Only 31 Pages, $27 and very worthwhile.
By the Editor
Between 1967 and 2000, I sold dozens of cars, almost all of which would be considered valuable classics today: Two Ferraris, 14 Alfas, numerous Lancias, Fiats and Abarths; French cars including a Renault Dauphine and R16, a rare Peugeot, MGs, Minis, Lotus Cortina, Mercedes, BMW, etc. Most were used for daily transportation. Each one was a great buy, a nice experience, and easy to sell in order to move on to the next confection.
Editor’s front yard, 1977. From one delectable to another, or several at time. And what a time it was.
When buying and selling was a breeze
I know I’m preaching to the choir, but it is difficult to express just how much fun it was…experiencing a completely different car (rarely new), finding out how to work on it, drive it, show it, and just plain have fun with it. Selling was sweet sorrow, often done after, and because of, a recent new purchase. Profit had nothing to do with it, aside from making it easier to step up to a better or more expensive make or model.
Selling was simple and almost always foolproof. We had a few regular contacts like Keith Goring at Alfas Unlimited, and Maserati man Kyle Fleming, but most sold via the Washington Post, locally via the Trading Post, and above all the ubiquitous Hemmings. We still laugh about the time we sold a rusty and damaged Chevy Suburban in our local Trading Post. Our ad read, “Chevy Suburban, 454 ci engine, needs work.” It sold immediately and the telephone never stopped ringing. Something about the size of the engine, I was told. Never did we submit a photo; a couple of sentences would be enough to attract buyers. The deals reflected the character of the buyers…usually local chaps, most were enthusiasts. Even though there was regret and sadness as the car left our driveway forever, it was always a good experience and often resulted in new friendships.
Only one sale was disconcerting…we fixed up an Alfa 2000 convertible, drove it to a reputable auction. It sold for $3000, a relatively high price for the time. The car was taken home by the new owner but we never got the check. We waited and waited. It did finally arrive however.
Buying and selling ain’t what it used to be
One might think, therefore, that as an old hand at selling such cars, getting rid of a car today would be a piece of cake. But it can be a nightmare.
Today, things are different. Back in the halcyon days of the 1970s and 80s, our cars may have been classics but weren’t worth an awful lot of money. The high cost of classic cars today changed the market, the buyers, the conditions, the risks. There are a lot of bad actors out there today; love of cars and enthusiasm is overshadowed by profit.
Furthermore, in this day of the Internet, finding the right market and knowing how to create and place an ad is challenging, along with the now necessary photos and documents. There are so many places to place an ad it is often confusing. Online auctions? Facebook? Newspapers? Websites? Car magazines? And each will want money, so you’d better make the right choice the first time. Wording, descriptions, and photos are even more important than ever. What kind of checks should you accept? What are your responsibilities?
It is good to learn that David C.R. Neyens has published a very helpful guide on how to sell your classic car. From the book, it states that “David has been involved in virtually every part of the collector car market: private sales, live auctions, online auctions, estate sales, and collector consulting. His writing has appeared in major collector-car auction and media outlets, and his market analysis is read by collectors, advisors, and enthusiasts across North America and beyond.”
But do we really need this?
Neyens has put together a short, concise, easy to use guide of only 31 pages, written not only for long time enthusiasts but “ first-time sellers, family members, and professional advisors who need to sell an interesting, special, or collectible vehicle without feeling lost in the process.” i.e., if you can’t use it your heirs might. He states that it is not intended for dealers, or those in the daily business of selling cars. Nor is it limited just to classic cars; his advice applies across the board.
The guide consists of 13 Sections and a quick start overview. As you can see, there is a lot of up to date, useful information, and each section is only 2-3 pages in length. Our favorites are in bold:
Section 1 – What Serious Buyers Actually Want to See
Section 2 – Why Bad Ads Cost Sellers Money
Section 3 – The Motorcopia 7-Part Listing Formula
Section 4 – How to Discuss Condition Clearly and Honestly
Section 5 – How to Tell Your Car’s Story – The Description
Section 6 – Price Your Classic Car Without Guessing
Section 7 – Photography That Sells
Section 8 – How to Avoid Sounding Like an Amateur
Section 9 – Choosing the Right Selling Platform
Section 10 – Handling Inquiries, Showings, and Negotiations
Section 11 – Protecting Yourself from Scams and Fraud
Section 12 – When You Shouldn’t Simply Post the Car Online
Section 13 – Final Posting Checklist
Is it worth buying? Definitely, provided you are in the market to sell. In fact, we’d love to see a more thorough, in-depth version perhaps aimed directly at the classic car market in the U.S. as Neyens’ book has just opened the door to questions, issues, and solutions in selling.
If you purchase and download the SOLD! guide, Neyens notes that you will automatically receive all updated versions at no additional charge.
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