According to ISA "The ISA Private Client Services program is intended to educate ISA appraisers who wish to work with high-net-worth clients and their collections. Participants will learn best practices and how to work with the gatekeepers specializing in Private Client services. While not a certification, after completion of the proposed program, ISA appraisers can use the ISA Private Client Services group affiliations and training to promote this service in their appraisal practices."
I was part of the ISA team which developed this HNWI concept and marketing approach, and so far the level of interest has been extremely strong. The initial seminar Appraising in the World of High-Net-Worth Individuals is a requirement to be part of the ISA Private Client Services division along with other requirements/criteria (found HERE). This program and the ISA Dealer Directory were both the brain child of ISA past president Christine Guernsey, ISA CAPP, and she has done an amazing job in developing the initial class, which is now nearing capacity.
For a successful appraisal practice in today's art market, personal property appraisers need to develop new areas for the appraisal practice which includes opportunities beyond appraising and more in line with valuation services, such as art advisory.
ISA leadership clearly sees the potential benefits for its members in pursuing HNWI client training programs and encouraging members to pursue valuation service assignments at the top end of the art market.
Appraising in the World of High-Net-Worth Individuals program includes the following presentation topics
- Starting Points: The Collection
- The Fine Art of Consulting
- The Corporate Collection
- A Curator's Perspective
- A Fine Tasting Opinion: The Art of Reviewing an Appraisal, Ethically Protecting Privileges, and Popping the Cork off of Kovel
- New Opportunities: Moving in the Right Direction
- Working with Family Offices and Communities Foundations: Benefits to You and Your HNW Clients
- Current Strategies and Advice for HNWIs in Wealth and Estate Planning
- Leveraging High-End Collections
- Why Valuation is Vital: Exploring the Role of Appraisals in Insurance for High Net Worth Collectors
Speakers include
- private collectors
- fine art consultants
- museum curators
- attorneys
- private collection curators
- fine art logistics managers
- estate planners
- bankers
- private client insurance Services\
I know this is a very narrow, ISA centric and promotional post, but I think it is very important and fits with the type of material I have been posting on the AW blog about qualified appraising, qualified appraisers expanding the appraisal practice and new opportunities in the fine and decorative art markets. Knowing what appraisal associations are doing for their members is an important element in being an appraisers and art market professional.
It is this type of progressive programming, training and association benefits appraisers should be aware of and expect from an appraisal association. If you are not affiliated with ISA (the seminar and Private Client Services division is open only to ISA members) either as a member or through the Affinity Business Partner program or dealer directory you should consider the opportunities, benefits, and career track offerings. As an art market professional consider joining ISA and take advantage of the growing benefits, training, and networking opportunities to assist both the appraisal practice, valuation services and art market professional services.
It is this type of progressive programming, training and association benefits appraisers should be aware of and expect from an appraisal association. If you are not affiliated with ISA (the seminar and Private Client Services division is open only to ISA members) either as a member or through the Affinity Business Partner program or dealer directory you should consider the opportunities, benefits, and career track offerings. As an art market professional consider joining ISA and take advantage of the growing benefits, training, and networking opportunities to assist both the appraisal practice, valuation services and art market professional services.
The ISA Private Client Services Appraising in the World of High-Net-Worth Individuals class program. (For more information follow the source links below on the class, registration, program and the new ISA Private Client Services group).
Source: ISA Private Client Services and Appraising in the World of High-Net-Worth IndividualsAppraising in the World of High-Net-Worth Individuals: Program
Looking for new skills and tools to expand your appraisal practice? Do you have an interest in exploring the exclusive world of high-net-worth individuals and their collections? Join us for a two-day seminar in Plano, Texas or for live-stream course access.
July 13-14
UBS, Plano, Texas or Live Stream
Sponsored by UBS Financial Services
Register to attend in Texas Register for live stream
Cost: $450/person. Course registration is open to ISA members only.
High-Net-Worth Individuals (HNWIs) are considered to be those whose financial investments are in excess of 1 million dollars. In 2016, there were over 4 million of these individuals in the US alone. Their collections of antiques, fine art, decorative arts, and collectibles may comprise a significant part of their assets. Procuring, investing, protecting, and maintaining their collections requires a team of highly-trained professionals who work exclusively with this group to help meet their specialized needs.
July 13-14, 2018, enter a world of new possibilities for your appraisal practice in a special two-day ISA seminar, Appraising in the World of High-Net-Worth Individuals: Developing Skills, Relationships and Assignments sponsored by UBS Financial Services, Legacy Park, Plano, Texas.
Meet the lawyers, investment advisers, curatorial staff, insurance brokers, consultants, and other professionals who specialize in Private Client Services. Discover how they facilitate their high-net-worth clients' needs and how ISA appraisers can connect with HNWI clients and their team of advisers. Learn what this group of professionals look for when hiring appraisers. Become invaluable to this specialized group through increased appraisal knowledge and skills to increase assignment accuracy and productivity in this lucrative area. Learn more about ISA's Private Client Services program.
Friday, July 13, 2018
8:30 AM - 9:00 AM
Continental Breakfast
9:00 AM - 10:00 AM
Starting Points: The Collection
Meet J.P. Bryan, a prolific, life-long collector of western history and art with a focus on Texas. In October 2013, Bryan purchased the old Galveston Orphans Home to house his eclectic collection of approximately 70,000 objects. After careful restoration of the historic structure, The Bryan Museum in Galveston, Texas, opened in June 2015. J.P. Bryan's collection includes historical Texas artifacts, artillery and firearms, Spanish Colonial art and decorative arts, rare books, documents and maps, antique toys, and Texas art including works by Frank Reaugh, Tom Lea, Josė Arpa, Elisabeth Ney and Robert and Julian Onderdonk.
Discover Mr. Bryan's personal story of collecting, the dynamics of managing and maintaining his important collection, and what led to his decision to create one of Texas's newest museums. Learn what service providers assisted Mr. Bryan in the acquisition, collection management, and ultimate installation and interpretation of his collection at The Bryan Museum. Joan Marshall, Museum Director will discuss the ongoing challenges of conservation and collections care in the historic building. Join us for what promises to be a very compelling presentation.
For a sneak preview of The Bryan Museum, visit the Museum's website.
Presenters:
J.P. Bryan, founder of Torch Energy, owner of the Gage Hotel in Marathon, Texas, and creator of The Bryan Museum, Galveston, Texas
Joan Marshall, Director of the Bryan Museum
10:00 AM - 11:00 AM
The Fine Art of Consulting
Private art consultant Jason Schoen will discuss the multiple layers of the art world. He will discuss how an art consultant can provide order, structure, and discipline in forming a collection, while eliminating potential mistakes. Mr. Schoen will discuss market trends, what's hot, what's not, where the current state of the art market is today, as well as what lies ahead for the future art world.
Presenter:
Jason Schoen, Art Consultant
11:00 AM - 12:00 PM
The Corporate Collection
What is a corporate curator? Discover the responsibilities of overseeing significant private collections with private curator Paloma Añoveros, current curator to the Charles Schwab Company. To what extent is the involvement of curators in developing large private collections as well as the company's goals and challenges? Learn how appraisers can assist corporate curators in maintaining large private collections.
Presenter:
Paloma Añoveros, Art Curator for Charles Schwab Company
12:00 PM - 1:30 PM
Lunch on Own
1:30 PM - 2:30 PM
A Curator's Perspective
Meet Rebecca Lawton, a former curator for the Amon Carter Museum of American Art, who has served on the IRS Art Review Panel. She is currently part of the nine-member "Dream Team" serving on the unprecedented public art plan underway in Westlake, Texas. Learn when private curators need the assistance of appraisers and exactly what kinds of valuations and services they need to best help their collector clients. Ms. Lawton also will discuss the role curators can play in developing sound appraisals.
Presenter:
Rebecca Lawton, Curator
2:30 PM - 3:30 PM
A Fine Tasting Opinion: The Art of Reviewing an Appraisal, Ethically Protecting Privileges, and Popping the Cork off of Kovel
Meet an estate attorney who, through tax and fiduciary litigation, helps protect appraisals and the defense of them against the IRS. This session will provide practical tips with some discussion on recent developments in audits and case law related to privileges, applicable to estate planning, with a particular focus on maintaining privileges. Topics addressed will include: attorney-client privilege (what it protects and what it might not); the tax practitioner privilege (when to rely on it and when to not); Kovel agreements and their effectiveness; preserving all applicable privileges and when to consider waiving them; and other practical tips in protecting your appraisals and appraisal practice.
Presenter:
Abigail Rosen, Associate, Winstead PC, Dallas, Texas
3:30 PM - 4:30 PM
New Opportunities: Moving in the Right Direction
Sometimes a simple appraisal leads to more in-depth assignments with your client. Your client may decide to send their works across the country to exhibit in a museum or place a work in a gallery for resale. Your client might be relocating or remodeling and need to safely store their collection for a period of time. A full-service collections storage and shipping company can assist you and your client with transport, storage, installation, de-installation, conservation, and collection maintenance. Learn from one of Dallas's leading collection handling services about all the aspects of additional services you can use to best service your clients.
Presenter:
Pamela Suggs, Director of Operations, Displays Fine Art Services
4:30 PM - 5:15 PM
Networking Reception
6:30 PM
Dinner on Own
Saturday, July 14, 2018
8:30 AM - 9:00 AM
Continental Breakfast
9:00 AM - 10:45 AM
Working with Family Offices and Communities Foundations: Benefits to You and Your HNW Clients
Dulany Howland, President of Howland Advisory Corporation, Dallas, Texas, brings over 35 years of business and investment experience to providing Family Office Services to his private clients and their families. In addition to developing effective plans for transfer of assets to the next generation, Mr. Howland has become an expert in optimizing benefits related to philanthropic and charitable giving. Mr. Howland will review the features, benefits, and outcomes of a Family Office relationship and how appraisers can enhance their relationships with their HNW clients by engaging with them about how working with a Family Office can help them achieve peace of mind, family unity, financial security, and a lasting legacy.
Presenter:
Grafton Dulany Howland, President of Howland Advisory Corporation, Dallas, Texas
Are your appraisal clients considering leaving a charitable legacy? Community foundations with chapters across the United States, help to connect visionary philanthropists with worthy causes. Community foundations help those wanting to gift their assets to create funds, to accomplish their charitable goals, and handle complex gift situations, all of which require the services of an appraiser. Communities Foundation of Texas welcomes a broad range of assets including high-end personal property collections. Discover how appraisers can suggest charitable directions to their clients and work with foundations such as Communities Foundation of Texas to best serve their clients' philanthropic needs.
Presenter:
Monica Egert Smith, Chief Relationships Officer, Communities Foundation of Texas
10:45 AM - 11:00 AM
Break
11:00 AM to 12:00 PM
Current Strategies and Advice for HNWIs in Wealth and Estate Planning
Estate planning for HNWIs includes much more than a last will and testament. Without advanced estate planning strategies, many of the wealthy’s hard earned assets end up with the IRS. Learn how estate attorneys are currently advising their affluent clients to protect their collectible assets with planning strategies such as Family Limited Partnerships, Limited Liability Companies, Personal Residence Trusts, Irrevocable Life Insurance, and other strategies to reduce federal estate taxes, gift taxes, and generation skipping transfer taxes. Better understand when estate attorneys need personal property appraisers to help their clients early in the planning process and exactly what they need and expect from appraisers.
Presenter:
Alan Davis, Partner, Meadows Collier, Attorneys at Law, Dallas, Texas
12:00 PM to 2:00 PM
Lunch on Own
2:00 PM to 3:00 PM
Leveraging High-End Collections
Does your appraisal client have $50 million in passive assets sitting on their shelves and walls? Today, there are more and more high-end collectors opting to leverage their collections to gain liquidity for other investments and for buying more art and collectibles. Greg Morse, CEO and founding member of Worthington National Bank (and avid art collector himself), will discuss new opportunities for appraisers to work with lending institutions involved in high-collectible loaning.
Presenter:
Greg Morse, CEO of Worthington National Bank, Fort Worth, Texas
3:00 PM to 4:00 PM
Why Valuation is Vital: Exploring the Role of Appraisals in Insurance for High Net Worth Collectors
High-net-worth individuals (HNWIs) look to their insurance producers and carriers to help protect their treasured collections. Insurance producers and carriers, in turn, depend on appraisers to help ensure each client has the right coverage. This session explores HNWIs and their collections, and how a private collections policy is designed to meet their unique needs. It includes how insurance carriers use appraisals for underwriting and claims adjusting and how we can best work together to serve these stewards of our cultural heritage, all brought to life with real world examples.
Presenter:
Barbara Chamberlain, AIG Director, Art Collection Management, Miami, Florida
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