Knowing what to do, and what to expect, before you approach a dealer can make a big difference in how well your deal goes down. Peruse the following tips for some hints to prepare you for a successful sale to an antique dealer in your own hometown.
Do Your Research Beforehand
Don’t expect an antique dealer to tell you everything you need to know about your antique before buying it from you. That’s not going to happen. They’re not keen on giving free evaluations, and have probably been burned before by people who took advantage of their knowledge and then walked away with the item only to sell it elsewhere.
Also, if you go into the shop not knowing anything about what you have, or a bit about how much it’s worth, you’re potentially cheating yourself out of a lot of money. Do some research to determine the value before you ever attempt to sell an antique. Be sure to evaluate the condition of the piece, too, since that has a major impact on how much it will be worth.
Expect to Get 25 to 50 Percent of the Retail Price
Since you’ll be walking into the dealer’s shop knowing about how much your item has been selling for recently, don’t be surprised when they’re only willing to pay 25 to 50 percent of the retail value. Shop owners have overhead expenses, even those selling online, and they often have to wait months or even years for the right customer willing to pay top dollar to come along. You’re getting the benefit of quick cash with minimal effort, and there’s a price to pay for that.
Be Prepared to State Your Price
Many antiques dealers require the seller to state their asking price as a starting point for negotiation. Walk into the shop knowing the least you’re willing to take for the item you’re looking to sell. You can start negotiations a little above that to see how high the dealer is willing to go. If you luck out, your item may be something the shopkeeper has a ready market for or collects so they’ll be happy to get it at your starting price. Don’t be surprised or insulted, however, if they’re not willing to make an offer and require you to set your price.
Don’t Look Back After the Sale
Before you sell an item, especially if it’s a family heirloom, think long and hard about whether you really want to part with it. You can’t count on it still being available if you change your mind and go to buy it back from the owner (and you're better off pawning the item at a shop that deals in antiques and collectibles if you think that might be what you're looking to do). The dealer may not be willing to sell it back for the price they paid you anyway. That’s their prerogative as the current owner of the piece.
Don’t kick yourself for not finding a way to hold out for top dollar either. Once a deal is done, count your cash, and your blessings that someone was willing to take the item off your hands, and move on.
