Online selling has greatly expanded the options available to estate liquidators. Depending on the contents of an estate, certain items may be offered online instead of at an on-site sale, or online selling may be used alongside an estate sale.
For particularly valuable, unusual, or specialized items, an estate liquidator may also recommend an auction house or another selling venue that reaches the appropriate market.
The primary advantage of selling online is greater exposure. Instead of relying only on shoppers who can attend a local sale, an item can potentially reach interested buyers across the country or even internationally.
Greater exposure, however, does not guarantee a higher selling price. The final result still depends on the item, its condition, current demand, available supply, the selling platform, associated fees, and the buyers who happen to be in the market.
Online marketplaces have made it easier for buyers and sellers to find one another. They have also made it easier to see just how many examples of certain antiques, collectibles, and household items are available.
An item once thought to be difficult to find may turn out to have many comparable examples for sale. When supply is plentiful and buyer demand is limited, selling prices may be lower. Items that are genuinely scarce and strongly desired by collectors may perform very differently.
This is why understanding the current market matters more than relying on an item’s age, original cost, or reputation as a collectible.
Online selling can work particularly well for items that have an identifiable market beyond the local area. Depending on current demand, these may include jewelry, sterling silver, collectibles, toys, military items, specialty collections, and other pieces likely to attract buyers searching for something specific.
The decision should be based on the individual item and the market for it rather than simply assuming that an online sale will produce a better result.
Online selling also requires additional work and carries its own risks.
An experienced professional should consider these factors before deciding whether an item is worth offering online.
Before selecting an online selling method, first determine exactly what the item is. Accurate identification is essential.
Next, research comparable items in the marketplace where you are considering selling. Whenever possible, pay attention to actual selling prices rather than asking prices. A seller can ask any amount for an item; an asking price does not show whether a buyer was willing to pay it.
Also consider the condition of the comparable items, how recently they sold, and whether they are truly similar to the property you are researching.
If comparable items are selling for relatively little, the additional time, fees, and effort involved in an online sale may not be justified. If there is strong demand and the likely proceeds warrant the additional work, online selling may be an appropriate choice.
The best online venue is not necessarily the largest one. Specialized property may perform better when it is offered through an auctioneer, dealer, or marketplace that already reaches buyers interested in that category.
The same principle can apply to items with strong regional, historical, or collecting interest. When appropriate, consider whether a specialized or regional market is more likely to reach the right buyers.
Online selling is one tool available to the estate liquidator. Used selectively and with good research, it can broaden the market for certain items. The goal is to choose the selling method that makes the most sense for the property, the client, and the current market.
