/ course descriptions
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1:00 PM – 1:10 PM – Welcome Session – Marrakesh Ballroom
Shawn Terrel & Jimmie Dean Coffey
Kick off the 14th Annual Auction Expo with your hosts Shawn Terrel and Jimmie Dean Coffey.
1:15 PM – 2:15 PM – Remaining Relevant in an Ever Changing Marketplace – Marrakesh Ballroom
Shane McCarrell & Jason Deel
Stay ahead of the curve in today's rapidly evolving auction industry. Learn strategic adaptation techniques to thrive amidst constant change and maintain a competitive edge in our industry.
2:30 PM – 4:45 PM – Understanding and Using ChatGPT to Increase Productivity – Marrakesh Ballroom
Brian Burke
Be sure to bring your laptops! This will be an interactive session where attendees will learn how to best prompt ChatGPT to get desired results, and you will create a TON of valuable content during the presentation. During the class you will gain valuable insight into the key strategies needed to successfully use artificial intelligence for a variety of auction office operations and business solutions. Some of the prompts that will be discussed are as follows: Researching and writing descriptions for items; creating auction proposals; social media and web content; researching items and business niches; drafting agreements; creating video with AI; and much more.
5:00 PM – 7:00 PM – Exhibitor Expo Cocktail Reception – Ballroom Foyer
While enjoying hors d'oeuvres and cocktails, take advantage of this opportunity to visit with select exhibitors & service providers and learn more about the programs, products, and services designed to grow and improve your business as well as reconnect with auctioneers across the country while relaxing in an informal setting after the first day of training.
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TUESDAY
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8:00 AM – 9:00 AM – Exhibitor Expo – Ballroom Foyer
Take this opportunity to visit with select exhibitors & service providers. Grab some coffee and stop by the Exhibitor Expo before class begins and take time to network and learn more about the programs, products and services designed to grow and improve your business.
9:00 AM – 10:00 AM – Important Considerations When Producing Auction Terms & Conditions – Marrakesh Ballroom
Mike Brandly
As the auction industry continues to evolve, the need for accurate and transparent auction terms & conditions has never been more important. In this session Mike will guide through important considerations when creating terms & conditions for an auction event. He will differentiate between what is a term and a condition, and help you understand what is enforceable and what may not be. Mike will also discuss what can happen if you elect to modify or change the terms & conditions during an auction. Regardless if you are just starting out in the auction industry or have been a practicing auctioneer for many years, this course will be highly educational and beneficial.
10:15 AM – 11:15 AM – Effectively Negotiating Auction Commissions – Marrakesh Ballroom
Shawn Terrel
In this course, we discuss multiple proven negotiation techniques that enable auctioneers to strengthen their auction commissions during the listing process. We also explain how to effectively navigate the challenges associated with the never-ending phone call asking, “how much do you charge.” This class is designed for individual auctioneers and auction companies as they grow their revenue stream through service-based fee structuring and appropriate negotiation techniques.
11:30 AM – 12:30 PM – Equipment Auctions Sales Review (2023) and Best Practices – Marrakesh Ballroom
Carson Schott
In this session we take a deep dive into how the equipment marketplace is trending and what is driving values. We will discuss specific tools that are helping auction companies evaluate equipment as well as providing forecasts on particular assets. Then we will take a look at what techniques are helping auction companies secure those assets for auction. Whether you currently sell equipment at auction or have been thinking about it, this class will be a great learning experience for everyone.
12:30 PM – 1:30 PM – Exhibitor Spotlight Lunch
Lunch is provided to attendees, and we will feature the vendors during this time.
2:00 PM – 3:00 PM – How to “Legally” Sell Firearms at Auction – Marrakesh Ballroom
Mike Brandly
Firearms continue to be a very popular auction item, regardless if you sell them at a live auction or online. Mike Brandly is recognized as an industry authority when it concerns the current rules and regulations that govern the sale of firearms at auction. In this session you will receive updated information about current rule changes and what that means for auctioneers that sell firearms at auction. You will also have the opportunity to ask questions and openly discuss scenarios that require a deeper understanding of the rules surrounding firearm auction sales, and what the future may hold for firearms sales at auction.
3:15 PM – 4:15 PM – Cultivating Relationships with Other Professionals – Marrakesh Ballroom
Shane McCarrell & Jason Deel
Unlock the power of lucrative partnerships and build a thriving network of income-producing relationships. Discover proven strategies and effective communication techniques to establish mutually beneficial connections.
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8:00 AM – 9:00 AM – Exhibitor Expo – Ballroom Foyer
Take this opportunity to visit with select exhibitors & service providers. Grab some coffee and stop by the Exhibitor Expo before class begins and take time to network and learn more about the programs, products and services designed to grow and improve your business.
9:00 AM – 10:30 AM – Strategies and Solutions: Personal and Commercial Asset Mastermind – Marrakesh Ballroom
Jason Deel & Corky Heard
This powerful session is a mastermind discussion and a comprehensive exploration around business growth and success! Our speakers will lead an open discussion of various strategies used for lead generation while following standard operating procedures. Discover effective methods used to scale an auction team quickly by securing new clients and boosting your business. Additionally, they will share ideas about new and unique verticals and answer the question: “Can you really make money selling personal property”? This is a great session for both new and seasoned auctioneers alike.
10:45 AM – 12:00 PM – Leveraging AI to Improve Your Auction Business – Marrakesh Ballroom
Mike Duffy
Artificial Intelligence (AI) was launched to mainstream consumers in November of 2022. In its first year it has dramatically impacted how many auction professionals do their jobs. This session will show you how to leverage AI to do a lot of the tasks required in the auction process. The information shared will both save significant time and money for you and can dramatically improve your auction marketing efforts.
12:00 PM – 12:10 PM – Closing Comments – Marrakesh Ballroom
Shawn Terrel & Jimmie Dean Coffey
/ meet the speakers
Mike Brandly CAI, AARE
President, Brandly & Associates, Inc.
Mike Brandly is president of Brandly & Associates, Inc., and Broker with Brandly Real Estate & Auction. He has been in the auction business for 40 years and sold real and personal property all across the United States. He’s a frequent appraiser in Probate, Civil, and Bankruptcy cases. He is a graduate of the Certified Auctioneer Institute (CAI). He also holds the Contract Auction Specialist (CAS) designation as well as the AARE real estate designation. Mike is the preeminent auction law expert witness in the United States, consulting with attorneys in 32 states concerning a wide variety of cases involving customary practice, commercial reasonableness, regulatory investigations, and the like. He is the Executive Director of The Ohio Auction School. He serves as Distinguished Faculty at Hondros College. Mike has served as faculty for the Certified Auctioneers Institute held at Indiana University, is an instructor at the Western College of Auctioneering, an Instructor at the National Auctioneers Association’s Designation Academy, and is also approved by the Supreme Court of Ohio as a Continuing Legal Education instructor for attorneys.
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Brian Burke
Founder & CEO, SellYourMac.com
Brian is Mac Man of SellYourMac.com (SYM) and Other World Computing (OWC), the world’s most trusted and highest independently rated Apple trade-in company. SYM has paid out $55M+ and has helped over 100,000 customers.
Brian is passionate about empowering underprivileged students through gifting Apple technology. He believes gifting them a Mac can truly change their lives, their outlook on the world, and their future job prospects.
As a lifelong learner, Brian has become a Sommelier, an Apple Certified Mac Technician, a Notary Public, an Ordained Minister, a Certified Scuba Diver, a professional speaker on LinkedIn optimization having now growth his LinkedIn network to 185,000+, and now a professional speaker on ChatGPT!
Jason Deel
Owner, Nashville Auction School
Originally from Haysi, VA, Jason Deel is the founder of JD’s Realty & Auction of Clinton, TN and the Co-Owner of The Nashville Auction School He grew up collecting as a child and continued his collection while serving 20 years in the U.S. Army. As a young man, Jason was destined to serve in the U.S. Army as a leader and officer. Jason served in six combat deployments to Iraq and Afghanistan in the Army as an Infantry Officer.
Jason earned his M.B.A. from the George Herbert Walker School of Business & Technology from Webster University while attending Command & General Staff College. Jason conducts approximately 400 auctions a year of both real estate and personal property. Jason has continued to further his education by attending the National Auctioneers designation for Accredited Auctioneer of Real Estate, the Auction Marketing Management, Graduate Personal Property Appraiser Course and the covenant Certified Auctioneers Institute course.
Jason & Natalie have been married for eleven years and live in Clinton, TN. They have two children, Maleah & Jacob.
Mike Duffy
President, United Country Real Estate
With more than 20 years of experience in marketing and sales for numerous well-known brands, Mike Duffy is a true leader in building the brand as United Country’s president. Mike is focused on bringing new and added-value services to affiliates across the nation. He is also seen as the face of United Country, visiting offices and developing close relationships with brokers and agents.
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Corky Heard,CAI,AARE,CES,GPPA,PRI,UCMA
Broker Auctioneer, United Country Heard Auction & Real Estate
With over 30 years of auction related experience, Corky Heard is a leader in the auction and real estate industries. As owner, broker, and lead auctioneer of United Country Heard Auction & Real Estate, LLC, Corky has conducted countless successful auctions and transactions, including benefit auctions supporting charitable causes.
Armed with an impressive array of certifications including CAI, AARE, CES, GPPA, PRI, and UCMA, Corky leverages his expertise to deliver maximum value for his clients. His leadership, vision, and passion for the profession has allowed his company to continue to grow and thrive in a constantly changing marketplace.
Prior to establishing his firm, Corky honed his skills as co-owner of Flashback Memorabilia, where he pioneered online sales and live auctions. This versatile experience gives him unique insight into connecting buyers and sellers.
With over 37 years in real estate and a degree in Business Administration, Corky brings a results-oriented approach to every deal. When you work with Corky, you're getting the benefit of his connections, strategic mindset and wealth of practical knowledge.
Shane McCarrell, CES
Auction & Asset Strategist, Nashville Auction School
After over 12 years of active-duty military service in the United States Marines and the United States Army, Shane and his family call Tennessee home. Shane is a graduate of Nashville Auction School and current President of the Tennessee Auctioneers Association after serving as a Director from 2018-2021. Over the last 10 years Shane has traveled the country working with, consulting and educating some of the most successful auctioneers in the industry. Shane is an active member of the National Auctioneers Association serving as Tennessee State Membership Ambassador, Promotions Committee Member and as a Certified Estate Specialist approved instructor. As Co-Owner and Education Director of Nashville Auction School Shane is no stranger to teaching. Shane's passion for education is only rivaled by his competitive spirit, he has been awarded the TN Rookie Championship, Volunteer Open Championship, 2019 TN State Championship and has multiple top 10 finishes in the International Auctioneer Championship.
Carson Schott
Sales Manager, AuctionTime
Carson Schott is the sales manager for auction platforms at Sandhills Global. Schott joined Sandhills as a sales representative in 2006, specifically working with dealers and farmers using Sandhills’ TractorHouse publication and website. Having worked to help sellers maximize their return on assets by identifying a combination of retail, wholesale, and auction sales strategies, Schott now oversees Sandhills’ auction platforms AuctionTime and Equipmentfacts. In this role, he works with auctioneers to help them conduct timed and live auctions and leverage Sandhills’ massive buyer base through their different market places.
/ meet the hosts
Shawn Terrel CAI, AARE, UCMA
President, United Country Auction Services
As the head of United Country Auction Services, Shawn Terrel brings a wealth of auction experience and insight to our executive management team. Shawn has 30 years of professional auction and bid calling experience. He is a former Director of the National Auctioneers Association and a past Chairman and President of the Oklahoma State Auctioneers Association. Shawn has been crowned a Champion Auctioneer in multiple states during his career, and is recognized as one of the industry’s authorities on conducting auctions which incorporate internet bidding and accessibility technologies (ie. online auctions and live internet simulcasts). Over the years he has conducted thousands of auctions with highlights such as $72 million dollars in a single sales event.
Shawn is a graduate of the Certified Auctioneers Institute (CAI) at Indiana University and currently instructs “business planning” for (CAI). He holds the Accredited Auctioneer Real Estate (AARE) designation. He is a graduate of the Missouri Auction School and the Texas Auction Academy, where he is a certified instructor. He holds a real estate brokers license and an auctioneer’s license in multiple states across the U.S. Shawn is also the Co-owner and Chief Operations Officer of Mineral Marketing, LLC, a nationwide oil & gas mineral and asset marketing firm.
Jimmie Dean Coffey CAI, AARE, UCMA
Vice President, United Country Auction Services
Jimmie Dean Coffey is a highly accomplished professional in the real estate and auction industry. As Vice President of United Country Auction Services, he brings over four decades of experience and expertise to his role. Beginning his journey as an Auctioneer in 1983, he expanded his knowledge by obtaining his Real Estate license in 1985. He holds the prestigious CAI (Certified Auctioneer's Institute) designation and has pursued continuous professional development, earning various auction designations through the National Auctioneers Association (NAA) such as AARE, BAS, AMM, and CES.
Jimmie Dean Coffey's outstanding skills and contributions have earned him a place in the Indiana Auctioneers Association's Hall of Fame. He has held director positions with NAA and NAA Education Trustees, as well as serving as Chair of the CAI Committee. He also demonstrated his commitment to the real estate and auction community by serving as a past president of IAA and the local Board of Realtors. Throughout his career, Jimmie Dean has demonstrated an unwavering commitment to excellence, leading the Auction Services division at United Country Real Estate to new heights and ensuring unparalleled success for clients and affiliates alike.