. I’m making a point.

For each of these endeavors mentioned, I will call in a professional who knows exactly how to do them, because I do not. I will not attempt these tasks because somewhere along the line, I will botch the work and then it will cost more money and time to fix it. I know my limitations. Life has shown me my strengths, and it has also shown me when I should walk away and let a pro do it.

There are many who are do-it-yourself people, and for the most part, I admire people who can get so much done on their own. But I have also seen those who should have quit while they were ahead, for their work was not good. I go to a back specialist for my back, a foot specialist for my foot, a dentist for anything to do with my teeth, and a hairdresser I wouldn’t trade for anything in the world! I would not attempt to fix any of these on my own, for they are not in my repertoire of skills.

You wouldn’t go to a dentist for a knee replacement, would you?

The same is true for handling an estate. Families think they can navigate some pretty treacherous waters on their own. In my experience, many of them have capsized the boat along the way and hurt others in the process. All because they think they can do it or want to save the money that would have been spent on a professional.

“An estate professional knows these troubled waters and knows every aspect of handling the twists and turns. We know the market; we can predict human nature. We can maximize proceeds and preserve the good for you. Even with our commission, we bring in more money than a non-professional. We know the right contacts (local and national), resources and options, plus we guide you through the process. It’s like having an estate expert in your pocket. An excellent estate sale pro is worth their weight in solid gold.” — Julie Hall

Then there are those who know and understand the worth of hiring professionals. They want to pay to get the job done right the first time, so they don’t have it drag on, only to have to deal with it a year or so in the future. They simply want it done, and done correctly the first time.

There is an old saying, “Penny wise and pound foolish.” This applies to much of what I see when families deal with loved ones’ estates. They don’t want to pay a professional, but the mistakes they make are so costly: throwing away valuables, making hasty decisions, giving away things quickly, assuming mom just had junk, etc. They could have hired 4 professionals by the time they are done!

TIP FOR THE WEEK: There are some things you just shouldn’t attempt. Research and find the best estate professional; the right person is very worth the effort to find! Moving forward through a challenging estate situation is paramount to your continued well-being.

No part of The Estate Lady® blogs, whole or partial, may be used without Julie Hall’s written consent. Email her at Julie@TheEstateLady.com

Mr. Lee and Mr. McGee

January 30, 2014 | Julie Hall

When I close my eyes and remember the times with Mr. Lee and Mr. McGee, it doesn’t seem so long ago. In reality, it was over half a lifetime ago when these two older gentlemen helped sculpt me into The Estate Lady® I would eventually become. Way back in my mid-20s, I discovered quite by accident that I had a knack for buying and selling antiques. While it was a risk at such a young age, newly out of college and on a strict budget, I decided to commit to renting a booth in an upscale antique mall for six months. It just so happened it was their upscale antique mall.

As each week passed, I noticed more and more of the items I was selling were gone from the glass case, so naturally I was thrilled they were selling. Little did I know that two of the owners of this vast and expensive mall were watching me. One day, as I finished putting more new items into my glass case, Mr. Lee and Mr. McGee approached me and asked if we could talk.

As an extrovert, I rarely meet a stranger, yet I was intimidated by these two who had accomplished so much in life. Both had been in the business over 40 years. Both were successful; both knew so much. Here I was, knowing very little, being steered by gut instinct only, and feeling like a little mouse wondering what they could possibly want from young, inexperienced me.

They took me to their finely furnished office, offered me a beverage, and watched me squirm in the big leather chair. You can imagine the thoughts racing through my head! Mr. Lee was a kind older man, born in Hong Kong, but raised here in the United States. Mr. McGee was an older southern gentleman. They began the conversation by complimenting me on my booth and wondering where I found my treasures. After a nice and comfortable time together, they sincerely took me under their wings and shared some invaluable insight I will never forget, that I would like to share with you.

Here’s what they said to me:

“Kid, you were born with the eye. Very few people are born with this gift. So when you go out into the world and use it, you need to use it well and earn it. Much will be asked of you through the years and you will be tested at every turn. But always remember to walk a straight line. If you can walk this straight line, people will talk about you. They will refer others to you. They will love you for what you can do for them, because they are completely overwhelmed. Remember this conversation because it will make your or break you.”

Now in my 50s, I think back to that time and realize that little meeting with them was a tremendous gift to me. A gift of guidance and affirmation. A gift of direction and how I can serve my clients. Hindsight is an incredible thing when all the pieces click together. They were right on all accounts. Much has been asked of me in the last 25 years, and I did my best to always deliver. Temptation is everywhere, but I steered far away from it. Honesty and ethics are always at the forefront. Because so few possess it, I stood out among them. Old fashioned and 19th century thinking? Perhaps, but it’s the secret to my success.

From that moment to this, I never forgot what they told me. Both of them are gone now, but they left an impressionable young lady with something she could never pay for, because it was priceless.

From the beginning of time, there has always been good and evil. In today’s society, we need to be extra careful of the professionals we select to help us, whether it’s handling an estate or remodeling a bathroom. Always look for someone who walks a straight line. Always listen for the good people say about them. Research these business owners who mean to serve you. Make sure they are credible, professional, and the cream of the crop.

Why would you settle for anything less?

No part of The Estate Lady® blogs, whole or partial, may be used without Julie Hall’s written consent. Email her at Julie@TheEstateLady.com

Even the Devil Uses the Good Housekeeping Seal of Approval®

September 4, 2013 | Julie Hall

Throughout the course of my career, I have worked my fanny off (like most of you) trying to accomplish my calling: make a positive contribution to the estate industry, educate, advocate and resolve difficult issues for my clients, earn an impeccable reputation, and do it all honestly and ethically. After 23 years, I feel pretty confident I have achieved many of my goals with the help of some great team members and my faith.

What makes me steaming mad are those individuals who flat out steal logos and intellectual property that is not theirs. No conscience, no care or concern. They don’t care that they steal what they didn’t earn. They do it with no forethought of hurting others, most especially themselves in the long run, because the truth will come out eventually. Those who know me would tell you I’d be the first to teach, to help, to answer questions if I can. Stealing information or logos is a huge no-no.

Many of you may not know that I own and direct The American Society of Estate Liquidators®. http://www.aselonline.com This professional organization is for those who want to learn the estate industry, and offers educational courses and a place for experienced liquidators to learn how to build their business. It is a safe haven for ethical liquidators and we have worked hard to set the standard for the industry.

The problem is some people don’t want to play nice. People steal logos without paying dues. Some don’t care about ethics until they get caught or fined. It’s not just about me … it’s about you too because many will attempt to take advantage of you, or someone you know, in the future. I often wonder how they sleep at night.

Here’s my point: Each industry has its good and bad, even estate liquidation. With companies that have no training/education or just popped up, and no one knows anything about them, you (the consumer) needs to research them carefully to make sure what their site says about them is accurate. Just because some company creates a website and add logos and makes claims, doesn’t mean they are legitimate or ethical. Follow up with them and pay attention to red flags.

Contact your local BBB and ask questions. Look for UNresolved complaints. Search online for the company name and any complaints or reviews. Ask for and check several recent references. Ask people in the community who is the best of the best. Do not be swayed by a company that is cheaper, for you often get what you pay for! Go for integrity, trust, ethics, gut instinct.

If the company is hesitant to answer questions, doesn’t call you back in a timely manner, doesn’t give you a polished and trustworthy feeling, then that little voice inside is probably telling you something. Listen to it.

So you see that even the devil uses the Good Housekeeping Seal of Approval®. Anyone can steal that seal or logo. But not everyone can back it up with education, training, credibility, experience, and know-how. A professional liquidator is going to do the right thing for the client, answer any and all questions, maintain confidentiality, guide you to know what is best for your given situation, and communicate clearly each step of the way.

If you find out they are lying about being part of a professional organization, or anything else, don’t walk away … RUN!

David Vs. Goliath

August 29, 2013 | Julie Hall

Images of the nasty, colossal giant filled our heads when we first heard the story of David and Goliath as children. For purposes of today’s blog, let’s look to this story as the little guys vs. the big guys (small business owners vs. large corporations).

Recently, I attended numerous small business events and a few weekend festivals. I was surrounded by hundreds of vendors, each trying to sell something: widgets, kitchen ware, handmade jewelry, insurance, small appliances, books — you name it! While I participated in what appeared to be a vibrant display of colors on a beautiful day, what I noticed most of all popped my balloon and sent my spirits southbound.

While everyone was caught up in the festivities, I saw something no one else seemed to notice; no one was buying much of anything. There were free give-aways and samples, but very few people were doling out the cash for any product. The thought occurred to me that all these vendors shelled out cash to rent space, with the high hopes of selling their products or services. When one looked at the people in the booths, you could see the weariness on their faces, as they worried that their business might not make it.

I took notice of the small jewelers who were silversmiths, etc. Their work was lovely but high-priced. I am the first to acknowledge and praise the labor of love that goes into a work of art, but people these days are buying precious metals at spot price, not four or ten times spot price. I realize they are buying art and not weight, but in my circles, I see it sell by weight. So how on earth is the little guy supposed to make ends meet?

This is a common theme among small business owners, especially in the last few years. There are numerous causes for concern: the economy, demand of what’s hot and what’s not, capital needs to run the business, taxes, etc. My business adviser said the two main reasons businesses fails is:

People run out of money, and
People lose their follow-through and tenacity.

While these may be accurate, we are living in strange times. Many people are anxious about money and worried that they won’t have enough or already don’t have enough.

It seems lately that the little guy is getting beat to a pulp. They are losing their benefits, having to let go of employees because they can no longer afford them, etc. I think the government often hurts the little guy instead of helping them. Such a shame!

Many of the greatest corporations came from modest roots. Look at Facebook, Microsoft, and others. These guys started out in one room with very little money, but armed with fantastic ideas that changed our daily lives. Can we all be Bill Gates and Mark Zuckerberg? No. We’re not meant to be. We’re meant to illuminate our corner of the world with our thoughts and ideas every day and do the best that we can.

I can’t pretend to know all the issues out there that affect small business owners, but I know this much — If little David can slay a giant with one strategically placed stone, we just need to have a little faith and practice more strategic thinking. Then, we too can be successful.

Entrepreneurs: If I Can Do It, You Can Too

May 15, 2013 | Julie Hall

If I only knew then, what I know now …

Twenty three years ago, I had this crazy idea while sitting at my corporate desk, that if I was going to work this hard for them, I might as well work that hard for myself. I also thought, “Julie, how can you even think of this? You must be off your rocker to consider leaving the reliability of a paycheck and benefits.” Like a lightning bolt from the sky, an intense thought grabbed hold of this young woman at the exuberant age of 27 and it never let go. People say this is the first sign you are an entrepreneur.

From that day to now, I feel compelled to share with every person who is reading this: if I had the chance to do it all again, I wouldn’t change a thing. It was the right decision, made me wise beyond my years, and honestly comes with zero regret. However, it was not an easy road. In fact, there was no road at all in my chosen field. I found myself at an instant crossroad before I took my first step. Do I move forward into the abyss not knowing what I am doing and make a road for others to follow one day? Or should I turn around and stay in a job I didn’t care for but had a steady paycheck. As it turned out, I discovered I am an excellent bulldozer and I paved the way to what I was meant to do. The really great news: if I can do it, you can too.

One of the first lessons you learn as an entrepreneur is that while a multitude of resources are available to you, ultimately you are on your own. What an isolating feeling. You learn quickly what you are made of. It takes great strength and stamina to fulfill your dream, not to mention the patience and support of those closest to you. More than that, it takes tenacity of spirit, a positive mindset when you feel like crumbling and crying (and yes, that will happen), and the ability to get back up when you were just knocked down.

As a mother, when my daughter was learning to walk and she stumbled and fell, I would encourage her to get right back up immediately, brush herself off, and go on to her next adventure. So too, is the unpredictable life of an entrepreneur. Get right back up, and no matter what, keep moving forward. Throughout the years, there nave been many times I felt like the hamster that runs on that wheel with lots of vigor, but never really gets anywhere. Looking back I actually was going somewhere, but the holding patterns and plateaus are very frustrating. Yet they are part of our growth.

People venture out as entrepreneurs for many different reason. Some receive a strong calling, perhaps an invention in their mind or a service which will bring relief to the consumer. Others feel they are better off building their own business; still others thrive on the satisfaction they receive on the road to success. For me, it was all of the above.

What I wouldn’t have given back then to have the experience and valuable knowledge I possess today! Next week, I’ll share the most important lessons I have learned in building a successful business. Please don’t miss this knowledge for yourself or someone you know.

If I Only Knew Then, What I Know Now

April 30, 2012 | Julie Hall

Over 20 years ago while sitting at my corporate desk, I had this crazy idea that if I was going to work this hard for them, I might as well work that hard for myself. I kept thinking, “Julie, how can you even think of this? You must be off your rocker to consider leaving the reliability of a paycheck and benefits.” But it was like a lightning bolt from the sky – an intense thought that grabbed hold of this young woman at the exuberant age of 28, and it never let go.

From that day to this, I feel compelled to share with everyone reading these words, that if I had a chance to do it all over again, I wouldn’t change a thing. It was the right decision, and honestly comes with zero regret. However, it was not an easy road. In fact, there was no road at all in my chosen field. Therefore, I found myself at an instant crossroad before I even took my first step. Do I move forward into the abyss, not knowing what I am doing, and make a road for others to follow one day? Or should I turn around and stay in a job that I didn’t care for, with a steady paycheck? As it turned out, I discovered I am an excellent bulldozer and I paved my way through.

To fulfill your purpose, your calling, it takes great strength and stamina. More than that, it takes tenacity of the spirit, a positive mindset when you feel like crumbling and crying (yes, it will happen), and the ability to get back up when you were just knocked down.

As a mother, when my daughter was learning to walk and she stumbled and fell, I would encourage her to get right back up immediately, brush herself off, and go on to her next adventure. Such is life. Get right back up and no matter what, keep moving forward. Throughout the years, there have been many times I related myself to the hamster that jumped on the wheel with lots of vigor, but never really ended up anywhere. Looking back, I actually was going somewhere, but I couldn’t see it at the time.

Here, in a nutshell, I share with you the most important lessons I have learned as a woman, and in building my dream:

Don’t ever let anyone tell you that you can’t do it. You can and will find a way. People who normally say things like that can be a bit envious of your spirit, or perhaps live with regret themselves. It’s also possible that they just don’t understand it.
If you don’t try, you will always wonder what “could have been.” Avoid living with regret and guilt by trying your best. Nothing bad can ever come from trying.
When you come to a crossroad in your life, always go with your gut instinct. Our heads often get in the way of what our gut already knows. My gut has never lied to me. Tune into it, listen attentively, and keep moving. Look how many times it took Thomas Edison to get it right!
Stay the course. So you have stumbled and what you had planned isn’t working. Assess what went wrong, temporarily step back and ask, ask, and ask again until the answers come. Sometimes the answers come from an unexpected source.
Figure out what makes you different. What are your special gifts? Are you using them? If not, get to it and watch happiness seep in.
To thine own self, be true. Thank you, Mr. Shakespeare. Speak your mind, communicate openly, and never, ever sell your soul to the dark side.
Identify what it is you want to do with your life. I am an estate professional who specializes in personal property. Do I just sell people’s stuff? No, I sell a solution. Solve their problem, lighten their load, and I can guarantee you a successful outcome. What you want to do is make a difference and make it count.
Follow through with passion and tenacity. If you have an idea, run with it. Don’t flop over on the sofa because you don’t know how to get started. Just take the first step.
Be the best at what you do. If you are going to do something like start a business, or volunteer, or take a new job … do your best. Mom always said, “If you’re going to plant a tree, plant it straight.”
Always look forward and never look back. Ever notice how some people live in the past and seem to get stuck there? It’s ok to visit the past and learn from what went wrong, but then turn it into a positive, so it works to your benefit.
For every problem you encounter, there is a solution.
Always be kind, courteous, and compassionate. Kindness gets noticed because so few people actually practice it.

Mementos of Killed Marine Sold By Mistake

August 22, 2011 | Julie Hall

This was the headline in our local paper a few days ago. The young widow accidentally sold a suitcase at a yard sale that contained photos and special items that were of her late Marine husband with their children. I thought to myself, “Oh no … those photos are irreplaceable and probably gone forever.”

The article was a monumental effort across the country to appeal to anyone who might find it, as the buyers at the yard sale told the widow they would probably sell the suitcase at a flea market. To my knowledge, it has not yet been found.

A couple of things come to mind:

We feel for this woman and all she has gone/is going through, and it was most likely a simple oversight that she forgot to open the suitcase prior to selling. As a professional, I can honestly say it’s vital to leave no stone unturned. Whether you are sorting through a loved one’s belongings, or you hire a professional, everything must be gone through with a fine tooth comb. You never know what you’re going to find.
Professionals in my industry already know to sift through everything, but family might be experiencing emotions too strong to deal with it at the moment, feel as if they are in a fog for a while, or can’t quite get themselves to sort through the items in the depth they should — through no fault of their own. We understand grief and have compassion for our clients. Sometimes, an objective professional party can help the family through that, and ensure that everything has truly been sorted and gone through, so accidents like this don’t occur.

My heart goes out to this widow and her children, and I sincerely hope that whoever buys the suitcase with the precious photos of the fallen Marine and his children will find a way to get them back to their rightful owner.

“Mom has a friend…Maybe we’ll use her.”

October 4, 2010 | Julie Hall

Margaret called me from a Chicago suburb with a frantic tone in her voice. “We have all this stuff, and we don’t have a clue how to get rid of it! It looks like it might be junk, but there are some antiques in here too. What do we do? My mom has a friend who is sort of in the business. She’s dabbled in buying and selling for years. Maybe I should just hire her.”

Her words hit a nerve! It’s sort of like saying, “My brother got an A in dissecting, so why not let him do your brain surgery?”

I strongly urged her to hire a professional, and warned her about letting an untrained friend handle something as important as this. But she decided to go to her friend anyway, a decision that cost her dearly.

A month later, Margaret called me again, in tears. “I’ve made a horrible mistake, and I don’t know how to undo it. My mom’s friend didn’t know the true value of many of the items in the house and sold them for pennies. One local dealer contacted me to tell me the estate person charged $75 for a fine antique English Windsor chair that was worth about $800. An antique needlepoint sampler dated 1854 sold for $10, but should have sold for several hundred. I am eaten up with misery wondering how many other things got sold for next to nothing.”

Please get the right kind of help! Unscrupulous professionals come out of the woodwork at a time of crisis. Amateurs, even though they are friends or golf buddies or play bridge with you, are still amateurs! It may be costly to hire the right professional, but an amateur is much more “costly” in the end.

Grief Needs a Shoulder to Lean On

September 27, 2010 | Julie Hall

Let me offer some compassionate support for those who are going through grief over the loss of a parent. Having to handle all the details of a funeral and the liquidation of your parents’ estate ranks high on the lists of stressors that can wreak havoc emotionally.

You and your siblings really need a lot of shoulders to lean on during this time. This is the time to make withdrawals from your emotional bank accounts of close friends. If you are active in a church or synagogue, let your pastor or rabbi know what you’re going through, and be open to any acts of kindness from your congregation.

Grief can bring with it the symptoms of clinical depression, yet you’ll feel as if you have to be the strong one for the sake of your family. It’s not a sign of weakness to meet with a counselor and unload what’s happening during this stressful time.

With nearly every client, I’ve found myself holding the hand of an angry, heartbroken, grieving son or daughter. Many are in a very vulnerable state, feeling angry and lashing out because of all the decisions that their parents did not take care of while they were alive. Then their anger turns to guilt because their parents are no longer here, and they feel guilty because they feel angry.

You really do have to be strong and think straight as you go through your parents’ home for the last time, so take advantage of resources — personal and professional — that can help you cope with the sadness and stress.

Keep in mind: you don’t have to go through this alone. There is reliable and trustworthy help that can make this painful experience go smoothly.