March 27, 2023

Tips and Tricks to Upsell Your Antiques

About Nicole Pajer

Nicole Pajer is a Los Angeles-based freelance published in The New York Times, Woman's Day, AARP, Parade, Wired, Glamour, People and more.

Do you have some antique furniture and accessories around your home that you’d like to get rid of? You may just be able to sell them and even make some money from them. There is a big market for antiques. In fact, in 2024, the collectibles market was valued around $601.2 billion. And statistics show that this market is only expected to grow, predictions say that the collectibles market could cross $1 Trillion by 2033.

“Absolutely, there is a market for antiques, and especially when it comes to designer or well-known brand names, the price can often be a lot higher than one might imagine,” says Jeanel Alvarado, a shopping and retail expert, and founder and CEO of Retail Boss. “Often, if appraised favorably, the seller can sell the item for hundreds to thousands more than the original retail price.” The profits can potentially be lucrative when selling antiques, but it does depend on a few factors. If you’re looking to sell an antique, take the following steps to help your item sell for top dollar.

Find the right place to sell

For household furniture and accessories, Katherine Wells , the founder and owner of A.MANO Brooklyn, a go-to destination for vintage finds, says to try a local consignment shop. “There are also auction houses and estate sale agents that will come to your home and do appraisals for things like furniture, crystal, china, silver, etc.,” says Wells.

If you want to sell items yourself and you’re good at using the computer, there are two high-end online marketplaces for vintage furniture and accessories that she recommends, 1stDibs and Chairish. “They all take a hefty fee, so keep that in mind when you are listing items there,” Wells explains. 1stDibs only accepts authentic antiques and vintage pieces and is primarily for high-end dealers. Chairish, however, she notes, is for anyone. They often can also handle transportation of large pieces on your behalf.

“If you have a large house full of furniture and don’t know where to start and time is of the essence, find a local auction house that sells the kinds of furniture you have,” says Wells. “Sometimes if you have a lot of large pieces, they will send someone to give you an appraisal and an assessment.” Usually, the auction houses will want you to send in pictures first and will then let you know if what you have is right for them. Auctions are another great way to sell a lot of big things quickly and sometimes you’ll be surprised how much people will pay for things you didn’t know had much value. “A good place to start auction house research is LiveAuctioneers,” says Wells. “You can search for pieces similar to your own and you can see how much they sold for in the past once you register for a free account.”

If you’re able to pack things up and ship them out yourself, eBay can also potentially be lucrative. Keep in mind that they do, however, charge a fee for postings. “You’ll have to decide if you want to use the buy now feature or if you prefer to do an auction,” says Wells. Buy now listings will sit there for a while, but an auction is timed and if the item sells, you’re obligated to ship it out. “Make sure you account for shipping costs in your listing,” Wells adds. Alternatively, “you can also list your items for local pickup.”

Facebook Marketplace is another option for selling. It requires a Facebook account and some knowledge of how to use Facebook.

Price things properly

Before listing an item for sale, you’ll want to make sure you set it at the right price. For higher-ticket items, try visiting a local appraiser to get their opinion on what it might sell for. “There are local shops and dealers of collectable and unique items who will research the market value of your antique, offer a fair judgment, and provide you with a written report with the antique's estimate,” says Alvarado.

You can also go online to websites where people are selling antiques and see what similar items are listed for. And if you know the brand and model of furniture or accessory you have, search for them on sales sites online and see what the typical going rate is. Other options include online sites that will provide you with quotes, like WorthPoint, an online valuation service that collects historical auction data on collectibles to help sellers determine the value of their items.

You can also look at online auction houses, such as Heritage Auctions, which Alvarado says provides free and paid expert online appraisals for antiques, coins, sports memorabilia, art, and much more. And don’t be afraid to negotiate price with buyers. “Be willing to work with potential buyers to find a mutually agreeable price,” explains Taylor Hughes, with Timothy Langston Fine Art & Antiques. “Be confident in the value of the antique, but also willing to consider offers.”

Increase a product’s value

If the items you’re trying to sell are in disrepair, you’re likely not going to get as much for them. “To increase the value of your pieces before you sell them, get them in working order,” says Wells. But also try to know how much they’re worth to begin with, as you don’t want to spend $300 fixing something that’s only going to sell for $200. “If something is dirty, wash it,” says Wells. “If it needs a small, simple repair you can do it yourself, do it. Don’t expect cracked or broken pieces to fetch high prices unless they’re serious antiquities.”

When listing products, it can also be beneficial to group things together and sell them in lots. “If you have a large collection of different types of napkin rings, for example, you should consider selling the entire lot as one item rather than pricing them individually,” explains Wells.

When writing item descriptions, especially in online marketplaces, highlight the unique features of the antique, such as its history, craftsmanship, and design. “This can make the item stand out and increase its perceived value,” says Hughes. She also suggests sharing the story behind the antique, such as its previous owners or the time period in which it was made. “This can create an emotional connection with potential buyers and increase its appeal,” adds Hughes.

Take good photos

If you’re selling online, you will need to take the best pictures you possibly can to make the pieces look their best. “Use natural light and don’t have a lot of extraneous stuff in the photo,” suggests Alvarado. She says to experiment with props like plants or vases of flowers to style the photos. “Drab and dumpy photography isn’t going to put your piece in the best light and potential buyers will see it as drab and dumpy before they see that it’s actually a fabulous piece,” Alvarado adds.

Think before you refurbish

Giving an item a good dusting or cleaning is important. So polish the silver and wash the fine china, but don’t go too far that it ruins the integrity of the material. For wooden antiques, polishing them can help restore their natural beauty, however, it's important to use the right products and techniques to avoid damage. When cleaning antiques, it's generally important to be gentle and use non-abrasive cleaning solutions. “Avoid using water or other liquids that can damage the item,” says Hughes. “Instead, use a soft brush or cloth to gently remove dirt and dust.” You should also avoid using harsh chemicals or abrasive materials that can scratch or discolor the wood.

The rule of thumb that Alvarado follows in this department is “if in doubt, don't. It is safer to preserve the patina until the piece is appraised and you know for sure whether you are inadvertently removing the history that [gives] the piece its character,” she says. Wells agrees, noting that whether to tweak an item will all come down to the underlying value of the piece. “If you can give something a quick once-over with some furniture polish to make it look more presentable then definitely do that,” she says. “But I wouldn’t spend a lot of time and money on a full refurbishment, especially if there are color or fabric choices to be made. A savvy buyer will probably want to choose their own colors and fabrics.”

Sell safely

As long as you take precautions, selling antiques can be a safe endeavor. Hughes recommends the following tips to make sure your sale is safe.

Ask for references from past customers or checking reviews on Google or social media to tell if an online seller is reputable.
Avoid inviting strangers to your home. If you are selling antiques through online marketplaces or classified ads, try to meet potential buyers in a public place, such as a coffee shop or community center.
Avoid sharing personal information, such as your home address, phone number, or email address with potential buyers.
Have someone else present if you are meeting with a potential buyer. This can provide an extra level of security and deter potential scammers or criminals.
When showing an antique to a potential buyer, they’ll likely want to inspect it thoroughly to ensure it is in good condition. If you are uncomfortable with the buyer handling the item, consider using gloves to prevent damage.
Accept secure payment methods such as PayPal, credit card, or bank transfer. Avoid accepting cash or personal checks from unfamiliar buyers.