Selling Inherited Antiques, Collectibles or Furniture Collection

Here are some ideas to consider if you are considering selling antiques to a dealer.

Do you really need to sell?
An antique collection is part of the history of your family. Do you really want to let that history go? Do you have children, cousins or relatives that would like to have a piece for sentimental reasons? Once you sell, it is gone. My husband and I have had people come back to us asking for specific pieces back. It is really painful to either say, "No," or, "It has already been sold," for all parties involved.

Sentimental value
You may value your antique collection sentimentally and emotionally more than realistically. I had this discussion with a woman last weekend. When I gave her a general percentage on the dollar that most dealers would be willing to pay for her mother's collection, she told me that the percentage would be disrespectful of her mother's memory. I told her that she really was not ready to sell yet.

Do you look at antique collector's books for values? Remember that antique collector's books are:

1. Only guidelines.

2. Many not actually represent value in the specific area in which you live. The actual value could be either lower or higher.

3. It can be difficult for antique dealers to actually sell at the valued price.

4. The people who are writing the books are collectors. I tend to take a somewhat jaundiced view when someone is trying to set industry standards when those standards involve their own collection/money.

Most antique dealers will only be able to give you 10% to 30% on the dollar when buying out a collection. They may be willing to pay a little more if they have an immediate customer for one or more of your pieces.

This has nothing to do with your memories. It has to do with how long it will take to sell a collection, how much of the dealer's money is being tied up and an estimate of what the antique dealer feels would be a reasonable sell price in his or her market. It also takes into account that some of the pieces that you think most beautiful may be a tough sell right now.

As I said, I cringe. While we have bought some inherited collections, we have also been successful in helping some people understand that they are really more attached to their past than they realize. I think that this is a good thing.