Tag Archives: auction education

Conference and Show to offer four courses for state licensing requirements

July 17

“UCC and Contracts”

(Three hours of continuing education credit)
Instructor: John Schultz, ATS

This course is an intermediate course tailored for the practicing Auctioneer to serve as a refresher on the Uniform Commercial Code, the importance of solid contracts and an examination of case review and case studies to illustrate issues of weak contracts, warranties and application of the UCC in auctioning personal property. This course addresses aspects and issues of the UCC through a more thorough approach than is generally covered in a basic UCC course, and it addresses the contractual process from the basic elements of the contract through formation and issues of warranties. Finally, this course will explore issues of inspection as they apply to both live and online auctions.

July 18

“State Specific Comparative Auction Law”

(Three hours of continuing education credit)
Instructor: Wendell Hanson, CAI, AARE, GPPA

This course is designed for the multi-state licensed Auctioneer who wishes to have a clear understanding and legally comply with the various state laws as they move from one state to another. This course presents an auction law overview of all 13 states requiring continuing education (AL, AR, GA, IN, IL, KY, NC, SC, TN, TX, VA, WA, WI) and explores the legal similarities and legal differences between each state. Each state’s laws are presented individually and in comparison covering the key points of the following: definitions, licensing and reciprocity, bonds vs. recovery fund, escrow, advertising, continuing education and the rules and regulations. This course also examines grounds for revocation and suspension of a license.

July 19

“Industrial Auctions: 2013 and Beyond”

(Three hours of continuing education credit)
Instructor: Burdette Wilber

This course is designed for the commercial and industrial Auctioneer who wishes to explore ways to stay competitive in the rapidly changing marketplace. This course covers new business development tools, traditional, hybrid and individualized contract agreements, environmental issues, venues, payments, buyer contracts, marketing and processes from set-up through follow-up. This course will explore the traditional practices for this sector as well as current trends and practices with an emphasis on how to incorporate a fresh approach to contracting, marketing and conducting industrial auctions.

July 19

“Business Practices: Post Auction – How We Handle Money, Taxes and Data”

(Three hours of continuing education credit)
Instructor: Wendell Hanson

This course is an intermediate-to-advanced business practices course designed to address issues facing multi-state and travelling Auctioneers specific to how information and funds are collected, managed, handled and distributed. This course will include a review of payment processes and escrow and trust accounting practices, with a more advanced discussion on fund security, data security, consumer protection and other federal regulations affecting Auctioneers that present unique challenges for multi-state licensed professionals. In addition, this course explores changes to sales tax codes as well as collection and reporting requirements in a comparative chart to assist the multi-state Auctioneer and auction companies with tax compliance issues. An introduction to the Streamlined Sales Tax Project by applicable states is included along with a review of other unique sales tax issues that exist in some states. This course will be presented forum style.


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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 http://www.RLIland.com.

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Keynote speaker says he will focus on identifying opportunities for change

Cufaude The 64th International Auctioneers Conference and Show’s theme, “Driving Innovation,” takes Jeffrey Cufaude’s mind to Heinz’s “Dip and Squeeze” ketchup packet.

This handy product makes dipping food in ketchup, even while driving, more doable and also offers the traditional ketchup squeeze option — all while carrying three times more ketchup than the standard packet.

“By watching how people use ketchup packets, they took a problem that people had been experiencing for a long time and came up with a better way for people to use ketchup packets,” Cufaude says of the product, which launched in 2011.

“So how do you become more innovative? It all begins with paying attention to human behavior. Look for opportunities where people are frustrated, where they’ve created a work around, or they want to do something but can’t figure out how to do it.”

Cufaude is scheduled as the keynote speaker at the July 16-20 Conference and Show in Indianapolis. He calls himself an architect of ideas and has an Indianapolis-based business, Idea Architects.

Cufaude’s past experience includes serving as Executive Director of two national associations and working as a student affairs staff member at two public universities. He now aims to build communities of ideas and idealists through his writing, facilitation, consulting and speaking.

Innovation, Cufaude says, is often misunderstood. People often think innovative is a synonym of creative, which he says isn’t the case. Nor does innovation have to be revolutionary, like the iPhone, he says.

“Innovation is a change that improves value or performance,” he says, adding he learned the definition from the late business expert Peter Drucker.

Expect Cufaude’s keynote to explain why innovation is increasingly important for organizations to embrace, offer some simple habits that attendees can incorporate into daily life to foster innovative results, and show examples of what innovate organizations and individuals look like in action.

He asks that attendees bring their problems.

“Be looking for opportunities to innovate,” he says. “What is it that you would most like to change? Hopefully, my keynote will help answer that question.”

Many times, a popular innovative solution is something most people didn’t know they needed.

“Did you know you needed Swiffer before Swiffer was invented? We made it through all these years without Swiffer, and now we have all these different types of Swiffers in our homes,” Cufaude says.

“Proctor and Gamble discovered an opportunity by watching the way people do or don’t clean their homes.”

Anyone, not just big companies, can land a breakthrough.

“There are innovative opportunities around us all the time. We just have to slow down and watch,” he says.

And once the problem is identified, the hardest part is over, he says.

“Once you know what you are trying to solve, there are really simple processes that you can use,” he says.

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Designation Academy is critical first step for auction start-ups, new specialties

mayoThe National Auctioneers Association’s Designation Academy provides auction professionals the foundation they need to start building a business, says Craig Fleming, of Tired Walls Inc., Orlando, Fla.

Fleming, who took the Auction Technology Specialist and Certified Estate Specialist courses at the Las Vegas Designation Academy on Dec. 9-15, says there were several takeaways he would be able to put to use in his auction company.

From CES, he says he learned how to be more sensitive to the emotional states of potential sellers, who might be going through personal tragedies. He also picked up examples of auction forms — postcards, contracts, checklists — that he says he would benefit from immediately.

ATS provided good examples of the key elements that make up successful online auction, Fleming says. Although live auctions will never go away, he says he believes online auctions are the way of the future.

“If you want to stay relevant over the next 25 years, you need to embrace technology as a way of doing business,” he says. “If you don’t, you will get left behind. Not only will your business suffer, the clients that you serve will also suffer.”

Another Designation Academy attendee, Amy Beatty, of Amy J. Beatty Valuations LLC, Fort Wayne, Ind., took the Graduate Personal Property Appraiser course.

Beatty is new to auction educational designations and a relatively new auction professional, having graduated from auction school last summer. She brings a 25-year background as a coin dealer to the auction business.

She says she took GPPA because many of her clients request appraisals, and she wants to ensure the reports are as accurate as possible.

Instructors Rich Schur, CAI, BAS, MPPA, and Tim Luke, MPPA, were an excellent combination for the designation, Beatty says. Schur has a teaching style that makes things easy to understand, and Luke is a dynamic speaker.

She also was happy to be learning alongside a diverse group of classmates who brought with them myriad perspectives from different locations across the country.

The GPPA course gave Beatty more confidence to perform thorough appraisals, she says. She now has a better understanding of appraisal structure, process, research, documentation and ethics.

“By the time we left, I think we all had that confidence that we could really succeed in presenting a good USPAP-compliant appraisal, no matter what it was that we were given,” she says.

“This is such a great opportunity to enhance the skill set you already have and put the full weight of the NAA behind what you know.”

Beatty says she now feels confident in her abilities to defend appraisal work, whether in court or in a situation where an insurance company or the Internal Revenue Service might be involved.

In early January, Beatty was redesigning marketing materials for her company, letting clients know about the education she received from the NAA.

“I’m so excited to be able to put initials after my name,” she says, referring to the GPPA designation. “I feel like I’ve gone back to college 25 years later.”

Ailie Byers, of Scofield Auctions Inc., North Conway, N.H., attended the Designation Academy to earn her Benefit Auctioneer Specialist designation.

She says the Las Vegas location was great, as education, lodging and meals were all in one convenient location. A class of about 20 students, she says, was ideal for sharing experiences and ideas.

Other auction professionals talked about unique items to sell at benefit auctions, as well as best practices for marketing several different types of fundraising auctions. Byers says it was good to hear about real-life stories of success and failure.

She recommends the BAS designation to anyone who wants to add the specialty to their auction business.

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Site of 2013 Conference and Show features new trail system, hands-on IndyCar exhibit

IndyVisit the famed Indianapolis Speedway. Take a stroll along the sparkling new Indianapolis Cultural Trail. Or even tour the NCAA Hall of Champions.

Auctioneers who plan to attend the 64th International Auctioneers Conference & Show in Indianapolis on July 16-20 will find a revitalized downtown with hundreds of attractions, restaurants and activities.

Indianapolis has roughly 860,000 residents, but it boasts 20 million visitors a year, says Lisa Wallace, communications manager for the Indianapolis Convention & Visitors Bureau.

“We are a very walkable city with a lot to do and see,” Wallace says. “A key advantage of Indy is the walkability and compact design of our downtown. You don’t need a cab or shuttle. You can easily walk to so many places.”

Steps from the hotel

The conference hotel, the JW Marriott Indy, offers 1,005 rooms and more than 103,000 square feet of event and meeting space.

Just outside the hotel is White River State Park, with 250 acres of green space, trees and trails tucked into a downtown urban setting.

The park includes numerous attractions, including the Eiteljorg Museum of American Indians and Western Art, Indiana State Museum, NCAA Hall of Champions, Indianapolis Zoo, Farm Bureau Lawn concert venue and Victory Field, home of the Indians minor league baseball team.

Honoring veterans

Visitors also can pay respects to the nation’s veterans, as Indianapolis has more monuments and memorials dedicated to those who serve than any city besides Washington, D.C.

Soldiers and Sailors Monument on Monument Circle is one of the most iconic and provides an eagle-eye view of the city. Its circular design also gave Indianapolis the nickname “Circle City.” Along the city’s canal is the Congressional Medal of Honor Memorial.

Outdoor activities

New to the city is the Indianapolis Cultural Trail, a $63 million, 8-mile bicycle and pedestrian-friendly landscaped path that connects hotels, shops and restaurants and is lined with art, Wallace says.

If you are willing to take a short drive, the Indianapolis Motor Speedway is about four miles northwest of downtown. The speedway last year celebrated the 100th anniversary of its famous 500-mile race.

IndyCar Factory

Dallara IndyCar Factory offers visitors the chance to explore 23,000 square feet of interactive and hands-on exhibits centered on the engineering and technology of the world’s fastest sport, IndyCar.

Thrill-seekers can even fly around the track at 180 mph with a professional driver. For the tame, a bus tour around the track is also available.

Easy travel

Not only is getting around Indianapolis simple, traveling to and from the city is easy, Wallace says.

Nicknamed the “Crossroads of America,” Indianapolis is within a day’s drive of half of the U.S. population, and the city’s award-winning airport is only a 15-minute drive from downtown. Shuttles are available through GO Express.

The hotel

The JW Marriott Indy offers a wide range of amenities and easy access to bustling downtown. With 33 stories, it is the tallest hotel in Indiana and the largest JW Marriott in the country.

Amenities include the following:

•    24-hour, full-service business center
•    Executive lounge
•    State-of-the-art fitness center and indoor pool
•    Day spa service on request
•    Multi-million dollar public art plaza
•    Free valet parking
•    Onsite Starbucks Cafe

Indianapolis Convention Center

A recent $275 million expansion has made the Indianapolis Convention Center and Lucas Oil Stadium a major destination for the largest events, trade shows and meetings in the country.

It is one of the largest convention centers in the U.S. and is connected by skywalks to more hotels and a four-story urban shopping mall.

Lucas Oil Stadium is a multi-purpose facility with a retractable roof, seating more than 67,000 people and featuring spectacular views of the downtown skyline.

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NAA to offer new online education course

The National Auctioneers Association plans to launch a new online educational course, “Fundamentals of the Auction Business: How to Market It, Brand It & Do It,” this fall.

The NAA Education Institute Trustees decided to create the new class following a comprehensive review of the association’s educational designations — Certified Auctioneers Institute, Accredited Auctioneer Real Estate, Auction Technology Specialist, Benefit Auctioneer Specialist, Certified Estate Specialist and Graduate Personal Property Appraiser.

The group determined these programs offered redundant content that would more appropriately belong in a separate online learning platform. For the past several months, the NAA’s Director of Education, Michael Avery, and the Trustees have been pulling this content out of the designation courses for the new fundamentals class.

Trustees Chairman Marc Geyer, CAI, AARE, BAS, CES, says the change allows the NAA to add new content to all of its designation courses.

“The new fundamentals course will serve as a prerequisite for all the designation courses going forward,” he says.

“Fundamentals of the Auction Business” is completely online. It includes an assessment that participants must pass in order to take any of the designation courses.

An online assessment follows each module. Students must take and pass each of the seven modules to complete the fundamentals class and become eligible for designation courses. Should a student fail a particular module, they will be allowed to re-take that assessment.

Designation improvements

Designation courses are now new or improved. The Education Institute has added fresh content to keep each class packed with relevant and up-to-date business practices.

The Certified Estate Specialist designation, for example, now provides more training on senior transition planning from larger estates to smaller homes or assisted living, as well as the legal aspects of managing estates.

In Graduate Personal Property Appraiser, students immediately get “into personal property appraising, having students appraise something on day one,” says GPPA co-presenter and member of the designation’s rewrite team, Rich Schur, CAI, BAS, MPPA.

“Every time we run the class, we constantly tweak the content to keep it current and to meet the changing needs of our students,” he says.

NAA designation holders can now audit any of the newly updated designation classes for $50 each at the Las Vegas Designation Academy on Dec. 9-15. Visit www.auctioneers.org/education-calendar to sign up for the event.

Please e-mail questions to education@auctioneers.org or call (913) 563-5432.

Read the full report in the October 2012 issue of Auctioneer.


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Four Conference and Show courses meet Auctioneer continuing education licensing requirements for most states

The National Auctioneers Association again plans to offer four state-approved continuing education courses during Conference and Show on July 18-21.

For 2012, the Nashville Auction School, Tullahoma, Tenn., has developed the courses.

The school’s Executive Director, Rhessa Orr, says the Nashville Auction School based some of its content development off of “Give Me Five, Now Ten … Years Into the Future,” a white paper produced by the NAA’s Council on Future Practices.

Orr says the school is focusing its courses on helping Auctioneers remain competitive in a marketplace that has tech-savvy clients or customers that have needs outside of traditional auction models.

The courses are as follows:

July 18
“Federal & State Regulations: What You Can & What You Can’t”
(Three hours of continuing education credit)

July 19
“Internet Auctions: Trends & Technology”
(Three hours of continuing education credit)

July 20
“Business Liquidations”
(Three hours of continuing education credit)

July 21
(Three hours of continuing education credit)

Get complete details in Auctioneer magazine, or check out www.conferenceandshow.com.

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