In my experience, consultations naturally evolve into brokering assignments. I find the majority of my clients don’t want to bother trying to sell their jewellery on their own; it is either too much trouble, they aren’t comfortable with the risk, or they just want to discreetly sell at a fair price.Â
Brokering isn’t for every independent. You must be an informed appraiser, do your research, and have a handle on the various markets, broad and local. Continuing on the theme of best serving the consumer: if you make the claim you can get the highest price for gold jewellery, make sure you do. In addition, an experienced and knowledgeable appraiser, retailer, or independent should be able to recognize an obscure hallmark or trademark that elevates a piece of jewellery well above ‘scrap’ price. Sometimes, as a result of my research, I have found select stores in my area are able to get the client better results than I could for fine coloured gemstone jewellery, some mid-market brands, and well-made, fashion-forward pieces. An independent appraiser should recognize where other markets yield better results. If you are an independent appraiser, create and maintain good relationships with local reputable jewellers in your area. In addition, engage with and inquire about their consignment procedures, commission schedule, and get to know the mix of jewellery in their stores.Â
I know a high-end retailer that really understands the consignment market. First, they only accept items they feel will actually sell in their store. Second, they price the items fairly, and third, they take only a 30 per cent commission. This same jeweller, in addition to a few others in my area, takes trade-ins. If you are aware of nearby retailers that do the same (and you should be), use this knowledge to provide your client with other options. When paying off debt is not the reason for the client disposing of unwanted jewellery, you might suggest a custom redesign with a trusted local retailer you have researched. In the end, you have sent the jeweller a client who knows what they have, its value as a cash offer or as a trade-in, and is aware they have the option to put the piece on consignment.Â
