The Appraiser's Archive: How to Boost Auction Results with Provenance
- Danny Triplett
- Aug 8
- 4 min read
In today's edition of The Appraiser's Archive, we spotlight a 19th century guéridon, take a look at shifts within the auction industry, provide guidance for how fiduciaries can improve auction results for their client's personal property, and release our Statement of Appraisal Neutrality.
PERSONAL PROPERTY SPOTLIGHT
French 19th Century ‘Egyptian-Revival’ Guéridon, Ismail Khan 1888
In 2024, as part of an appraisal for the client of a wealth management company in Florida, we valued this French 19th century Egyptian-revival guéridon. The top surface of the table showcased an original painting of an Egyptian chariot, signed “Ismail 88.”
Ismail Khan was a royal painter and one of India's most famous artists in the second half of the 19th century, when this table was first painted and signed. He is thought to be the son of the leading topographical artist of that time, Mazhar ‘Ali Khan.
The table had Stoic brass legs featuring ram’s heads and hooves, as well as a dove-tailed drawer with ornate brass hardware. The lower shelf also had a matching Egyptian motif. It was a truly unique piece of art!
UNLOCKING VALUE: INDUSTRY INSIGHTS
If you’re tuned into the world of fine art auctions, you’ll know the industry is experiencing a notable recalibration. According to CNBC, global auction sales for top-tier houses have softened in 2025, with major players reporting a slowdown in both total sales volume and high-profile bidding wars. Analysts point to several factors including economic uncertainty, shifting collector demographics, and a growing preference for more discreet private sales.
Private transactions are increasingly appealing to collectors who value confidentiality and the ability to negotiate outside the glare of a public sale. As Investopedia notes on this trend, while auctions can generate excitement and competitive bidding, they also come with public price records and buyer’s premiums that can push total costs significantly higher. For sellers, private sales may offer steadier results (although they can lack the exposure and urgency that auctions provide).
Aware of the shifting tides, auction houses are making changes to entice participation. Phillips, for example, has reduced buyer’s premiums for early bidders in certain sales, aiming to encourage more robust engagement from the outset. This move reflects a broader industry trend of experimenting with fee structures, hybrid online formats, and curated thematic sales to attract both seasoned and emerging buyers.
For fiduciaries and other professionals who manage client assets, these market shifts carry practical implications. Whether consigning a major artwork or advising on the timing of a sale, understanding the current auction climate is key to unlocking and protecting value.
Do you or a client have a valuable item you want to sell but don't know where to start?
THE PROFESSIONAL'S CORNER
In a softer auction market, not every asset performs equally. Works of art and collectibles with well-documented provenance, including clear ownership history and supporting paperwork, tend to retain stronger interest from buyers. In many cases, they can achieve higher sale prices than comparable items without that documentation.
When tangible personal property forms part of the estate’s value, the strength (or absence) of provenance can materially influence fair market value and the speed of liquidation. In situations where the market is cooling and buyers are more selective, items with unverified or incomplete histories may fetch lower auction results.
Encouraging clients to maintain purchase receipts, gallery or auction records, certificates of authenticity, and related correspondence can help safeguard asset value. For estates where this documentation is incomplete, a qualified personal property expert can assist in reconstructing ownership history where possible—helping protect value and support defensible valuations in the eyes of both buyers and the IRS.
In a market where bidders have more choices and less urgency, provenance can be the deciding factor between a competitive sale and a disappointing result. For fiduciaries and attorneys, ensuring that provenance records are preserved or rebuilt when necessary can be one of the most effective steps in maximizing outcomes for clients and beneficiaries.
VAS NEWS
Neutrality is at the core of all qualified appraisals. As part of our continued commitment to this value, we've recently developed a Statement of Appraisal Neutrality. It is our hope that by sharing this statement, current and prospective clients can understand how we center neutrality in all of our work:
Valuables Appraisal Service provides independent, unbiased personal property appraisals in full compliance with the Uniform Standards of Professional Appraisal Practice (USPAP). We have no financial interest in the value of the items we appraise, and our fees are never based on the outcome or value conclusion.
Although we offer both appraisal and brokerage services, we maintain strict internal safeguards to preserve neutrality:
Appraisals are completed prior to the creation of any brokerage contracts for the same subject property.
Research and workflow for appraisal and brokerage services are distinctly separated within our operations.
All appraisals are developed using standardized, USPAP-compliant methodology and include a signed certification of neutrality by the appraiser.
These practices ensure that every appraisal we provide is objective, defensible, and free from any influence related to potential future sales. We appreciate your understanding and cooperation to ensure our work continues to meet the highest threshold of appraisal trust and integrity.
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