Category Archives: CAI

Tip No. 14 and 15 – Cater to buyers’ needs to solve pick-up problems

Once an auction has ended and it’s time for buyers to pick up their items, panelists offered a few best practices to ensure orderly processes.

LL Auctions, Dickinson, Texas, now has buyers schedule their own pick-up times, though it still allows nonscheduled buyers to get their items on pick-up day, says the company’s Lisa Gay, CAI.

The difference is LL Auctions gives scheduled customers priority over those who don’t set up times. This allows the company to more adequately staff for pick-up, and it eliminates long lines.

Another panelist, Kurt Mingerink, of, Byron Center, Mich., talked about his company’s decision to provide customers with a three-day pick-up window. Three days allows customers to verify purchases, arrange transportation and not feel rushed by the pick-up process.

Will McLemore’s company separates the payment and pick-up processes, which has made removal more efficient and secure, McLemore, CAI, says.

After concluding a sale, McLemore Auction has a day for payment during which no one is allowed on the property to pick up their items. A lot of money changes hands on these days.

Then, a separate day for pick-up allows buyers to focus on one thing: acquiring their items by showing a paid invoice.

These tips are adapted from “25 tips for your auction business,” a story in the March 2013 issue of Auctioneer magazine. This blog features the top 15 tips.

Read the last tip.

Read the complete article here.


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CAI designation holders on their way toward professional land designation

CAI Auctioneer educational designationSome National Auctioneers Association members are now on a faster track towards earning a designation denoting expertise in land sales.

The Realtors Land Institute has accepted the NAA’s Certified Auctioneers Institute designation program as an equivalent base for its Accredited Land Consultant designation.

The RLI was founded in 1944 and originally named the Farm & Land Institute. Its main purpose is to connect professionals who lease, sell, broker, manage and develop land. RLI is an affiliate organization of the National Association of Realtors.

“The advantage of receiving the ALC designation is that you are held as an expert in land sales. It is the highest accreditation a professional can receive,” says Bill Sheridan, CAI, AARE, GPPA, President of Sheridan Reality & Auction Co., Mason, Mich.

Required classes

NAA members who have earned their CAI designations need to only complete the following classes:

•    Land 101: Fundamentals of Land Brokerage (16 hours)
•    Land Investment and Analysis (24 hours)
•    Tax Deferred 1031 Exchanges (16 hours)

Those with active CAI designations are exempt from taking the required 48 hours of elective courses.

“The education required will teach professionals the unique properties of land and how to get the best price for that land,” says Michele Cohen, Executive Vice President for the land institute.

Some elective courses CAI designation holders are exempt from include Agricultural Land Brokerage and Marketing, Essentials of Negotiations, Ethics in Real Estate, Legal Aspects of Real Estate and Tax Implications of Real Estate.

There are now 461 active ALC designation holders.

“When I received my ALC designation, it increased the volume of my land sales and also the amount of auctions that I booked,” Sheridan says. “This is directly due to the RLI networking and perception of being an expert in land auctions.

“The future for land Realtors is very bright. The economy coming out of the hole it has been in will lead to a rise in land development, which will reward those who know how to sell the land itself.”

For more information on the RLI classes as well as a full course schedule go to

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Technology courses to present new ways for managing, marketing auctions

To conduct almost 400 auctions per year with fewer than 20 full-time employees, Chris Rasmus says his company relies on “an enormous amount of efficiencies.”

Those efficiencies, he says, come mainly from the proper implementation of technology, which ultimately maximizes profitability for his company.

And Rasmus, of Rasmus Asset Advisors, Alexandria, Va., says he plans to share his knowledge and some of his firm’s best practices with Certified Auctioneers Institute students in March.

The NAA plans CAI 2012 on March 18-22 on the campus of Indiana University in Bloomington, Ind. CAI Next, an intensive training program exclusively for CAI graduates, is scheduled for March 18-20.

During his “Technology” course, Rasmus says he plans to share with CAI students how social media, cloud-based computing and other technologies can increase income, improve marketing and boost auction attendance.

Another CAI trainer, Forres Meadows, CAI, ATS, BAS, also plans to focus on technology during his “Online-Only Auctions” course.

Meadows says his training session will likely open the minds of CAI students to new possibilities available on the Internet. He emphasizes that all auction professionals, including those who don’t conduct online sales, will benefit from his course because a lot of it focuses on advanced marketing practices.

Go here to sign up for CAI and to learn more about the programs.

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Involvement, flexibility important to champion’s success

It’s not always the Auctioneer with the best bid call who wins the International Auctioneer Championship, says Joseph Mast, CAI.

The 2011 men’s division winner says the interview portion of the contest might have given him an edge this year.

That’s because Mast, in his fifth year of the competition, says he felt calmer than in the past. He was confident in his bid calling, and he was well prepared to answer interview questions.

Mast says he prepared himself through networking — he talked with friends in the industry to gain a better understanding of what Auctioneers are facing in today’s business environment. He also thoroughly read each issue of Auctioneer, and he paid close attention to the news.

Everything just came together this year for Mast, owner of Real Estate Showcase, Millersburg, Ohio. He made the finals in each of his four previous years as a competitor, and in two of those years he took second place.

He says it was the IAC competitions, and his attendance at Conference and Show events the past five years, that also gave him an edge in the auction business. The National Auctioneers Association and Ohio Auctioneers Association, he says, have helped him make connections and gain education essential to running a successful business.

One of Mast’s mentors, NAA Auctioneer Steve Andrews, says the IAC and NAA education, particularly the Certified Auctioneers Institute, have contributed to Mast’s success as an Auctioneer and business owner.

Raised on his family’s dairy farm in an Amish community, Mast learned the value of hard work from his father, Jon, who encouraged his son to work six days and rest on Sundays, Mast says. And Mast, 31, attributes that work ethic to his early success as an Auctioneer.

Joseph Mast sells for Barrett-Jackson Auction Co., and he auctions equipment, real estate and thoroughbred horses as a contract Auctioneer.

In 2004, he earned his real estate license and started at Real Estate Showcase, a company he went on to purchase in 2008. Showcase now has more than 50 agents in four offices.

Mast says he stays involved in several business ventures because he believes diversity is the key to success in the auction profession. When one market is struggling, another might be thriving.

“So, I just figured, if I get involved in four or five major avenues, then they can go up and down, and they don’t affect me as strongly when one goes down or one goes up,” he says.

Mast says an Auctioneer must be able to make significant changes — whether in chant, style or demeanor — to adapt for different opportunities.

“If you can be a chameleon and be able to change and adapt to those different venues, that can really help you in the long term,” he says.

Mast says he is open to making changes to his company, whether adjustments are necessary because of technology or other factors. Although he says he wants to remain focused on the rich heritage of the auction profession, he says he must be agile as a business owner and professional Auctioneer.

“Bid calling is very important to me, but it’s not everything,” Mast says. “You need to be well rounded. You can’t just say, ‘I need to work on my chant.’ You need to work on your chant; you need to work on your people skills and your relationships.”

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Scholarship to pay for 2013 education

A new scholarship now exists for CAI students. The award, created by the graduating class of CAI 2011, recognizes class adviser Traci Ayers-Dower, CAI, AARE, of Ayers Auction & Real Estate, Marknet Alliance Member, La Follette, Tenn.

The Traci Ayers-Dower CAI Scholarship is for CAI I students, and it will cover CAI II tuition and lodging. So, while the award will be presented to a CAI I student in early 2012, the scholarship will pay for his or her 2013 education.

The CAI 2011 class is donating the tuition, and Auction Solutions Inc., Omaha, Neb., is donating the room and board. The winner will be notified by Jan. 1, according to Si Harbottle, CAI.

Auctioneers who are interested in the scholarship should submit the following:

  • A 500-word essay explaining why they want the scholarship
  • One letter of recommendation from another Auctioneer

The deadline to apply for the scholarship is Nov. 30. Ayers-Dower and the 2011 class will decide on the winner in December, Harbottle says.

The essay and letter of recommendation should be sent to this address:

Si Harbottle, CAI
845 N. Rosemary Dr.
Bryan, Texas  77802

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CAI 2011 keeps students on edge of seats


Knowledgable speakers and exhilarating material educate and entertain

Following lunch breaks during CAI 2011, National Auctioneers Association member and CAI I student Sidney Smyth of Victoria, Va., says he didn’t have the “2 p.m.” feeling when he returned to classes.

Instead, he says he returned to the edge of his seat, ready for the next presenter, without “even thinking about yawning.”

“What was great to me is that so much of it was applicable to not only the auction business but to the traditional real estate sales business, which I’m active in,” he says.

Smyth says the CAI program exceeded his expectations. He was impressed with the NAA Education Institute’s choice of “top-notch” speakers, as well as the hidden benefit, he says, of networking and camaraderie with Auctioneers from across the U.S.

“I can’t wait until next year,” he says. “It was just really very, very informative. I was just totally blown away with what it had to offer.

“If auctioneering is your career and your passion, and you want to be the best at what you do, CAI will take you there.”

CAI 2011 took place March 20-25 on the campus of Indiana University in Bloomington, Ind.

Fellow CAI I student Justin Vondenhuevel, CES, of Maplewood, Ohio, seems equally impressed with the educational event.

“From the very beginning of the program, it was something totally different than what I had expected,” Vondenhuevel says. “Very rarely do you walk away and you’ve got a light bulb in your head, and man, when I walked away from that, stuff was just pouring out my ears.”

He says he was intimidated at first, but once the classes began, he felt welcomed by fellow NAA Auctioneers. He says the interaction with fellow classmates during and after classes was especially important.

“It was a phenomenal, phenomenal program — cannot wait for next year,” he says.

Something new this year for the CAI program — in part to recognize its 35th anniversary — was CAI Next, a course provided to CAI designation holders.

Derek Gerstenschlager, CAI, CES, of Reliant Realty Auction Division, Nashville, Tenn., says he would have liked to spend four days with presenters Ann Bastianelli and Sam Richter, instead of just two days.

He says Bastianelli was motivational and “worth the price of admission,” and Richter stood out as one of the most well-prepared CAI presenters, Gerstenschlager says.

“He targeted almost everyone in our class and worked on our Achilles heel,” Gerstenschlager says. “That was amazing. I would have loved to have more time with Sam just to see how bad our Achilles heel really was.”

Richter showed the class of CAI-designation holders how they can best use information available on the Internet to improve their marketing efforts. Gerstenschlager says he doesn’t know of anything Richter provided that he couldn’t take back to his business.

“We all get complacent and lazy, and that man is far from complacent,” he says.

“We had a five-course meal, and then he gave us two desserts. How could he get any better? Having found him and Ann (Bastianelli) was amazing.”

Read the whole story in Auctioneer magazine.

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Advanced auction educational program to take place during annual training event

What’s Next?

National Auctioneers Association members who have completed their three years of training in the Certified Auctioneers Institute and earned their CAI designations now have more to learn.
CAI logo
This March, CAI Auctioneers have the opportunity to take the next step in their professional educations in the form of CAI Next: Return to Bloomington, a new course from the NAA. Nearing its 35th year, the CAI program takes place every year for one week on the campus of Indiana University in Bloomington, Ind.

Lately, CAI graduates who have completed their three years of training (CAI I, CAI II and CAI III) and earned their designations have been asking “What’s next,” says Michael Avery, the NAA’s Director of Education.

The NAA has answered that question with CAI Next, which is planned for March 20-22, kicking off the week of CAI courses that the NAA plans for March 20-24.

“This year, the NAA will offer an advanced training program for CAI graduates during that same week in March,” Avery says. “CAI Next is a three-day intensive program exclusively for graduates of CAI. This program promises to be the most advanced training ever provided by the NAA to its CAI members.”

Chairman of the NAA’s CAI Committee Marc Geyer, CAI, AARE, BAS, CES, Phoenix, says the program will provide advanced continuing education. It offers an opportunity for CAI designees to continue their CAI journey, he says, and connect again with former classmates.

“The industry has changed dramatically over the years,” Geyer says.

“Especially now, with the current economic situation, there are a lot of opportunities, a lot of things that we need to do different as an industry to continue to provide the services that are needed in today’s marketplace.”

NAA Auctioneer Michael Hoffman, CAI, AARE, BAS, CES, of Pickerington, Ohio, says he expects many CAI graduates will take part in CAI Next. He says it should attract many professionals at varying points in their careers.

“I’ve always looked at CAI as being the highest designation awarded within the auction industry,” he says.

“I want to be able to tell attorneys, bankers and so forth that I am up to date with the things going on within our profession and have the highest education I can get related to that. I hope that continues.”

CAI Next is scheduled to start the morning of March 20, with the first class set to begin at 1 p.m.

Read more about the educational program in Auctioneer magazine, the official publication of the National Auctioneers Association.

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