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Estate Sales Are Evolving And The Business Isn’t Like It Used To Be

Your Estate Sales News editor started in the liquidation business in 1987. In northern New Jersey there were maybe 10 full time estate sale companies. They used newspapers for advertising their sales and 85%-95% of their business was through referrals. Mainly attorneys and Realtors. They had crews that had been working with them since the beginning and they each covered a territory even though it wasn’t ever written down or delineated. They were almost entirely women and if you were one of their regular attendees you knew how the sale was run, laid out, they would accept a personal check from almost anyone, and very few misunderstandings occurred.

That world has changed. Today new estate sale businesses open every day, they utilize the Internet far more than print media, the sales aren’t just to settle estates, and for the past several years one company started franchising the estate sale business. They make their money from selling their franchise name and other involvements with the franchisee.

It isn’t enough to rely on Realtors or attorneys for referrals. Even they research the Internet. Many companies reciprocate by monetary or other means for the referrals they receive.